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Sales Manager

Location:
Boston, MA, 02108
Posted:
August 05, 2012

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Resume:

CURRICULUM VITAE

Dear Employer,

I am a well-qualified senior sales and marketing executive who would be an excellent choice for the

position advertised, as it is a good match with my experience and qualifications. In addition to

reviewing the enclosed resume, I hope you will read on and consider the value I bring to a company

like yours.

Conceiving, developing and executing the strategies and initiatives that drive brand awareness,

revenues, growth, competitive market positioning, profits and shareholder value is what I do best!

Throughout my career, in senior executive positions with the leaders in diverse industries, I have

earned a track record of success in managing complex business initiatives, and achieving exceptional

rather than expected results.

I have the distinction of being an executive who possesses the experience, capabilities and judgement

for taking a business to its next level of success or resolving the deficiencies that impede its ability to

grow and prosper. I have been characterised as a corporate strategy expert and am credited with

personal contributions to top-line and bottom-line performance successes. I am a “doer” who is highly

skilled in visualizing and executing a plan and doing whatever it takes to deliver. I am driven by

challenge and undaunted by obstacles – and over the course of my career, I have fought and won

virtually all types. I am accustomed to and effective in high-profile executive roles, making high-

stakes decisions. My management style can be described as “hands-on” and decisive, yet flexible – I

value and reward creative thinking, initiative, teamwork, commitment and performance.

I am confident in my ability to meet and exceed your expectations for this position, and hope to meet

with you for a personal interview. I look forward to it!

Sincerely,

Mark Telkes

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CURRICULUM VITAE

MARK L. TELKES

11 Riviera Drive, #04-09 Riviera Residences 467203, Singapore

Home: +65 6729 0150 Cellular: +65 9838 5185 ab8mtk@r.postjobfree.com

Sales, Marketing and Operations Executive

Profile

Entrepreneurial executive with more than 15 years of experience managing sales, marketing,

operations, personnel and merchandising at the local, regional and corporate level for both start-up

and established Telco, banking, retail, manufacturing, FMCG, IT, enterprise, consumer and services

companies.

Motivational management style with a record of building and retaining highly motivated sales and

marketing teams, distributor networks and channel partners. Successful in identifying opportunities

for accelerated growth.

Sales, Marketing and General Management qualifications:

Technical and Complex Solution Selling Tendering and Contracts

Sales and Business Development Budgeting and Expense Control

Strategic Sales and Marketing Planning Presentations and Training

Key Account Management / Retention Sales & Marketing Team Management

Contract / Price Negotiation Staff Development and Motivation

Trade shows, sponsorships & events C-level Development Management

Channel Development & Management Strategic Partnerships & Alliances

Professional Experience

Summary

Feb 2010 – Current Vice President – Sales, Asia Pacific, Omnitech Services Pte. Ltd.

Sep 2007 – Feb 2010 Vice President - Sales & Marketing, Asia, Symstream Technologies

June 2005 – Sep 2007 Snr. Director Sales, Marketing & Operations, SEA/HK, Motorola Inc.

Nov 2003 – June 2005 Director Sales & Marketing, Asia Pacific, Oberthur Card Systems

Aug 2000 – Nov 2003 Country Manager – Australasia, Oberthur Card Systems

Aug 1998 – Aug 2000 National Retail Sales Manager, Vodafone Australia

Mar 1997 - Aug 1998 National Account Manager, Ericsson

Aug 1996 - Mar 1997 Loyalty Marketing Manager, Ericsson

Aug 1995 - Aug 1996 Corporate Graduate, Ericsson

Jan 1995 - Aug 1995 Superannuation Consultant, LASB

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CURRICULUM VITAE

February 2011 – Current

OMNITECH SERVICES PTE. LTD. (Singapore)

VICE PRESIDENT – SALES, ASIA PACIFIC

Senior sales and marketing executive hired to expand the newly created Asian division of this global IT

managed solutions and services organisation. Service offerings include Application Services,

Infrastructure Services, Managed Services, Security Services, Cloud offering, DR/BCP, Offshoring,

Integration, BPO, Contractor Resourcing, Testing and more. Broad scope of responsibility including:

managing regional sales team, complex solutions & IT services sales, pricing, commercial modelling,

partnering, tenders, contracts, P&L accountability, strategic market planning, business development,

sales forecasting, marketing, branding, pricing, training personnel for sales through all channels in the

Asia Pacific region. Also responsible for hiring, training and supervising a regional team of sales and

marketing representatives across the region.

Targeting USD$11M for 2011/12 FY and USD$20M for 2012/13 FY

Developed new Business models to enable services to be sold with profitability intact as a fully

managed proposition

Secured regional tenders for 2 major US Banks – JPMC and GS

Secured MSAs with many clients – RBS, ANZ, SingTel, NCS, BOAML, HP, IBM, DBS, Citi

Recruiting and training staff as well as partners for Indonesia, Philippines, India, Hong Kong,

Japan, Australia and Thailand offices

Developing new verticals including; CRM services, Unified Comms services, Infrastructure

Services, ATM/EDC, security, mobile payment

Secured major contracts for T1 customers like Cathay Pacific, DBS bank, Goldman Sachs,

Citibank, RBS, ANZ, ABN Amro, NCR, SMRT, etc.

