Michael Shaw www.michaelshaw.info abl9cv@r.postjobfree.com

716-***-**** - Home

716-***-**** - Cell

*** ****** ****

West Seneca, NY 14224

EXPERIENCED SR. SALES DIRECTOR - SKILLS SUMMARY

Hi Tech Fortune 500 and small company Sales, Sales Management experience.

Extensive Sales Management experience Profit and revenue growth history

Direct sales to end user, C level. B2B Multiple office management

Tangible & Intangible sales experience proven qualifier and closer

Cross functional relationship skills P&L experienced

Lead outside sales teams from 5 to 82 Inside & Outside, agent sales

manager exp.

Hire, train, motivate, and lead sales teams IT, Hardware/Software Sales

experience

KEY CAREER ACHIEVEMENTS

"Turned around struggling sales dept. and implemented sales, training and

motivation programs"

Sales Director ACL - responsible for over $500,000 a month in sales with

full P&L responsibility.

Director Corporate IT and Computer Systems Sales for Avnet Computer

Division, increased area sales by 47% and profits by 26%. Total revenue of

$68 million for area. Staff of 82 including inside and outside.

VP Sales Datron Instruments - responsible for world wide sales of Test and

Measurement.

As a direct sales rep developed a $300K territory to $2.1 million in less

than two years earning a promotion as the youngest District Manager in

company.

Experience selling high technology products, to industry, government,

fortune 100 and SMB. Other varied sales skills. Consistently in top 10% of

company.

HONORS: Presidents club. Leaders Club. Summit Club. Numerous sales contest

winner including ten day cruise to the Riviera. Consistently in upper 10%.

ORGANIZATIONS: Recently elected to Board of Directors, Tonawanda Chamber

of Commerce. Committee Chairman Women's Expo, membership, event and

Economic Development committee member. Involved in Amherst, Cheektowaga,

West Seneca, Tonawanda chambers as well as Buffalo Niagara Partnership and

Info tech Niagara, committee member.

Certified Professional Sales Skills Sales Trainer. Numerous technical and

management training classes, sales programs and financial management

classes.

CAREER EXPERIENCE

Innovative Solutions - Buffalo 2008 - present

Sales Manager

PRODUCTS:

. Business to Business Sales of IT, networking, Computer Software

systems:

. Business and Sales consulting.

. Have taken territory from no activity to a million dollar plus

pipeline

. Added 7 new major accounts in less than six months.

Resume - Michael Shaw

Page 2 of 2

Inapoint - Orlando 2006 - 2008

VP Sales /Managing Partner

PRODUCTS:

. Business to Business Sales of IT, networking, Computer Software

systems:

. Business and Sales consulting.

. Developed sales commission program for largest Transportation company

in SE

. Developed numerous sales plans as well as marketing and business

plans.

. Developed sales program from startup to over 100% of goals.

AMERICAN COACH - Orlando, FL 2005 - 2006

Director of Sales

PRODUCTS: Charter Company

. Hire, train, and direct inside/outside and contract sales for the

largest operator in the SE.

. Sales and sales training development for sales and operations

personnel.

. Full P&L responsibility.

. Responsible for all bids and contracts.

. Designed and implemented profit driven sales commission plan adopted

company wide.

. Work closely with Operations to ensure delivery of services and

performance.

. Personally managed top 5 accounts calling on owners, and C level

management.

UNIVERSAL TECHNICAL INSTITUTE, Orlando, FL 2003 - 2005

Director of Sales

PRODUCTS: High Tech Education

. Train, develop, and direct sales teams selling 22,000 dollar technical

education products.

. Meet or exceed all Sales goal budgets and P&L responsibilities

. Hire, provide corrective action, provide corporate reports and monitor

success.

. Responsible for Sales, Order administration and operations staff.

AVNET - Hallmark Computer Division/Tandy- Orlando, FL 1996 - 2003

Area Director, Corporate Sales

PRODUCTS: IT & network services, IT hardware & software.

. Responsible for all corporate (business to business) Sales activities

in Florida for this leader in IT products, solutions and network

services sales and distribution.

. Managing a sales team comprised of 82 direct reports, including sales,

systems engineers, admin and support personnel,

. Managed 10 individual offices, exceed sales goals for each year, while

remaining below expense budget. Increased

. Grew sales by 47% minimum and profit by 26%, each year.

DATRON INSTRUMENTS - Stuart, FL 1990 -1996

Vice President - Worldwide Sales,

PRODUCTS- General Purpose Test and Measurement Equipment and Calibration

standards.

UNITED STATES NAVY - Electronics and Computer repair technician.

Electrical Engineering - Old Dominion University, Norfolk, VA

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