Manager Sales

EDWARD MCGLINCHEY

616-***-**** Mobile - abhup5@r.postjobfree.com

**** ************ ** ** - ***** Rapids, MI 49546

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QUALIFICATIONS SUMMARY

An accomplished Sales Professional with strong leadership skills and

track record of proven results. Twenty years of broad, in-depth

experience in management, restructuring, team building, employee

development, and succession planning. Consistently exceeded

profitability, productivity and sales objectives.

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PROFESSIONAL HISTORY

EF Johnson Technologies, Inc., Grand Rapids, MI 2009-Present

Territory Sales Manager

. Successfully negotiated and signed Land Mobile Radio contracts with

the State of MI

. Identify potential customers through networking, cold calling and

other forms of prospecting. Determine qualified contacts with

decision-making authority and establish critical relationships

. Stimulate demand by participating in trade shows and seminars

delivering messaging via formal presentations

. Recruit, evaluate, train and manage Dealer Network for successful

representation of EF Johnson in the marketplace

. Manage territory sales through Dealer Network in MI, OH, and Northern

IN equating to $1.6 million in 2010

AT&T, Inc., Grand Rapids, MI 1997 - 2009

Government Account Manager - AT&T Mobility

Successfully negotiated and signed wireless contract with State of

MI valued at $1.4 million

Develop long-term business plans in collaboration with state

agencies in order to maximize efficiencies and reduce costs

Establish and manage new accounts with Local Government and K-12

schools in defined territory

Drive sales in key lines of business; Fleet, Inspection and Public

Safety with focus on data applications resulting in $10,000 of net

new monthly revenue

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Sales Planning Manager - AT&T Government, Education & Medical

Revenue assurance on $210 million annual revenue baseline

Management of account assignment database with 4,200 accounts

Administered and directed AT&T MI sales campaign for Federal

Government Universal Service Fund program for Schools and Libraries

(ERATE)

Developed an automated monthly sales assessment for employee

ranking, development needs, training requirements and performance

management

Vice President AT&T Pioneers

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Sales Manager - SBC Government, Education & Medical

Manage 5 Account Managers and 1 Design Engineer through strong team

building and accountability

Accountable for $31 million in annual revenue

Promote emerging technology (Cisco, Ethernet, VOIP, Wireless)

achieving 103% of revenue objective in 2006

Reassessed market needs resulting in team restructuring, enhanced

customer service and sales territories

Identified and mentored key Account Manager into Sales Manager

position

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Global Account Manager - SBC Global Markets

Accountable for $35 million in annual revenue

Consistently exceeded objectives resulting in growth from $30

million in 2000 to $35 million in 2004

Secured contracts with EDS, Dow Chemical, Kellogg, Whirlpool and

CMS Energy

Focused on revenue growth in new lines of business with existing

Managed Service Agreements(e.g., VOIP, Video, Cisco and Nortel)

Promoted to sales management team

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Global Account Executive - Ameritech Custom Business Services

Prospected aggressively and presented products and services to key

decision-makers

Generated new revenue from emerging technologies; video, wireless

and managed services

Successfully negotiated and secured sales ranging from $250k to

$1.7 million

Finished 120% of quota in 1998 and 1999

President Club member 1998 and 1999

Promoted to Account Manager

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OTHER PROFESSIONAL EXPERIENCE

MCI Telecommunications Account Executive 1995 - 1997

Cellular One Account Executive 1993 - 1995

Meijer, Inc Department Manager 1990 - 1993

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EDUCATION

Wayne State University, Detroit, MI 1993

MBA in Marketing

Grand Valley State University, Allendale, MI 1989

BA in Marketing

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