Sales Manager

Mark J. Sullivan____________________________________________________________________

*** *. **** **. **********, IL 60010 Email: ***********@*******.*** Phone 847-***-****

OBJECTIVE

A marketing / product management position where my creativity, achievements, and experience for

growing a business will make a real difference

SUMMARY OF QUALIFICATIONS

Highly strategic / tactical in new product definition and implementing focused plans for new products or

entering new markets/ segments. Superior grasp of best business opportunities to target, differentiating

and presenting value. Analytical / detailed - able to dissect complex situations, articulate issues, achieve

big picture consensus, conceptualize plans, achieve results, and turn the corporate vision into reality.

Savvy in multiple-line promotions, extending brands, creating product platforms, positioning correctly,

product management, pricing strategy, and project management. Good financial acumen.

Well versed in various market research methodologies, segmenting, customer satisfaction / retention,

structuring qualitative / quantitative studies and utilizing syndicated data. Monitor and respond to

customer/market paradigms. Deep experience in numerous technical markets. Extensive global /

international and channel management expertise. Exploit competitive alternatives and weaknesses.

Select talent & train into highly motivated professionals. Deeply understand relationship marketing, and

the entire selling process through C-level contacts. Solid on PR, communications, promotions,

inducements, viral programs, web design, advertising, branding, and marketing products & services.

Strong vision and urgency for achieving goals with a good sense of humor. Excellent at relationship

building and contributing to growing rapport with industry leaders, market associations, editors and

regulatory agencies. Develop ideas and opportunities for feature articles, interviews, presentations, and

other public relations activities that promote awareness of the company and its products or services.

Very articulate with exceptional writing, creative, presentation, and team skills.

PROFESSIONAL EXPERIENCE

CURRENT COMPANY Director National Accounts IT/ Telecom Services 2008 - Present

Create & execute complete marketing strategy for all pricing, web, mar-com & publication areas

Develop C-level relationship strategies at Fortune 1000’s, big VAR’s, Infrastructure and LEC’s for

network contracts utilizing a force of 3500 certified technicians throughout North America.

Switches/ Gateways, Routers, WAN/LAN, Cat 5e thru 7 or Fiber Cabling, Video Terminal

Systems, MPLS, VoIP, POS Systems, PABX, CCTV, CMS, A/V, IPTV

Installations, programming, MAC's, Site surveys, RF signal/coverage testing, and maintenance

Currently producing exceptional results - rapidly expanding sales and bringing in new top-flight clients

HOLOPHANE-Martin Newark, OH Specification Lighting, BAS & Controls 2005 to 2008

Create & implemented campaigns on new product lines and presentations to large architectural

and engineering (A&E) firms, national and government accounts.

Developed several hi-impact marketing pieces to successfully penetrate targeted vertical markets

Built customer loyalty through effective electronic deployment programs - continuously deepening

our message and awareness. Tripled specifications & sales for FY08, with top GP margin rating

Wrote new market paradigm papers to enlighten clients, and position products effectively

Devised a clever program to extract market data – gave us a 2 to 6 month lead over competitors

E-SALES & MARKETING - Springfield, IL Technical Manufactures Representatives 2001 – 2004

Promotional and targeted segment programs quadrupled Sylvania sales and doubled the number

of distributors in first year. Similar results for Genlyte, T&B power systems, National Signal

Utilized effective electronic deployment programs to rapidly introduce new products and

educational materials creating a strong image of leadership and gaining market penetration

Wrote articles for industry periodicals. Organized participation in industry associations & events.

Mark J Sullivan P2

UNITED CHEMI-CON - Rosemont, IL Power Electronics & Communications 1999 – 2001

Managed editorial subjects, industry events, trade shows, and symposium themes for products

Researched and created new products and integrated promotional programs for target markets

Reversed net losses into +20% EBIT, growing sales 16% in first six months & 45% for the FYE

Achieved specific measurable goals for positioning into high growth power supply, wireless, GPS,

medical and telecom markets. Devised winning mar-com programs & trade show events

$65M responsibility, leading three regional sales managers, six direct and twelve mfg reps

SURVEY RESOURCE GROUP - Schaumburg, IL Business Intelligence 1998 - 1999

Managed large complex client research, satisfaction studies, and corporate planning needs in the

technology, wireless, e-commerce, healthcare, manufacturing, automation and service industries

Validate business plans & imperatives to know best strategies and product definitions to pursue

Conduct product or service testing, brand identity/awareness, pricing support points, customer

and employee satisfaction studies - using phone, focus groups, mail or internet

Submit comprehensive reports of findings and recommendations for critical decision making

Clients: Laserage - Cirquon, Baxter, Cardinal Healthcare, Motorola, Spirent Com, IBM Networks

Shows: Wescon, ISHIM, RSNA, MD&M, OEM Electronics & Medical Industries, Medical Imaging

AEROFLEX - MIC N. Andover MA RF / MW Integrated Circuits & Power Amps 1996 - 1998

Created corporate communication plan for the investment and business community as well as

managing marketing communications and market research for all corporate marketing plans

