Sales Manager

**** ****** ****, #*** ***** Rosa, CA ***** *****@*************.*** 707-***-****

EXECUTIVE MANAGEMENT

BUSINESS DEVELOPMENT SALES MANAGEMENT OPERATIONAL EFFICIENCY LEADERSHIP

Accomplished North Bay Executive seeking CEO/COO leadership position in growth oriented organization. Results focused, decisive

leader with proven sales success utilizing operational improvements to drive productivity and reduce costs. Proven ability to cross over

industry boundaries bringing best practices without paradigm limitations. Combines a passion for sales management within the guidelines of

sound operational efficiency. Excels in dynamic, demanding environments utilizing strong leadership and collaborative skills resulting in

positive culture shifts.

CORE COMPETENCIES

INCREASE MARKET SHARE OPERATIONAL EFFICIENCIES BRANDING / DIFFERENTIATION

SALES COACHING / MANAGEMENT RELATIONSHIP BUILDER

FINANCIAL RESULTS

BUDGET FORECASTING STRATEGIC PLANNING PUBLIC RELATIONS / COMMUNITY

PROFESSIONAL EXPERIENCE

Video Symphony General Manager 7/2010 Current

www.videosymphony.com

Burbank, CA - TV/Film post production for profit career training institute. Established formal budget and cash flow projections. Set

up process and procedures to scale growth capabilities. In the first two months of my arrival, we set new sales record exceeding the 18 year

high by nearly 50%. Utilizing collaborative management skills, brought together a disjointed faculty and staff.

Alpha Coaching Process Founder 10/2006 7/2010

www.stevefarmiloe.com

Proprietary sales coaching curriculum consisting of 30 skill set modules. Used for coaching individual sales people, sales teams, sales

managers and owners towards increased performance. Combining skill refinement, accountability, and discipline, the curriculum fast tracks

the salesperson towards break out performance. The Alpha Coaching Process has been used successfully in multiple industries.

Operational consultation consists of business plan drafting and implementation, increasing operational efficiencies, branding for

differentiation, increasing profitable market share, financial analysis comparing results to industry benchmarks, P&L pro forma, and cash

flow pro forma.

Stephen D. Farmiloe Resume, Page 1

Vantreo Insurance Brokerage / Matsen Insurance Brokers 12/2003 3/2010

In 2007 worked with two of the owners to purchase 76% of Matsen and form Vantreo Insurance Brokerage. As COO, was responsible for

setting up the entire new organization including carrier appointments, licensing, contingency contracts, book of business roll over, process

and workflow, human resources, staffing, budgets, cash flow forecasting, as well as sales management.

Chief Operations Officer Vantreo Insurance Brokerage

In first complete year in business actual EBITDA was 19% versus industry average of 12%.

Gross revenue growth in 2008 was 28% compared to industry average of 7%.

General Manager / Vice-President of Sales and Marketing Matsen Insurance Brokers

90% gross new business increase per salesperson in 2005.

Carousel Carpet Mills, Inc. 8/2002 12/2003

Carousel Carpet Mills, Inc was a manufacturer of quality wool carpets, rugs and tapestries. The 32-year-old company, located in a 100,000

square foot facility with 70 employees, manufactured product for discriminating customers such as Air Force One, Bill Gates, Barbara

Streisand, Sylvester Stallone, Tom Cruise, Elizabeth Taylor and numerous others through designer showrooms. This was a restructuring

position where sales had declined 40% since the 9/11 terrorist attacks.

President

Directed the Sales, Finance, Operations, Marketing, and Human Relations of the organization.

After 4 years of net losses, led organizational turnaround that produced positive EBITDA within 2 years.

Lowered operational overhead by 19%. Increased GP% from 25.6% in 2002 to 32.9% in 2003.

Advanced Telcom Group 10/1998- 8/2002

Advanced Telcom Group (ATG) - a facilities based competitive local exchange carrier (CLEC) established to operate in the traditionally

underserved tier 3 and 4 markets. Raised $600 million dollars of venture capital and debt equity combined. ATG grew to over 700

employees and was then sold to General Electric in June 2002.

Regional Vice President Sales West 12/2001 8/2002

Responsible for the Sales Directors and Sales Managers of 9 offices in CA, WA, OR and NV. The sales team was comprised of 55 sales

account executives and sales engineers.

General Manager Santa Rosa and San Rafael Markets 10/1998 11/2001

Responsible for hiring and managing all Customer Service Managers, Sales Managers, and Operations Managers in both markets.

Responsible for sales quota, cash flow position, P&L responsibilities, marketing budget, and capital expenditure budget for both markets.

Responsible for first year $25 million dollar capital expenditure budget for building 1st of 17 markets. Oversaw Lucent 5E switch

and redundant fiber ring installation.

Grew annual recurring revenues from $0 in 1999 to $6 Million in 2001 with no employee turnover.

Stephen D. Farmiloe Resume, Page 2

Unisource World Wide, Inc. 1997-1998

Unisource World Wide was a $7 Billion wholesale distribution organization which was later acquired by Georgia Pacific.

Manager of Maintenance Supplies Northern California

Directed the sales and marketing efforts of over 200 outside sales representatives in 7 western divisions in the maintenance supply division.

Santa Rosa Paper Company 1979-1997

Santa Rosa Paper Company was a west coast distribution company selling janitorial supplies and industrial packaging supplies in Northern

California, Oregon, Washington and Alaska. Sold in 1997 to Unisource World Wide Incorporated.

President and CEO

Set Company vision and unique marketing plan in a mature, commodity driven industry. Strategically positioned the company for an

acquisition.

Grew company revenues from $1 million to $9 million in preparation for acquisition.

Increased EBITDA from a loss of 4.5% in 1994 to a profit of 5.5% in 1997 while the industry average was 1.5%.

EDUCATION/AFFILIATIONS

LaSalle University, B.S. Business Administration, Cum laude, 1997

Nazarene Ministerial Course, 4-year program, 1994

Santa Rosa Junior College, 1979

Point Loma Nazarene University, 1978

Former Chairman of the Board of United Way of the Wine Country - 8 years of service

Voted Most Influential Business Leader of the North Bay by the North Bay Business Journal - 2010

Stephen D. Farmiloe Resume, Page 3

Contact this candidate