Sales Representative

ANTHONY (Tony) VALENTINO

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

Mooresville, NC 28117

H: 704-***-****

C: 704-***-****

*************@*****.*** http://www.linkedin.com/in/valentinotony

EXECUTIVE PROFILE

Sales ( Strategic Market Planning ( Team Building

Team oriented sales executive with strong belief in creating a performance

culture through process and talent development.

. Build and retain highly motivated salespeople, manufacturer's

representatives and distribution networks.

. Executive staff experience includes strategic planning, human resource

management and international commercial applications.

. Strategic thinker who quickly assesses needs and resolves issues,

communicating and building relationships at all levels of an

organization.

EXPERIENCE

Draka Communications, Claremont, NC 2001-2010

Formerly Alcatel Optical Fiber, global manufacturer of telecommunications

equipment

Vice President of Sales - North America, 2006 -2010

Led all Sales, Marketing Communications and Customer Care activities in

North America Division with revenues ~ $100 million and staff of 33;

Managed branding, advertising, trade show participation, public relations

and online marketing activities with annual budget of over $500K.

. Provided commercial leadership following acquisition and throughout

intense turnaround period; Produced tremendous top-line growth;

Division tripled revenue and doubled market share from 7% to 14% in

core business over 3 years.

. Directed sales efforts to secure millions of dollars in contracts with

Verizon, AT&T, Cox, Time Warner, Rogers (Canada), Telus (Canada), and

Megacable (Mexico).

. Initiated entry into two new markets generating incremental annual

sales of $15 million.

. Sponsored Miller-Heiman training throughout the commercial

organization to establish sales processes and produce measurable

results.

. North American representative on global steering committee tasked with

choosing Customer Relationship Management software (Salesforce.com).

. Reorganized Customer Care and established Six Sigma quality

improvement teams that led to 30% reductions in errors for three

consecutive years.

Director of Sales - Public Networks, 2005 -2006

Directed all Public Network and Distribution sales efforts in the United

States; Sales over $33 Million.

. Increased channel volume 58% in one year; established Draka as a

leading supplier to the U.S. Public Network and Distribution market.

Regional Sales Manager, 2001 -2004

Managed Manufacturers Representatives in the Great Lakes and Mid-Atlantic

Regions.

. Led North America in Sales, 2004; Received "Sales Hero" Award.

. Led U.S. in sales, 2003.

. Developed regional channel sales strategy and achieved strong revenue

gains despite fiercely competitive and declining market; model now

used by the entire division.

Nex-i.com, Princeton, NJ

2000

Regional Director - Ohio Valley Region

. Led team of five in regional sales for a pre-IPO

telecommunications start-up.

Panduit Corporation, Tinley Park, IL 1995-2000

Sales Representative - Central Ohio

. Panduit "Contractor Top Gun" for Ohio Sales District, 1998 & 1999

. Orchestrated entry into contractor market resulting in over $500K in

new sales.

. Established and nurtured new relationship with wholesale distributor

resulting in over $200,000 in new sales annually.

Belden Wire and Cable Co., Richmond, IN 1991-1995

Sales Representative - Mid-Atlantic and Ohio Valley Regions

. Managed 27 distributors with annual sales of $13 million.

. Sales Representative for Belden "Distributor of the Year", 1992

EDUCATION

Masters in Business Administration, 2000

The Ohio State University, Columbus, Ohio

. Weidler Scholar: Graduated in top 15% of class

BS in Business Administration, 1991

Miami University, Oxford, Ohio

. Major: Marketing, Minor: International Business

. Vice President, Miami Marketing Enterprise

. Member: Sigma Alpha Mu

ADDITIONAL SKILLS / TRAINING / AFFILIATIONS

. 5Q Strategic Planning Process

. Miller Heiman, "Large Account Management Process", 2009

. Miller-Heiman, "Manager's Coaching for Strategic Selling", February,

2002

. Miller-Heiman, "Strategic Selling", March, 2001

. Erdelyi and Associates, "Positive Power & Influence", April, 2006

. Erdelyi & Associates, "Building Productive Relationships", April, 1997

. Member of American Marketing Association, 2007 - Present

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