Sales Management and Program Management professional

1. Gary S. Lang
Resume for:
Sales Management / Program Management in Sacramento, CA
Mobile: 916-747-6846
Gary_Lang@cinci.rr.com

2. Hilti North America, Inc. Regional Sales Manager
2007 – Sept. 2014
Directed team of 10 Account Managers in Midwest geography to achieve sales and profitability targets for worldwide manufacturer of
construction products and equipment. Developed annual sales forecasts on a territory basis and continually managed region
segmentation. Coached engagement within customer base and tracked metrics / KPIs using sophisticated CRM (SAP) platform. Used
analytical skills to research local market trends and competitive environment to forecast opportunity pipeline. Proactively identified key
customer targets in region and developed appropriate strategic business plans to influence their commitment to Hilti. Leveraged
corporate and technical (engineering) resources to enable Account Managers to achieve strategic objectives. Responsible for the
overall talent of the team including recruiting, hiring, training, performance management, development, and succession planning. Product
champion for all products brought to market. Complete accountability to executive management.
 On track to exceed 2014 sales / gross profit targets as well as customer engagement goals
 Exceeded 2013 gross profit target ($4.3M) adapting rapidly to company's shift to gross profit orientation
 Exceeded 2012 sales forecast ($9.8M) and profitability/contribution targets amid poor economic and construction industry indicators
in specific Midwest geography.
 Exceeded and met 2011 and 2010 growth and profitability targets ($8M+) respectively.
 Promoted from “Regional Manager in Training” to Regional Manager of industrial and government region within first year of hire
date, reflecting management expertise and developed leadership and organizational skills.
 Completed Hilti’s Leadership Academy – management and development program in 2009.

3. MCI (Verizon Communications, Inc.) Senior Program Manager
1997 – 2007
Directed 4 Program Managers to run multi-million dollar state-wide contracts for MCI’s network professional services national
practice. Drove sales and business process outsourcing (BPO) solutions running on the MCI core / Oracle database network.
Provided financial management support relative to contractual commitments and SLAs. Challenges included P&L for entire
western US region; collaborating and managing relationships with foreign, national, and state governments; directing
system/resource deployment and delivery; determining program risks; and directing service delivery of subcontractors, call center,
and billing groups.
 Grew MCI Government revenue by over $9M within 15 months by selling enhanced data warehousing and IT optimization
services.
 Increased revenues $25M from 1998 through 2001 by leveraging the current business model for MCI’s Emissions Monitoring
System (EMS) to provide state-wide automated hunting and fishing licensing solutions to 3 states, as well as a firearms
registration system for the state of California.
 Signed a $6M amendment with the state of California in 2002 to provide additional consulting services and to extend MCI’s
firearm registration system services for an additional 5 years.
 Negotiated a $5.4M (EMS) contract extension in 2006 with the state of California that included business continuity and stand-by
services.
 Co-invented MCI’s Remote Vehicle Inspection Monitoring system for the state of Nevada (patent filed by MCI -Verizon).
 Won corporate Masters and President’s Circle awards.

4. California Office of Export Development (OED) Trade Program Manager
1993-1997
Brought on board to manage California’s trade development program focused on assisting small, “export- ready” firms to
penetrate international markets.
 Leveraged services of California’s Overseas Trade Offices in Europe, Asia, Africa, and Latin America to optimize offerings to
California clients; efforts resulted in distributorship agreements of $1.8M in incremental export sales.
 Conducted in-depth research on NAFTA to become “trade ombudsman” for California exporters; efforts resulted in $1.3M in
sales for California companies over a two year period.
 Identified emerging markets for IT, medical products, and environmental technology to provide ground-floor opportunities for
California clients. In addition, led client representatives to major overseas trade exhibitions and trade missions, working in
conjunction with the US and Foreign Commercial Service (USFCS).
NCR Corporation Account Manager
1988-1991
Hired as team member of newly-formed state account team to penetrate the state government IT marketplace in California and
Nevada with NCR’s UNIX and remittance processing systems.
 Sold turn-key technology solutions (UNIX) to California and Nevada state governments. Achieved yearly sales goals
(Century Performers Club) all eligible years.
 Secured new remittance processing equipment contracts with CA Board of Equalization, Franchise Tax Board, and the
Department of Veterans’Affairs worth $1.3M.
 Completed NCR’s Sales Management Training program over six month period at (former) corporate headquarters in Dayton,
Ohio.

5. EDUCATION & ADDITIONAL INFORMATION
MBA, Global Management, Thunderbird – School of Global Management 1992
BS, Business Administration, California State University, Sacramento 1987
Fluent in Spanish
Authorized to work in European Union
Ability to relocate as needed
.