Sales Representative

DAVID B. PARKER

** ****** *****, ******, ** *****

Phone: 978-***-**** Fax: (978) 448-

5212

Cell: 978-***-**** E-mail:

*********@*******.***

PROFESSIONAL PROFILE

Results-driven senior sales professional with 18 years of successful

sales experience. Consistently developing new business and expanding

established accounts through a creative, customer-driven and solutions-

focused strategy. Track record of aggressively seeking/capturing the

business and delivering service from inception to product installation,

while delivering strong revenue growth. MBA Degree. Areas of strength

include:

Territory Management

Major Account Management

High Impact Presentations

Strategic Sales Planning

Sales Team Training

Relationship Building

Sales Process Management

Revenue Growth Generation

Customer Needs Assessment

New Market Development

Time Management

Vendor Negotiations

P&L Responsibility

Distributor Networks

Creative/Strategic Selling

PROFESSIONAL EXPERIENCE

Thomas & Betts, Inc, Memphis, TN 2003-present

Senior Sales Representative

Strategic account manager for Massachusetts, Connecticut and eastern New

York. Manage the sales and marketing for key commercial and industrial

accounts for all ECG products throughout the region. Responsibilities

include top line sales growth, margin maximization, new customer

development, sales program development and implementation, commodity

negotiation, sales training, end-user development, product specifications,

manufacturers rep coordination.

. Increased district's #1 customer to $3.4 M in 24 months up 40%

. Added new distribution adding $2M to district

. Developed key end users in Metro Boston adding $300K/yr to strategic

partner

. Promoted to stabilize a declining eastern upstate NY market retaining $3M

. Selected for the Sales Leadership Program

. Developed focused sales effort with strategic partner to capture recent

ARRA stimulus funds increasing sales $400K in the CT market

. Developed long term product specifications with key national accounts

Pyramid Malls, Brooks Brothers, Sephora, Abercrombie & Fitch

. Negotiated 3 year sales contract with General Dynamics

. Negotiated multi-year commodity purchasing agreements with strategic

partners

David B. Parker Page 2 (978) 448-

2555

Sumitomo Electric Lightwave, Inc., Research Triangle Park, NC

2000-2003

Regional Sales Manager

Northeast Regional Sales Manager providing expertise in new market

development, key account relationship management, new product/technology

introduction, strategic sales, competitive negotiations and revenue growth.

Challenged to build a territory of $100K in existing business into a $2M

territory. Launched new business development plan, with P&L management, in

the Northeast and Canada achieving 300% sales growth. Named first in sales

increase.

. Built sales channels throughout the Northeast, leading contract

negotiations and integrating talents and resources of VAR's and

distributors.

. Spearheaded the entire sales cycle management process from initial

consultation through design, budget, bidding, sales closing and

installation. Closings are 100% for Projects Specified ABF.

. Led fiber optic infrastructure projects in a ground-up territory

collaborating with, supervising and training VAR's, contractors and end-

users.

. Managed and motivated VAR network and wholesale channel (12 VAR's and 3

distributors), while developing relationships with key sales people to

identify and capitalize on sales opportunities.

. Increased product awareness and developed consultative sales strategy to

identify potential vertical markets adding 20 new end-users.

. Successfully targeted large corporations, broadcast, colleges and

universities, and governmental agencies through GSA and military

contractors.

Major new accounts:

~ ConEdison, NY ~ Starrett City, Brooklyn, NY ~ ESPN campus, Bristol, CT ~

Watervliet Arsenal, Watervliet, NY ~ House of Commons, Ottawa, ON

(Existing)

Thomas & Betts, Inc, Westford, MA 1999-

2000 Senior Sales Representative

Specification and project representative for all datacom and electrical

products in the $25M New England Region. Focused on key account

relationship management, specification writing and account closing with

datacom and electrical consulting engineering firms, end-users,

installers/contractors, and distributors.

. Executed a strategic sales plan to co-market select electrical products

with certain premise datacom equipment in the New England territory.

Increased distributorship by 300%.

David B. Parker Page 3 (978) 448-

2555

. Increased territory sales by $100K by developing distribution targets and

coordinating joint end-user and installer sales efforts.

. Improved market penetration by launching new business development

campaign targeting high visibility New England institutions and

corporations to create demand and brand preference.

. Created a sales training program for 30 datacom and electrical product

lines for sales teams and their customers.

. Developed and led highly complex product presentations and application-

oriented seminars for consultants.

. Met with 90% of all electrical consultants in New England and

substantially increased product awareness.

Major Accomplishments:

. Specified over $5M at EMC Corporation, Franklin, MA

. Tripled the number of datacom distributor partners in New England

. Earned the highest single quarterly commission ever paid in New England

Yusen Associates, Inc., Woburn, MA

1993-1999

Sales Representative

High-profile sales, new business development and account management

position expanding presence in the Boston area. Recruited to turn around a

territory plagued by inconsistent sales efforts. Stabilized market

positioning by realigning customer's conception of our organization and the

manufacturers we represent.

. Ranked #1 salesperson in sales dollars.

. Built and managed the key Boston territory by selling shelf, commodity,

and specification products to key distributors, contractors, and end-

users.

. Launched new business development initiatives by emphasizing outstanding

sales training, team efforts, marketing and promotions.

. Prepared/presented and defended annual strategic sales plan to senior

management. Held concurrent responsibility for sales and new business

development.

Major accomplishments:

. Increased sales 18% to over $9M in 1998.

. Increased sales 20% for to $6.2M in 1997. Promoted to the Metro-West

territory.

. Grew sales from $4.5M to over $5M in 1994. Promoted to Vermont/New

Hampshire region.

. Named Rep of the Year by Carlon (Nationally). Named Vendor of the Year

by Rockingham Electric and Independent Electric.

David B. Parker Page 4 (978) 448-

2555

EDUCATION

Master of Business Administration Clark University Graduate School of

Management, Worcester, MA

Graduated 1989

Bachelor of Science, Business Administration

Eastern Connecticut State University, Willimantic, CT

Minor in Economics, Dual concentration in Finance and Operations

Graduated 1987

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