Resume Supplement: Sales and Sales Management

This supplement provides more detail on a career of proven sales performance and my extensive sales management and sales training experience. Throughout my career, I have consistently paid my way and contributed to the revenue and profitability goals of my employers through personal sales, effective sales force management and or seller development and training.


School of Advertising and Art – Dayton, Ohio (3 years)
In my current position as instructor for over 3 years, I continue to develop and deliver college level marketing curriculum that includes sales approaches, sales strategies and processes.

Cassano’s Inc. - Dayton, Ohio (5 years)
As director of business development, I developed a vertical market oriented commercial catering and luncheon program and a consumer party business. As a part of that business development process, I was instrumental in the initial sales and ongoing account management of major catering accounts.

Marketing and Advertising Agencies- Dayton, Ohio (3 years)
During my short career with advertising agencies, I was instrumental in developing new agency offerings and the acquisition and management of new business accounts. As account manager, I would also work with businesses to plan, produce and implement marketing and sales initiatives within their own marketplaces.

Technology Resource Group - Dayton, Ohio (3 Years)
As president of Telecom Resource Group for 10 years, I built on my NEC experience to continue sales and sales management training and marketing consulting under an updated brand. Back in the consulting and education business, I continued to update, diversify (other types of sales) and automate (multimedia) my sales curriculum. During this timeframe, I contracted for strategic planning and executive coaching services at the senior management level as well as strategic planning and tactical program development at the marketing and sales level of all types of sales organizations.
     A. Continued to update sales and sales management training curriculum
     B. Developed interactive multimedia sales and sales management training programs
     C. Integrated sales training with sales messages within point of sale interactive multimedia programs
          Samples are available upon request
     D. Worked with leading telecom industry players to develop and implement sales training and sales
          management programs
     E. Diversified to program development and training in all four major types of selling
     F. Excellent interactive communications, speaker and motivation skills
     G. Extensive experience delivering my own training material as well as packaged curriculum
     H. Integrate strong presentation skills with practical experience (actual stories) and extensive
          knowledge base to establish credential quickly and keep students engaged

NEC America Inc – Dallas, Texas (13 Years)
As consultant to NEC for 4 years and as Director and V.P. of Marketing for 9 years, I was instrumental in developing and delivery of sales and sales management programs for our North American, Canadian and the South American markets. These programs along with innovative marketing approaches produced substantial sales growth.
     A. Developed and implemented direct and dealer sales programs to open new market places in Australia
     B. Developed and implemented sales and sales management curriculum for a nation wide direct sales
          force in the U.S. and Canada
     C. Developed and implemented business development, sales and sales management training programs
          for a nation wide dealer network
     D. Founded and developed the NEC Academy for Corporate and Professional Development that is
          still in operation today
     E. Developed and trained on the use of interactive multimedia point of sale materials

Telecom Resources of America – Dayton, Ohio (8 Years)
As president and primary trainer for over 10 years, I provided the principle leadership and direction in the growth and success of the company while authoring and delivering a majority of the company’s telecom industry recognized sales and sales management training programs. As a result of working with several major manufacturers within the industry, leading industry organizations, plus hundred of dealers and resellers, I was able to acquire extensive sales and sales force management knowledge and training expertise.
     A. Researched and wrote several industry sales and sales management manuals
     B. Developed marketing, sales, and sales management seminar materials
     C. Delivered marketing, sales, and sales management seminars and spoke at many industry and
          business conferences on technology
     D. Trained and educated hundreds of telecom industry sales and management professionals
     E. Consulted with all types and sizes of telecommunications industry companies and industry leading
          manufactures such as Toshiba, Inter-tel, Avia, and NEC in Australia and New Zealand
     F. Authored and published numerous industry articles, white papers, and manuals on sales

Business Telephone Systems, Columbus/Dayton, Ohio (10 Years)
As director of marketing and sales, I spent over 10 years in direct sales and the developing and delivery of sales and sales force management training programs that had measurable sales, revenue and profit growth results.
     A. Successfully acquired new accounts through the sale and implementation of telecommunication
          systems
     B. I profiled, hired, trained and managed selling teams and large regional sales forces
     C. I developed a customer lifecycle sales concept that is based on two of the four types of selling
               Consultative (new system sales)
               Relationship (transition sales and aftermarket sales)
     D. Developed and implemented sales and sales management curriculum for a regional (Ohio and Indiana)
          sales force of over 25 sellers
     E. Developed expensive buyer decision support material and trained sellers on how to use it

Retail (B to C) and Commercial (B to B) Sales – Nebraska and Ohio (6 Years)
Fresh out of the Army, I began my career with retail sales in camera stores. After five years of successful B to C sales and retail store management, I moved into commercial sales of office equipment, first generation computers and telecommunications systems. After building a reputation for leading edge technology sales, I moved to Ohio to help start a couple of telecommunications sales businesses. I also began my sales and sales management training career through the delivery of seminars throughout the telecommunications industry.