Unbeatable Resumes (16 page)
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Authors: Tony Beshara
Developed client team strategies that fueled a 38% increase in existing client sales.
Personally sold and negotiated new contracts for a total contract value of $35 million.
Ranked #2 of six regions in revenue attainment in 2007.
Earned President Circle of Excellence award for 2007 performance.
Process Improvement/CRM Deployment
Led a task force challenged to create an integrated sales force automation to support the sales strategy.
Led the sales leadership team, which established and enforced compliance with national sales policies and strategies to facilitate goal attainment within the region.
Appointed to a task force challenged to create an integrated marketing and sales plan following the merger.
Contact Negotiations
Sold and negotiated a four-year, $23 million contract with Verizon Communications.
Led strategy development and contract negotiations for an $8.7 million contract with State Farm Insurance.
ACADEMIC AND PROFESSIONAL CREDENTIALS
Executive Master of Business Administration Program,
sponsored by the Executive Business Council
Bachelor of Arts in Marketing,
North Central College, Naperville, IL
Instructor Certification in Sales, Leadership, and Customer Service,
Achieve Performance
Instructional Design Certification,
Langevin
Project Management Professional (PMP),
Project Management Institute
Certified Professional Sales Coaching,
Achieve Performance; Activant Corp.
There is no doubt that Dominic is a top performer, but this functional-type résumé doesn't help him. His accomplishments are not associated with the companies he has worked for. Although he has had excellent performance, it is too hard to tell in what context he performed. This is the major problem with all functional-type résumés. If the reader doesn't know who Absolute or The Elements or Salesforce.com are, he or she won't appreciate Dominic's ability.
Dominic rewrote the résumé to make sure the duties and accomplishments he listed were associated with the companies
that he had worked for. Much, much better! However, he still did not identify what the companies do, so it was still not possible for any reader to realize how good he really is. Here is the second attempt.
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D
OMINIC
M. C
OLETTO
Address Cell # E-mail
Qualifications for Sales Leadership
Dynamic, results-oriented Sales Leader with experience in sales management, marketing, business development, and P&L responsibility. An assertive leader with a track record of guiding top-performing sales teams in executing annual sales action plans, consistently overachieving sales targets. Astute decision maker capable of making sound judgments to drive the attainment of start-up, turnaround, and growth objectives. Motivated by challenge and dedicated to cultivating positive work environments. Exhibits outstanding presentation skills and highly proficient in closing high-level sales, establishing strategic alliances, and fostering positive client relations. Extensive background in community/volunteer organizations.
Areas of expertise include:
CAREER TRACK
ABSOLUTE INC.
Vice President | 2008 to 2009 |
Developed three new territories that increased new client sales 18%.
Launched a new product into a new market in six months and generated a 3.7 M pipeline.
Managed 4 global accounts and increased existing revenue 12%.
THE ELEMENTS
Vice President Solution Sales | 2007 to 2008 |
Ranked #2 of six regions in revenue attainment in 2007.
Earned President Circle of Excellence award for 2007 performance.
Sold and negotiated new contracts with Accor NA, Verizon Communications, FedEx Kinko's, Harrah's Entertainment, and Charles Schwab. Total contract value of $35 million.
Led the sales leadership team, which established and enforced compliance with national sales policies and strategies to facilitate goal attainment within the regions.
Led a task force challenged to create an integrated sales force automation project to support the sales strategy.
SALESPEOPLE.COM
Professional Services Director | 2005 to 2007 |
Achieved 118% of annual sales revenue goal in first year and 112% in second year.
Directed a mid-market sales team in contributing over 28% of overall region sales at a 45% lower cost.
ACTIVANT CORP.
Vice President of Global Sales | 2002 to 2005 |
Reversed a negative revenue and profit trend, boosting sales 11% while cutting direct sales expenses 35%.
