WILLIAM DELZELL

* ******** **** ( Fairport, New York 14450

585-***-**** ( abicjr@r.postjobfree.com

http://www.billdelzell.com

Field / Account Management

Account Development and Retention

Dynamic sales professional focused on client relationships and solutions

with extensive experience in account management. Well-versed in a multitude

of selling techniques including active listening, personality assessment

selling and financial selling skills such as ROI, ROA, Payback, and Cash

Flow Analysis. Skilled at establishing and maintaining key client

relationships and strategic follow-up programs that build rapport and trust

at all levels in any industries. Demonstrated ability to build internal

support relationships and communicate client needs across the entire sales

channel. Goal-oriented, driven team player who works well with peers and

managers offering solutions to help develop new talent.

Strategic & Tactical Sales Growth Planning ( Client Rapport ( Financial

Sales Skills

Personality Assessment Selling Skills ( Self-Motivated ( Goal-Oriented (

Account Retention

Consultative Sales ( Time Management ( Project Management ( High-Caliber

Presentations

C-Level Communication Skills ( Customer Satisfaction ( Team Building /

Coaching / Mentoring

PROFESSIONAL EXPERIENCE

US MICRO PRODUCTS, Rochester, New York ( 2009-Present

International provider of electronics to OEMs. Specializing in display

technology, LCD, TFT and OLED solutions.

Regional Sales Manager

Establish US Micro Products as the preferred provider of display solutions

to the industrial, medical, military and consumer markets in the eastern

region.

. Developed a pipeline of $1.6M in new sales in under six months while

driving existing customer revenue growth by 15%.

. Created an engineering professional services strategy to increase growth

within the high end display sector and initiate services revenue.

. Retained 100% of existing customer base while growing new accounts by

20%.

ARROW ELECTRONICS, Rochester, New York ( 1998-2009

International provider of electronic components and enterprise computing

solutions sold to industrial and commercial customers. Company employs

13,000+, $13B in annual sales.

Client Representative

Attain or exceed sales targets through new or existing customers offering

enterprise computing solutions to value added resellers in northeast

territory.

. Exceeded sales goals in eight of 10 years with target igniting from $1M

to $34M (grew personal client list 15% to 20% on average per year).

. Consistently ranked in top 10% of sales force, with # 2 ranking for two

consecutive years.

. Boosted single client sales from $750K to $5M annually (over five years)

by leveraging customer assets and developing marketing initiatives

designed to increase customer base.

. Developed sales implementation program for customer increasing sales

from $2M to $15M in four years (program has been adapted and replicated

across the United States).

. Achieved significant sales growth becoming top representative for

profitability and professional services revenues four consecutive years.

. Created sales support plan by company request for smaller clients which

translated into significant growth and higher retention rates.

. Solidified thorough understanding of marketing for direct seller as well

as a Value Added Reseller and distributor.

ZELLER ELECTRIC, Rochester, New York ( 1994-1998

Regional provider of programmable logic controls and process control

equipment. Employed 35 and produced $40M in sales.

Account Manager

Serviced existing clients while developing new customers. Met or exceeded

sales targets while increasing company's commodity product revenue.

. Initiated marketing campaign which increased overall revenue with

minimal investment in direct mail and inside phone follow-up campaign.

. Increased existing client revenue 50% annually by developing an

inventory and building schedule that required the purchase of more

company products.

. Developed and implemented sales training course for outside sales

representatives, including vetting and hiring outside training company.

. Ranked in the top 2% of all candidates in sales aptitude exams.

INTERNATIONAL DATA LINK, Pittsford, New York ( 1991-1994

International exporter of computer, hardware, software, and integration

services as well as a variety of consumer and industrial products. Employed

8 with earnings of $12M in sales.

Key Account Manager

Managed the sourcing and selling for a variety of products for export

requiring excellent communication skills as well as collaborating with a

variety of resources spanning consumers, suppliers and employers.

. Expanded sales geography to new territories through cold calls boosting

revenues by 25%.

. Increased profit margin with existing major computer export project by

280% (established company as authorized Digital Equipment reseller).

. Grew target revenues by an average of 36% annually over four years,

culminating in $1.8M in sales by 1994.

WILLIAM DELZELL ( Page 2

DIGITAL EQUIPMENT CORPORATION, Rochester, New York ( 1985-1991

International provider of mid-range computing solutions with 11K employees

and $15B in annual revenues.

Sales Representative

Marketed a complete line of digital solutions including hardware, software,

and services. Serviced small and large accounts by developing relationships

with purchasing agents and other key decision makers.

. Exceeded sales goals of $1.3M to $3.3M from 1987 to 1991.

. Established confident relationship with Eastman Kodak purchasing

director and allocated office space in same building to help review and

place purchase orders.

EDUCATION

Bachelors of Business Administration

University of Massachusetts - Amherst, Massachusetts

Sales Development Program

Digital Equipment Corporation - Andover, Massachusetts

Intensive six month classroom and field training program

On Going Sales Skills Refinement and Training

More than 30 sales training courses including:

Time Management, Financial Selling, Presentation Skills, and Personality

Assessment Selling

Contact this candidate