Sales Manager

MONTE COUJA

Mobile: 818-***-****

******@*****.***

Aspiring to deploy successfull technical consultative components & solution

sales expertise into an Business Development/Sales Management position of

solutions trending the future

Highlights:

18+ years of Semiconductor, Telecom, and IT hardware sales, & Banking

Customer Care

B.S. Electrical Engineering (San Francisco State University)

CO Management (San Jose State University), EIT (State of California)

Assertive, Analytical, Adaptive, Self disciplined, Multi linguist,

Persuasive, and Goal Oriented

1) Sr. Sales Engineer, Tyco Integrated Security 1/2012- present:

. IP based total system solution B2B sales in a California geographical

territory

. Prospecting, developing, and closing new accounts as well as servicing

existing customers

. Utilizing consultative and spin selling techniques at different

organizational functions and facilitative leadership across the layers of

management.

. Probing and comprehending customer needs, recommending and selling

solutions effectively

. Team playing, collaborating, and selling internally, thus, insuring high

level of support to my customers

. Generated tangible results/ contracts starting with the second month of

employment

. Exceeded sales targets starting the fourth month into the territory

2) Sales Lead/Partner, Practical Technology 2005-2011

. Selling UPS systems, Voltage Regulators, and IT Hardware B2B in multiple

markets

. Managing major accounts by Facilitative Leadreship and maximizing

productivity

. Cultivating multi level relationships and adopting the "consultant

approach" with customers

. Presenting, educating, and helping close sales as well as government

tenders

. Order entry with overseas suppliers,schedule shipment, expedite, and

follow up with forwarders

. Maximized customer satisfaction by helping QA and manufacturing

continiously improve via constructive feedback; i.e. outlining issues,

depicting problems, and recommending possible solutions

. Successfully negotiated regional contracts for AEG, ARTronics, EAST UPS,

Dell, Lexmark, Fujitsu, Optoma,& other quality suppliers with ISO9001 and

ISO14000 certifications as well as EMC, IP21, IEC,VDE and various safety

standards

. Attained double digit growth revenues

3) Procurement Manager, SYR Mobile Telecom Network Operator 2002-2004

. Network elements purchasing: Switch, BTS, Antenna, and the service base

equipement

. Attained and established buyers MBO/PPOs across the department

. Favorably negotiated global IT and infrastructure contracts with HP,

Siemens and Ericcsson

. Recognized for exceeding expected department's P&L

. Provided applicable and creative inputs as a memebr of the Executive

Management Committee

. Participated annually in the International GSM congress (Cannes, France)

4) Strategic Business Development Manager, Mobility Division, Nortel

Networks 1999-2001

. Established relationships at all levels of all three GSM operators in the

region

. Analyzed the decision makers and stakeholders and developed business

allies

. Designed and excecuted effective strategies to address functional needs

. Successfully penetrated the competitor's monopoly of largest network

. Generated LOI for 2nd phase expansion of second largest operator and

maintained market share at the third operator

. Actively participated in the regional Technology & Communications

Conventions

5) Strategic Business Development Manager, Motorola GSM Infrastructure

1997-1999

. Influenced company's technical teams & resources during business

development, project management, and implementation stages

. Co-ordinated training and seminar activities for the customers engineers

and managers

. Cultivated existing customer- relationships and established new ones,

vertically and laterally

. Positioned Motorola on RFQ-short lists of two of the three GSM networks

. Reversed the erroding market share trend of the company in one of the

operators

. Continiously communicating with product engineering, manufacturing, and

quality assurance to ensure maximum fit of deliverables to customers as

well as zero-fault tolerance

. Emphasized Motorola's strengths including "Six Sigma" and wireless

communication leadership

6) District Sales Manager, NEC Electronics 1987-1996

. Redefined accounts in the 11 western states in 3 tiers and emphsised high

growth segment

. Developed key accounts such as Ford Electronics, Fluke, Mattel,

Solectron, ..etc.

. Affected focus and mind share of Sales Engineers and Distridutor Reps on

certain lines of products, i.e. Electron components, Laser Diodes, Fiber

Optic, and Consumer ICs

. Enhanced cutomer relationships at all Management levels

. Gained the benefit of executing SWOT analysisof key accounts

. Assisted all field sales in prospecting, closing deals, and ultimately

exceed their PPOs

. Maintained excellent ties with the distributors and gained presence at

the small accounts

. Won the LEAD award for the third year in the position

. Won the "Budget Buster" award for forth year in the position

Product Marketing Engineer, NEC Electronics 1987-1989

. Trained, presented, and demonstarted the product line of Electron

components and Consumer ICs

. Assisted Sales introducing new products to customers and developing

proposals

. Team played in a matrix sales organization and easily accomplished the

desired targets

. Exceeded the P & L of Electronic Components and Consumer Integrated

Circuits

. Outperformed Dataquest's Industry rates in profit margins & double-digit

sales growth

. Won the "Top Performer Recognition Award" for the Electron Components

Strategic Business Unit

7) Field Sales Engineer, Texas Instruments 1985-1987

. Prospected, contacted, and presented to engineers, buyers, managers, and

executives

. Explored high growth opportunities in the field for company's IC product

line

. Built relationships with Distributor Sales Reps and Customers key players

. Applied Solution selling and resulted in 40% annual growth of direct

accounts

. Achieved 250% geographical territory-sales growth in less than three

years

. Consistently exceeded MBOs and set the stage for career advancement

8) Customer Service Representative, Great Western Bank

. All cusomer banking transactions, account openning, money transfers, and

CD deposits. While working on both graduate and undergradute studies.

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