Delbert E. Winn
Globally Accomplished Senior Sales, Business & Product Development Executive
Generator of Corporate Profits
General / Corporate Counsel
Engaging, effective leader in global expansion and distribution within foreign cultures, resulting in consistent records of increasing market share. Outstanding history of opening new international and domestic markets, creating distribution channels and exceeding revenue performance targets.
Sales Leadership
Developing and supporting domestic and global sales strategies by understanding the key capabilities of the product and services provided.
Growth & Business Development
Leveraging opportunities for growing organizations by working successfully with other cultures, identifying market potential within the company’s objectives and leading complex sales processes.
Strategic Relationships
Able to lead the implementation of key upgrades by cultivating and fostering long-term, mutually beneficial business relationships and alliances.
Vision Development & Execution
Innovative communicator, providing the thought leadership to create and implement planning, analysis and performance measurement to drive corporate profitability.
ACHIEVEMENTS
Recommending Licensing Strategies Drives Sales, Revenue, & Profits
Venezuela’s landline telephone system was antiquated and inoperative because of a lack of modern equipment and maintenance. BellSouth, Atlanta developed and patented a wireless-to-wired adaptor (WWA) that could plug into a landline desk or home phone to automatically connect the phone to a cellular system which enabled the wired phone to become a fixed business or home cellular phone using BellSouth’s modern and the efficient local cell system (jointly owned by TelCel, BellSouth’s Venezuelan JV partner, and BellSouth) for calls. Venezuela required that all telecommunications equipment sold in the country be manufactured in Venezuela to ensure compatibility with government telephone protocols, use available frequencies, and create local jobs.
To circumvent the mandate, recommended that BellSouth license the technology to an offshore international corporation that could contract with Microtel (the designated Venezuelan manufacturer) for the exclusive right to manufacture the WWA in Venezuela to sell to TelCel.
The solution allowed BellSouth and TelCel to sell the WWA exclusively in Venezuela. This bolstered hardware sales and technology license profits while increasing cell phone system airtime usage revenue for both companies.
Including Novel Clause in Partnership Agreement Ensures Ownership & Voting Control
The FCC licensed major cities in the U.S. for cellular telecom service licenses with the license going to the major telephone provider generally served by two or three carriers. Licensing in rural service areas (RSAs) caused issues with up to 25 rural phone companies serving the delineated areas, all of whom perceived cellular telecom as a major threat to landline service revenues. The cost of the cellular telecom switching equipment and infrastructure remained prohibitive for smaller telecom firms. Hired to contact each rural telecom on behalf of Contel and forge partnerships.
Inserted a clause in the agreement that required a partner that wanted to sell its interest in the partnership or ownership (stock) in the parent partner company to offer the interest to the other partners.
The clause maintained ownership and voting control of the RSA and fended off major competition from buying companies in the partnership to gain a disproportionate ownership advantage and removing Contel as the operator. One large private telecom, a major Contel competitor, challenged the legality of the clause in court and lost.
Strategizing a New Joint Venture Continues Business with No Interruptions
The communications company sold more than $50 million of its fixed digital wireless telecommunication equipment in Indonesia via a distributor and posted two employees to supervise the installation of equipment. Under Indonesian law, a foreign company with a physical employee presence of more than 6 months was subject to Indonesian income tax. The company paid nothing on an estimated $3 million tax liability; needed to retain local legal counsel to investigate the situation and find a solution.
Recommended that the corporate employees living in Indonesia transition to a joint venture of the company and company’s local distributor. Drafted and signed the JV agreement.
Operations continued uninterrupted and the employees continued in their careers with the corporation while maintaining their full benefits.
Working Diligently to Provide Telecommunications Equipment after Devasting Earthquake Earns Personal Accolade from Indian Prime Minister
A massive earthquake killed nearly 10,000 people and injured more than 30,000 in Latur, India. Fifty-two villages were obliterated. All communications to and from the impacted areas were destroyed, hampering rescue efforts. The company owned a wireless digital telecommunications system that seemed ideal to promptly restore communications. Local government officials turned down the offer of the portable system.
Contacted a consultant who agreed to call government officials in Delhi. Negotiated with Air India to fly the four streamer trunks containing the wireless system from New York City to Mumbai at no charge. The company agreed to send the equipment and two installation technicians.
Equipment and technicians arrived at disaster area within 48 hours and restored phone services within 8 hours of arrival. Received a citation of appreciation personally presented by the Prime Minister of India for the disaster relief endeavor.
