Paul Vinogradov - Vice President
Paul Vinogradov is a Vice President with the Alexander Group and is the leader of the West Coast consulting practice and the Firm’s national Sales Benchmarking and Assessment Practice division. Paul brings 20 years of business experience and has led engagements in all aspects of sales strategy and execution, including: go-to-market strategy, customer segmentation, channels strategy, sales organization design, sizing and deployment, sales talent management practices, quota programs, sales compensation, and sales and marketing operations. His industry knowledge spans technology, medical device, life sciences, financial services, and business services verticals. Paul teaches workshops and is a frequent speaker on the subjects of sales strategy, sales effectiveness, sales performance management, sales operations and sales compensation.
Prior to joining the Alexander Group Paul worked for an international economic development consulting firm in strategic planning and best practices research. Additionally, he has worked as a sales strategy consultant for an on-line directory services firm, as well as director of development for an international business economic development organization. Paul holds a BS degree in Managerial Economics and Communication from the University of California at Davis, and an MBA from the University of Texas at Austin.
Arshad Carim - Principal
Arshad Carim is a Principal in Alexander Group’s San Francisco office, with 11+ years of consulting experience on sales strategy and sales execution engagements at small high growth, mid-market, and Fortune 1000 sales organizations. Arshad leads the Alexander Group’s Life Sciences Sales practice and enjoys working with clients to drive top-line growth through improvements to sales effectiveness and sales efficiency. His work includes key elements of the sales model including segmentation & targeting, coverage strategy, sales process and productivity improvement, role and organization design and evolution, and sales rewards program development. With experience across multiple industries including life sciences, medical device, software, hardware, media, electronics, and general B2B, Arshad leverages his cross-industry depth to create high impact solutions for clients. And through his client work, Arshad has developed deep insight into the sales challenges at companies operating with both direct and indirect channel sales models.
Prior to joining Alexander Group, Arshad spent six years gaining experience in various marketing and sales management positions in the telecommunications industry. Arshad has directly managed a large regional wireless company's local market sales force, providing leadership to a team of sales representatives. He managed major nationwide product launches and developed marketing plans for new feature releases. Arshad holds an MBA from the University of California-Berkeley Haas School of Business, a BS in Marketing/Management from the University of Pennsylvania Wharton School of Business, and a BASc from the University of Pennsylvania School of Engineering and Applied Science.
Dale Chang - Director
Dale Chang is a Director with the Alexander Group. He has experience across a broad variety of industries including High Tech, Media & Entertainment, Pharmaceutical & Medical Products and Business Services. Dale brings over 13 years of business experience and has led global engagements in all aspects of sales strategy and execution including customer segmentation and targeting, sales coverage, organizational and job design, sales productivity improvement and incentive compensation design.
Prior to joining the Alexander Group, Dale worked for a global management consulting firm specializing in strategy and operations for clients in the Communications, Media and Technology practice. Dale holds a Bachelor of Arts degree in History from the University of California Los Angeles and a Master of Business Administration degree from the University of Texas at Austin.
Ted Grossman - Principal
Theodore (Ted) Grossman is a Principal with the Alexander Group. He manages accounts within the firm’s High Tech practice and is responsible for business development, management of key accounts, and project management for major consulting engagements. Ted has extensive experience in the areas of business strategy and transformation, with a functional specialty in sales force and channel effectiveness. Ted’s industry background is extensive within the software, telecommunications, and high tech manufacturing industries.
Ted has had twenty five years of experience spanning both management consulting and line management primarily in the high tech and software industries. As a Senior Manager for a Big “5” consulting firm, he managed many large scale and strategic business process improvement projects. Within the software industry Ted has held positions in sales and alliances, corporate marketing and business and sales operations. In particular, Ted has successfully managed both sales and services P&Ls, and has managed partnerships and strategic alliances at two companies.
