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Global Sales/Alliance Manager to the Hewlett-Packard Company. Primary responsibility is for worldwide feld engagement, aligning i2 Account Managers with HP Client Business Managers in i2s and HP's most strategic accounts. Developed and implemented a Proactive Teaming Initiative that got sponsorship from both 125 EVP ww Sales and HP's EVP ww Strategic Accounts. ●Responsible for facilitating executive-level relationships between HP's and 12'5 "C-Level executives, as well as ensuring the "technical integrity of the lliance Annual quota of not less than S350 million attained at 125 percent. 0 Senior Sales Manager with S125 million global manufacturer of scarves. Scope of responsibility includes strategic planning, competitive asssment, market positioning. business development, new product introductions, and client relationship management. Direct a team of seven. . Led the successful national market launch of three product lines. Met first year projections, and currently on track to achieve 15 percent increase for 1998. 鲁Built and managed key account relatlionships with major retailers, catalog companies, and specialty stores, including Bergdorfs, Bloomingdale's, Macy's, Neiman Marcus, and Saks. . Worked with home office in Italy to aclitate the design, test marketing, and U.S. introduction of an upscale private label line. Achieved immediate market penetration, with projections for $25 million in first year revenues. . Developed strategy to leverage D'Italia's position within nontraditional business sectors. Negotiated contracts with the NCAA Collegiate Licensing Committee and several others. Sales:Consultative This section of phrases to support consultative sellingisa complement to sales phrases in general. Not all sales positions leverage consultative selling to the same degree. A systems integrator with IBM will leverage this approach more thana pharmaceutical salesperson, who in turn will use it more thana retail salesperson. Perfect Phrases Increased customer sales presentations by 50 percent coaching a consultative selling process. Reliance on consultative sales approach and process improvement recommendations. Managed territory with $13 million yearly revenue stream. Integration of third-party hardware, software, and services to enable Xerox print solutions. Developed high-level consultative relationship. Managed the channel sales team for Missouri for two years. Accomplishments: Increased installed base each year by an average of 28 percent. 328 . Consistenty placed intop5to 10 percent of approximately 250 nationwide sales reps. Top ranking among peers of 98 percent in customer retention over nine years. 册Achieved President's Club 1991, 1993，1995, 1996，1997, and 1999 (160 percent of plan). ●Developed and delivered first formal sales management training program focused on building competencies in managing a consultative sales force according to group's unique operating model. Completed competency analysis, mapping gaps to drive curriculum. ●Accomplished sales performance expert experienced in marketing and business development. Proven record of success in the design and delivery of training and development programs that drive revenue generation and business results. Skillful strategist with consultative approach. Able to work effectively across organizations to identify needs and build customized training, process, and tool solutions. Valued for ability to identify best practices and integrate them into day-to-day operations. Respected, influential leader known for a company-first approach. Pragmatically focused on value -based selling and business beneft capture. Drove integration of consultative selling skills through in-class training that assimilated methodology into sales tools and sales presentations, as well as into sales management curriculum. skilled Labor:Trades Career Summaries Eleven years experience as crew leader for residential construction, rough carpentry. Directed a crewof 10people onthejob siteinone of largest housing developmentsin Dallas. Built loyal client base through personal attention, quality service, and consistency. Established reputation for excellence within local communities. Demonstrated ability to work efficiently and effectively in fast-paced environment. Perfect Phrases Successfully completed building project that was behind schedule when frst hired, saving the company from liquidated damages. Daily management of projects and subcontractors to keep projects on schedule to ensure completion on time. 6 Owned small local company and performed project planning, scheduling, and estimating for commercial and residential construction projects. Scope of responsibility included interfacing with subcontractors, obtaining permits, ordering materials, reviewing proposals, and liaising between county officials and owners. Supervised several subcontractors, including electricians, plumbers, air-conditioning installers, 329 framers, and concrete finishers. Sucestly ed enstructo of home that ncrede ppealy $10,000. 。Managed al cnstruction prsonnel in new cnstuction of arge cmere complexesfor this smallcompany that provides road construction srices 10 Forida mitarybases. Held weekly meetings, ensuring progress of six carpenters, laborers and concrete fnishersinaccordance with requirements while maintaining compliance with Occupational Health. Energized internal employee efforts that saved company 25 percentin subcontracted labor expenses, Expedited storm drain portion of project and reduced labor cost by hiring appropriate skilled subcontractor. Tasked with construction of two-story outpatient clinic as on-site supervisor for a large commercial construction company. Communicated with Navy inspectors, resolved job-site problems, reviewed plans and specifications, and ensured timely completion of new construction and renovations of eight floors in hospital. Accomplished 35 percent savings by training and leading employees to construct concrete stairways and elevator shafts. ●Led employee completion of all operating rooms, saving 25 percent in potential construct concrete stairways and elevator shafts. ●Led employee completion of all operating rooms, saving 25 percentin potental subcontracted labor expenses. ●Brought on to perform project planning and scheduling for subcontractor crew of framers, plumbers, electricians, and other laborers who completed constructionof 262-room student housing building for Michigan State University. Allocated materials and labor as necessary; directed superintendent, assistant superintendent, and field engineer. . Generated $50,000 revenue savings for company by completing 18, rather than 14, buildings by deadline. . Reduced labor costs by 25 percent by hiring two Sheetrock companies and instigating competition. Chosen by multifamily and student housing construction company to provide project management for three major projects: four four story buildings at University of Florida, four apartment buildings at apartment complex in Tennessee, and one three-story building at a Hampton Inn in Oklahoma. Led subcontractors, interfaced