EN E L O W –KU R S M A R K
EXECUTIVE RESUME TOOLKIT
Definitive Guide to Strategizing, Writing, Formatting,
and Designing Resumes for Senior Management
and Executive Opportunities
Gallery of Executive Resumes
Group 1: Sales and Marketing Executive Resumes
ur satisfaction in writing resumes for our executive clients comes from the uniqueness of each person and
each project. It is exciting to uncover an executive’s brand and communicate it overtly on paper! It is a thrill
to transform a bland, ho-hum resume into a sizzling marketing document with value and benefits that
practically jump off the page! Yet, within all of that excitement and creativity, we appreciate having just a bit of
structure to guide our development and presentation of career material. We don’t have to reinvent the wheel every
time; we can simply give it a different, entirely personal spin.
Thus, as you review the resumes in this Gallery, you will notice similarities in structure and organization. In fact, the
resume formats illustrate the strategies we recommend as best-in-class for executives, as described in Section 1 of
the Executive Resume Toolkit. Yet each document is unique—the language, content, structure, and emphasis were
all carefully chosen to best showcase the specific information from that particular executive’s life and career.
As you read each resume, we think you’ll understand why we chose the format, language, organization, and
presentation that we did; but for some insights into our thought process, first review the notes that appear on the
following seven pages.
Most importantly, use the examples in the Gallery to inspire and assist you in crafting your own perfect, and
perfectly unique, resume.
O
GROUP 1: SALES AND MARKETING EXECUTIVE RESUMES
Page
1. Adam T. Warner 3
Third-party endorsements are a powerful addition to the Core Competencies summary.
Notice the non-degree format in the Education section.
2. Robert R. Jensen 5
Targeted to executive recruiters, this resume clearly and succinctly highlights core
competencies in the summary and then follows with a detailed listing of all relevant
sales, marketing, and financial achievements.
3. Lewis C. Montgomery 7
One of our favorite formats, this resume defines the specific opportunity presented by
each position and then delineates the resulting achievements as they relate to that
specific challenge.
4. Lou Gregory 10
Lou’s search is focused on the international marketplace. Therefore, this resume
includes a special section that encapsulates Lou’s wealth of international experience
along with the most notable accomplishments to create the perception of an extremely
well-qualified international executive.
5. Dorothy Reynolds 12
Using the ORR (Opportunity, Responsibility, and Results) format makes this resume an
extremely easy read for any hiring authority to clearly understand the challenges,
actions, and accomplishments of each position.
6. Eileen Pepper 14
Branding statements call attention to consistent career themes of revenue generation
and growth. These themes are supported by specific examples in both the summary
and the Experience and Achievements section.
7. T.J. Mulholland 16
Success in sales is all about numbers, and this resume uses striking visuals to highlight
impressive numbers. Sales performance is compared to industry average for even
greater impact.
8. Martin R. Allison 18
Starting with a clear branding statement, the expanded summary section emphasizes
the most notable achievements in an easy-to-read format. Accomplishments from each
position are highlighted in bold to quickly bring the reader’s eye to Martin’s most
salient information.
Ross School of Business • Enelow–Kursmark Executive Resume Toolkit Sales & Marketing Resumes • Page 3
ADAM T. WARNER 43 Turnberry Drive, Wellesley, MA 02181
H: 781-555-3409 • C: 617-509-5555
Adam.Warner@comcast.net
SALES • MARKETING • REGIONAL MANAGEMENT
KEY ACCOUNT MANAGEMENT • OEM & VAR CHANNEL SALES
Innovative, resourceful, highly productive sales and marketing executive,
consistently successful selling complex products in competitive global
markets.
Expert negotiator, relationship builder, and program and project manager,
highly skilled at managing multiple global accounts, OEM manufacturing
programs, full-fledged marketing campaigns, and the entire customer
relationship from prospecting through production.
Core Competencies
• Multimillion-Dollar Negotiations • Strategic Marketing
• High-Impact Sales Presentations • Team Building
• Territory Development & Growth • Cost-Benefit Analysis
• New Customer Development • Client Retention
• Multicultural Communication • Technical Knowledge
EXECUTIVE ENDORSEMENTS
“Mr. Warner… was able to make
an immediate contribution due to
his ability to come up to speed
quickly, his leadership of a very
diverse team in a stressful
situation, and his extensive
knowledge of our industry and the
dealer channel.”
