Sales Manager
Resume:
Michael Paul
***********.***@*****.***
PROFESSIONAL SUMMARY
Expertise in creating, implementing and managing sales strategies and sales process turnarounds.
Successfully built dealer programs in challenging start-ups and mature competitive business markets.
Experienced in creating sales strategies and marketing programs across diverse industries and market sectors.
Expertise in reviving business and expanding operations into previously undiscovered territories.
Sales strategy expertise under stringent budgetary controls with emphasis on maximizing
personnel and financial resources while focusing on bottom line profitability.
CORE COMPETENCIES
Experienced in managing sales and marketing with P&L responsibilities.
Defining, implementing and managing a sales strategy for new business development.
Accurate forecasting with the innate ability to advance detect conditions that could alter forecast.
Strong analytical decision-making skills; effective problem identification, analysis and resolution.
Creating long term customer relationships through unique, creative techniques that build loyalty.
Breaking through glass ceilings with techniques that increases each team members production.
Extensive knowledge of computer hardware/software, including web-based applications.
SKILLS INVENTORY
P&L responsibilities Pricing strategies Dealer marketing programs
Sales process turnarounds Sales strategies Key employee recruitment
Multi-site operations Policies & procedures New market penetration
Team building Building dealer networks Results oriented
Channel partnering Strategic planning Strategic partnering
EXPERIENCE
Consultant (Contract) - Austin, TX 2008 - 2009
CAMEN (Startup)
Created and implemented a sales strategy that in less than six months, positioned a startup mobile advertising
company from ground zero to major contract opportunities with the top 400 targeted prospects. Negotiated
contracts with C level executives of more than 100 third party vendors resulting in win win partnerships.
Implemented innovative solutions that reduced installation cost 84% and reduced installation time 75%.
Vice President of Sales – Melbourne, FL 2003 – 2008
ICS International (business sales & marketing consulting)
Created, implemented and managed sales process turnarounds that resulted in a combined client revenue
increase in excess of $150 Million. Saved several business owners from bankruptcy, dilution or loss of
control through creating, implementing and managing innovative sales strategies.
Michael Paul - Resume Page 1
Selected Turnarounds:
1. Turnaround of a $10 million telecom hardware/software manufacturer. Challenge: In the previous
two years, less than a 5% increase in sales. Solution: Through a variety of innovative techniques,
including creating new dealer programs and adding channel partners, reduced the cost of sales by
28% and increased sales 133%. Within 12 months of implementing the new sales strategy, the client
was acquired by Royal Palm Capital and went public via a reverse merger.
2. Turnaround of a startup telecom hardware/software manufacturer. Challenge: Client could not
break through a $2 Million glass ceiling. Solution: Wrote and implemented a sales strategy that
converted the company from a domestic only presence into a well-known international participant by
creating new international revenues through channel partners in Africa, Asia, South America and
Canada. Transformed training from a cost into a profit center. In less than 12 months, sales increased
from $2 Million-$8 Million (400%) without increasing overhead. Additional benefit: Company
became a “10-2-Watch” company in 2004 by a leading industry magazine.
3. Turnaround of a five year old software company. Challenge: Client had an exclusive relationship
with one domestic dealer and was at risk of losing that partner. Solution: Created and implemented a
sales strategy that opened international markets in the Middle East, Asia and Latin America.
Personally negotiated an exclusive dealer marketing agreement valued at over $1 Million with
Brazil’s largest provider of network products and services to the enterprise market.
4. Turnaround of a $100+ million wholesale carrier (public company). Challenge: Client was losing
market share coupled with eroding margins. Solution: A uniquely restructured sales strategy opened
new markets and produced marketing partnerships in Brazil, Argentina, Ecuador, Columbia, Peru,
Turkey and Iraq. The client regained competitiveness in its core business.
5. Turnaround a manufacturer of solar powered water purification systems for use in third world
countries. Challenge: The targeted prospects were Non-Governmental Organizations (NGO’s) which
have very limited budgets. Solution: By utilizing a unique two part marketing technique, NGO’s
were able to acquire the units without spending their limited budgets. Additional benefits:
Implemented a creative outsourcing strategy that added an additional layer of quality control,
reduced manufacturing cost 26% and created a new revenue stream for the outsourced company.
6. Created a Sales Strategy for a startup upscale coffee table magazine. Challenge: A new publication
in a market with a limited advertising base. Solution: As part of an overall sales strategy, created a
layout and design that resulted in two Gold and two Silver awards from the American Advertising
Federation. Within six months the sales strategy was producing a 64/36 editorial/advertisement ratio,
with the highest advertising rate card in the market. The publication was acquired by a competitor
within three years of its inception.
