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Date Created: 12/22/15
W. John Herman (913) 940-4622 firstname.lastname@example.org Overland Park, Kansas 66223 QUALIFICATIONS SUMMARY Over 25 years of sales and sales management experience in several segments of the telecommunications and electric utility markets. Experience focused on assisting organizations to significantly increase sales and profitability through work in national account management, total solutions development, implementation and salAreas of expertise include: Sales Management Competitive Analysis Project Management Team Leadership Strategic Planning Vendor Management Business Plan Development Customer Relations Strategic Partner Development Market Share Acquisition PROFESSIONAL EXPERIENCE TNS 2010-Present National Sales Director Directing a sales team which manages a $30M base business while also responsible for significant revenue growth in over 400 existing accounts and new business prospects Recruited, hired and currently developing two additional sales reps as part of the sales organization Developed program to offload non-sales functions to insure optimum focus on territory management and proactive prospecting to insure revenue growth VeriSign/TNS 2004-2010 Regional Account Executive Exceeded territory sales forecast 5 years running with performance in excess of 110% of goal Developed solid grasp of SS7 and database services offerings to major accounts within a $9M, fourteen state territory Grew top 20 customers by 60% over the last two years through use of account management skills and proactive sales techniques Assumed and developed additional product responsibility in security services for the Northeast Region as well as the Great Lakes; major focus in telecommunications vertical market and enterprise accounts Member of ’06 & ‘07 President’s Club for sales revenue achievement Extensive experience in the wireless market selling IS-41, clearing, roamimg, ENUM, SMS/MMS and fraud validation services ADTRAN 2000 – 2004 Distribution Account Manager Increased sales run rate to 140% of target for strategic distributor by aggressive marketing and training programs and emphasis on Sprint as a targeted customer Grew Sprint North Supply to be the number one ADTRAN distributor with $32M+ in annual revenue Recruited and trained additional technical staff to support increases in sales volume Directed all multi-level communications and joint marketing activities, which drove sales success for both ADTRAN and Sprint Developed significant structure to the management and tracking of marketing and sales programs through the development of a strategic partner plan Special Product Company 1998 – 2000 Regional Sales Director Attained new product approvals in working with the Southwestern Bell Cross-Functional Sourcing Team Successfully increased sales to Southwestern Bell by 20% within the 13 state operating territory Developed a strategic marketing plan to substantially increase product sales to Southwestern Bell Developed and managed 3 sales representative firms responsible for product training, sales and product promotion to Southwestern Bell Coordinated communications, sales and product delivery through minority owned distributor W. John Herman (913) 940-4622 email@example.com Overland Park, Kansas 66223 Sprint (North Supply) 1981-1998 Regional Sales Manager Developed the SBC account into the largest non-affiliated customer with over $120M in annual sales through the development of a comprehensive business plan and implementation Created the first “same day” delivery service to Pacific Bell resulting in substantial operational savings for the customer Managed sales team for Southwestern Bell, Pacific Bell and Nevada Bell accounts. Hired and trained sales staff for aggressive pursuit and capture of “Engineer, Furnish & Install” business opportunities within the bell market in California and Texas Received 5 annual gold level quality awards from Pacific Bell for outstanding customer focus and service National Account Manager Developed Pacific Bell into a strategic partner, generating in excess of $39M annually with initial success with guy strand, inside/outside cable and connectivity products Successfully grew sales of a wide range of customer premise equipment, outside plant, transmission and central office equipment to multiple levels of management within Pacific Bell Effectively managed relationships within purchasing, contracting, material logistics, technical and quality staff to insure quality and cost effective delivery Personally acknowledged as recipient of Pacific Bell “Gold Level Partner” awards for 3 years running Product Marketing Manager Responsible for market penetration strategy and implementation, profit management, inventory control and supervision of inside and outside sales staff Directed sales in a five state region for electrical utility sales with specific emphasis on inside and outside wire and cable products A B Chance Company 1979-1981 Product Manager Developed and managed outsourced hand tool product line for the utility industry. Achieved both sales and profit margin targets for my two years in the program Field Sales Representative Achieved #1 sales position for “hot line tools” in first year of territory Landed two major contracts with both San Diego Gas and Electric and the LA Department of Water and Power Xerox Corporation 1977-1979 Territory Manager Managed 5 county territory including multiple major state and federal government accounts while responsible for net new sales in existing and new accounts Experienced significant territory growth in first year of assignment thru active prospecting and intense focus on account penetration Developed competitive action plan that allowed for more effective competitive selling against major fortune 100 competitors EDUCATION TCO Certifications: Certified Telecommunications Network Specialist University of Phoenix MBA - in process University of Missouri - Columbia BS - Business and Public Administration Private Pilot 2
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