Andrew M. Wrabel

** **** ****** ****, ****** N.Y 12444

518-***-****

abivcp@r.postjobfree.com

My diverse skill level and wide customer base provide clients with total

solutions that meet their needs as well as utilize the latest in technology

for a strategic advantage. Possesses a deep and evolving understanding of

the sales management process; ability to translate that knowledge into

innovative and highly profitable sales programs; and a teamwork personality

that inspires others.

ACCOMPLISHMENTS:

Increased revenue stream for "in -store" merchandise by 13%

Redesigned store to maximize on efficiency while decreasing expenses

First complete sale of the Apropos 'Contact Advantage' Solution

Managed and sold the single largest Print on Demand configuration by Lanier

Worldwide

Directly sold the very first IBM RS/6000 to Empire Blue Cross creating an

untapped revenue stream, which would bring in over 2.5 million dollars to

the IBM Corporation.

OWNER & OPERATOR N & J MARKET 670 Route 145, Cairo NY

2003-2010 N & J Market Citgo Gasoline Convenience Store / Deli

. Own and operate a 3000 sq. ft. Citgo gasoline station with

delicatessen

. Responsible for all aspects of operating a large convenience store

with gasoline and prepared food

. Handled all decisions regarding; personnel, merchandising, branding,

food preparation, menu creation, pricing

. Administrative responsibilities include: Licensing for BOH, DEC, SLA,

DEP, Tobacco, etc.

. Increased revenue 14% from entry into the business during these

difficult economic times

2000 - 2002 Apropos Technology Sales Manager Oakbrook Terrace Il.

. Involved in Apropos(s) entry into the 3Com channel program handling

all sales personnel for US territories

. Overall management responsibilities of: sales performance evaluations,

benefits administration, personnel scheduling, forecasting, career

development, customer management, etc.

. Territories covered: Eastern United States / 4 direct reports combined

with 3Com direct and reseller sales

. Involved in Apropos(s) entry into the 3Com channel program handling

all sales personnel for US territories

. Worked with 3Com Development Labs on the product announcements,

customer presentation dialogs, and marketing deliverables.

. Involved in marketing of Contact Advantage (mail pieces specific to

industries, newsletter articles, technology show participation,

consultant participation during training sessions.)

. Participate & present in all 3Com/Apropos road shows, forums, and

seminars for the eastern United States. Ensure team follow-up on all

leads to close of sale.

. Develop and identify additional channels using a non-3Com related

infrastructure

. All recruitment activity; overall management responsibilities of:

engineering performance evaluations, benefits administration,

personnel scheduling, forecasting, career development, customer

management, etc.

JANNON SOLUTIONS DIRECTOR OF TECHNICAL SERVICES

1999-2000

Jannon Solutions. 5 High Ridge Park, Stamford, CT 06905

Territories covered: Hartford/Stamford/Chicago with 11 senior (2 CCIE) &

mid level engineers

Strategic role for entry into the "solutions based" service offerings

Developed changes to engineering bonus program (encourage long term

employment)

ALL recruitment activity

Overall management responsibilities of: engineering performance

evaluations, benefits administration, personnel scheduling, forecasting,

career development, customer management, etc.

Andrew Wrabel resume p. 2

LANIER REGIONAL SALES MANAGER

1997-1999

Lanier Worldwide Inc. 55 Broadway, New York, NY 10006 11/97 to present

Involved in Lanier's entry into the digital printing marketplace with their

60 ppm 9060 printing solution

Cover both Northeast and Midwest territories with 8 direct sales people

Lead total installations / revenue / profit among my peers by:

Refining demo skills and techniques of sales personnel

Created contests for call/demo/installation activity while decreasing

morale issues

Created lead generation program though 70/30 incentive program creating 15%

more demo activity

Developed procedures to sell to industry specific environments (health,

higher education, etc.)

Developed alternate pricing techniques (variable click vs. List pricing)

Ensure teamwork using the wide variety and diverse skill set of sales reps

IBM Corporation 1980-1997

IBM PRINT SOLUTIONS MANAGER: 01/95 to 11/97

Covered tri-state territory with 6 direct sales people

Assigned metropolitan New York, New Jersey and all of Connecticut for all

marketing and technical support for the IBM print on demand solution

Coordinated IBM (New York) involvement in the 1997 SEYBOLD conference held

in Jacob Javits Center

Hosted / spoke at the New York City QuickPrint Roadshow held at 590 Madison

Ave.

Spoke / Demonstrated the IBM QuickPrint solution at the annual NAQP meeting

held in Secaucus Civic Center.

IBM OPTICAL STORAGE MANAGER

IBM Corporation 590 Madison Avenue, New York, NY 10017 1/93 to 1/95

Covered tri-state territory with 6 direct sales people

Consultant for IBM 3995 optical solutions for the Tri-state area. Worked

with theTucson Development Labs on the product announcements, customer

presentation dialogs, and marketing deliverables.

Lectured at the Enterprise Systems Journal / Mobius Management Briefing to

100+ executives held at the Marriot Hotel in New York City.

Report management: Displaced Teacher's Insurance existing 1 TB Filetek

report management system for an IBM / Mobius solution. Generated over

thirteen million dollars of revenue in H/W and S/W.

COLD: Sold the Bank of New York on Optical technology allowing them to

streamline their claims processing department. Eliminated over 90% of

their microfiche creation and 20% of their printed output. Generated over

9 million dollars in H/W and services.

Developed marketing programs to identify potential uses of optical

technology. i.e. microfiche replacement, image, voice, multi-media, etc.

Represented IBM in joint meetings with HP to discuss future product

enhancements as well as feasibility issues for potential optical products.

IBM COMPUTER OPERATIONS / TECH SUPPORT: 1/81 to 12/87

Education: 1988 IBM Sales School

1980 Bachelor of Science in Marketing, State University of Plattsburgh, New

York 12901

Major: Marketing / Computer Science concentration.

Hobbies: Skiing, golf, softball, swimming, roller-blading, ice skating,

more skiing

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