Sales Manager

THOMAS W. SCHIAPPA, JR.

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

BRIDGEPORT, CT 06606

(203) 371 - 1956 Home

(203) 435 - 4117 Mobile

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

Successful business professional with significant experience in Sales,

Business Development, Marketing, Customer Relations, Planning, and Program

Management. Strong negotiation skills, diplomacy, creativity, and

consistent ability to make things happen in a fast paced environment.

Proven capabilities in creating, managing, expanding, and closing business.

Experience & Accomplishments

Viewpoint Data Management, Rochester, NY

2007 - 2008

Regional Sales & Business Development Manager

Managed all aspects of the selling cycle from prospecting through contract

execution for a start up Test Engineering / Software company. Initiated

and closed sales with Zoll Medical, Moog Inc, Raytheon, and BAE Systems

generating over $500,000 in new business contracts.

Award Group International, Shelton, CT

2003 - 2007

Sales & Account Manager

Directed and managed the Sales, Marketing & Business Development activities

for a multi-national merchandizing & marketing/promotions company targeting

Fortune Global 500 companies. Successfully acquired the exclusive business

of PepsiCo International for beverage promotions and merchandising within

the Central American and Caribbean markets.

. Fully responsible for starting up and overseeing the U.S. subsidiary

office. Built business from ground up.

. Grew customer base from 0 to 27 active accounts generating over $4M in

new sales revenue.

. Conceptualized, developed, and managed marketing & promotional

programs tailored to the customer's needs and budget.

. Facilitated creative & business relationship between Award and Tracey

Locke Agency in relation to the marketing and promotional activities

associated with PepsiCo International.

. Held accountable for the development of annual financial objectives.

Analyzed, monitored and controlled expenditures.

. Established growth plans for individual markets and personally managed

key client relations, presentations, and negotiations.

. Interviewed, hired, trained and managed sales team..

Information Builders, Manhattan, NY

2000 - 2003

Regional Sales & Business Development Manager

Managed and expanded the Sales activities for a world leading information

technology company both directly and through distributor and channel

networks..

. Increased regional sales revenue by 24%. Consistently achieved and

surpassed sales goals.

. Achieved $10 million of incremental sales revenue by opening new sales

distributors and channel sales partners in the region.

. Personally negotiated & closed over $6 million in sales and service

contracts with customers considering cultural, economic, and

competitive factors.

. Created and lead the "Corporate Global Sales Program" with top multi-

national customers to facilitate global sales growth. As a direct

sales person within this program I generated over $3 million in

sales/services revenue. The program was later adopted by all regions

worldwide.

. Convinced three major customers to renew its business relationship

after being lost prior to my employment with the company. Sales from

this business exceeded $4 million.

. Experienced in training, developing and managing product

resellers/distributors in all areas of sales and customer service.

. Developed and conducted effective product seminars and marketing

campaigns focused on expanding market share and increasing revenues.

Speaker / presenter at seminars and trade shows.

Sikorsky Aircraft Corporation, Stratford, CT

1992 - 2000

A Division of United Technologies

International Program Manager

Worked directly with Sales & Marketing creating, executing and managing

all offset program activities related to international aerospace &

defense sales.

. Successfully marketed, sold, and negotiated high valued sales and

support contracts with foreign government agencies and local

aerospace & defense industry.

. Managed program implementation from creation through execution on

time and within budget. Ensured deadlines, quality standards, cost

analysis, pricing strategies, continuous improvement processes,

along with making sure customer expectations were met.

. Coordinated and lead cross-functional teams from Engineering,

Quality, Purchasing, Legal, and Product Support, earned their

confidence with reliable follow-through and clear communication.

. Maintained up to date familiarity with technical mission

requirements, physical environments, industrial capabilities,

economic limitations, political climate, trade policies, and

pertinent factors of countries.

. Created and implemented a new concept in technical marketing that

resulted in a sale valued at approximately $40 million.

. Successfully marketed advanced R&D and training programs to

government agencies, resulting in over $50 million in offset

credits, which were utilized within United Technologies

Corporation.

EDUCATION

Masters in Business Administration Sacred Heart University,

Fairfield, CT

Marketing

Bachelor of Science Degree Sacred Heart University,

Fairfield, CT

Business Management and Administration

. Who's Who Amongst Students in American Universities and Colleges

. Outstanding Young Men of America

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