Sales Representative

Michael W. Minear

** ******** ***** ******, ********** 92614 . 949-***-**** .

********@*****.***

SaleS/Sales Management: Aerospace Industry

Results-centric executive offering demonstrated success in achieving the

high gross margins for companies in the aviation industry, coupled with 10

years experience as a corporate and commercial pilot.

. Forward-thinking high achiever with deep exposure to the operational side

of the business, combined with solid interpersonal skills to forge

relationships with OEM's in military, commercial, and corporate aircraft

segments.

. Select accomplishments include surpassing quotas regularly; most recently

185% in 2007, 210% in 2008, and 195% in 2009.

. Influential relationship builder; established mutually beneficial

alliances with 10 major integration partners to boost annual sales

performance.

. Knowledgeable about sophisticated avionics and aircraft systems for both

commercial and corporate aircrafts to clearly articulate benefits to

technical decision-makers.

. Highly organized; noted for self-motivation, creativity, and initiative

to achieve personal and corporate goals.

Core Competencies

Opportunity Identification . Key Accounts Management . New Business

Development . Strategic Planning

Sales Training . Aviation Techniques . Territory Management . Market

Penetration . Revenue Growth

Profitability . Direct Sales . Reseller Partnerships . Relationship

Building . Contract Negotiations

Dealer Relationships . Presentations & Closing. Channel Partnerships .

Account Retention

Product Development . Team Building & Leadership . Cross-Functional

Collaboration

Professional Experience

The IMS Company, Brea, California . 2007-Present

Independent supplier of Electronic Flight Bag (EFB) Solutions including EFB

tablet based computer technology hardware, proprietary software

applications and integrated system solutions.

Regional Sales Director: Spearhead direct marketing program to bolster

sales of Electronic Flight Bags in aircraft completion centers, dealers,

MROs, OEMs, and major and corporate airlines. Uncover and capture business

opportunities in Boeing, Beachcraft, Raytheon, Lockheed Martin, and

Northrop Grumman. Orchestrate proposal generation, contract negotiations,

and closings. Forecast sales on a monthly basis, assess product and team

performance, and fine-tune sales programs to meet bottom-line objectives.

Coordinate trade show activity, from vendor relationships to booth design.

Resolve inventory replenishments, product shipments, pricing, and product

issues as central point of contact.

Selected Contributions:

. Positioned the territory favorably to achieve 7-fold sales/revenue growth

over 3 years, from $850K to $6 million through new account penetration

strategies, prospecting, and networking in the aviation, aerospace, and

military market places.

. Named top sales representative for 3 consecutive years.

. Heightened sales volume in commercial aviation accounts, including,

Horizon Air, Embraer, FedEx, NetJets and Porter Airlines; highest in the

company.

. Assessed product performance levels to determine new product developments

and modifications through monthly sales forecasting and competitive

analyses.

SkyWest Airlines, St. George, Utah . 2002 - 2007

Captain CRJ 700/900 Regional Jet: Piloted passenger and cargo jet on a

regular schedule. Passed all examinations to operate jet, interacted with

flight crew, and delivered training on aviation techniques.

Michael W. Minear . ********@*****.*** . PAGE TWO

Professional Experience

Schedule Pointe, Newport Beach, California . 2000 - 2002

Developer of advanced software applications for the aviation industry.

Sales Manager: Defined sales models, engaged C-level executives, and led

productive contract negotiations. Maximized resources to effectively manage

accounts and support post sales professional services. Developed new

business through prospecting, networking, and proposal generation. Executed

strategic planning and forecasting initiatives.

Selected Contributions:

. Exceeded quotas 2 years in a row; 156% in 2001 and 195% in 2002.

. Penetrated an untapped market; exceeding sales goals and boosting

revenues by 25%.

. Secured strategic relationships with 10 major integration partners.

. Achieved #1 sales ranking within a year of start date; producing $1

million annually.

Professional Jet Management, Newport Beach, California . 1994 - 2000

Full service aviation operation that provides aircraft management,

acquisitions and pilot staffing to the private, corporate and business jet

marketplace.

Sales/ Business Development: Focused on developing and executing strategies

to expand the number of business jet aircraft under management. Transformed

leads into managed aircraft accounts. Built and strengthened beneficial

relationships with aircraft brokers, dealers, and corporate aviation flight

departments. Managed entire sales lifecycle.

Selected Contributions:

. Grew overall revenues by 38% in the first year by tripling managed

aircraft.

. Served in dual roles, including Captain on CE560XL, CE500, CL65, and BAE

3200, flying managed customers and charter flights.

Additional experiences included Sales Representative with Repwell

(California to Washington); turned around an underperforming territory to

increase sales by 150% and attained 200% of annual sales goals. Details on

request.

Professional Affiliations

World Airline Entertainment Association

National Business Aircraft Association

Regional Airline Association

Airline Pilot Association

Certifications

Airlline Transport Pilot Multi Engine Land

Aircraft Type Ratings:CL65,CE500,CE560XL,BAE3200

Commercial Pilot Single Engine Land Instrument Airplane

Certified Flight Instructor Single Engine Land

Education

Bachelor of Science Aviation Business Management

Embry- Riddle University Daytona Beach, Florida

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