Vice President of Sales - North America - Austin, TX 1999 – 2003
Telemedia
Challenge: A telecom hardware/software manufacturer competing as an unknown in a market heavily
dominated by several 800 pound gorillas. Selected Accomplishments: Achieved and maintained #1 Ranked
sales office worldwide for 26 of 32 months (sales offices in eight (8) countries) through creative incentive
based dealer programs and a variety of innovative management strategies.
Regional Sales Manager - Telemedia Austin, TX
Challenge: A New Zealand company entering the US market as an unknown.
Selected Accomplishments: By applying creative new dealer prospecting techniques, achieved
ranking as the #1 Regional Manager worldwide. Promoted to VP of Sales - North America.
Michael Paul - Resume Page 2
Director of Sales - Austin, TX 1998 - 1999
Simplified
Challenge: A startup telecom hardware/startup software company, marketing the industry’s first web based
off premiss network. Selected Accomplishments: Created and implemented an intense cold calling strategy
to personally generate $970,000 in the company’s first year and the first international customer.
Director of Sales - San Francisco, CA 1987 – 1998
Unicom (A startup business telephone and data networks company)
Challenge: Without a customer base or track record, market Key and PBX systems to businesses.
Selected Accomplishments: Consistently ranked as one of ITT’s top three dealers nationwide by
implementing a networking and lead generation strategy that effectively reached targeted prospects.
Youngest company to be selected as a Pacific Bell Authorized Sales Agent.
National Sales Manager - San Francisco, CA 1984 - 1987
Alcatel (Worlds largest telecom company)
Challenge: Increase sales and market penetration into the US market through building of a dealer network.
Selected Accomplishments: Achieved Alcatel’s highest level of penetration and sales revenue in the US
market through focused efforts on departmental restructuring, standardizing procedures and intense product
and sales training. With a highly trained staff, clients were ensured prompt resolution of all issues, which in
turn generated additional revenue, sustained growth, and enhanced the company’s competitive edge. Created
the Million Dollar Club for dealers with sales in excess of $1 Million. All six dealers of the Million Dollar
Club were developed while under my tenure as a Regional Manager.
Western Regional Manager - Alcatel San Francisco. CA
Selected Accomplishments: Improved the Western Region from last to #1 Region in less than two
years. Grew four dealers annual sales in excess of $1 Million each. Promoted to National Sales Mgr.
Eastern Regional Manager - Alcatel Austin, TX
Selected Accomplishments: Improved the Eastern Region from last to the #1 Region in one year by
training dealer reps how to effectively prospect and present our products. Grew two dealers sales in
excess of $1 Million. Requested to relocate to the the Western Region to turnaround that region.
Prior Achievements
1979 & 1980 Ranked in the top 1% as a sales rep at Combined Insurance Company. 1200+ sales reps.
Trained 400+ sales representatives across distinctly different industries.
EDUCATION
1991 Anthony Robbins Sales Master Course - Instructor
1990 Anthony Robbins Sales Mastery Course - Graduate Assistant
1990 Anthony Robbins Sales Mastery Course
1988 Anthony Robbins Unlimited Power Course - Graduate Assistant
1987 Anthony Robbins Unlimited Power Course - Graduate Assistant
1986 Anthony Robbins Unlimited Power Course
1982 Dale Carnegie Sales Course - Graduate Assistant
1981 Dale Carnegie Sales Course - Graduate Assistant
1980 Dale Carnegie Sales Course - Championship Finalist
1979 Dale Carnegie Sales Course
1987 Neuro Linguistic Programing Certification - Austin, TX
1977 Louisiana State University / Marketing - Baton Rouge, LA
Michael Paul - Resume Page 3
PROFESSIONAL ORGANIZATION MEMBERSHIP
Lean Six Sigma LION™ Worn with Pride!
Linked 2 Leadership Senior Leadership Group
IPO CXO Community
` TopLinked.com Senior Leadership Group
Bright Ideas & Entrepreneurs eMarketing Association
Startup Entrepreneurs Global Business & Commerce
Network
Startup Mastermind Band of Entrepreneurs
Sales/Marketing VP's & Directors - Software & Technology
On Startups - The Community For Entrepreneurs
Go Big Network Startup Community
True Wealth Marketing & Communication Group
Marketing, PR & Sales Innovators
Telecom Executives Business Network
Telecom & Mobile VAS Professionals Worldwide
Telecom Professionals
Those in Media
Media Professionals Worldwide
Michael Paul - Resume Page 4
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