Sales Representative
Resume:
John (Sonny) J. Peterman
Home 815-***-****
Crystal Lake, IL 60014 **********@*******.***
Work 847-***-****
CAREER OBJECTIVE: Highly driven sales and operational executive with
proven track record of exceptional negotiating and management skills seeks
opportunity to lead a company to superior results.
EXPERIENCE:
iPCS Wireless Inc., a Sprint Affiliate Company, Schaumburg, IL - 2004
to 2010
Senior Vice President of Sales and Marketing
< Responsible for leading all sales and marketing functions for a
publicly traded $831MM Market Cap wireless company branded in 15
states as Sprint PCS. IPCS was the largest network affiliate of
Sprint PCS with approximately 725,000 subscribers and 275,000
wholesale customers.
< Consistently achieved and exceeded budgeted sales objectives every
quarter over the last 6 years. Net customer additions grew over 13%
in 2009 while cost of acquiring these customers met and exceeded
expectations.
< Developed and successfully implemented a market-based sales
leadership organization which has led to above expected gross sales
results while helping reduce customer churn to meet and exceed
company goals.
< Oversaw growth of sales distribution points from approximately 300
locations in late 2004 to approximately 700 locations at the end of
2008. In 2009 sales from our expanded distribution strategy have
exceeded budget by over 20%.
< Developed and standardized all sales compensation programs for
retail, commercial and indirect distribution. The overall benefit
of this has been cost savings in excess of $3 million dollars
annually while growing incremental sales per retail location by
nearly 10% YTD.
< Reinvigorated marketing and advertising programs to help sales
organization achieve revenue targets while increasing brand
awareness in the markets we serve. We deployed a market based
advertising team which has giving iPCS a competitive advantage in
local sponsorships and billboard placement. Our 2008 advertising
budget was in excess of $25MM.
< Successfully integrated Horizon wireless acquisition ($350MM)
during mid-year 2005 which nearly doubled the size of the sales
organization. At year end 2008, sales and marketing represented
approximately 60% of the total company's employee base.
AMERICAN TOWER CORPORATION, Schaumburg, IL - 1998 to 2004
Regional Vice President - Central Region
. Created and established Central Regional Operations for American
Tower in 1998. Responsible for growing wireless infrastructure co-
location business through sales, acquisitions and development
services. In 1998, the region consisted of 110 tower assets and
$1.5 million of gross revenues in 5 states. At year-end 2003, the
Central Region grew to over 6000 tower assets in 18 states, 250
employees and nearly $240 million of annual gross revenues. Organic
revenue growth in the past two years led the company at 16% and 19%
respectively.
. Exceeded EBITDA targets for 18 consecutive quarters being the only
RVP at American Tower to do so over this period of time. Through
strategic consolidation the Central Region was able to slash SG&A
expenses by over $5 million over the last two years. This overall
performance improved operating margins and helped the region
substantially overachieve cash flow objectives.
. Successfully selected and opened area operations offices in five
key markets (Detroit, MI, Minneapolis, MN, Kansas City, MO,
Columbus, OH and Schaumburg, IL). Each location became profitable
within the first full year of operation, which exceeded corporate
expectations.
. Spearheaded sales negotiations on several turnkey contracts for co-
location and construction services, which evolved into national
contracts with wireless carriers such as T-Mobile, Sprint, AT&T and
Bechtel Communications. Each of these contracts was worth over $15
million annually, which was the best performance by an RVP at
American Tower worldwide.
. Led National Tower Acquisition and Integration Team on American
Tower/Alltel $600 million transaction. At the end of year 2001,
this integration team came in $10 million under budget on expenses
while beating the established December 19th deadline by over 30
days.
360 COMMUNICATIONS (formerly Sprint Cellular) - 1985 to 1998
Vice President - Sales and Distribution, Chicago, IL - 1996 to 1998
. Led and drove 360 Communications sales and distribution strategic
business plan nationally. At the time 360 Communications was the
5th largest wireless company in the nation valued at over $4
billion dollars. Consistently exceeded sales goals in all 3 years
as Vice President. In 1997, 360 sold over 1 million wireless and
100,000 long distance customers net resulting in over $440 million
dollars of annualized revenue, a company record at the time.
. Led and negotiated key strategic contracts and relationships with
national retailers such as Wal-Mart, Radio Shack, Sears, Sam's
Club, Best Buy and Circuit City. In 1998, 360 had over 2,200
points of distribution, which represented a dominant position in
75% of its markets nationally.
. Developed, wrote and administered 360 's direct and retail
strategic sales plan for over 1,600 Sales Associates and 150 Sales
Managers. This includes the delivery and execution of 360 's
direct and retail sales training programs. Average sales associates
sales performance increased by 18% during tenure as Vice President.
Developed and created national sales contest annually in each of
the 3 years which motivated sales associates and led to increased
sales performance indicated above.
Director of Market Operations - NW / North Central Ohio - 1990 to 1996
. Responsible for total operation oversight, including profit and
loss, for NW / North Central Ohio wireless service area. Market
operations include sales, customer service, installation, marketing
/ advertising and engineering.
. The Northwest Ohio operations generated over $80 million in service
revenue with over 170,000 customers at year-end 1996. From 1993 to
1996, both EBITDA and net line gain goals were overachieved by 20%
each year. During 1995, the Northwest Ohio Operations was
nominated for the Chairman's Quality Award, Sprint's highest
national honor for operation excellence.
. Managed the largest customer base of all 360 markets that included
over two million Pops and 125 Associates. Increased overall
distribution by over 50% in all six years as Director. Reduced
churn from over 3% in 1990 to 1.25% in 1996.
General Manager - Eastern Ohio and Western Pennsylvania - 1989 to 1990
. Managed market operations for Eastern Ohio and Western Pennsylvania
wireless service area. From 1989 to 1990, sales grew by 70%, as
did distribution outlets. Overall performance exceeded
expectations in sales, revenue and customer retention.
. Directed all aspects of market ops including sales, customer
service, installation & construction.
. Developed and implemented outbound customer care programs.
Sales Manager - Toledo, Ohio - 1988 to 1989
. Appointed the first wireless Sales Manager for Sprint in 1988.
That year, the market performed at 145% of sales quota with eight
Direct Sales Associates achieving over 100% of quota.
. Developed and implemented the retail distribution strategy for the
Midwest Region.
. Received the Great Lakes Regional Excellence award for
contributions.
Sales Representative - Ft. Wayne, Indiana - 1985 to 1988
. Performed to over 180% of sales quota.
. Ranked number one Sales Representative nationally for 1986 and
1987.
. Received President's Award in 1985, 1986, 1987 and 1988.
ADDITIONAL ACCOMPLISHMENTS:
. Rang opening bell on NASDAQ July 10th, 2007.
. 12 + years experience as officer of 3 publicly traded companies.
. 360 Communications United Way Campaign Chairman 1996-1997.
. Board of Trustee member for Jamie Farr LPGA Toledo Classic Pro Golf
Tournament 1991-1997.
EDUCATION:
Bowling Green State University, Bowling Green, Ohio
Bachelor of Science - Business Administration, May 1983
Specialization in selling and sales management.
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