Lou Metoyer

4604 Portrait Lane

Plano, TX  75024              loumet@verizon.net                 Cell: (214) 477-4500

 

Sales / Marketing, Business Development

Summary of Qualifications

 

Professional Experience  

 

Pinnacle LED Solution                                                                                                     May 2013 – March 2015

(LED Lighting)

Business Development, Alternate Channels, North America  

•                                                                                                                                                                                                                                                                                                                        Responsible for identifying, developing and managing independent representative agencies to grow Pinnacle’s energy saving solutions in the ATT Marketplace as well as the US Marketplace.

                                                                                   

Sterlite Technologies America May 2011- Mar 2013

(OSP Cable Manufacture from India)

VP Sales and Marketing North America

 

Tasked with establishing a customer base for an off shore manufacture of OSP FO Cable. Provided leadership and coordination of company sales and marketing functions. Developed and implemented sales and marketing strategy. Monitored and analyzed sales and marketing activity against goals. Put together a team of three inside sales persons, one Marketing Manager, one Business Development Manager, one Accountant and an Application engineer.

 

—       Negotiated a two year contract with Zayo Broadband.

—       Secured a sizeable cable order and contract with Charter.

—       Signed six distributors to stocking agreements and added four manufacturer representatives.

—       Exceeded quota by 35% while meeting or exceeding all key performance indicators.

 

Rep Channel Management, LLCJuly 2009 – May 2011                                   

(Outsourcing of sales channel management)

Regional Sales Consultant

Duties included providing a cost-effective, single point of accountability for driving and managing sales for all principals and market segments in a seven state region. Some examples include Telco, NEMs, MSO, and Utilities, etc.

 

Current Principals: Empirix (service quality assurance for IP communications), Sunrise Telecom (Test Equipment), FiberZone Networks (Fiber Switch for Automated Fiber Management), Symmetricom (Precise Time Solutions), Carina Technologies (manufacture of Smart meters).

 

Accedian Networks, Inc.

(Manufacture of Ethernet Service Assurance Platforms)

VP Sales                                                                                                                      Feb 2007 – Mar 2009                                    

Responsibilities included managing and directing sales team efforts.

 

—     Increased sales 300% in 22 months.

—    Deployed North and South America Rep and Distribution strategy as well as Europe.

—   Signed several large contracts with tier one enterprise customers (TATA, Sprint, RGC, COX, CableVision)

—   Worked closely with T-Mobile, AT&T, Verizon, TWC, TWT, Colt, Comcast and Optimum Light Path.

—   Worked closely with OEM’s and resellers (JDSU, Overture Networks).

 

 

EXFO America, Inc. 1989 – Jan 2007

(Manufacture of Fiber Optic, Data and Copper test equipment)

Director, Sales / Global Focus Accounts (1998 – Jan 2007)

 

Promoted to manage EXFO’s USA Sales Team as well as the top five Global Accounts. Leading a team of 25 Account Managers, Regional Sales Managers, Sales Support Engineers, Application Engineers, Market Development Managers and Independent Manufacturer Representatives to achieve over target sales performance. Grew sales in USA from $10M in 1995 to $70M by 2002 (600% growth). Created sales and marketing programs resulting in consistent year-to-year growth. Charged with budgeting, forecasting and strategic planning to ensure business metrics such as CPOD, discounts, budgets and margins stayed within plan. 

 

—     Developed close relationships with high level managers at key accounts like Verizon, AT&T, QWEST, Comcast etc. Worked with all levels and all divisions of the companies. 

—     Negotiated two consecutive three year sole source contracts with Verizon.

—     Grew Global Focus Accounts business from $8M in 2002 to over $22M in 2005.

—     Negotiated a three-year sole source FTTN contract with AT&T (SBC).

—     Achieved 12 new product approvals for FTTN and long lines at AT&T.

—     Successfully intergraded five corporate acquisitions in seven years.

                                                                                                                                                                                                                          

National Sales Manager ( 1992 – 1998)

Set up first USA Sales office in Dallas, Texas. Built two teams to expand business and develop NSP markets and manufacturing/R&D. Responsible for establishing sales channels for the following markets: RBOCs, Caps/Clex, Utilities/Municipalities, Military/Gov., LAN/Contractor, Distribution, CATV and Manufacturing/R&D Markets.

 

—     Managed and developed all market segments of the telecommunication industry.

—     Consistently exceeded market growth, year over year.

—     Set up first distribution program in USA.

—     Closed OEM deal with Corning Systems worth $5M the first year.

 

Education/Training

 

Northwestern State University, Natchitoches, LA

Bachelor of Science, Electrical Engineering –1983

 

Additional Courses / Training

 

·   The SMU Entrepreneurship Course – Cox School of  Business, SMU - 2009

·   Management of Managers – Cox School of Business, SMU - 2000

·   Executive Program Strategic Sales Management University of Chicago Graduate School of Business - 2006

·   R.A.D.A.R The Complex Sales

·   Principle Centered Leadership – The Complex Sale

·   Sales Forecasting Management – John T. Mentzer

·   Effective Negotiating I and II – Chester L. Karrass

 

Programs / Courses Authored and Developed

 

·   Fiber Optics 101 - Authored & Taught

·   Secrets to Closing Sales – Authored & Taught

·   Negotiating Game – Taught

 

Member of IEEE

I received training and certification as a North American Board Certified Energy Practitioner in 2009 (http://www.nabcep.org).