Shane Hallen, PAETEC Holding Corp.
Company: PAETEC Holding Corp., Fairport, NY
Company Description: PAETEC, a FORTUNE 1000 company, is personalizing business communications for medium and large businesses, enterprise organizations and institutions across the United States. We offer a comprehensive suite of IP, voice, data, and Internet services, as well as enterprise communications management software, network security solutions, CPE, and managed services.
Nomination Category: Sales Awards Individual Categories
Nomination Sub Category: Sales Director of the Year
Nomination Title: Shane Hallen, Regional Vice President, Mid-Atlantic Sales
Tell the story about what this nominee achieved since the beginning of July last year (up to 500 words). Focus on specific accomplishments, and relate these accomplishments to past performance or industry norms. Be sure to mention obstacles overcome, innovations or discoveries made, and outcomes:
While surmounting company revenue objectives and industry benchmarks from July
of 2009 through 2010 Shane Hallen’s entrepreneurial approach to sales
leadership, profitability and market development grew from a regional
initiative into an exemplary company model. As the Regional Vice President of
Sales in PAETEC’s Mid-Atlantic region, Hallen is responsible for the Greater
Philadelphia Metro, Southern New Jersey, Delaware, and Pittsburgh: 5 sales
teams of 39 people. Hallen developed his market from the ground up into one of
the most profitable regions for PAETEC accounting for over 75 million dollars
in annual revenues.
To address a difficult economic climate, Hallen implemented a “more for less”
sales strategy in his region that focused on identifying areas where his team
could reduce their prospective customer’s costs while streamlining operations
and upgrading their voice and data infrastructure. This strategy moved his
sales team’s up-market into the multi-location and enterprise business space
which led to more than 44 million dollars in new contract revenue – exceeding
budget by over 6 million dollars. In addition to revenue generation, Hallen
implemented financial management strategies that increased margin through
greater sales performance per representative, resulted in higher contribution
levels amongst individuals on each team, and reduced costs through innovative
data analysis.
Other key components to his success during this time have included the
following:
•Implementation of corporate value-added product initiatives to sell
cloud-based services and security products. This has resulted in Hallen
leading national sales in core voice and data products; helping to propel
PAETEC into the 409th position on Deloitte's 2010 Technology Fast 500TM list.
The annual list provides a ranking of the 500 fastest-growing technology
companies in North America.
•Development and recording of Financial Management Computer Based
Training for all PAETEC sales leadership nationwide. This training module is
now mandatory for hundreds of management personnel, with its focus being how
to manage branch financials and use them to help improve branch performance.
•Appointment as the National representative for Sales Online and Profit
Assistant Online – cloud based tools used by the sales organization to
configure pricing, proposals, and contracts for prospective customers.
•Development of strategic partnerships that helped create new warm lead
sources resulting in new revenue streams.
•Creation of business plans to expand his market geographically and
expand service offerings in existing areas. His business plan has become the
standard template for other geographic expansion requests from other sales
leadership nationwide.
•Involvement and leadership in a variety of local charities helping to
establish PAETEC as a trusted partner in his region.
•During this period Hallen’s region maintained over a 99% customer
retention rate, and one of the greatest indicators of a successful sales
organization – customer referrals.
List hyperlinks to any online news stories, press releases, or other documents that support the claims made in the section above. IMPORTANT: Begin each link with http://, and enclose each link in square brackets; for example, [http://www.youraddress.com]:
http://www.paetec.com/static-assets/about-us/press-releases/2008/PAETEC_NR_Conner_Strong10_2008.pdf
http://www.paetec.com/static-assets/downloads/case_studies/Princeton%20University.pdf
http://www.paetec.com/about-us/community-advantage/board-involvement.html
Provide a brief (up to 100 words) biography about the nominee:
An original founding employee of PAETEC, Shane has become one of the
company’s most well decorated veterans throughout his 11 year tenure. He began
his career as the Regional Director of Southern New Jersey where he developed
the region’s go-to-market strategy quickly turning it into a top revenue
source. He has received nine Chairman’s Club awards, PAETEC’s most highly
esteemed annual sales award. Shane received his B.S. degree in Business from
the University of Maryland and his M.B.A in Marketing and Management from the
University of South Florida. Shane and his wife, Jodi, are the proud parents
of two daughters.