Sales Representative

Jonathan M. Graham

***** *.*. ******-******** Road

Renton, WA 98059

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

(425) 281 - 3240

SUMMARY OF QUALIFICATIONS

Extremely motivated and results-driven sales professional possessing

exceptional verbal, written and interpersonal communication skills. Highly

creative with solid experience developing innovative sales techniques to

ensure success. Over 15 years sales and sales management experience

including technology, industrial equipment and material handling equipment

sales.

WORK EXPERIENCE

2009 - Present

Various independent contract work including Engineer/1st Mate on a 100'

private sailboat, New Business Development for a local trucking and

excavation company, VoIP sales for a regional technology company and

security consulting in the State of Oregon.

Territory Manager - Anixter - Kent, WA

June 2007 - December 2008

Responsibilities included development and implementation of a long-term

sales plan targeting major accounts as well as operational decision

makers in Fortune 500 companies, working with customers in a consultative

role to establish best-practices hardware standards and negotiating with

manufacturers on pricing and stocking of materials. Additional

requirements included analyzing market potential and revenue forecasts to

best utilize resources within a set budget. Key accounts acquired or

significantly grown included Expedia, Children's Hospital, UW, UW Medical

Center and T-Mobile.

. Increased Sales, Account Base and profit margin through 12/2008 with

$3.1M in net new business.

. Exceeded 2007 sales target by 18%

Aggregate Sales Representative - Glacier Northwest - Snoqualmie, WA

April 2004 - June 2007

Responsibilities included developing relationships with contractors,

building owners, developer/builders and government agencies to increase

sales volume and revenue of aggregates, concrete and building materials.

Knowledge of the aggregate processing plant including equipment

capabilities and maintenance requirements was a major part of this

process. Establishing pricing structures, product specification

standards and delivery expectations over multi-year projects were also a

key part in this process. Key projects included Hwy 202 widening with

Tri-State Construction to include approximately 450,000 tons of material

over 2 years and Raging River erosion control with WSDOT.

. Increased sales volume from 550,000 tons in 2003 to 1.3M tons in 2006

while increasing gross revenue from $2.4M to over $7M.

New Equipment Representative - Arbon Equipment Corporation - Kent, WA

Dec. 2001 - March 2004

Responsibilities included sale of new loading dock, industrial door and

safety equipment to business owners and general contractors in Western

Washington. Primary points of contact were building owners, company

principal's, CFO's, Distribution Managers and Corporate Safety Officers

as well as Safety Teams. The long sales-cycle for this type of capital

equipment required the establishment of in-depth sales plans for multiple

customers, creation and presentation of unique A/V proposals, multi-day

educational business trips to the main plant in Milwaukee, WI and

consultation during the specification writing phase of projects.

. Exceeded all sales, training and continuing education goals through

2004 with annual quota of $1.4M

Account Manager - Government Computer Sales - Issaquah, WA

Washington/Oregon/Mississippi Account Manager - September 1996 - May 2001

Responsibilities included developing and implementing a comprehensive

sales and marketing plan for providing total I/T solutions in

State/County/Local government agencies, Institutions of Higher Learning,

and K-12 schools. These solutions included I/T Planning, Network

Assessment, Data Migration, Database Development, E-Government Solutions,

Consulting Services, Staffing and Help Desk coverage as well as providing

all hardware, software, network installation and training required.

. Exceeded sales goals in each year through May of 2001 with quotas

starting at $2.5M in 1997 and rising to $10.5M in 2000.

Sales Representative - Washington Alarm - Seattle, WA

December 1993 -August 1996

Sale of commercial security and fire alarm systems, card access, and

closed circuit TV systems to general contractors, building owners, and

property managers in King and Pierce counties. Responsibilities included

developing leads from trade journals, relationships built within the

construction and fire prevention communities and aggressive cold calling,

as well as custom design of security and fire alarm systems based on

local codes and working with general contractors and fire officials to

pass final inspection.

. Exceeded sales goals in each year through August of 1996

Senior Computer Operator - Washington Mutual Savings Bank - Seattle, WA

July 1986 - May 1993

Operated IBM and AMDAHL mainframes in a MVS/JES2 environment. Diagnosed

and corrected software problems in nightly production jobs, hardware and

software problems in Siemens and IBM laser and impact printers, cartridge

and reel tape drives, Datagraphics and Xerox microfiche printers and

duplicators, and all other hardware needed to maintain a mainframe

computer operations center while supervising five employees.

EDUCATION AND ADDITIONAL SKILLS

Bachelor of Arts in Communication Studies, Eastern Washington University

Proficiency in Microsoft business applications such as Word, PowerPoint,

Excel, etc

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