Sales Manager

Mark R. Skummer

**** ******** *****, ********, ** 60014 . H 815-***-**** C 815-***-**** .

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

Senior sales/Marketing Executive

Profile

Resume exhibits over 20 years of success developing business to produce

sales, market share, and profit increases. Excels in identifying target

markets; coordinating the design of product/service promotions, marketing

packages, and sales strategies; and providing sales and operational

structure, including long-range planning for each. Exhibits persistence,

tenacity, an unparalleled work ethic, and a commitment to going above and

beyond to achieve business goals. Extensive experience and success in multi-

tiered project management, including working with multiple and various

entities to provide the prescribed customer solution. Communicates

effectively within all levels of internal and customer organizations.

Manages and directs, as the foundation of business success, an

organization's mission statement that includes total customer satisfaction.

Areas of Expertise

- B2B Business - Product - Key Account

Development Development/Launch/Positioning Management

- Strategic Planning - Influential Presentations - Sales Channel

Management

- P&L Revenue/Profit - Multi-tiered Project -

Growth Management Sales/Inventory/Fore

casting

- Brand Architecture - Client/Public Relations - Advertising

- Market Share Growth - Targeting Key Prospects - Team Leadership

- Market - Negotiations -

Research/Analysis Recruiting/Training

Key Contributions

. Increased sales from 3.75 million to 6 million, as Vice President of

Sales and Marketing for Pryme Radio Products; while building operational

infrastructure and business systems, in addition to managing the creation

of more innovative products and effective advertising, catalogs, and

website.

. Grew (Otto) Original Equipment Manufacturer (OEM), Federal/Military

business from $11.1 million $21.5 million (March 2001 - Close 2005).

- Direct rep business grew from $6 million to $11.3 million at 67%

margin.

- Increased sales 28% during 24 month period upon instituting many

direct programs to ensure growth in market share; for example,

established a rep program to expand V2 speaker microphone sales in

factory rep territories by targeting key dealers, large end users, and

high profile public safety accounts.

. Strategic retail targeting, due to personal market research, pioneered

the creation and placement of Otto Vireo product line in the GAP, Old

Navy, Toys 'R Us, Macy's, Sears, OfficeMax and Sax 5th Avenue, and other

key retailers.

- Bookings for this product line exceeded $1 million in the first year

(2005).

. Managed complex multi-tiered product development and customer cultivation

projects to successful completion, such as the GPS mic program (Pryme) to

Dealers, OEM's, State, Federal, Military, and large end users.

. Established and fostered factory rep program (Pryme); interviewed,

negotiated, contracted, trained, and maintained contact with four (4) rep

companies to develop footprint in the marketplace.

. Managed product design and development for new line of (Otto) speaker

microphones and surveillance accessories.

- Identified opportunity in market for new headset; partnered with

engineering department for design, development and production of the

"Explorer" headset.

- Sales of this headset since rollout in 2003 had exceeded $1.5 million.

. Internal managerial responsibilities included supervision (Otto) of two

Original Equipment Manufacturer Account Managers, one Federal/Military

Account Manager, and one Direct Account Manager.

. Direct sales management responsibilities included supervision of 12

factory representatives comprising of 62 rep sales personnel (Otto) in

the United States and Canada.

Mark R. Skummer

Page Two ( H 815-***-**** C 815-***-**** . *********@*****.***

Career Track

Private Contractor Dale Carnegie Corporate Training 2008-Present

Hired due to extensive management experience and successful career path.

. Certified to deliver world class training programs to sales and marketing

executives. These programs include: Effective Communications, World Class

Customer Service, Sales Advantage, High Performance Work Teams,

Leadership Training, and High Impact Presentations.

Pryme radio products, inc., Vice President Sales and Marketing 2006-

2008

Recruited due to proven success and leadership in the land mobile

aftermarket products market; Pryme Radio's goal was to elevate its image in

the two-way accessories marketplace. Oversaw internal operations: inside

sales and support; quality and returns; art and graphics; administrative;

and warehouse and shipping. Initiated and instituted the modernization of

the business system and sales databases for more efficient day-to-day

operations. Facilitated website development, annual advertising schedule,

marketing goals, catalog inception, and tradeshow scheduling and

implementation.

Worked closely with engineering and overseas manufacturing to qualify

products for use within the Public Safety market to meet ruggedized

qualifications. This initiative produced product design and development

for new line of speaker microphones and surveillance accessories.

. Expanded private label products for Motorola, ICOM, Vertex, Datron, and

Tait, major manufacturers of two-way radios.

