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Sales Executive

San Jose, CA, 95060
October 14, 2008

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Tony Hughes________________________________________640 Coast Road, Santa Cruz, CA 95060



Professional Profile


• 16 years of experience in sales and account management

• Experience with eco-friendly construction and sales

• Results-oriented Sales Professional, Director of Operations, and VP

• Experience with business development, marketing, strategic planning, client relationship management

and customer service

• Proven success leading business development efforts, expanding client base, and increasing revenue

• Strong Leadership skills and ability to motivate, inspire, and drive team performance

• Ability to build rapport and strong relationships with both coworkers and customers

• Strong ability to link corporate objectives with departmental initiatives and ensure optimal results

• Clearly articulates ideas and concepts through strong verbal and written communication

• Strong Management skills


Professional Experience

Account Manager III, Mechanical / Electrical / Plumbing / HVAC

HILTI, Bay Area, California September 2007 – Present

With three billion dollars in sales, Hilti is the brand leader and partner worldwide for construction and building maintenance professionals. Ranked one of the top 25 sales organizations by Sales Inc magazine.

• Expanded the Bay Area region by consistently exceeding sales plan by 153% growth YTD

• Demonstrated expertise in consulting and educating clients on value-added solutions of the Hilti product suite

• Strong team player with an appreciation and ability to develop partnerships within the sales organization and

across departments

• Consumer-focused to create dynamic services that solve business problems

Sales Manager and Journeymen Carpenter

Eco-struction, Santa Cruz, California December 2004 – September 2007

Eco-struction designs and builds structures using RASTRA ® (ICF integrated concrete form), rammed earth, and conventional framing techniques.

• Developed, presented, and sold Eco-struction solutions for remodels, additions, and new construction

• Assisted in the construction of eco-friendly homes

• Assisted in project management of all phases of construction from initial rough framing to finish work

• Generated sustainable relationships with clients

Senior Sales and Marketing Manager 2002 – 2004

Rawhide Internet Services, Toledo, Ohio February 2001 – October 2004

Rawhide Internet was a start-up internet company that was one of the pioneers in the SEO (search engine optimization) industry.

• Administered strategic planning, pricing, sales analysis, consumer research, new product introduction

processes, and product usage forecasting for the product Trafficboss

• Created integrated sales and marketing strategies

• Coordinated national and regional sales program implementation

• Built and managed a team of twenty Inside Sales Representatives, began as team of two

• Assisted in the growth of major national accounts such as AIG, American Express, Intuit, EBay, Coty Brands, Nationwide Insurance, Geico, and Etrade

• Performed monthly and quarterly employee reviews

• Created promotional programs and strategic marketing plans that resulted in a 74% increase in revenues

• Established close client relationships, evaluated regional trends and product strategies, promoted new products, and monitored sales performance

• Attained challenging profit objectives and quotas every quarter

Vice President 1999 – 2001

E.R.C.Lubricants (Electric Refining Company),Toledo,Ohio June 1991 – January 2001

Fourth generation of family business founded in 1887, a subsidiary of Standard Oil Company.

• Capitalized on sales opportunities and guided marketing strategy changes, resulting in a 61% increase in revenues for a 158 employee private business with 32 distributors worldwide

• Attained challenging profit objectives through effective mass merchandising, sales/marketing and management

• Directed rate-of-return studies on major products utilizing cost of capital models

• Initiated corrective measures involving modifying product designs and distribution channels

• Established cost, cycle time, quality, performance goals in order to meet budget and contract requirements

• Evaluated personnel, conducted extensive training programs, and established incentive programs in a B2B professional sales environment

• Created integrated sales and marketing strategies that were implemented regionally and nationally

Director of Operations 1996 – 1999

• Proven track record of developing a functional vision and a strategy to execute it

• Developed an effective management structure that created twelve new state of the art products, increased revenues by $9.2M, and maintained a firm presence despite a severe industry recession

• Increased distributors from 9 in North America to 32 Worldwide

• Handled production planning, new market development and product design

Midwest Sales Manager 1994 – 1996

• Accelerated growth and generated substantial profits in environmentally diverse turnaround with a just-in-time delivery program

• Implemented a forecasting program that enabled accurate revenue and expense projections

• Developed strategies for expansion into the Canadian market creating significant new revenues

Account Manager 1991 ¬– 1994

• Worked key accounts (UPS, Burlington Air Express, Carolina Trucking) to develop rapport and increase sales while attending OSU full time

• Focused strongly on sales cost analysis, working directly with the sales team to develop effective presentations for our customers nationwide


Ohio State University, Columbus, Ohio

Bachelor of Science 1997

Business Management and Psychology

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