Terry G. Croutharmel

**** ******* **** ***** ? Orange Park, FL 32003 ? 904-***-**** ?

abhndc@r.postjobfree.com

Qualifications for Sales / Sales Management / Business Development

Proven, results-driven professional with over 20 years of experience

providing top-level sales/sales management and business development for

diverse companies, including an extensive background in government/military

sales. A quick study who excels at driving sales growth, increasing the

customer base, and contributing to the bottom line-specifically in fire and

life safety systems, high-tech satellite communication systems and services,voice, VOIP, data communication services, radio communications products,

and computer hardware/software sales. Possesses strong relationship

building, sales closing, marketing/presentation skills, as well as a track

record of leading start-up organizations, empowering teams to succeed, and

meeting/exceeding both company goals and customer expectations. Held

Secret Security Clearance on previous contract. U.S. Citizen.

Areas of Expertise

Account Management Client Relations

Contract Negotiations Budget Management

P&L Responsibility Communications Marketing Analysis

Territory Development

Sales Development Project Management Training

& Development Inventory Management

Personnel Management Customer Development Opportunity

Development Cold Calling

Key Achievements

? Brought six new significant teaming partners to our team and captured

$7 million in new sole-source business through these teaming partners.

? Consistently grew year-over-year sales: as a sales rep, drove a 20%

increase in State and Local Government

(law enforcement and first responders) agencies and Federal

Government entities, during the first year, as

well as fueled a 30% sales increase in first year of division

management, followed by a 30% increase in the

second year, and a 20% increase in the third year. The increased

sales were well above budget.

? Spearheaded and directed business plans and budgets. Created a new

division with a focus on US government clients; led sales and marketing

strategy; created and maintained a customer base of 300+ clients.

? Investigated product, market, and customer requirements, communicated

intelligence and new product applications to staff engineers and

marketing personnel, developed sales pipeline, sales forecasts and

plans.

? Successfully established and managed a dealer network; developed and

negotiated contracts with dealers, customers, and integrators. Taught

salesperson, customer and distributor training on technical products:

satellite communications, communications interoperability, fire/life

safety systems and security. Also taught "Government Sales Excellence"

to our regional sales team, to distributors and to teaming partners.

This involved teaching "How to accelerate the government sales cycle"

by managing the sales funnel through every phase: Discovery,

Qualification, Presentation, Proposal, Negotiation, and Close. An

explanation of this acceleration process is too lengthy for this resume

but will be attached for those interested.

? Closed the largest single sale ($2.1 million) in a company's history.

This involved the sale of very complex emergency satellite

communications terminals to the DOS (DTSPO).

? Established a company's Jacksonville, FL sales division and produced

$4 million in first-year sales.

? Started up and led a company to generate $3 million in annual sales

across the Southeast US; built and maintained a customer base of over

400 accounts.

? Traveled extensively both domestically and internationally, serving

as a "road warrior" for the last 5 years.

? Worked very successfully on complex system contracts with large

integrators such as: Lockheed Martin (Deepwater Project), ManTech

Defense Systems Group (Gen. Dave Bryan, US Army Ret. President of NG

DSG), MorganFranklin (Col. Howie Cohen, US Army Ret. Former Commander

WHCA and Chris Herndon, former CTO WHCA), EMCOR Gov't Services (RBOS

contract bid), BAE Systems, Harris Corp., IAP-WS (RBOS contract bid),

Oldcastle (FL DOC non-lethal prison fence bid), Siemens (VA Hospital

Fire & Security Systems), Cooper Notification (USF Mass Communications

System), Raytheon (Emergency Command & Control Integrated Vehicles),

Northrup Gruuman and CDW (FL Nat'l Guard Emergency Command & Control

Integrated Vehicles), and S2 Security, .

.

? Bid, negotiated, and won contracts with many Federal, State, and Local

Government Agencies, Law Enforcement, Public Sector Agencies, and large

contractors: US Navy (SPAWAR), US Army COE, DOS (DTSPO), USF (St.

Pete), Tallahassee Memorial Hospital, FL DOC, DOD (US Army, Navy, Air

Force, Marines, and Coast Guard), FL DMS, GA Purchasing, AL Purchasing,

FEMA, Tampa Fire Rescue, DHS, Lake City Comm. College, Corrections

Corp. of America, US Customs & Border Patrol, NAVFAC, numerous county

and city sheriffs offices, Dept. of VA, Hanzel Phelps, Clark

Construction, Drace Constr., Haskell, and Balfour Beatty. Also bid

many contracts with minority companies: PoluKai Services, Chenega Corp,

Chugash, EMR, AKEA, Timus, WAM Industries, AMG, GROT Inc., Orion, and

many more.

