Director - Financial and Business Planning
DenverOctober 28, 2009
S. Jeff Ray
9744 Joplin St. Commerce City, Colorado 80022 303-427-5194 s.jeff.ray@gmail.com
Director – Financial and Business Planning
Technology / Telecom / Financial Analysis / Project Management / Business Cases
Global / Contract Negotiations / Pricing Strategies / Vendor Relations / Sourcing
RFP / Regulatory Affairs / Cable & Telephony
Top producer who identified, designed and implemented business plans and financial expertise that grew organizations and increased profits in the consulting and telecom industries. Directed contract negotiations, developed RFPs and created add-on business opportunities, building loyalty and client satisfaction.
Provided telecom expertise, financial planning, analysis and business acumen for employers and consulting clients, including AT&T. Consistently ensured profitable contracts and RFP documents, developing pricing strategies while following Best Practices. Provided critical support of business cases for major projects.
BS, International Economics, Texas Tech.
CAREER SUMMARY & ACHIEVEMENTS
Consultant, Technology Partners International, 2005 to 2009. Provided services for technology outsourcing, managing and negotiating contracts valued at $20M to $1.4B. Delivered financial consulting and analysis for sourcing transactions. Assisted global clients in the automotive, manufacturing, pharmaceutical, and financial industries. Oversaw RFP development, created financial documents, collected data and developed pricing strategies. Assisted in implementing and enforcing financial terms and conditions for new contracts. Contributed to Managed Network Services and Financial Analysis Best Practices teams.
• Renegotiated agreement, incentives, and pricing resulting in bottom line growth of $5M. Client complaints focused on poor and non-existent service. Evaluated current contract, identified what had not been performed and renegotiated. Resolved current problems by securing a one-time credit to the client, then implementing aggressive, incentive-laden schedule and better pricing that improved profits.
• Secured pricing for TPI client that cut costs for services 60%+. Client was re-bidding work that was under contract to an existing supplier. Worked to re-develop financial documents and industry standard pricing metrics, requesting response from bidders. New pricing reduced existing spend.
• Negotiated sourcing agreement for TPI client, saving additional 10%. Supplier was to be sole provider of IT services in several towers. Terms and Conditions needed to be negotiated. Supplier attempted to insert egregious terms into contract. Assisted client in avoiding these undesirable terms saving them FX, COLA and Hardware financing costs.
Manager, Business Planning, AT&T, 2003 to 2005. Managed business planning for local services division. Forecasted for interconnection expense budget of over $100M annually. Led effort to reduce local transit. Directed national team of analysts responsible for negotiating and tracking local interconnection rates. Modeled / analyzed financial scenarios for inter-carrier compensation on nationwide basis. Managed $100M budget and 10 employees
S. Jeff Ray Page 2
• Saved $10M+ annually by identifying 3rd party provider with lower costs. AT&T was paying its competitors inflated rates to transit local traffic between AT&T local network and other CLECs. Secured 3rd party provider of transit service and negotiated an agreement with them to offload transit traffic to their network.
Manager, Network Planning / Regulatory Affairs, AT&T, 2000 to 2003. Managed local interconnect budget of $80M+. Led project to reduce annual interconnection expense researching contract and enforcing terms that supplier was not honoring. Served as process manager for optimization of owned / leased interconnection facilities on AT&T’s local telephony network. Provided financial analysis in support of business case for provisioning of local telephony service to AT&T Broadband (Cable Telephony) customers.
• Reduced AT&T costs $20M annually for interconnection trunks. AT&T had interconnection trunk capacity leased from competitors to various local offices. Many of facilities were underutilized, and were ordered to be disconnected. Identified trunks and collaborated with network engineering and legal affairs to get them disconnected and billing ceased. Received credit back from those disconnected but still billing.
• Negotiated competitive, market pricing that would allow AT&T to continue to serve cable telephony customers. Company was spinning off cable division as an independent entity. Determined assets that would go to the new entity, as well as pricing for continued service to AT&T. Supplied financial analysis and developed business case for negotiations.
Manager, Local Cost Studies, AT&T, 1997 to 2000. Led support team for expert witnesses in regulatory proceedings. Benchmarked and tracked goal attainment targets for the Leadership Team. Analyzed interconnection rates and local market entry scenarios. Created and managed national database of interconnection rates for each local jurisdiction.
Financial Manager, True Rewards Program, AT&T, 1995 to 1997. Managed financial support for the True Rewards Program, a point based customer retention program, including accrued offer liability estimation and reconciliation, as well as accounting for point redemption options. Performed actual / outlook versus budget analysis, forecasting and monthly reporting.
• Identified a multi-million dollar reduction in expense for AT&T True Rewards program. Company had a marketing campaign that rewarded customers by crediting them with points for their long distance usage that could then be converted to airline miles, hotel points, Disney vacations, and other rewards. Used historical point redemption patterns to solidify outstanding liability vs. the reward inventory.
Other Position: Financial Analyst, Electronic Data Systems.