Sales & Marketing campaigns targeting trade-shows, publications, sponsorships, press releases and

on-line

Sep 2007 – Feb 2011

SYMSTREAM TECHNOLOGIES (AUST) - Singapore

VICE PRESIDENT- SALES & MARKETING, Asia

Senior sales and marketing executive hired to establish the new Asian division of this US$50 million

global developer of unique secure, reliable wireless M2M managed solutions and services. Broad scope

of responsibility including complex solutions sales, pricing, commercial modelling, partnering,

contracts, P&L accountability, strategic market planning, business development, sales forecasting,

marketing, branding, pricing, training personnel for sales through all channels in the Asia region. Hired,

trained and supervising 10 sales and 2 marketing representatives.

Grew business from 1 account to over 10 major accounts generating US$12 million of contracts

within a year in 2009

In 2010 launched new verticals commercially for EFTPOS and Prepaid/Postpaid metering

For 2010 expanded revenues to be in excess of USD$50M

Marketing campaigns targeting trade-shows, publications, sponsorships, press releases and on-line

Developed new Business models to enable solution to be sold with profitability intact as a fully

managed service with on-line management & monitoring

Held major marketing launch in Indonesia with over 20 Banks ready to pilot

Recruited, hired and trained staff for Indonesia, Philippines, India and Thailand offices

In 2009 developed new verticals including; remote metering, EDC, security, mobile payment

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Secured major contract in excess of US$20M for wireless electricity metering, postpaid & prepaid,

including fully integrated e-commerce/mobile marketing sites between retail, consumer, telco &

banks

June 2005 – Sep 2007

MOTOROLA INC. - Singapore

SENIOR DIRECTOR SALES, MARKETING & OPERATIONS

Senior sales, marketing and operations executive for this MNC for mobile devices, network

components and consumer products. Directed all sales, amrketing and operations activities in SEA,

including lead generation, channel development, wholesale, retail, merchandising, POS, advertising,

sourcing, forecasting, account development / management, pricing, reporting, contracts, tenders and

carrier relationships. Called on all classes of trade, including wholesale (distributors), retail, mass

market, and Carriers and company stores. Supervised a direct staff of 15 and an indirect staff of 70 as

well as our 10 major distribution partners. Developed sales and expense budgets.

2007 = sold over 14M units, over US$400M margin and over US$2Bn in sales.

2007 = Achieved #2 brand awareness & market share across SEA as well as #1 in Australia

2006 = sold over 13M handsets (over 100% growth year on year) generating over US$1.6Bn in

sales and achieving a 5% market share growth (17% to 22%).

2005 = sold over 6M handsets (over 130% growth year on year), a 9% market share growth and

generating over US$800M in sales and over US$190M in margin.

Successfully integrated SEA into new APAC region

Hired and trained over 20 staff regionally

Conceptualised a highly effective transition from sell-in to sell-through and sell-out market strategy

Invested in almost 500 Sales Promoters, over US$1.5M/mth, focussing on key retail outlets

Managed e-commerce sales for both handsets and accessories

OBERTHUR CARD SYSTEMS – Philippines November 2003 – June 2005

DIRECTOR, SALES & MARKETING ASIA

Joined company as Country Manager for Australia and was promoted rapidly and relocated to the Asia

regional office as Director, Sales for Asia Pacific. As a senior sales executive for this manufacturer of

debit, credit, set-top box, security, chip, plastic and GSM SIM cards, I lead the sales for end -to-end

smart and card solutions, as well as value added services for this French based world leading Smart

Card Company. Broad scope of responsibility included P&L, tender responses, TOR submissions,

pricing, contracts, sales across Asia to the Payment, Government, Security, Telecommunications,

Health, and Enterprise markets, either directly or as part of a consortium, with the support of our local

country teams. I also managed the development of a variety of solutions and services, recruited and

grew the operation as required, including the development of partnerships, local manufacturing /

personalisation sites, joint ventures and acquisitions. Supervised a regional sales staff of 30 as well as

indirect support staff located globally.

Achieved over 100% of 2004 sales target = US$30M

Signed new major customers through winning tenders and proposing solutions across Asia

Secured pilots with major Mobile Carriers across Asia

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Developed some major partnerships including local manufacturing joint ventures

Commenced construction of Malaysian end-to-end smart card facility

Sourced new services to sell – mobile peer-to-peer, new plastics, memory cards, new chips

Developed, submitted and gained CEO approval for 100% owned factory in India, 30% JV factory

in Malaysia, and 30% JV factory in Thailand

Secured the 4 largest banks in Thailand for chip card pilots (EMV)

Developed detailed market analysis by market segment for the TAM for our industry in Asia region

OBERTHUR CARD SYSTEMS – Australia August 2000 – November 2003

COUNTRY MANAGER, AUSTRALASIA

I was employed to start the Australian/NZ operation for this unknown French Smart Card Company in

my region. My brief was to establish the market in this region, hire and grow the operation as required,

and develop partnerships, joint ventures and consortiums. I also worked with partners to secure

business within Asia Pacific and also globally with organisations such as PWC, BT, Cellnet, Standard

Chartered, AmEx, SingTel, PLDT etc. I was directly responsible for P&L, sales, marketing, support,

tenders, recruitment, budgeting, forecasting and reporting for my countries of business.

