Sales Account Executive
Resume:
JOSEPH D. AUSLANDER
Reisterstown, MD 21136
***********@***.***
CAREER SUMMARY
Experienced technical professional with an exceptional record in successfully negotiating and
administering large, complex contracts and bids. Recognized by senior management for skills in
leveraging proposal price relative to incurred cost, profitability and market factors. Experienced in
establishing solid business relationships with both internal and external customers, based on broad
product knowledge, responsiveness and customer satisfaction. Proven proficiency with Visual Basic, MS
FrontPage and Microsoft Office.
SELECTED ACCOMPLISHMENTS
• Developed a software sales program that directly resulted in annual revenue of $19
million for an AT&T product; received individual achievement award.
• Derived sales data that secured a $1.0 billion, 100% contract award for Lucent
Technologies and received highest performance achievement award.
• Attained a $5.4 million contract for AT&T through my sales support efforts; received
team achievement award.
• Achieved 3.25 GPA for Bachelor’s degree in Electrical Engineering while working full-
time for AT&T.
PROFESSIONAL EXPERIENCE
Antenna Research Associates, Inc. (ARA, Inc.) 6/2006-8/2010
Sales Manager
Principally responsible for all contracts and sales of wideband antennas, antenna positioning
systems, related products and calibration/repair services for a small, women-owned business.
The majority of procurements were specialized antennas with long-lead deliveries, primarily for
the US Military and Government.
• Achieved over $5 million total in Wideband Business Unit sales annually. Prior to my
employment in 2006, my division achieved a total of approximately $4 million in sales
per annum.
• Administered the initial order of 1,400 units for a major Harris Corporation contract for
the ARA-2576, a mobile, tactical satellite communications antenna. Products were
scheduled in-advance of the sale and finalized by the customer monthly; all 1,400 units
were delivered correctly and on-time.
• Proposed and negotiated over 1,500 quotes and solicitations over four years. Replied to 5
to 10 procurement requests daily.
CBS Radio (102.7 JACK-FM) 9/2003-
6/2006
Account Executive
Developed new advertisers for 102.7 JACK-FM (WQSR) by soliciting Baltimore Metropolitan
area businesses, served clients to maintain positive working relationships and prepared sales
orders and production requests to meet deadlines. Accountable for meeting or exceeding
assigned sales objectives on a monthly and annual basis.
• Solicited new business through persistent prospecting, cold-calling and follow-up.
• Co-created, planned, staged and lead a total of 15 individual US Army recruitment
events, with a unique X-Box II Console give-away, at Modell’s Sporting Goods stores
throughout Central Maryland and the ESPN Zone in Baltimore, MD.
• Conceived, negotiated and supervised in-store, on-air book drop-off promotion during
Read Across America day at two area Mattress Discounters. Created radio advertising
campaign, in-store signage and coordinated an in-store broadcast for this promotion.
JOSEPH D. AUSLANDER
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PROFESSIONAL EXPERIENCE (Continued)
A. L. Shatto & Associates, Inc. 5/2003-
8/2003
Director of Business Development
Consulted with team members and authored bids for a consulting firm specializing in process
engineering and regulatory compliance services to the chemical production, petroleum and waste
processing industries. Prospected and qualified sales leads through cold- and warm-calling
activities.
• Identified, proposed and secured sole-source award for chemical/biological hazardous
material training for the US Army at Ft. Meade, MD.
Lucent Technologies/AT&T 3/1993-11/2002
Technical Consultant, Optical Network Group (1/2000-11/2002)
Functioned as experienced Verizon Customer Team technical contact for Account Executive and
Customer consultation. Performed numerous customer-facing activities for both pre- and post-
sales of Lucent’s Metropolis Optical Portfolio products (Updates on Product Standardization
Bulletins, Practices, Products, Etc.). Fostered relationships with product units for the
development and engineering of product features per customer needs and requirements. Acted as
customer liaison to the Lucent Technologies Business Units.
• Developed and administered a highly accessible sales tool for Next Generation Add/Drop
Multiplexer (NGADM), utilizing Excel and Visual Basic.
• Guided business section responses to RFPs/RRPs: NGADM and Multi-Function Access
Device (MFAD). Coordinated with Business Unit Representatives to develop point-to-
point responses for Verizon acquisition proposals.
• Derived material financial data for TITAN 5500/6500 and Vendor Alliance – TURF E&I
bid responses.
• Originated and maintained interactive customer team website, utilizing Microsoft
FrontPage, as webmaster for the sales team.
• Managed an eight-member sub-team in order to significantly improve internal
communications.
Technical Consultant, Network Products Group (3/1993-1/2000)
Designed business solutions utilizing network cabling, transmission and switching products for
Verizon.
• Authored a response to Verizon’s RFP for Modified 307 Blocks and associated cabling;
won a three-year contract valued at $4.0 million.
• Successfully managed a ten-member project team which provided outside plant cable
rehabilitation for 180 US military bases.
• Increased market share of Digital System Cross Connect products and adjunct material,
securing a $7.6 million annual contract.
EDUCATION
The Johns Hopkins University, Baltimore, MD Bachelor’s degree in Electrical Engineering
PROFESSIONAL DEVELOPMENT
Center for Systems Management, Inc Program/Project Management Training
Lucent Technologies Financial Applications & Selling Strategies Class
AT&T Contracts and Legal Issues Course
HONORS AND AWARDS
Teams Achieving High Performance Award; Lucent Technologies; 2002
Certificate of Merit - Employee of the Quarter, Lucent Technologies; 1999
Certificate of Appreciation; Lucent Technologies; 1999
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