Grew sales from $25MM FY96 to $36MM FY97 to $48MM FY98, quadrupling NYSE stock price

Defined new product portfolio & pricing for wireless markets and capital/staffing plan to execute it

Led sales force of US and international reps, repositioning company from 80% Mil/Aero to 60%

consumer/commercial. Extensive European business development

TOKO - Mount Prospect, IL & Tokyo, Japan offices Wireless, Power & Automation 1986 - 1995

Researched market opportunities and positioned into hi-growth wireless and LAN markets

Created highly successful marketing & advertising programs, increasing targeted inquiries by 400%

Increased sales from $18M to $95M, GP by 24% for 80% of accounts and bottom line by 9%

Developed new winning product development/platforms in integrated circuits, semi’s, RF filters,

transformers, passives, power supplies, A-D converters, automation / CNC, and imaging systems

Hired / trained marketing department, field sales force & inside sales into a highly productive team

Devised distributor corporate marketing relationship program, posting 20% of sales and 33% EBIT

LEVITON-AIW New York and Chicago. Received promotions through market research, sales, product

management and national accounts for telecom, electrical, medical, and controls markets. Excellent

foundation for learning product & market management, marketing communications, and selling skills.

EDUCATION AND CERTIFICATION

●Northwestern Kellogg Business School, Evanston, IL Executive management program

Grad school focus on B2B marketing, brand and product management, marketing communications,

pricing, business development, sales management, channel management, acquisitions, finance

●Queensboro College, New York, NY Business Admin / Management

●Dale Carnegie Courses: Sales, Management, Human Relations Permanent Group Leader

●Action Selling - Sales Training and Sales Skills Certification Process

●Miller-Heiman - Strategic Selling Course. The complete strategy for developing large accounts

●Venture Economics - Program on Joint Ventures & Acquisitions

●Am Production & Inventory Control Soc. (APICS) Certified in MRP, Inventory Mgmt., Forecasting

Member: ●IEEE ●IES ●Sales & Marketing Executives International ●American Marketing Assn

“sensors” or ”i/o” or ”controls” or ”bac-net” or ”cmos” or ”bipolar” or ”gaas” or ”motion” or ”linear” or ” fiber optic” or ”cnc” or ”gps” or ”multi-chip-modules” or ”connectors” or ”wire” or ”cable” or ”electrical” or ”electrical supplies” or ”drives” or ” automation” or ”crystal” or ”saw” or ”laser” or ”passive” or ”semiconductor” or ”semi” or ”integrated circuits” or ”ceramic” or ”fiber optic” or ”optoelectronics” or ” d to a” or ”etching” or ”microwave” or ”RF” or ”power” or ”circuit” or ”cat5” or ”cat6” or ”bas” or ”medical equipment” or ”electronic imaging” or ”circuit boards” or “pcb” or ”power supplies” or ”automotive electronics” or ”satellite” or ”test and measurement” or ”signaling” or ”magnetics” or ”ballasts” or ”ups” or ”lamps” or ”led” or ”fuses” or ”breakers” or ”relays” or ”lighting” or ”linear” or ”transformer” or ”circuit board” or ”control panel” or ”service contracts” or ”distributors” or ”var” or ”dealers” or ”naed” or

” neca” or ”neda” or ”contractors” or ”architects” or ”designers” or ”municipalities” or ”dot” or ”consultants” or “manufacturer r ep” or ”global” or ”international” or ”bachelor of arts” or ”b.a. ” or ”vice president” or ”vp of sales” or ”vp us sales” or ”vice president of sal es” or ”vice president of sal es and mar keting” or ”manager of us sales” or ”sales manager” or “inside sales” or “senior account executive” or ”technology sales” or ”solution selling” or ”sales director” or ”global sales” or ”brand manag er” or ”sales and marketing” or ”product development” or ”advertising campaigns” or ”business development” or ”product manager” or ”national sales manager” or ”general manager” or ”gm” or ”business unit manager” or ”vp mar keting” or ”pr” or “event mar keting” or ”marketing strategies” or ”targeting” or ”promotional tactics” or ”selling strategies” or ” ethno graph y” or ”str ategic planning” or ”crisis management” or “change

man agement” or ”corporate planning” or ”profitability improvement” or ”multi-site operations” or ”consensus building & teaming” or ”best practices & bench mar king” or ”team building” or ”team l ead ership” or ”new business development” or ”business-to-business sales” or ”vertical channel development” or ”channel training” or ”channel management” or “channel” or “forecasting”or”market strategi es” or ”sales forec asting” or ”sales staff mentoring” or ”lead groups” or ”relationship building” or ”relationship management” or ”event mar keting” or ”material forec asting” or ”organizational leadership” or ”team l ead ership” or ”consultative selling strategies” or ”customer needs fulfillment” or ”account manag ement” or ”account servicing” or ”cold-call sales” or ”cross selling” or ”customer needs assess ment” or ”amphenol” or ”american insulat ed wire” or ”japanese” or ”kor ean” or ”europe” or ”european”

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