Sales Manager

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RICHARD A. PAETOW

* ****** *****, *******, ** 53704

Home 608-***-****, Cellular 608-***-****

abkqwd@r.postjobfree.com

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EXPERT IN BUSINESS DEVELOPMENT AND TERRITORY MANAGEMENT

EXECUTIVE SUMMARY

Dynamic management career, with proven track record of increasing

sales and establishing and exceeding customer expectations.

Over 24 years experience in sales and sales management.

Experience includes; customer service, procurement and

negotiation of contracts. Professional manager with a

strong work ethic and attention to detail. Strong

leadership, problem solving and communication skills.

Flexible, positive and responsive to change.

SUMMARY OF SKILLS

. Experienced in surveying, quoting and managing turnkey projects

. Refine and implement strategic sales and marketing plans to the

company to position the firm for success against area

competitors

. Develop sales budgets and forecasts

. Implement sales programs to assist sales representatives with

exceeding their goals

. Capable in working with service operation managers to ensure they

exceed their goals

. Excellent presentation skills

. Complete understanding of financial statements

EMPLOYMENT HISTORY

2005 - 2009 Service Operations Manager / Account Manager - Otis

Elevator Company. Madison, WI

Responsible for managing six service territories in and around

the Madison area. Responsibilities included collaborating

with service technicians by assisting them in solving

service related issues, ordering all parts, scheduling all

necessary repairs and entering weekly time reports.

Conducted quarterly service safety meetings and performed

annual employee reviews. This position also included all

service sales activities in the six service territories.

These activities included; modernization, repair, and

service contract negotiations.

. Conducted branch sales brain storming meeting to jump start

open order and modernization sales activity

. Developed sales training program to assist new

representatives in learning the elevator industry and

managing sales territories

. Number one sales representative in converted units (received

service recognition award)- 2008

. Exceeded maintenance contracts recapture sales plan - 2008

. Surpassed modernization sales plan - 2009

. Presented safety topics at the quarterly Otis safety meetings

. Conducted 100% of mechanic annual safety audits

. Successfully conducted 100% of annual elevator site survey's

. Exceeded company's material ordering cost savings initiatives

2002 - 2005 Service Sales Manager - Kone Inc. . Brookfield, WI

Responsible for profitable sales and, growth in service

contracts and quoted repair and modernization projects in

the state of Wisconsin. Managed service sales personnel

activity and order volume, negotiation volume, and project

management of all repair and modernization contracts.

Managed service sales personnel professional development;

assisted in education, motivation, and goal setting.

Conducted annual employee reviews. Developed monthly and

annual sales budgets and forecasts for branch and regional

managers.

. Service sales personnel consistently exceeded quoted repair

budget every year

. Awarded $1.2 million in modernization projects in 2004 and

2005, exceeding budget each year

. Service Sales personnel ranked in the top ten percent in Kone

North America in 2004 and 2005

. Surpassed service contract sales goals every year

. Successfully quoted and negotiated $1 million repair order

for Rockford Housing Authority

1995 - 2002 Sales Manager - Braun Elevator Company. Madison, WI

Developed relationships and presentation of service and repair

contracts to owners, facility managers, and health care

administrators. Quoted and negotiated all service, repair,

and modernization proposals. Negotiated construction

contracts with general contractors, developers, and

business owners. Was the direct company liaison with

Thyssen Elevator Company and Concord Elevator Company.

Implemented state wide cold-call strategies. Responsible

for sales forecasting and budgeting.

. Presented sales and marketing plan to Thyssen Elevator

Company North America. Braun became Thyssen's product

representative for the state of Wisconsin - 1995.

. Braun Elevator was Thyssen's second largest independent

representative in North America - 1998 - 1999

. Negotiated elevator service contract with the U.W. Hospital

and Clinics

. Successfully negotiated $1 million in modernization work at

the U.W. Hospital and Clinics

. Increased Braun's maintenance billing by $700,000 in four

years

1983 - 1995 Western Zone Sales Manager - Northwestern Elevator Company.

Madison, WI

Designed and sold new elevator systems for commercial and

industrial applications. Negotiated construction contracts

with general contractors, developers, and owners. Sold

service and repair contracts to owners, property managers,

and health care administrators. Assisted service manager in

scheduling of service personnel. Other professional duties

included trade show participation and organization of sales

seminars to design professionals.

EDUCATION

2008 Master of Business Administration, MBA - University of Phoenix

- Madison Campus. Madison, WI

1979 Bachelor of Science, Architectural Building Construction

Engineering Technology - Milwaukee School of Engineering.

Milwaukee, WI

REFERENCES Available upon request.

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