Sales Manager
Resume:
JOHN "DOC" FABIANO
***** ******** ******* *********
Jacksonville, FL 32225
**********@*********.***
A professional with extensive background in multiple learning disciplines.
At the Corporate level, training Distributor personnel in complex technical
aspects of telephony. Managed to the business exclusively to great
success. More recently, bringing my passion for teaching to the High
School and Elementary School classes. Author of several training programs,
metrics to measure training effectiveness, market opportunities, and
potential sales performance.
HIGH/MIDDLE SCHOOL ESE TEACHER 10/2011 - PRESENT
Most recently, I was the "science" teacher for a small Christian private
school that enrolls only McKay Scholarship recipients. I have created
lessons regarding ecology, climate, and earth sciences in an effort to
enable the students to improve their skills and understanding as shown in
test results and, to recognize their own intelligence, skills, and
interests and prepare them, as mature young people, for their place in the
world upon graduation.
HIGH SCHOOL TEACHER FLORIDA DUVAL COUNTY SCHOOL SYSTEM 2006 - 2009
Having left the Corporate environment I focused on educating children and
young adults.
. Certified Exceptional Student Education (special ed.), K - 12, & Art
Teacher
. Taught "Varying Exceptionalities", to include Asperger's, autistics,
mentally handicapped, & specifically challenged & disabled students)
Life skills math and English
. Taught/worked with moderate to extreme autistics; created tactile,
audio, and visual lesson plans to include gardening, print making,
singing, and puzzle solving in a relaxed and routine setting.
. Maintained Individual Education Plans for case load of 30-40 students
. Taught in "Inclusion and Differentiation" classroom, mixing special ed
students with general population
. Created metrics to evaluate effectiveness of teaching techniques and
delivery and performance of all students demonstrating less than 1%
effective difference in methods
. Improved graduation rate to 100% of all special ed students
. Recognized as the district leader and example for Inclusion and
Differentiation classroom techniques
. Recognized for successful adaptation and enhancement of "Springboard"
English curriculum
. Invited to join Duval Country curriculum committee
. Recognized for co-teaching effort to write, direct, produce a
contemporary version of "Romeo and Juliet" performed by special ed
students only (written up in a national education trade magazine)
Taught at the Englewood HS autistic unit.
SIEMENS AG, 1980
. 19 year Senior Telecommunications/Data Communications Sales
Executive/National Sales Manager for Siemens AG, a global leader in
telecommunications, electronics & electronic engineering
. Drove Channel Sales Distributor Organization from $3 Million annual
production to $60 Million
. Led Independent Distributor Sales organization of 250+ personnel
nationwide selling computerized voice and data, VOIP, wireless, and
hybrid communications systems including individual communications
networks, transmission systems, & voice & data terminal equipment for
vendors including Siemens AG, Northern, Fujitsu, ROLM, & TIE
. Managed 6 figure ANNUAL BUDGETS
. Created, planned, & executed MARKETING PROGRAMS employing various
media ( to include health care and health insurance markets)
. 16 year "President's Club" award winner
. 90% closing ratio average through out Distributor enterprise
. Margin expectations exceeded consistently
. Sold to, consulted with,trained, & managed personnel (including C-
levels) of major Private Telephone Companies and Fortune 1000, Fortune
500, & Fortune 100 Companies
. Experience consulting & selling performance improvement voice & data
applications at C-level, including CEO's & Presidents of Distributors
& end-user customers to above $50 Million annually
. Prepared and delivered 100+ presentations (annually) to Distributor
personnel & prospects, including C-level audiences of 6 to 500+ people
. Wrote, delivered, and trained Company and Distributor personnel on
effective cross-territory sales and maintenance program eliminating
channel conflict & improving customer service and relations, leading
to increased sales exceeding 10 Million annually
. Managed multi-million dollar MARKETING DEVELOPMENT INCENTIVE FUND
performance based rebate programs
. CONDUCTED & ANALYZED ANNUAL MARKET STUDY used in conjunction with
targeting, goal validation, training requirements, and sales and
marketing trends
. NEGOTIATED CONTRACTS, contract renewals, territory increases &
reductions based on Distributor performance (&/or lack of)
. Created and delivered unique metric systems improving management to
the business, to forecast accuracy 90%,& facilitating effective sales
management from individual offices to entire Distributor territories
. Presented to and participated at Distributor C-level quarterly
strategy meetings & influenced direction of product mix, marketing
plans, and customer satisfaction modules
. CREATED & DELIVERED MONTHLY newsletters, performance analysis,
marketing campaigns including direct mail and prospect focused
seminars
EDUCATION
. SUNY college at Plattsburgh, on academic scholarship, Bachelor of
Arts, 1971; completed two major fields of study
. Wayne State University, Detroit, MI, Graduate Fellow,1974; Studio
Theatre Manager, African-American Theatre program Manager, Bonstelle
Undergraduate Theatre Manager
. Siemens Executive University Program
. Rolm Manager Training College
. 20+ IBM, Xerox, Holden, & financial selling training programs
. FLDOE ESE Certification testing; General Knowledge exams, Numerous
Schultz Center and FDLE seminars relative to ESE and learning
techniques
PUBLISHED WRITER
. Author: "Doc's Kitchen", culinary column for Jacksonville Times/Union
Community website (frequently
published)www.jacksonville.com/community/cc/doc/
. Author/owner: "The Cook's Last Stop" website www.cookslaststop.com
. Author/owner: "Advice for Alzhiemer's victims caregivers:
www.itakecareofmom.com
. Author: "No Fear Cooking", TASTE section columnist for Jacksonville
Times/Union daily newspaper
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