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Sales Manager

Fort Lauderdale, Florida, 33334, United States
May 31, 2010

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Karl F. Kapustka

Ft. Lauderdale, Florida Phone: 954 *** **** Email:

Executive Summary

Motivated and enthusiastic; Passionate about success, experienced in all aspects of building and executing an innovative and

results based business strategy in a variety of industries. Entrepreneurial attitude supported by structured training and fortune

1000 background. Quick to acquire new market / industry knowledge. Considerable sales management success. Current and

relevant marketing skills including public relations, web and E- commerce strategies, channel and partnership development,

traditional and non-traditional media. Proven project management skills. Effective leadership and relationship building

experience. Technologically current. Well developed communication and professional presentation skills with a wide variety of

relevant experience at both large and small manufacturing and service (intangible) related companies.

Core Competencies

Identifying opportunities and challenges

Developing innovative strategies

Delivering and managing change

Achieving results

Career Experience

Director of Business Development. Calvin, Giordano and Associates (Software & Services) 2007 2010

Hired to develop and execute a strategic business development plan for INKforce software (start up) including national sales to

Government markets. Developed comprehensive sales cycle strategy, launched marketing partnerships, developed account

management and customer service strategy. Enhanced and expanded product and services offering to include Software as a

service (SaaS) option. Designed multiple price models and service level plans. Other responsibilities included comprehensive

competitive analysis, a national public relations program, web site optimization, published customer case studies, developed

license agreements, contracts and presentation materials, gained national exposure for both INKforce and selected customers.

Managed sales engineers and software developers. Attained many sales milestones including largest single contact, largest

municipal account, etc. Developed strategic channel partnerships (Microsoft, Panasonic, HP, ESRI,).

Business Development Manager The Datamyne, Inc, Miami, Fl (Int’l Trade Data Base) 2005 2007,

Developed new regional sales territories throughout south eastern ted States. Researched and identified optimal markets for

maximum sales opportunities and sales efficiencies. Hired and trained new sales teams to grow markets, build revenue and

name recognition for this start up International trade intelligence data base company. Responsible for creation and execution of

strategic regional business plan. Accountable for regional P&L.

• Created successful market entry and developmental growth strategies. Identified primary new vertical market focus

• Hired and trained field sales, account management and inside marketing support staff

• Held marketing, promotion and brand recognition events, joined networking organizations, etc

• Acquired key market customers (Chevron, Mitsubishi, Alcoa, Georgia Pacific, Houston Port Authority, Clarinet Corp

Senior Sales Representative Iron Mountain, Inc, Ft. Lauderdale, FL 2003 2005.

Responsible for a tri county territory in the Off Site Data Protection division of this Fortune 300 Co. Complete sales process

responsibility from lead qualification to contract negotiations. Product offering included web based electronic vaulting, physical

media off site vaulting, disaster recovery consulting, and data products sales. Identified and developed specific target accounts

into national and global strategic relationships. 1st rep in S.E. region to close new electronic vaulting solution. Finished ’03 & ‘04 in

top 20% of sales force for combined quota. Significant customers include Siemens, Citrix, Sunbeam, Tyco, JM Family.

Territory Sales Manager Relavis Software, Inc, Dallas, TX (Software) 2000 2002

New sales development and existing customer account management in a multi state regional territory. $1.2 m quota. Product

offering included a comprehensive CRM software application and associated consulting services. Managed internal team

members to deliver comprehensive solutions based presentations/demonstrations from detailed needs analysis. Sales process

including developing successful ROI for C level. Exceeded sales goals for ’00 by 17%, 96% of quota for ’01. Closed 2nd largest

software deal in ‘00 ($430K). Additional responsibility in 02 included strategic west coast accounts. New business development

and large account management included: Avnet, First Data, QAD Software.

Regional Sales Manager Symix Systems Inc, Dallas, TX (Software) 1997 2000

Hired as an account manager, promoted to sales representative, then to regional sales/territory manager to develop new business

sales in a 6 state territory. Developed and presented to multiple customer user group associations. Awarded rookie account

manager of the year. Promoted into Sales Rep position in ’98 to develop new business selling a mid market enterprise ERP

application, e commerce, B2B, and CRM suite of products in a multi state territory. Promoted into Sales/Territory Manager to train

and manage new reps with in depth consultative sales strategy including detailed organization and competitive analysis.

Achieved 112% of $900K quota ‘98. Earned Presidents Club ’98,’99.


University of Oregon Business Administration 1983


Family, travel, boating.

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