Achieved over 200% of 1999/00 sales target in 8 months = A$1M

Signed new major customers through winning tenders and proposing solutions – One.Tel (contract

worth over A$600k), AmEx (contract which includes Asia Pac region), St.George Bank (over 100k

cards launched)

Developed strategic marketing campaigns, press releases and exhibited at applicable events

Joined Asia Pacific Smart Card Forum to develop the industry awareness further

Won 2002 Telstra 3 year contract for phone card business & established local production for this

Pilots in 2002/2003 with Dept. of Defence and ATO in Canberra

Identified and proposed a niche Corporate GSM solution for Optus

Identified and proposed a niche Rental GSM solution for Vodafone Australia & NZ

Won 2 major global tenders with PWC for B2B smart cards – KIC in Korea (6 Banks including

KEBT) and NAG including NAB.

Won 2003American Express Global Card Tender for EMEA, JAPA and USA for all card products

& services

VODAFONE – Australia August 1998 – August 2000

NATIONAL RETAIL MANAGER

Senior sales and marketing manager for this Global GSM Carrier with over A$100 million in annual

sales. Managed the Retails channel for mobile phone and wireless products, as well as services.

Responsible for merchandising, POS, co-op advertising, in-store training, mentoring, operations, trials,

tenders, pricing, proposals through the mass and multiple retail channel of existing retailers, new

accounts, partners and new retailers. Provided leadership and direction for 10 direct sales staff as well

as over 30 indirect staff nationally, including sales promoters, merchandisers and account managers.

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Achieved over 180% of 1998/99 sales target for my channel – 60k connects in 1997 and I achieved

110k connects in 1998 and greater in 1999

Merchandising programs implemented nationally

Conceptualised and executed innovative marketing campaigns through retail partners

Signed 3 new major retailers (more than in any previous year) – MyCar, Domayne, Target

Commenced negotiations with Australia’s largest retailers – Coles Myer, Woolworths

Continued to exceed increased targets set for 1999/2000

ERICSSON – Australia March 1997 -August 1998

NATIONAL ACCOUNT MANAGER

Joined company as a Corporate Graduate and was quickly promoted and relocated to Sydney as a

national sales manager with responsibility for the third largest account – Vodafone. My role was to

manage the sale of Ericsson products – mobile phones, wireless products, PDA’s, accessories, GSM

infrastructure and services through Vodafone and its channels. Worked in partnership with marketing,

merchandisers, other divisions internally, trainers, retailers and entire distribution chain.

Achieved record sales for account over previous years – over 20,000 mobile handsets sold in my

first year = A$10 million.

Created innovative retail marketing devices - Vodapack mobile product and sold over 3,000 units in

1 quarter (achieving over 300% previous record for this account)

Achieved largest orders over 2 consecutive quarters – over 10,000 mobile handsets = A$5 million

Involved in launch and implementation of new GSM services such as IN tender, CLI, voicemail

services, EFR rollout with Ericsson Networks team for Vodafone

Implemented trials of DECT technology and involved in writing proposal and tender for business as

well as implementation and support

Awarded top sales person for September 1997 exceeding all other accounts for same period

including Telstra, Optus, and Distributor accounts

ERICSSON – Australia August 1995 – March 1997

LOYALTY MARKETING MANAGER / CORPORATE GRADUATE

Joined this global mobile handset and networks manufacturer after completing a rigorous selection and

testing process, as one of only 2 engineering corporate graduates per year. I was placed in a 2 year

rotational program with internal and external training, mentoring, development, leadership, sales and

marketing responsibilities.

Conceptualised, developed and launched Club Ericsson within 6 months using approved budget of

A$3 million within 6 months

Devised a document to grade each agency, hold interviews with the management team to make a

joint selection.

Designed new software for Telstra exchanges

Promoted after 2 months to manager of engineering support team to manage implementation of new

services and fixes for fixed network

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Made chairman for fault assessment team

Created IN loading system for Telstra

Education / Professional Development

Postgraduate:

2000 MBA (deferred) - Australian Graduate School of Management (AGSM), Sydney

1997 Negotiation skills, sales training, train the trainer, presentation skills (Ericsson

University)

2006 Digital Six Sigma Green Belt (Motorola University)

2007 Diploma in Decision Base (Motorola University)

Tertiary:

1990-93 Bachelor of Engineering (Electrical/Electronic with Honours) - University of

Melbourne.

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