WORK HISTORY
QuesTech International, Inc. – Atlanta, Georgia | 2008 – Present
International consulting firm with offices on 3 continents specializing in US product sales and foreign manufacturing.
Founder & CEO / General Counsel
- Co-founded and managed a $40M Medical Tourism company in India, currently in negotiations with US and Indian investors.
- Established and led a sales and distribution company in Thailand, with operations in Burma, Laos, Cambodia, and Indonesia, which produced $5M for a US importer of generic pharmaceuticals.
- Developed a strategic plan and country-wide framework for a JV in Venezuela to enable manufacturing and distribution of its proprietary cellular telecom products. JV later sold resulting operations at 6 times cost.
- Facilitated acquisition of a cellular telephone and wireless video license for Thai client from the Sri Lanka government, including drafting license terms and conditions subsequently enacted into government telecom regulations.
FATS, Inc. (Firearms Training Systems), Atlanta, Georgia | 2005 – 2008
Currently Meggitt Training Systems, Inc. Manufacturer of virtual training simulation systems serving the military and police forces in more than 54 countries.
Managing Director, International Sales & Corporate Counsel
- Drafted and negotiated a strategic partnership agreement with a manufacturing and sales conglomerate owned by the Indian Department of Defense for the manufacture, marketing and sale of military simulation products in India and worldwide — projected sales exceeded $200M for the first three years in India, plus newly established agent’s actual sales of $19M in Indonesia and $3M in Brunei.
- Built and managed a worldwide network of sales agents and distributors in 45 countries that contributed to over 40% of gross revenues.
Shop’N Chek Worldwide – Norcross, Georgia | 2003 – 2005
Worldwide market research company specializing in mystery (secret) consumer evaluations.
Vice President, International Sales, Business Development & Corporate Counsel
- Drafted and negotiated all agent agreements adhering to all cultural, legal, and tax requirements of each respective international market (country).
- Established new agent operations in Japan, Brazil, Canada, and Australia in only 9 months that delivered $2M in additional overseas revenues during the first year.
- Established a worldwide trademark registration and monitoring system that caught two perpetrators of infringement within the first 30 days, halting illegal activity with some prosecutions.
Previous Experience
Vice President – International Business Development | Arraycomm, Inc. – San Jose, California
- Fulfilled charge to rejuvenate the non-performing Fixed Wireless Telephony division which achieved profitability within 9 months.
- Launched a JV with Kyocera Corporation of Japan in six countries for deployment of a new technologically advanced fixed wireless home and business telephone service, resulting in triple plan estimates.
- Established sales operations in India that resulted in strategic partnership with India’s largest private sector company (Reliance Industries), achieving profit in only 4 months.
- Negotiated a $6M private placement equity financing agreement that enabled development and launch of the first new company product in three years.
Independent Sales Consultant to major domestic and international organizations in sales/marketing, manufacturing, telecommunications, distribution, and retail operations. Provided advice and expertise in law, negotiations, business development, start-up, revenue improvement, and profit repatriation. Major clients included: BellSouth International (now AT&T) Atlanta, GA; TPP International Co., Bangkok, Thailand; VT Miltope, Montgomery, AL & Singapore
Additional Experience
Vice President, Business Development / Assistant General Counsel for InterDigital Communications, Philadelphia, PA
Managing Partner – Sales and Business Development (Law) for Hilborne Hawkin & Co., Brunei, S.E. Asia
Manager, Industry Relations for Contel Cellular (now GTE), Atlanta, GA
Manager, Properties for Fluor Oil and Gas Corporation (now Flour Daniel), Denver, CO
Military Service — United States Army, Honorable Discharge — 1st Lt., Military Intelligence
EDUCATION
Juris Doctorate in Law – University of Mississippi (recipient of prestigious American Jurisprudence Award)
Bachelor of Science in Biology- University of Michigan
SELECT PUBLICATIONS & SPEAKING ENGAGEMENTS
- “International Distributorship Agreements: The Four Most Difficult Articles to Negotiate and Draft.”
American Corporate Counsel Association’s ACCA Docket (17, no.4 – Jul 1999): 38-58 - “International Agreements: Don’t Belittle the Boilerplate,” ACCA Docket (18, no.1 – Jan 2000): 60-79
- Croft Institute for International Studies, University of Mississippi, Oxford, MS
- J. Mack Robinson College of Business, Georgia State University, Atlanta, GA
- American Chamber of Commerce (AmCham), Bangkok, Thailand & Manila, Philippines
