Highly accomplished sales executive delivers consistent increases in revenue, market share, and profit growth based on strong general management and direct account management qualifications. Computer Hardware, Software & CE; US, Canadian & Latin America Wholesale Dist.; Big Box Retail, eCommerce,VAR. |
TOP-PRODUCING VICE PRESIDENT of SALES
Highly experienced sales executive delivers consistent channels managment and sustainable increases in revenue, market share, and profit growth based on strong general management and direct account management qualifications.
Specializing in;
- Computer Hardware & Software
- Consumer Electronics
- US, Canadian & Latin American Wholesale Distribution
- Big Box Retail, eCommerce, VAR Channel
CAREER SYNOPSIS
COMPUTER STORAGE MANUFACTURER
US Channels Sales Manager • 1995 to 2005
Highly productive career with privately held niche player in the external storage marketplace. Earned several awards and distinctions for sales leadership and performance. Executed total account management responsibility across entire US wholesale distribution, retail, and eCommerce channels and Canadian and Latin American wholesale distribution channels. Exercised decision-making authority on all channels sales, strategies and tactics, engagment and closing of prospects, long-term account management, inventory management, new product introductions, channel marketing, sales promotions, and returns management. Invoked high-level wholesale distribution channel expertise to quickly net huge revenue gains, maximize sales, and deliver sustainable bottom-line profitability. Carried largest percentage of individual revenue contribution and solid ROI in each account while operating on a low travel expense budget.
- 2004: Individual sales revenue contribution grew to 60% of total corporate sales.
- 2003: Office Products Superstore: 1st to merchandise a new multi-function drive
with national retailer.
- 2002: Office Products Superstore: Re-merchandised DVDRW line, following 6
months of no sales.
- 2002: Regional electronics retailer: Merchandised 5 models, ranked Top External
storage supplier.
- 2001: Promoted to US Channels Sales Manager, revenue contribution grew to 45%
of total corporate sales.
- 2000: Ingram Micro ranked this external CD-RW line #3 in category (#1 HP, #2
Sony w/10+ in category).
- 1999/2000: Closed Office Products Superstore business relationship from indirect
sourcing (via distribution) to direct.
- 1998: Recruited, closed, and launched sales with $2.5B regional electronics
retailer.
- 1997: Achieved “Top New Vendor 1996” receiving Award from Merisel, beating out
51 other new vendors.
- 1996: Gained #2 market share in external tape drives with Ingram Micro, a $24B
wholesale distributor.
DISPLAY MONITOR MANUFACTURER
National Distribution Manager • 1994 to 1995
Challenged to rapidly grow market share and channels revenue while leading and managing 10 US VAR Sales Representatives and 5 US Distribution / Regional Sales Managers. Promoted to US VAR Sales Manager after 1st 90 days and to final assignment at 8 months.
- Exceeded revenue and profit goals generating triple-digit percentage increases in
Distribution and VAR sales.
- Grew sales from $70MM (1994) to $225MM (1995).
- Expanded product lines and developed sales of company’s second brand name
monitor line from $2MM in 1994 to $8MM in 1995.
- Merisel: Increased sales from $1MM / month less than Ingram Micro’s to $1MM /
month more than Ingram. Ranked as Company’s top revenue producing wholesale
distributor, 1995.
- Asia Source, Inc. (ASI): Grew ASI sales revenues to become Company’s #3
largest wholesale distribution account.
- Dell Computer: Became Dell’s #1 3rd-party monitor supplier beating out incumbent
(NEC) and all other 3rd parties. Increased sales through Dell Computer by 4x to
$2M+ / month, surpassing NEC in units and dollars (FY 1994).
MANUFACTURER’S REPRESENTATIVE FIRM
Vice President / Cofounder • 1992 to 1994
Driving force behind the start-up and success of this Manufacturer’s Representative Organization (MRO) contracted with 6 hardware / software manufacturers to increase client sales revenue through direct representation of client products in the distribution and retail channels, at trade shows, and with complementary manufacturers. Rapidly gained leading MRO status in Graphic Arts products and attained corporate profitability from start-up by 8th month in business.
- Awarded #1 MRO: Fractal Design (1993) and Kurta Corp. (1993).
- Designed and executed Client’s channel sales, marketing programs, channel launch
programs.
- Partnered with Apple Computer conducting “Solutions Sales Seminars.”
TOP JAPANESE ELECTRONICS MAUFACTURER
Western Region Sales Manager • 1987 to 1992
Recruited into newly formed branded sales division selling; CPU’s, Monitors, Storage, Printers. Reported to VP Sales; managed 2 direct reports and wholesale distribution channel customers in 11 Western states. Designed and implemented VAR channel marketing and branding with Ingram Micro.
- Ingram Micro: Recruited and launched sales which reached $1MM per month by
month 12 of relationship and status as Company’s #1 US Distributor (1988, 1989).
- Sold $6M on 1 purchase order in distribution channel, a Branded Sales record.
- Regional Sales: #1 Regional Sales in US, ahead of all RSM Team Members and all
of Canada.
- Recruited, closed and managed sales to Apple Computer’s #1 retailer in Southern
California.
- President’s Club Award (1989): 100% quota attainment, highest individual quota
for all RSMs in North America.
EDUCATION
Business Administration
NEW MEXICO STATE UNIVERSITY, Las Cruces, New Mexico |
