Sales Manager

PETER A. BONFINI **** Ardaugh Court Dublin, Ohio *3017

P: 614-***-**** E: ac1vhs@r.postjobfree.com

SALES MANAGEMENT PROFESSIONAL

Award-winning sales manager skilled in strategic planning and program implementation designed to increase revenues consistently through new products and improved employee performance. Recognized for maximizing profit potential. STRENGTHS & EXPERTISE

P&L Administration

Market Share Growth

Productivity Improvement

Relationship Management

Vendor Negotiations

Client Needs Analysis

Startup/Turnaround

Policy/Procedure Development

Budgeting & Expense Reports

Staff Training & Development

Competitor Intelligence

New Product Rollout

Contract Review/Recommendation

Strategic Business Planning

Site Selection

Financial Management

Expense Control

Performance Evaluations

Program Development

Sales Presentations

Creative/Strategic Selling

CAREER HIGHLIGHTS

National Sales Manager ~ Dominion Dealer Solutions Drove revenues with improved performance and products. In first three months, increased annual revenue by 40%, bringing below average revenues closer to consistent and successful levels. Accomplished through strong management techniques, employee evaluation, revamping training and recertification requirements, and creating individual improvement plans for inside sales team members.

Director of Sales ~ Dominion Dealer Solutions

Continually accepted leadership roles and team participation including developing strategy to implement new agreement with General Motors and 3,000 dealers and review of office lease and options developing plan to save $200,000 annually through virtual offices.

Regional Vice President ~ USA Mobility

Engineered comprehensive turnaround of Illinois sales organization to performance exceeding 110% of plan in 2008 and 105% of plan in 2007 (placing team in Top 7 of nearly 35 sales districts nationwide); elevated sales (previously performing at 50%-60% of company expectations) via change of team members and management, refocus on new business development, concentration on major accounts, and implementation of performance accountability.

Regional Vice President ~ USA Mobility

Guided sales performance to Region of the Year, 2007 (enabled by sales teams and management establishing performance records in 2007); led regions in 6 of 9 sales measurement categories and finished 2nd in 2 others; June 2007 all 6 sales districts (versus 50% of districts in other regions) exceeded gross sales additions stretch targets set by Executive Vice President. Performance cited by CEO to executive leadership “as something never previously accomplished”. Regional Vice President ~ USA Mobility

Regional Vice President ~ Arch Wireless

Orchestrated design and launch of “Top Gun” sales training program provided to wireless sales executives; improved sales performance of underperforming/inconsistent sales executives and elevated region sales revenues 17% (2002 over 2001); due to success, senior management implemented training program as fundamental part of new hire training program.

PROFESSIONAL EXPERIENCE

DOMINION DEALER SOLUTIONS ~ Norfolk, Virginia (2009 – May 2017) Division of Dominion Enterprises – privately held multi-billion-dollar company. Focused on automotive industry, products also improve dealer management, inventory merchandising, equity mining, and customer service. Based in Norfolk with 10,000 US customers.

NATIONAL SALES MANAGER/DIRECTOR OF SALES

Managed award-winning team of inside sales executives engaged in software solution sales to automotive dealers nationwide. Worked closely with company leadership to improve performance levels and revenues. Strategically planned training and recertification programs, evaluated employees for performance, negotiated contracts for add-on web control services, and assisted wherever needed. Originally hired by AVV Inc. of Westerville, Ohio, a business unit of Dominion Enterprises.

PETER A. BONFINI PAGE 2

~ Improved sales team performance and increased revenue by 40% in 2009. Accomplished through evaluation of sales executives, launching targeted recruiting efforts, crafting Standards of Excellence, and implementation of individual performance improvement plans, mandatory recertification on product knowledge and presentation, minimum recertification scores, and awards program.

~ Earned numerous promotions and special titles including Director of Sales. Charged with identifying top sales performers and developing processes, strategy, and training programs allowing sales executives to sell bundled solutions rather than individual products. Performed new duties while maintaining role in sales team management.

~ Awarded “recognition trip” to Antigua for timely completion of certification goal. Achieved through learning capabilities, strengths, and advantages to various solutions and developing plan for new sales processes and training programs.

~ Successfully negotiated and implemented contracts with software companies allowing sale of products as value add-on services. Generated additional 15% revenue in 2012 through customized email templates add-on and additional 12% revenue in 2013 for “Click-To-Call” telephony add-on. Also, led inside sales team to successful rollout and sales of online review software, PRIME Response for three consecutive years.

~ Served on leadership team to implement new contract with General Motors involving reputation management/incentive program to 3,000 dealerships. Developed strategy for marketing and sales efforts including engagement scripts and product refresher training geared toward GM dealers. Resulted in inside sales team producing over 65% of total division sales to new GM accounts.

~ Developed and successfully implemented plan to transition entire office to virtual/work from home situation once office lease expired. Saved nearly $200,000 yearly in expenses. USA MOBILITY WIRELESS, INC. ~ Columbus, Ohio (1996 – 2009) Provider of one-way and two-way paging products and other wireless services to consumer, business, government and healthcare sectors; company also offers mobile voice and data services through Sprint, Nextel and Cingular including BlackBerry and GPS location applications. Previously recognized as USA Mobility, Arch Wireless, Paging Network Inc. prior to mergers and acquisitions.

