Marti Farrington

 Results-oriented Sales and Marketing Management professional with a diverse history of increasing
responsibility while influencing business results in the telecommunications industry.  Proven leadership
in managing sales and customer service teams; consistently exceeded sales goals. Well-versed in all
aspects of supervision, including recruitment, hiring, training, directing, motivating, and evaluating
diverse associates. A seasoned professional with excellent interpersonal skills, interfacing well with
people at all levels of the business. Expertise as an educator and trainer…Demonstrated utilization
of Quality Principles to improve productivity and quality of outputs…Facilitates understanding of
the sales process…Develops a motivated and creative sales force…Designs in-house training
programs to enhance corporate courses. Accomplished communicator with strong negotiation
abilities that promote teamwork and consensus.  Extensive experience in presentations to large
audiences.  Strong inner work standards that insure that the job is done in a quality manner, resulting
in consistent performance evaluations that have “far exceeded” managers’ expectations.


                                                                            EXPERIENCE

Gymboree
Assistant Sales Manager    09/02 to 05/15/04
  Responsible for sales of  children’s clothing  to a diverse clientele  to achieving the
store’s annual revenue objectives of $1.4 million. 
  Accountabilities included:
     ·         Assisting  Store Manger in achieving financial and quality selling goals while
            supervising a store team and delivering excellent customer service
     ·         Exceeding  individual sales results, compliance with operational processes and
           motivation of sales associates
     ·         Enhancing selling skills, productivity and financial accountability of 15 sales
            associates by implementing effective training programs to insure each one exceeded company’s
            performance standards


AT&T/Lucent Technologies
District Manager/Account Manager   01/01 to 07/13/01
  Responsible for sales of Lucent’s optical area networking products to OEM customers
and federal government accounts to achieve revenue objectives while meeting expense targets.
  Accountabilities included:
    ·         Strategic Account Planning that produced 71% of team’s quota commitment
    ·         Identifying and qualifying sales opportunities
    ·         Using extensive sales experience to make customer presentations, close sales, and
           manage all aspects of the sales cycle
    ·         Establishing and maintaining strong customer relationships at all levels
    ·         Screening and hiring needed resources to meet/exceed customer expectations

District Manager/Staff Manager:   Sales Deployment    6/97 to 12/99
    Responsible, as the change agent, for the development of site specific project plans
insuring all SAP and Seibel deployment activities were achieved. This involved both a
multi-state region in the U.S. and International activity.  Established site-specific change
control boards with GM identified associates.  Directly supervised up to seven professionals

    ·         Provided in-depth on-site support to users before, during, and after cut over.
    ·         Coordinated with Communications, Training and other Deployment teams to insure all end-user                requirements were met.  Identified and championed areas for improvement within the sales
               process flow.
    ·         Developed future enhancements to improve the sales process in SAP and the Seibel sales funnel                management tool.

Sales Process Consultant   1992 to 5/97
   National Project Leader for establishing baseline and continuing education requirements
   for emerging technology.    Created and developed templates and checklists with Solution
   Realization to ensure marketing collaterals met sales associate needs at product introduction.
   ·                 Acted as a Supplier Manager to effectively negotiate requirements with suppliers to the
              Sales Process, gained agreement on measurements and frequency of results reporting, and
              developed action plans that achieved business requirements. 
   ·         Acted as an internal consultant working with Sales and Service branches to leverage
              "best in class" tactics to improve sales results and sustain positive growth. 
   ·         Improved processes, developed tactical plans and improved profitability--resulting in developmental
              and staffing tools to identify and develop key professional talent.

Lead Generation/Market Analyst/Staffing Manager   1990 to 1992
    Responsible for strategic development of marketing plans to achieve lead and sales volumes. 
   Directly supervised the activity of up to twenty professionals.  Consistently achieved 150% of
   monthly lead objectives resulting in closed sales of $8 million annually.
   
    ·         Designed, implemented, and administered the branch’s short term and long term local advertising                campaigns, including multi-media and cell marketing.
    ·         Developed new business through marketing activities that included territory design,
               economic modeling, geographic base management, and market stimulation programs. 
    ·         Established an interview process to assess the qualifications of potential candidates for
               AE positions that was later adopted by other branches.

Sales Manager  1989 to 1990
       Coached and motivated 12 Account Executives to meet and exceed sales targets while
      maintaining high levels of customer satisfaction.  Developed sales strategies, lead
      generation, recruiting, hiring, and training. - resulting in 114% of annual revenue goals,
      over $4,500,000.

Earlier Career Summary     1976 to 1989
      Originally hired by Southwestern Bell as a Service Representative, transferring to a more
     external sales role as an Account Executive. With divestiture was transferred into the
     AT&T organization.  Received rapid career growth and promotions through compensation
     management and sales operational roles.


                                                      Professional Development
     Undergraduate education in general studies at the University of Oklahoma

      Ongoing attention to personal development has included numerous training events, including:
    ·         SAP Sales Associate
    ·         Seibel Funnel Management
    ·         How To Manage A Successful Business
    ·         Credibility, The Authentic Leadership    
    ·         Numerous Sales Management Skills Training Courses
    ·         Negotiating to YES
    ·         Managing Teams For Cultural Change
    ·         Creating High Performance Teams

                                                                                 Awards