with owners and city officials, obtained proper permits, and oversaw assistant superintendent and independent consultants. . Completed university project within critical time constraints through proactive leadership of punch crew. . ldentified and corrected structural problem at Marriott that saved company time and expense, Guided several subcontractors on job site for small company, providing 330 framing and construction of exterior walls for various clients, including Shoney's Inns in Pensacola, Florida, and Houston, Texas. Hired and supervised 22 metal framers and Shetrock employees, ordered materials, and tracked labor costs within budgetary constraints. ●Accurately ordered and delivered materials, finding the best supplier prices, ensuring that no materials were wasted and achieving consistent cost savings. ●Delegated duties to various subcontractors, completed estimations, monitored materials and equipment on daily basis, and managed supply houses. Interfaced with owners and architects. . Employed creative techniques when repairing old structures with limited original materials; successfully repaired 100-year-old building with 300 damaged bricks, blending new materials with existing structure. Teaching Career Summary Dedicated educator with 20-plus years of teaching experience. Recognized for innovation in program development, instruction, and administration to meet the needs of a broad range of students. Effective communicator, writer, administrator, and student advisor/advocate, Core Competencies Curriculum Development and Instruction: Assisted in the development, validation, and enhancement of curricula. Introduced hands on tools (e.g. computer technology, outside classroom activities)to improve classroom interest and retention. Taughta full academic curriculum (e.g,. reading, writing, communications, mathematics, social science) to children ages seven to13. Designed and implemented customized teaching programs to allow emotionally, physically, and learning disabled students to be mainstreamed into the classroom. ●Launched a highly successful peer tutoring program designed to improve interaction between upper level and younger students while fostering communication and mentoring skills at all levels. Administration and Special Activities: ●Appointed Vice Principal with responsibility for a diversity of functions, including faculty recruitment and scheduling, urriculum development, discipline, parent/community affairs, and special events planning. . Prepared documentation for recertification by the National Accreditation of Schools Committee as a member of a cross functional faculty/administration 331 committee. Provided classroom training, performance evaluation, and motivationasa mentor to student teachers completing ollege requirementsfor an education degree Community and Public Relations: Built partnerships with local companies and developeda series of seminars to introduce junior high school students to the business world. Coordinated speaker selection and topics of discussion. ●Participated on cross functional teams of educators and administratorsto design programs to improve the qullity of educational uricula, enhance parentand community relations, and increase student participation both inside and outsideofthe dassroom. Perfect Phrases Administered curriculum for fth and sixth grade Special Education students (emotionally disturbed, learning disabled, and neurologically impaired). Developed lesson plans and instructed all major subject areas, including reading, grammar, science, and social studies. Assessed student abilities and evaluated performance; conducted parent teacher conferences to provide parents with student development reports, Counseled students and parents to resolve learning and discipline problems. Developed monthly newsletters and participated in IEP meetings for each child. Taught fourth grade for three years and full-day kindergarten for four years. Directed the preschool and junior kindergarten program for one year. Revised curriculum and reading program for kindergarten class. Generated progress reports and evaluated students through report cards. Authored monthly newsletters. Created lesson plans and developed learning centers. Accountable for kindergarten screening and direction/production of annual holiday pageant. ●Established a class of 20 "overload" kindergarten students three weeks after the beginning of the school year. Supported the curriculum by planning and implementing standards-based lessons using visual cues, movement, and music. Modified lessons to serve ELL students and students with various learning styles. Created and maintained relationships and communication with the parents. Taught intervention classes to ELL students before school twice a week. Volunteeredfor PTA and community projects outside of class hours. Provided one on-one and smail group tutoring in basic skills of reading writing, math, science, and social studies. Received the Service to Youth Award by a Nonparent. . Co-taught two regular eighth grade and one honors Earth Science classes. Planned weekly instruction, developed lesson plans, administered exams, supervisea students performing lab activities, graded labs and homework assignments, and 332 recorded grades. Taugh ihthgrade Egih tessing ceave and cial hnininkis ncnuinintutioingamm pllini vcabulayy and ceatve and ehnin writing. Developed and wrote esson plans that flowed uriculum uidelins, Instructed studentsin project development through use of the witing proCess fom topic selectionto publication or presentation. Taught seventh grade public speaking course focusing on the development and oral presentation of individual ideas. Currently employed at a child care facility. Many years of experience in daily teaching as the owner/operator of a home-based day-care facility. Experienced volunteer preschool teacher, youth director, and puppet ministry director at church, with additional experience working with children through other varied volunteer activities. Home-schooled three children for several years. Hosted Fresh Air child/children (seven summers). Red Cross First-Aid and CPRcertified. Collaborated with city fficlals to petition for rezoning of a residential area; gained approval to further develop a proposed Children's Nature Tail withvaried accommodations for children with special needs. Experienced in uesstuly working with Special Education students and developing skills in students at all levels of achievement. Utilize creative skills to design and implement well-received lesson plans and program structure. . Establish learning environments that meet the physical, emotional, intellectual, social, and creative needs of children. Create yearly course work, including the selection of teaching materials. Effectively counsel students and parents on goals, objectives, and plans. Rapidly develop and adjust lesson plans to meet unforeseen classroom situations. . Significantly increased enrollment and student learning by implementing innovative programs. . Instrumental in state accreditation. 333
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