Sales Manager
Resume:
TOM GUGLIELMO
Randolph, New Jersey 07869
*******@***.***
Sales – Sales Manager - Individual Contributor – National Account Manager
Areas of Expertise
Corporate RFQ responses–Sales Tracking/ Reporting–Business Pipeline Development
Relationship Builder – National Retail Accounts - Negotiations – Managed Services
PROFESSIONAL EXPERIENCE
NATIONAL ACCOUNT MANAGER – Wachter, Building Technology 2007 – Present
Established Wachter as a provider of Voice, Data, Physical Security, Intelligent Building
Systems and Electrical Networks nationwide. Secured significant contracts in the Retail,
Communications, Mass Media and Physical Security arenas. Provided Installation, Service,
Break Fix, Staging and Configuration as a Total Solution.
NATIONAL ACCOUNT MANAGER- CROSS COM. 2002- 2007
Developed existing accounts and secured New Accounts in both Retail and Industrial
arenas. Provided a one stop solution in a market divided among providers. Called
on1NService to fill voids in the solution offerings. Delivered a consistent level of quality
from site to site.
DIRECTOR - DISTRIBUTOR / CHANNEL SALES - RVSI 1998-2002
Spearheaded a distribution network across North America by effectively evaluating and
contracting with the premier Machine Vision Channel distributors. Negotiated annual
contracts, territories, bonus and commission schedules. Eliminated all channel conflict,
thus creating a cooperative working business relationship. Provided comprehensive
training for select distributors on a self paid program.
DIRECTOR RETAIL DIVISION - GLORY USA 1994-1998
Selected, trained and implemented a Retail Task Force to target a previously untapped
market. Responsible for a new Retail Division selling into the mainstream as a supplier of
Retail Industry Solutions. Business was secured with Nordstrom, Target, Home Quarters to
name a few. Generated 17.7% of the total company revenue from new retail business.
MAJOR ACCOUNT SALES EXECUTIVE - FUJITSU SYSTEMS 1990 - 1994
Account responsibility for tier 1 and tier 2 Retail Accounts. Exceeded plan and projections
each year. Grew retail revenue, over 3 years, from $300K to over $3,000,000. Assumed
total project management for an 800 store roll out of new POS registers and store
controllers. Top quota maker Internationally, Winners Circle every year. Named "Man of
the Year" in 1990.
PRIOR EXPERIENCE
Additional experience with Kimball Division of Litton Industries as a Sales
Representative, District Manager and Eastern Regional Sales Manager
EDUCATION
BS Management, Fairleigh Dickinson University
AA Psychology, Fairleigh Dickinson University
PERSONAL DATA
Graduated from the US Army, NCO Academy, Fort Knox, KY.
Past President, The 200 Club of Morris CountyMorris County
Morris County Public Safety Training Academy Board Member
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