Sales Representative

LAWRENCE R. BURGER

**** ***** ** * *Farmington, MN 55024 * 952-***-*****

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

SUMMARY

Highly motivated, results driven sales professional with proven record of

growing existing account base and obtaining new business. An expert in the

entire sales process from targeting prospects to initiating contact,

establishing rapport, uncovering needs, positioning solutions, and

following up to close the deal. Known for establishing lasting

relationships that result in repeat business and referral to new customers.

Strong work ethic, team oriented, and eager to learn.

EXPERIENCE

Comcast 1998 - 2011

Multi Dwelling Units / Bulk Manager (Sales Manager) (2007 - 2011)

Managed MDU Department consisting of four Account Executives and 3 support

personnel overseeing over 350,000 bulk and MDU units. This department

negotiated contracts with large multi-unit property owners ranging from 50

to 11,000 units.

. Hire, train and manage Account Executives to negotiate terms and language

in new service agreements, easements and bulk agreements with new and

current clients.

. Department ranked #1 in the division in 2009, and finished over 106% to

budget in 2010 despite handling an increased workload due to transition

from an analog to digital network.

. Department won the Presidents Club award in September 2009 finishing 350%

to budget besting 20 other regions in the company.

. Two Account Executives in the department placed in the top 10 out of 150

AE's in the company with one AE placing first.

. Served as Account Executive on large accounts, and negotiated service

agreements and bulk agreements with clients including several colleges

and universities in the Twin Cities region.

Account Executive (2002 - 2007)

As the sole Account Executive for Comcast in the Twin Cities region,

responsible for securing all new and existing MDU accounts including all

bulk accounts except those assigned to contractors.

. Negotiate service and bulk contracts with new and existing clients in the

Twin Cities region.

. Work with contractors to negotiate terms and language in new service and

bulk agreements.

. Personally closed over 11,000 units annually on two different occasions

besting several managers in the division.

. Trained 2 former Time/Warner Account Executives on all Comcast policies,

procedures and contract negotiations following a merger.

Commercial Accounts Executive (1999 - 2002)

Negotiated video and Internet contracts to all businesses in the Twin

Cities region.

. Conducted cold calling and door-to-door sales of services to businesses.

. Sight survey determining estimated cost, serviceability and Return On

Investment to provide services to businesses.

. Provide customer service and support throughout the sales and

installation process.

. Consistently ranked #1 in sales in the department.

Lawrence R. Burger, page 2

Direct Sales Representative (1998 - 1999)

Door-to-door sales of video and Internet services to residential homes in

the Twin Cities region.

. Performed door-to-door sales to MDU and single family homes in the Twin

Cities.

. Consistently ranked in the top 5% of all in house Direct Sales

Representatives.

ADDITIONAL EXPERIENCE

B-Kable

Direct Sales Manager

Manage teams of direct sales subcontractors in cable markets in the

Midwest.

. Train and manage contractors on aspects of selling door-to door.

. Provide payroll functions on contractor sales with cable companies.

TCI Telecommunications

Direct Sales Representative

Performed door-to-door sales of video services to residential homes in the

Madison, WI area.

EDUCATION AND TRAINING

Ongoing professional development including:

. Facilitative Leadership

. Virtual Principles of Leadership

. Time Management

. Accelerated Management Program

. Legal 101

Tony Robbins' Sales and Negotiating Training

Heavy Duty Truck Mechanics (2 year program)

Dakota County Area Vo-Tech

Madison Area Technical College

Dispersing and Finance

United States Marine Corps

iHH

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