Resume of regional sales manager

Title
regional sales manager

Primary Skills
Accomplished sales executive masterful at translating complex technical challenges into salable solutions.

Location
US-CT-west hartford

Posted
Jul-01-08

SALES EXECUTIVE

An innovative business leader who creates winning strategies that result in opening new markets, enhancing customer relationships and developing new and profitable revenue streams. Strong business development and program management skills that delivered a $4.5MM US Air Force program sale; the largest in VBrick history. Accomplished sales executive masterful at translating complex technical challenges into salable solutions. Proven organizational and account management skills. Success record in the high tech and security markets as well as government and international sales. Special expertise in:

Domestic & International Account Management Program /Project Management
Sales Analysis & Strategy Development Reseller Network Expansion
Sales & Marketing Channel Development Territory Management
Key Account Liaison & Development Federal Sales Programs

PROFESSIONAL HISTORY

IndigoVision, Ltd., Edinburgh, Scotland 2006 - 2008
Developer and manufacturer of IP video and alarm management solutions for the global security and surveillance market with annual sales of $28 million and 125 employees worldwide.
Regional Sales Manager, New England, OH & MI
Manage territory, and develop market pipeline and sales for company products in target regions. Focus on business development by building relationships and sales through VAR, integration partners and consultants to end-users. Conduct demonstrations for sales prospects, and support developing projects. Introduce product to security directors at enterprises corporations, hospitals, transportation organizations, universities and municipalities. Build company's market recognition. Recommended for position by former VBrick colleague.
* Achieved 106% of sales quota for FY2007; $565k
* Closed $250k sale to Billerica House of Corrections, Middlesex, MA; new business.
* Championed and developed GSA contract for selling to the U.S. government
* Developed 5 reseller prospects in a previously declining territory

Audio Video Systems, Inc. Chantilly, VA 2006
Audio/Video integration company specializing in A/V services for the federal government, including Department of Defense and Civilian Agency Accounts. Creator of secure VTC dial isolators for the federal customer. Annual sales of $30 million.
Account Manager, U.S. Air Force
Recruited by former colleague to broaden company's sales beyond Washington, DC. Developed role as Air Force lead through strategic alliances with Federal prime contractors. Partnered and collaborated with project management team in the development of proposals for RFP's.
* Built $4 million pipeline of outstanding proposals.





T. T. Frankel, Pg. 2
VBrick Systems, Inc., Wallingford, CT 2000 - 2006
Leading provider of solutions for the video streaming market, specifically for streaming, capturing and delivering mission critical video over LANs, WANs and the Internet. Annual sales of $40 million.
Senior Inside Sales Representative
Contributed to company growth from $500k to over $25 million. Collaborated with regional sales managers to develop geographic and vertical sales territories. Prospected end users and resellers, qualified projects/opportunities and partners, opened and closed business, and created and supported field demos. Participated in strategy development. Developed network of partners/resellers globally.
* Grew international sales from zero to $2 million
* Named to "$2 million Club" as team member exceeding this sales level in one quarter.
* Closed $4.5 million communication program for the U.S. Air Force.
* Increased Federal sales from $200k to $7 million; Key team contributor
* Chosen to train new sales associates as result of success
* Awarded MVP for sales 114% over quota, 113% over quota, and a quarter in excess of $1.2MM

The Computer Company, West Hartford, CT 1999 - 2000
Provider of IT, web design and hosting, and e-commerce services for small to medium-sized businesses and municipalities in CT.
Outside Sales Representative
Developed market for web based and IT services to small and mid-sized businesses and municipalities in CT & MA. Managed front-end sales for larger accounts, and provided follow-on support project support and customer management.
* Closed $75k IT management job. The company's largest job to date.

Town of Wethersfield, CT 1995 - 1999
Municipality with 27,000+ population.
Assistant Town Clerk
Conducted varied responsibilities in support of town's services and operations. Managed details for elections, processing of land and vital records, and preparation of meeting minutes for town leadership.

Top Source, Rocky Hill, CT 1991 - 1995
Independent Sales rep company representing manufacturers of cabinetry and
woodworking products.
Outside Sales Representative
Performed various administrative duties, sales and customer support.
* Significantly expanded territory for company products within CT & MA.

EDUCATION
University of Connecticut &
University of Hartford Coursework toward MBA 1984 - 1987
Indiana University BS, Finance 1983

Certifications
See above


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