REGIONAL VICE PRESIDENT ~ USA Mobility Wireless, Inc. (2004 – 2009) REGIONAL VICE PRESIDENT ~ Arch Wireless (2000 – 2004) Administered and ensured profit/loss performance of sales and service functions throughout $51.3 million Great Lakes Region (consisting of Michigan, Ohio, Kentucky, Indiana, Illinois, Wisconsin, Minnesota, Iowa, North Dakota and South Dakota); accountable for performance of 5 district managers, 35 sales executives and 3 healthcare sales specialists as well as regional operations manager and 4 operations support staff.

~ Recognized as RVP of the Year, 2007; consistently recognized for sales leadership on multiple occasions at President’s Cup (USA Mobility) and President’s Club (Arch Wireless) awards ceremonies.

~ Finished 2007 at 135% of budget on gross additions, 122% of budget for total revenues and 108% of budget Average Revenue per Unit (ARPU); performance facilitated through addition of new product and service offerings assisting with capture of health care accounts; region led company in gross paging additions each year since 2005.

~ Guided 2007 region actual expenses to 91% of budget (9% positive variance) with 2008 YTD expenses through September at 94% of budget (6% positive variance against much lower expense budget); performance enabled through lean operating headcount and closely managed administrative expenses.

~ Generated nearly $1.5 million annually through current large customer rate increases; overcame lower rates offered by competition by strategically developing and introducing talking points to customers addressing investments made by company and long-term value remaining with company.

~ Motivated Illinois sales and management to strong performance improvements; increased gross addition monthly sales average from 88 per sales executive in 2006 to 141 in 2007 and 189 in 2008; resulted in 11,000 gross additions in 2008 ($395,000 in additional 2008 sales revenue from 2006 performance levels).

~ Collaborated with region operation manager, district managers and engineering managers on investigation and resolution of network throughput (negatively impacted by large volume of traffic); isolated and resolved issue with heavy-use customer as well as heavy use by external regions and increased throughput 30% (as well as significantly reduced risk of network delay spikes). PETER A. BONFINI PAGE 3

~ Enabled saving $336,000 annually through supporting renegotiation of office lease agreements (accommodating right-sizing of office space and significantly reducing monthly rent expense); downsized 6 office spaces and closed 3 spaces no longer required.

~ Negotiated new and renewal contracts with several large accounts including General Motors, State of Illinois, Cleveland Clinic, US Bank, and Exelon; on occasion, negotiations required legal explanations as well as sensitive language to protect integrity of agreement.

~ Coordinated 2007 launch of exclusive ReadyCall waiting-room pager resulting in increased sales revenues with 50% margins (from current health care accounts) as well as facilitated entry into several competitor accounts; led region in test marketing devices operating on company wide-area network and received significant appreciation of product by several large health care accounts.

~ Contributing member of committees (SPIF, Funnel Management, Post-Merger, Strategic Selling, and Commission Compensation) formed to drive positive changes in sales system as well as integrate sales organizations and standardize processes; presented at quarterly Board of Director meetings in support of CEO and EVP; deliver presentations to health care association meetings, government meetings, and charity functions. VICE PRESIDENT OF SALES, PAGING NETWORK, INC. (2000) Ensured all facets of business development and operations performance throughout $19.3 million region; responsible for budgeting and expenses, sales activity forecasts, portfolio sales strategies, sales proposals and presentations, customer loyalty and relationship management, region office and network performance. Recruited, trained and motivated 5 sales managers and 32 sales executives responsible for promotion of complete portfolio of products and services; also oversaw operations team comprising operations manager and 5 operations support staff.

~ While in position, increased revenue 14% over previous year and performed at 106% to budget; increased net cash flow 18% over previous year and performed at 110% to budget; grew market share from 44% to 50% through capture of competitor accounts including Convergys, Miami Valley Hospital, and University of Kentucky; paved way for 6 sales executives and 2 sales managers to qualify for Circle of Excellence award for sales excellence.

Recruited internally (by Executive Vice President of Sales) to spearhead standardization and automation of reseller billing processes (transforming over 100 reseller markets and introducing/integrating sales programs encouraging resellers to increase business activity); accepted challenge and organized team of 15 development, sales and operations team members to strategize, execute, test, and deploy initiatives; ensured performance of 3 team leaders responsible for field sales communication/preparation and new reseller sales programs, development with third party development partner (InTouch, Inc.), and operations/financial integration.

~ Contributions enabled company to exceed expectations as sales program increased reseller revenue 14%; original expectations forecasted at 10% increase ($21 million); initiative also saved over $300,000 in compensation.

VICE PRESIDENT/GENERAL MANAGER/BRANCH MANAGER, PAGING NETWORK, INC. (1996 – 1998) PRIOR EXPERIENCE

STANLEY STEEMER INTERNATIONAL ~ Dublin, Ohio

Vice President & Controller, Controller, Assistant Controller INTERNATIONAL PAPER – PRESSWARE DIVISION ~ Columbus, Ohio Assistant Controller

ALEXANDER GRANT & COMPANY, CPAS ~ Columbus, Ohio

Senior Accountant

EDUCATION

BACHELOR OF SCIENCE/BUSINESS ADMINISTRATION (ACCOUNTING MAJOR) The Ohio State University ~ Columbus, Ohio

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