Stephen D. Potischman

** ******* ****** *********, ** 02048

508-***-****

aceecu@r.postjobfree.com

www.linkedin.com/in/stephenpotischman

Twitter: @steviep223

Summary

A results-driven sales management professional with proven expertise in all

facets of the sales and sales management functions. Management experience

includes all aspects of successful sales force leadership: mentoring,

coaching, team-building, recruiting, performance evaluation, leading-by-

example, and team-member development. Sales experience includes

negotiating contracts with large and small companies, selling at all levels

of the organization, identifying and meeting/exceeding the needs of the

customer, prospecting, and building lasting relationships with both

external customers and internal functional teams.

Education

Northeastern University, Boston, MA MBA

University of Massachusetts, Amherst, MA BA

Brandon Cop-sync, LLP Danvers, MA Software Distribution Company

Mar 2014-May 2014

New England Account Manager

Marketed school safety software to Police Departments and School Systems

Prospected via telephone and personal cold-calling to Police Chiefs and

School Superintendents

Presented software solution to Police Chiefs

Stephen Potischman Associates Mansfield, MA Small Business Consulting

Company 2011-2014

Consultant/Owner

Marketing, new business development, and sales training to contractors and

other small businesses

Developed and implemented key account capture/retention plan for custom fan

cord assembly company, increasing sales 9 % in first year

Provide training in sales techniques, networking, customer relations,

billing/receivables, social media

Real Cool TV Productions Mansfield, MA A Web Video Communications Company

2009-2011

Business Development Manager

Responsible for developing sales force in New England for start-up company

Successfully recruited, hired, and developed a team of business development

associates to include ongoing mentoring and performance management

Trained team members in prospecting, consultative selling, company

strengths and strategy, and social media strategies

Worked with team to develop individual marketing plans to penetrate target

markets, companies, and verticals

Partnered with company principals to define sales force structure,

compensation, recognition programs, and ongoing recruitment program

Stephen Potischman Associates Mansfield, MA Small Business Consulting

Company 2007-2009

Consultant

Provided general business consulting and sales training services to

contractors and other small businesses

Transworld Systems Inc., Stoughton, MA $80MM Collections Agency

2003-2007

District Sales Manager

Overall responsibility for general management of sales office

Opened local office for national collection agency.

Recruited, interviewed, and hired independent contractor sales force of

both experienced and inexperienced reps.

Provided training in prospecting, selling, marketing, and the company's pre-

collection, collections, and legal services. Demonstrated proper sales

presentation with new reps on my own sales calls.

Exceeded sales volume goal in second year by 20%.

.

Aerovox Inc., New Bedford, MA $100MM Electrical/Electronic Component

Mfr. 1998-2002

North American Sales Manager-Motor and Power Capacitors

Reporting to the President, responsible for all Sales Management

activities, including contract negotiations, development of strategies to

maintain, increase, or regain share at key accounts, rep hiring, training,

and support.

Provided direction, product training, and support to manufacturers' rep

sales force. Selected and hired rep firms that represented the optimum

combination of experience, synergy, and customer relationships.

Monitored rep effectiveness via call reports, monthly reports, joint sales

calls, and customer feedback.

Facilitated relationships between independent rep firms and the company

Doubled our business from $800K to $1.6MM at the expense of two competitors

at one account, and re-opened two lost accounts for $1MM and $750K.

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