? Built and maintained the accounts/contacts listed above as well as

many others into a very extensive "Book of Business".

Professional Track

SimplexGrinnell

2009 to 2010

Government Business Development Manager, Jacksonville, FL

? Promoted overall growth in revenue and margin in South East

Region. Lead capture management for large regional projects,

programs, and contract vehicles. Assisted the sales team with sales

strategy, actions, and teaming. Managed the sales cycle from

discovery to close.

? Analyzed regional customers, vertical, and horizontal markets and

developed sales strategy with each district. Targeted customers and

markets for most benefit to the company.

? Developed training material and presentations. Trained sales

reps on "best practices" for selling to federal, state, and local

customers via existing or new contracting vehicles.

? Pursued and established formal teaming partnerships with

government focused general contractors, electrical contractors, small

businesses, and facilities maintenance contractors. Established

working relationships with these teaming partners and pursued

government contracting vehicles either directly as the prime or as a

sub through the teaming partners.

BAE Systems

2008 to 2009

Sales Executive, Jacksonville, FL

? Promoted sales of a radio communications bridge through trade

shows and direct calls/demonstrations to State and Local Law

Enforcement customers and First Responders. Developed and maintained

relationships with key decision makers in this market.

? Recruited and managed national rep groups; added a new rep group

in first month.

? Conducted and managed customer and rep group training.

? Secured two state government demonstrations that led to orders

for both.

CVG, Inc

2007 to 2008

VP of Sales, Jacksonville, FL

? Set up and directed a new sales division; managed sales and

contract personnel and provided sales support; and maintained full P&L

responsibility. Headed RFP/RFQ responses and capture management.

Developed sales and marketing programs for all products. Developed

and maintained relationships with decision makers from the grass roots

level to program managers to the highest levels of military and

agency management.

? Prepared and controlled the annual budget as well as established

management-performance reporting

tools.

Mackay Communications, Inc

1999 to 2007

Director of Government Programs, 2002-2007 / Government Sales Manager,

1999-2002, Jacksonville, FL

? Led the division that provided sales and services for land mobile

and maritime satellite communications terminals products. Provided

provisioning for voice, VOIP, and data. Created and developed a

product and marketing program for the company's service products.

Managed P&L; prepared the annual budget and monthly forecast for the

government division.

? Prepared large government contracts and RFPs for high-tech

equipment and services. Won complex communications contracts with

SPAWAR (San Diego-L Band Maritime Communications Terminals from NERA-

Norway), USCG (Same product), DOS (Land mobile version of same

product), Military Sealift Command (same maritime product with a

modification), won a contract to update all terminals sold, won a

contract to put 2 maritime terminals on every US Navy ship, 2 on every

MSC ship and 2 on the large USCG ships. Also won several contracts to

put maritime terminals on several foreign ships under USN contracts.

? Won a large C3ISR contract for MSC with L3 Communications-Transas.

We integrated the SAS (Ship Alert System) product for 86 ships in our

warehouse and completed the installations in ports all over the world.

Professional Track (Continued)

? Organized, directed, and conducted a satellite communications

terminal training program for government

customers.

? Managed the relocation to a new office and warehouse space.

? Saved $150,000 in inventory loss by establishing new inventory

control and purchase order procedures.

Computech Computer Center, Inc

1997 to 1999

General Manager, Jacksonville, FL

? Oversaw the business' overall operations, including corporate

P&L, sales/marketing, human resources, and strategic planning

activities.

Software Plus Computer Center / Secure Data, Inc. (internal division

1986 to 1997

VP / General Manager, Jacksonville, FL

? Led a business start-up operation with $3 million in annual

sales; maintained a customer base of over 400 accounts. Created a

marketing program that included hardware and software end-users,

database customers, systems integrators, and IT consultants.

? Established and led a service company that specialized in data

security and computer maintenance, which achieved $250,000 in high-

margin revenue. Grew the customer base to more than 200 maintenance

and security contracts through an effective marketing program that

identified small to medium-sized firms in need of the company's

services.

Education

B.B.A., Management - Augusta State University, Augusta, GA, 1975

M.B.A. Coursework, Management - Clemson University, Greenville, SC, 1982

R3 Sales Excellence

United States Army Data Processing School, Ft. Benjamin Harrison, IN

Affiliations: Armed Forces Communications Electronics Association (AFCEA)

Society of American Military Engineers (SAME)

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