Sales Manager
Resume:
John T. Alexander
P.O. Box ****, Orange, California, 92859-0333 714-***-**** office ***********@*********.***
SUMMARY OF QUALIFICATIONS:
Results-driven, seasoned professional with significant experience in revenue generation including
profitability from start up through IPO. Exceptional record of achievement in meeting and exceeding
quotas and mbo’s. Self-starter; with ability to work independently and as part of a team to accomplish
company goals. Outstanding professional judgment and superior skills in all aspects of sales, customer
service, public relations, administrative, and project management with emphasis on:
• Strong Leadership & Hands-On Management Style.
• New National & Key Account Development including Profit/Volume Expansion.
• Dynamic Presentations to Influencers, C-level Decision-Makers, and Large Groups.
• Effective Public Speaking and Trade Show Representation.
• Developing, Training, Motivating, Coaching and Managing Indirect/Direct Sales Teams.
• Solid Organizational, Time Management, and Multitasking Skills.
• Broad Domestic Sales Experience.
SALES AND MANGEMENT EXPERIENCE:
Powerwave Technologies, Inc., Santa Ana, CA 06/07 -
Western Regional Sales Manager, Network Solutions Group
Aggressively started new business in nine western states for solutions provider of wireless
applications & services. Responsible for development & management of carriers, hospitals and
healthcare, hotels, airports, casinos, government/state, and other institutional markets. Developed lead
generation, all preparation and presentations of proposals & price quotes, RFP’/RFI’s.
Promoted Powerwave value added solutions including annual service and monitoring contracts.
Project managed all sales from close to product delivery, installation and training. Worked directly
with engineering and other internal divisions to ensure timely delivery of each custom solution.
Intellicoat Technologies, Inc., New York, NY 06/06 - 06/07
Western Regional Sales Manager, California
Total responsibility for revenue generation in an individual contributor role with energy-solutions
roof coating provider to commercial and industrial accounts including facility and property managers,
building owners, architects, roofing consultants, and contractors.
Delivered a high volume of presentations and proposals creating a substantial pipeline proposal base.
Performed heavy prospecting through cold calling, viral emails, door knocking and networking.
Developed comprehensive solution services programs to meet agreed upon facility needs and
financial objectives with operations, conducted on site inspections and energy savings analyses.
Conducted extensive technical and consultative sales trainings to manufacturer, dealer and other
independent representatives.
John T. Alexander Page 2
The International Academy, Cardiff, Wales, U.K. 2002-2005
Western States Sales Manager/Independent Contractor, California
Total responsibility developing region for start-up British sports marketing company specializing in
worldwide soccer training, travel, and tournament programs.
Developed and implemented all promotional and sales campaigns including group presentations,
local, regional, and national tradeshows and telemarketing.
Introduced and trained distribution channels in Europe and Australia.
Initiated and helped develop strong relationships with co-promoters including Anschutz
Entertainment Group (owners of Staples Center, Home Depot Center & Regal Theatres), Los Angeles
Galaxy, and the American Youth Soccer Organization.
Organized agent and coach tour programs to familiarize company’s competitive advantage.
Quack.com (Purchased by AOL/Time Warner), Sunnyvale, California 2000-2001
Director of Sales/Major Accounts, Telcom
Started up telcom sales (individual contributor role) for software developer of voice-enabled services,
voice portals, and other services to domestic and international business and carrier markets.
Planned and implemented effective sales strategy resulting in eight RFQ’s to major carriers within
first four-month period.
Initiated and successfully negotiated marketing teaming agreement and partnership agreements with
major manufacturers and value added resellers.
Introduced and helped develop business models, sales presentations, marketing & training collateral.
Interstate Engineering, Inc., Anaheim, California 1997-2000
General Sales Manager
Sold and managed a staff of nine in inside domestic and international sales, customer service, human
resources, IT & purchasing departments for turn-around L.A. based manufacturer.
Revenue Growth from (US) $11 mm to $17 mm in eighteen month period.
Designed and implemented a national sales and warranty database system resulting in a 45%
reduction in end-user replacement parts and a cost savings of $85k first year.
Decreased transportation costs by over $65k by renegotiating contracts with existing vendors.
Implemented a new employee performance appraisal system for both office and manufacturing staff.
Larsen Electronics, Inc., Vancouver, Washington 1995-1997
Western Regional Sales Manager
Helped implement a direct sales and retail program for mobile and fixed antenna products to wireless
carriers resulting in over (US) $780k new business in first year.
Directly responsible for seventeen states, three major distributors and several dealers in region.
Sold to Sales, Marketing, Technical & Field Service, and Procurement departments.
Developed and implemented retail packaged programs for Verizon, AT&T, Cingular and Good Guys.
Generated territory profiling, sales forecasting, and strategy analysis to identify products and services
reporting to company President.
Developed and conducted training seminars to direct and indirect sales and service staffs.
John T. Alexander Page 3
Nextel Communications, Inc. (Fleet Call), Rutherford, New Jersey 1990-1995
Major Accounts Manager
Sold digital communication hardware, service contracts, and recurring services to mid-sized and large
businesses throughout the Southern California market.
Involved from start-up through IPO selling new technology and product lines to the marketplace.
Consistently overachieved performance standard by reaching 220% of quota.
National Accounts Manager
Promoted from sales manager to develop national accounts program. Sold over $650k of hardware
and $800k of recurring revenue within first nine months of program.
Developed and implemented telemarketing, product and selling skills training for field sales,
customer and service maintenance programs.
Prospected and sold national accounts including Xerox, Waste Management, and PPG Industries.
Sales Manager
Promoted from account representative within eighteen months.
Hired, trained and directed sales staff of seven direct account representatives.
Consistently met or exceeded sales and performance quotas every quarter (five quarters).
Increased corporate and commercial sales volume by 350%.
Account Representative
Consistently ranked in top 2% of national sales force (116 representatives).
Exceeded sales quota by 150% each month for eight consecutive months.
Utilized cost-benefit analysis sales techniques and customized presentations.
Medeco (division of Hillenbrand Industries, Inc.), Roanoke, Virginia 1986-1990
Western Regional Sales Manager
Established & developed a territory that had no previous sales representation in eleven states.
Increased account base by 50% each year and increased total sales volume from start-up to over
$1.2mm in 1989.
Organized and implemented telemarketing program resulting in $150k sales first year.
Interfaced and negotiated contracts with purchasing, product management, marketing, engineering,
and field service groups.
EDUCATION AND PERSONAL:
• University of San Francisco – BS Business Admin. /Marketing, Cum Laude.
• Proficient in the use of MS Office, Sales Contact Management Software, the Internet & E-mail.
• Extensive travel throughout Europe, Asia, Mexico, Canada, Central and South America.
• Member Hanover 96 German & California Surf North American professional soccer teams.
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