Multi-lingual Sales Mgt & Biz Dev Exec
San Antonio, Texas Area
- Current
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- General Manager, Group Sales at Professional Medical Insurance Svcs
- Past
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- Branch Manager at United American Insurance
- Principal, Americas Region at Xyting Corp
- Vice President, Business Svcs Group at NICE Systems
- Education
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- United States Military Academy at West Point
- Recommended
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4 people have recommended Mike - Connections
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51
connections
- Industry
- Insurance
Mike Wickham’s Summary
Innovative, executive with over 20 years of Business Development and Sales Management experience in technology. Finds the path to profitability, customer satisfaction and market penetration via a solid West Point education, US Army command experience and a unique blend of global business accomplishments. History of success in Latin America, Europe, Asia and across the US. Talent for creating high performance teams in marketing, sales, technical support and customer service. Motivates through personal leadership and expertise. Exceptional skill in contract negotiations, aggressive product rollouts, problem solving, working across barriers of culture, language and cross functional teams.
Mike Wickham’s Specialties:
* Extensive B2B sales & mrktg experience in Europe, LatAm, Asia and throughout the USA.
* Sales management: Revenue responsiblity ranging from $2.8M - $23M annually. Expense budgets managed: $500k - $2.3M+.
* Business Turn around: Taking flagging sales, training and marketing and creating enthusiasm and results.
* M & A: Putting the right teams together for increased market penetration, cost controls, profitability and long term success.
* Multi-lingual: Fluent in Spanish & French
Mike Wickham’s Experience
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General Manager, Group Sales
Professional Medical Insurance Svcs
(Insurance industry)
February 2008 — Present (1 year 11 months)
My team places our complete portfolio of insurance and annuity products into large companies and national associations. We provide our clients with the widest range of insurance coverage that includes: Health benefits, life insurance plans, medical malpractice, personal and professional liability insurance, workers compensation, auto and homeowners policies and specialized annuities. We look to provide creative solutions to business owners that will get them better benefits that most traditional plans while saving them money. We also offer alternatives to 401k, IPA and bonus plans that move funds from higher risk vehicles to tax advantaged plans that benefit the company's bottom line immediately.
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Branch Manager
United American Insurance
(Insurance industry)
February 2005 — February 2008 (3 years 1 month)
Managed all sales, training, recruiting and marketing activities in Central & South Texas. P&L responsibility for a franchise office of a Fortune 100 national insurance company carrying $2.8M of revenue. Managed an admin and sales staff focused on health and life insurance products selling into the senior and underage (<65) markets, small to medium sized businesses, govt contractors and municipal agencies.
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Principal, Americas Region
Xyting Corp
(Information Technology and Services industry)
September 2001 — December 2004 (3 years 4 months)
Market to country representatives and technology firms the myriad of outsourcing services Xyting offers: development of global distribution networks, product sales and fund raising to support operations. Provide consulting services on technology related issues, venture capital funding and equipment certification through regulatory agencies
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Vice President, Business Svcs Group
NICE Systems
(Public Company; NICE; Computer Software industry)
May 2000 — July 2001 (1 year 3 months)
Directed a team of 75 technical field support staff via offices in New Jersey, Colorado and British Columbia. Provided new installations, equipment repair and upgrades for data logging and high security surviellance systems into Fortune 500 accounts across North America and to selected international locations. Operating budget was in excess of $3M annually and team supported service contracts valued at over $18M.
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Vice President, Gateway Services
Net2Phone
(Public Company; NTOP; Telecommunications industry)
May 1999 — April 2000 (1 year )
Built an international VoIP telecom network into 24 countries worldwide in 6 months. Revenue impact from operations was in excess of $9M. The speed and quality of the network was critical to a successful launch of an IPO. Net2Phone was one of the first major players in the VoIP international marketplace.
Recruited and managed a team of sales/marketing staff located in France, Beijing and in the US. Coordinated negotiations with major multinationals and government regulatory agencies. -
Regional Managing Director, Americas
AT&T
(Public Company; T; Telecommunications industry)
November 1990 — April 1999 (8 years 6 months)
• Created marketing/sales plans contributing $23M per year. Used by the AT&T sales teams and local distribution channels for product training, sales development and post sales support to achieve regional sales objectives. Sustained an annual sales revenue performance in excess of 100% of forecast in each of the last 6 years. Established complete regional distribution/representation network within 18 months in a virtually barren territory.
• Identified candidate companies to represent AT&T, negotiated distribution agreements, and established joint venture contracts covering every major business center in Latin America and Canada.
• Supervised the design, deployment, installation, testing and implementation of physical networks for VAN and IP related services in Mexico, Peru, Brazil, Chile, Argentina, and Uruguay.
• Conducted analysis in the region to determine a geographic priority for VAN and IP networks, with market penetration levels of 35%. -
International Sales Director
V Band Corporation
(Telecommunications industry)
May 1987 — October 1990 (3 years 6 months)
• Developed a sales and support network throughout Asia, Europe and Latin America (12 countries). Increased sales 600% in 18 months.
• Insured the product line was licensed, tested and certified in each market by working with the regulatory entities, certification laboratories and local legal channels.
• Diversified company’s markets with new department for Command Center Products selling into the 911 emergency service, military command center, and power/utility segments. Generated $4.5M in revenue and operated profitably. -
International Sales Manager
MCI International
(Telecommunications industry)
April 1984 — May 1987 (3 years 2 months)
Managed territory which included: the Caribbean, Central America, Brazil, Argentina, Peru, Chile and Uruguay. Met a sales quota for revenues generated from telex transmission and proportionate return international voice traffic. Principal negotiator for international voice contracts with governmental telecom agencies in Brazil, Argentina, Chile and Puerto Rico.
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Captain, Field Artillery
US Army
(Military industry)
June 1978 — September 1983 (5 years 4 months)
Captain, Field Artillery Office (Nuclear Capable), West Germany
French language liaison officer to NATO military and civilian VIP’s
Army Airborne School - Parachutist Badge
Honorable discharge
