Sales Professional

Timothy A. Cassell

*** ***** ****  Treasure Island, FL 33706

******@***.***  727-***-****

A highly self-motivated professional with extensive experience designing and implementing sales and marketing programs with strengths in meeting sales objectives, working with large customers/distribution, and developing sales plans for the purpose of growth. Always positive and professional.

Key Strengths and Competencies:

• Strategic & Tactical Planning

• Key Account Management

• Market Penetration & Expansion

• Product Development & Launch

• Presentations/Closing

• ROI Value Proposition Selling

• Strategic & Consultative Selling

• Multimillion Contract Negotiations

• Sales Team Training/Supervision

• Budget and P&L Management

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PROFESSIONAL EXPERIENCE

GRAPHICS MICROSYSTEMS INC., Rockwall, TX

Vice President Sales – Newspapers, Based in Saint Petersburg, FL (2006 to 2009)

Graphics Microsystems, a subsidiary of AVT, Inc., is the leading manufacturer of online spectrally based measurement solutions (software and hardware) for the purpose of quality assurance and process control. Managed sales, distribution, marketing, and product development activities.

Achievements:

• Led sales and marketing initiative of new product obtaining 72% market share in first 2 years of release.

• Secured business with largest Newspaper Group in North America more than doubling annual sales of an existing product line ($2.5 million to over $5 million in sales).

• Set up validation sites with key accounts to measure performance criteria and validate return on investment models.

X-RITE, INC., Grandville, MI (1998 to 2006)

Category Director, Based in Saint Petersburg, FL (2005 to 2006)

X-Rite is the global leader in color science and technology manufacturing optics based measurement hardware and software solutions. Promoted and was responsible for global strategic direction of business category providing color control solutions to the printing, packaging, medical, digital imaging, and photographic industries. Accountable for product development, product marketing, dealer/distribution programs, key relationships, forecasting, budgeting, and P&L of business category with heavy emphasis on sales related activities.

Achievements:

• Developed integrated OEM products and negotiated contracts with Fortune 500 companies resulting in double digit growth.

• Established a key account team made up of sales, marketing, engineering, and support to enhance response time resulting in new customer embedded solutions accounting for $7.2 million in revenue.

• Successful launch of key influencers training program (consultants, industry standards organizations, partners)

Director of Imaging Sales – North America, Based in Saint Petersburg, FL (2004 to 2005)

Promoted and managed the development and account management of our key strategic customers and distributors including contracts, private labeling, and joint promotions. Hire, train, and develop sales and support personnel. Member of leadership team for the purpose of long-term strategic planning.

Achievements:

• Implemented penetration strategy via distributors/retailers for professional and prosumer market based solutions resulting in an increase of business from $3.2 million to $5.7 million in channel sales.

• Developed and maintained hard bundled solutions with national/multi-national photo processing stores;

Wal-Mart, Walgreens, CVS, Costco, Sam’s Club using strategic partnerships with Fuji, Agfa, and Noritsu resulting in over 90% market share.

• Established metrics for performance, and produced the most profitable sales team in the company.

Global Accounts Manager, Based in Saint Petersburg, FL (2001 to 2004)

Promoted and was responsible for sales & distribution activities of key accounts in the Newspaper and Publication markets. Worked closely with sales representatives to provide consistent messaging at all levels of key accounts including customers, partners, and distributors. Member of leadership team for the purpose of long-term strategic planning.

Achievements:

• 2001, 2002, 2003, 2004 Sales Achievement Award

• Initiated large account management process to assist in development of key newspaper/publication groups (i.e., Gannett, Dow Jones, RR Donnelley, etc.). Personally negotiated supply contract, and outfitted all Dow Jones (Wall Street Journal) locations with automated equipment.

• Developed and implemented training seminars with Gannett corporate personnel for their regional locations

• Successfully worked with OEM’s (ABB, Honeywell, Rockwell, etc.) to provide integrated automated solutions to prospective customers.

Regional Sales Manager, Based in Richmond, VA (1998 to 2001)

Recruited to hire, train, develop and manage sales and technical support team for South Region (18 states) for Graphic Arts & Industrial markets. Accountable for channel (100+ dealer network) and end-user sales development, contract negotiations, and budget management. Conducted 1 & 2 day regional product training seminars for customers and distributors.

Achievements:

• Highest sales growth region in company delivering double digit year-over year growth.

• Only manager in company history to have all sales people achieve over 105% of plan.

MAN ROLAND, INC., Westmont, IL

District Sales Manager, Based in Richmond, VA (1997 to 1998)

Accountable for sales of capital equipment at Executive/Owner level in Virginia, Maryland, Washington DC, and Delaware for a commercial offset print machine manufacturer.

Achievements:

• Achieved over $7 million in annual sales

• 1998 New Sales Person of the Year Award

X-RITE, INC., Grand Rapids, MI

Southeast Sales Representative, Based in Atlanta, GA (1994 to1997)

Responsibility for sales of color measurement hardware and software direct to users, OEM’s, and through distribution/dealer channels. Conducted 1 & 2 day regional product training seminars for customers and distributors.

Achievements:

• Doubled sales in established territory in 2 years

• Achieved double digit growth while covering 2 territories

• Sales Person of the Year Award (1996)

• Sales Achievement Award (1994,1995,1996)

PRINTSOUTH, Atlanta, GA

Account Executive (1992 to 1993)

Responsibilities included selling printing, developing new accounts, managing existing accounts

• Led in new account development

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EDUCATION

Master of Business Administration

Mississippi State University

Starkville, Mississippi, May 1992

Bachelor of Science, Business Marketing

Virginia Commonwealth University

Richmond, Virginia, May 1990

PROFESSIONAL DEVELOPMENT

Strategic Selling & LAMP – Large Account Management Process, Miller Heiman

Product Development Process, Management Solutions

Fundamentals of Management, American Management Association

Field Management of Sales People, American Management Association

Salesforce.com & ACT Certified

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