Ted has a Bachelor of Arts in Philosophy – University of California at Berkeley and a Master of Business Administration – Fuqua School of Business (Duke University).
Jeff Hersh - Principal
Jeff Hersh is a Principal with the Alexander Group’s San Francisco office. Jeff has experience working with clients across multiple industries, including professional services, software, hardware, networking, telecommunications, financial services and life sciences. His areas of focus include sales incentive compensation design, go-to-market strategy definition, customer / account segmentation, sales coverage and resource deployment models, sales effectiveness and productivity and sales organization design.
Prior to joining the Alexander Group Jeff spent over 18 years in the software, high tech and consulting industries. During this time, Jeff was a senior leader responsible for building and running two, separate global sales operation and support organizations. He managed all relationships between sales, marketing, finance and development in order to align strategic objectives with the go-to-market strategy of the sales organization and execution in the field and channel. Included in this was management of the annual sales compensation design process from compensation committee formation to plan rollout and training of the global sales organization.Jeff's domain expertise - primarily in direct and indirect sales, renewals and marketing, includes: sales and channel strategy, incentive compensation, customer and partner relationship (CRM/PRM), sales model definition, sales methodologies, sales forecasting, territory planning, quota assignment, field and channel readiness program design, development and implementation and sales training. Jeff holds a BSBA from the McLaren School of Business at the University of San Francisco.
Barbara Meyers - Director
Barbara Meyers is a Director with the Alexander Group. She has worked extensively in the high technology, medical device, health insurance, biotechnology, and pharmaceutical industries. Barbara's areas of concentration include sales strategy development, sales process analysis, coverage strategy, organization and job design, performance metrics, sales compensation design and quotas.
Prior to joining the Alexander Group Barbara spent nine years working for two major pharmaceutical companies, developing a broad base of experience in product management, marketing information management and sales. Her product management responsibilities included developing two product launch campaigns to physicians and consumers and managing the implementation of a joint marketing partnership. In marketing information management, Barbara designed forecasting, pricing and promotion response models to optimize the impact of sales resources. As a field sales rep her accounts included cardiology and generalists practices. Barbara has a BA in Mathematics from St. Olaf College and an MS in Operations Research and System Analysis from The University of North Carolina at Chapel Hill.
Rachel Parrinello - Principal
Rachel Parrinello is the Sales Compensation Practices Principal with Alexander Group’s San Francisco office. In this role, she manages the sales compensation practice for the western region and oversees the Firm’s sales compensation benchmarking initiatives. Rachel focuses on designing incentive compensation plans, quota programs, and sales reward programs for sales, customer service, and professional services jobs across several of the Firm’s key industries, including technology, media, telecommunication, distribution and business to business markets.
Rachel has worked in the sales field since 1991. She started her career in sales and sales management for two Fortune 500 hardware companies and an Internet-based software reseller start up. In addition to managing her sales territory growth, she developed and implemented customer segmentation strategies, marketing programs, sales training programs, sales tools development, job design and performance metrics. She transitioned to sales management consulting when she joined the Alexander Group in 1999. Rachel holds a BA degree from The University of California, San Diego and an MBA from The University of Texas at Austin.
Chris Semain - Director
Chris Semain is a Director in the Alexander Group’s San Francisco office. He works with clients in multiple industries with a particular emphasis on software, hardware and professional services. Chris has completed extensive project work related to sales organization evaluation, market segmentation, sales force sizing and deployment, incentive compensation design and sales investment optimization. Over his consulting career, Chris has led over 30 engagements with companies of various sizes.
Prior to joining The Alexander Group, Chris spent time in investment management where he supervised relationships with over 150 high net worth individuals. Prior to his time in investment management, Chris worked as an analyst for two venture capital firms where he performed business plan analysis in various technology sectors. His market, competitive and financial due diligence led to investments in numerous early-stage companies. Chris holds his B.S. from the University of Southern California and MBA from the University of Texas at Austin.