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 with Alexander Group’s San Francisco office, with over nine years of consulting experience on sales strategy and sales execution engagements at Fortune 1000 sales organizations. Arshad enjoys working with clients to drive top-line growth through improvements to sales effectiveness and sales efficiency. Arshad’s 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. Arshad has experience working with clients across multiple industries, including software, hardware, media, networking, electronics, distribution, transportation, and general business to business. Through his client work, Arshad has developed deep insight into the sales challenges at both large and mid-size 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.
Ted Grossman - Principal
Theodore (Ted) Grossman is a Principal with Alexander Group’s San Francisco office. Ted has extensive experience in the areas of business strategy, business process re-engineering and project management with a functional specialty in sales force and channel effectiveness. Ted also has significant industry background within the software, telecommunications and high tech manufacturing industries. His areas of focus are sales and channel management solutions including sales process effectiveness, sales job design, partner selection and management.
Prior to joining the Alexander Group Ted had 18 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 he has held positions in sales and alliances, corporate marketing and business and financial operations. He has successfully managed both sales and services P&Ls, as well as created and managed strategic alliance for two companies. Ted also spent several years as the divisional controller for marketing at Oracle Corporation. Ted has a BA in Philosophy from the University of California at Berkeley, and an MBA from the Fuqua School of Business at 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.
Joe Pacula - Director
Joe Pacula is a Director with Alexander Group’s San Francisco office. Joe’s industry specialization is with software and hardware companies and his consulting work focuses on sales effectiveness and productivity, customer segmentation, coverage deployment models and incentive compensation design.
Prior to Alexander Group Joe was at Deloitte Consulting in its Customer and Marketing Strategy Group. His engagements included creating a pricing strategy for a new product launch, managing sales and marketing post-merger integration initiatives, and creating a methodology for strategic account selling. Joe also gained experience in both the financial services and software sectors. He worked for Chubb Insurance in several field offices, managing channel partner relationships to grow market share. He later worked for two online software firms in business development roles where he identified customer requirements to move trading partners into online distribution networks. In all positions, Joe has been sales and marketing focused, working in business-to-business environments. Joe has a BA from Northwestern University and an MBA 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.