Even though Pryme had lost two key accounts at the end of 2005 (totaling a

business loss of 1.25 million), expanded -- due to prior professional and

personal relationships within the North American dealer distribution

network -- Pryme's customer base, which contributed to substantial sales

growth.

. From 2005-2007, increased sales from 3.75 million to 6 million.

Managed complex multi-tiered product development and customer cultivation

projects to successful completion, such as the GPS mic program to Dealers,

OEM's, State, Federal, Military, and large end users. Established and

fostered factory rep program; interviewed, negotiated, contracted, trained,

and maintained contact with four (4) rep companies to develop footprint in

the marketplace.

Otto engineering, inc., National Sales Manager Otto Communications 2001-

2005

Success within the Motorola Dealer marketplace led to selection as National

Sales Manager for Otto Communications, Division of Otto Engineering, a

leading manufacturer of audio accessories for the Land Mobile marketplace.

Managerial responsibilities included supervision of two (OEM) Original

Equipment Manufacturer Account Managers, one Federal/Military Account

Manager, and one Direct Account Manager. Direct responsibilities included

supervision of 12 factory representatives comprising 62 rep sales personnel

in the United States and Canada.

. Grew OEM, Federal/Military and direct business from $11.1 million (March,

2001) to $21.5 million (Close 2005).

. Direct business grew from $6 million to $11.3 million (Close 2005) at 67%

margin.

Was responsible for all trade show activity: Management of personnel,

budget, booth layout, product placement, set-up/tear down, lead retrieval

and follow-up. Annual shows included IWCE, international and regional

APCOs, FDIC, Military shows, and (20 to 25) rep/dealer road shows.

Instituted many direct programs for market share growth; for example,

established a rep program to expand V2 speaker microphone sales in factory

rep territories by targeting key dealers, large end users, and high profile

public safety accounts.

. Increased sales 28% during 24 month period.

In 2004, as the result of personal market research and observation,

pioneered the creation of a new (Vireo) product line for use with mid and

low tiered two-way radios.

. By close of 2005 bookings exceeded $1 million.

New penetration in markets such as hospitality, retail, entertainment,

sporting, and gaming were the result of the development of this new line.

Identified opportunity in market for a new headset; partnered with

engineering department for design, development and production of the

"Explorer" headset.

. Sales of this headset since rollout in 2003 had exceeded $1.5 million.

Mark R. Skummer

Page Three ( H 815-***-**** C 815-***-**** . *********@*****.***

Communications Direct, Inc., Account Manager 1994-2001

Due to previous Motorola sales and management background, recruited to sell

high tiered wireless communications system solutions for a leading Motorola

Authorized Dealer. This position required sophisticated, strategic, and

persistent account cultivation. Superior customer service efforts also

required in order to differentiate company's capabilities.

Accomplished significant penetration in the marketplace, including large

sporting arenas (United Center, Soldier Field), corporate complexes

(Allstate, Northbrook, IL), federal, state and local government entities,

public education institutions (Chicago Public Schools), transportation

(Metra), public safety (City of Chicago), hospitality (Levi catering),

including national hotels and restaurants (Hilton, Applebee's), property

management (McCormick Place), and entertainment (House of Blues, Navy Pier)

venues.

Motorola Communications and Electronics, Inc., Sales Executive and Zone

Manager 1988-1994

Designed and sold high tier communications systems in metro Chicago for

nation's largest communications and electronics corporation. Provided

consulting and fulfillment for major accounts, including: educational

institutions, Fortune 50 manufacturing, management consulting companies,

transportation, property management, national hotel chains, recreational

resorts, and construction companies.

Closed fiscal 1988 at 127% of quota. Awarded "Top Rookie" honors. Finished

1989 at 159% of quota and qualified for Motorola's prestigious "Over

Achievers" organization. Also, honored with "Top Gun" and "Street Fighter"

awards.

In 1990 promoted to Zone Manager, which added direct responsibilities for

motivating sales professionals, as well as sales funnel forecasting and

tracking of Zone's business accomplishments.

Credentials

Education

Bachelor of Science in Administration and Economics Lewis University,

Romeoville, Illinois

Sales, Marketing and Management Related Training

Dale Carnegie Teaching Certification Personal Selling Styles

Front Line Sales Manager

Sales Call Dimensions Managing for Success

Negotiation Skills Successful Meetings

Focused Account Management Listening for Results

Large Account Penetration Tom Hopkins Sales Seminar

Customer Care Lee Dubois Sales Management

Six Sigma Quality

Balanced Scorecard

Community Service

Alumni Board Montini High School

St. Francis High School Parents' Club Officer

Habitat for Humanity Fundraising

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