Robert G. Swanson

Lead the GTM strategic development and execution of the Global Retail business for the Connected Smart Home Networking & Solutions Retail business.  Responsibility for driving $200M+ in revenue, achieving 20% CAGR, strong GM$’s and building profitable, sustainable market share. Launched new categories, strategic partnerships, sales channels and key markets to exceed long term growth plans and KPI's.

• Coached and mentored a hands on cross functional team from product conception to market penetration
• Created Global Channel Sales Management expansion strategy & organization– EMEA & Asia regions
• Developed NA and International “authorized reseller” distribution & pricing program
• Collaborate on all RFP’s for the ‘direct to consumer’ portion with AT&T, Verizon and Comcast accounts
• Drive both hardware and software sales expansion by establishing key “VAR” partnerships
• Partnered with McAfee to include internet home network security solution into ARRIS Surfboard Routers and GW’s, increasing consumer purchases and recurring revenue subscription attach rates
• Executed “exclusive manufacture and NA distribution partner” program with TiVo video broadband devices sold and co-branded by ARRIS to expand consumer OTT/OTA and cable video products with subscription-based services

Directed all National sales activities for the T-Mobile, US Cellular, Metro PCS, Cricket and TracFone accounts.   Responsible for driving $425M in revenue, 3M devices and 30% market share.  Developed and executed sell-in, sell-thru & retention strategies in all sales channels, including direct retail, indirect, B2B, small business and national retail.  Managed and hired a customer facing field sales team (22), both direct and indirect, to achieve measurable goals and objectives on time and within budget.

• Designed and implemented sales effectiveness tools to help build a more productive sales team
• Strategic focus on SMB segment and vertical market alignment for wireless solutions
• Developed and managed bundled offerings to key accounts for lower “Total Cost Ownership”

Developed and executed strategies and sell-thru programs within the AT&T Direct Retail, Enterprise and Call Center Channels.  Design key programs to increase market share (minimum 5%) within each channel, exceeding sell-thru targets (10% lift) thereby achieving ROI targets of 250%.  Lead the business development in all sales channels for product launches, customer training and sell-in and sell-thru targets. Developed and executed a winning National B2B Strategy that resulted in a 12% share increase in the channel. Created custom sales incentive programs, leveraging key sponsorship's (NFL, X-Games) that resulted in increased sales and strong ROI results.

• Develop a full year promotional calendar that will produce the unit volume lift targets and align key AWS initiatives in each channel
• Develop “learning based programs” that will increase product awareness and training throughout the channels
• Increase CBW’s unit volume by 217% and increase Suncom’s unit volume by 114%.

Managed all marketing and merchandising programs with regional sales teams and key retail accounts to create demand, sell-in and sell-thru for Motorola’s wireless devices (cell phones, pagers, two-way radios).  Created joint marketing partnerships with carriers to leverage retail presence and drive customer acceptance.

• Developed wireless kiosks at key national electronics retailer to create “store within a store” concept that increased shelf share and merchandising support by 30%.
• Executed targeted product launch programs that resulted in 2x market share over competition within three months.
• Created custom POS and merchandising displays for specialty retailers and channels.
• Managed retail marketing budget and channel development funds.

Developed and executed Global Marketing & Sales Communication programs to create, build and maintain trade and consumer awareness of the Instant Access brand (Broadband Access).  Defined and created a new Web strategy for the Instant Access website to increase awareness and communications of products/solutions.  Implement and manage all activities associated with the following: marketing collateral, product literature, brochures, advertising, public relations, marketing events such as trade shows and seminars.

• Positioned and launched the brand globally, to new market segment for Motorola (SMBs)
• Developed and launched web site targeting ISPs catering to xDSL market for Small/Medium Businesses, SOHO and Business to Business customers.
• Co-developed marketing & sales program with key customer for increased market penetration.