“His work with the Operations
support team and customer
Purchasing team resulted in a
very smooth start with all
commitments met.”
“Adam has a very high
commitment to our business and
to the welfare of his customers.”
PROFESSIONAL EXPERIENCE
PRINTEX, INC. Waltham, MA, 1995–2007
Leading manufacturer and reseller of laser and inkjet printers and products; $4B revenue
Global Sales Executive, 1999–2007: Delivered outstanding sales results, managing OEM partnerships with global
customers—selling hardware and technologies, overseeing complex programs and logistics, and managing
strategic customer relationships. Held primary responsibility for Asian accounts, most significantly Japanese
manufacturers including one of the company’s largest accounts (Toshiba). Continuously prospected for new
customers and developed new business with existing accounts.
• Generated as much as $300M annual revenue, consistently above projections. Most recent results:
2004 2005 2006
Performance to Plan 110% 119% 113%
• Negotiated multi-year, multimillion-dollar contracts involving intellectual property and detailed customer
specifications, requiring extensive interaction with Printex and customer legal departments. Fully responsible
for program execution to customer’s exacting specifications.
• Landed and managed significant business with Asian manufacturers Sharp, Sanyo, Samsung, Xerox, others.
• Pursued Japan’s #2 computer manufacturer and retailer; landed multi-year business, valued above $50M, and
led rapid 3-month ramp-up.
• Focused business development on strategic customers, those with the right distribution and marketing
capabilities for long-term market success.
• Convinced reluctant manufacturer to convert from internal to outsource manufacturing of printers and
cartridges by selling and delivering on ability to boost volume, reduce costs, meet stringent quality demands,
and respond more flexibly to changing market needs.
• Designed and launched innovative self-funded MDF (rebate) program to drive up sales of printer cartridges
at the retail level; generated $28M in new revenue ($8M above projections) and 8X ROI on the rebate
investment.
Ross School of Business • Enelow–Kursmark Executive Resume Toolkit Sales & Marketing Resumes • Page 4
Adam T. Warner H: 781-555-3409 • C: 617-509-5555 • Adam.Warner@comcast.net
PRINTEX, INC., continued
Channel Sales Support / Channel Advocate, 1997–1999: Led aggressive drive to secure new VAR channel
partners, conceiving, launching, and executing marketing strategies, programs, and campaigns to attract resellers.
Created marketing materials, including mass-mailing deliverables; oversaw database development and data
implementation; managed trade show activity and dealer programs.
• Spurred a major influx of new resellers by designing unique “calls to action” that motivated VARs to
contact and affiliate with Printex.
• Conducted channel surveys and redesigned/customized marketing programs to closely address the identified
needs and concerns of potential partners.
• Invigorated involvement at the dealer level through an easy-to-use dealer reporting program with incentives
for participation.
• Ousted HP from the #1 spot in the VAR channel and earned recognition from VAR magazine.
OEM Sales Executive, 1995–1996: Brought on board as part of dedicated sales team to launch Printex’s new
photographic-quality printer product line.
• Rapidly generated business, securing new customers and placing OEM products in both the VAR/reseller
channel and OEM manufacturers.
• Rescued more than $5M by quickly and efficiently liquidating inventory when Printex decided to exit the
market segment.
BIG HUB COMPUTER CENTERS Boston, MA, 1988–1995
PC reseller chain specializing in IBM and Hewlett Packard products; 60 corporate and franchised locations
Program / Marketing Manager, 1991–1995: Spearheaded marketing and new product development while
managing relationships with HP and IBM at the headquarters level. Developed marketing, training, and advertising
strategies, programs, and materials; analyzed and reported sales revenues; performed new product evaluations.
• Managed more than $100M annually in co-op marketing funds.
• Served as expert resource, trainer, and mentor to sales managers and sales force.
• Spearheaded product development for new line of computers launched under Big Hub’s private label.
Worked closely with suppliers on product specifications and production; developed training materials and
customer deliverables.
Sales Manager—Providence, RI, 1990–1991: Promoted to manage one of the company’s highest revenue-
producing districts, comprising 2 retail locations plus an outside sales staff. Consistently exceeded $250K monthly
revenue goal.
Sales Manager—Attleboro, MA, 1988–1990: Exceeded all sales goals and identified, pursued, and closed several
very large contract opportunities.
EDUCATION
University of Rhode Island, Kingston, RI
Completed 75% of requirements toward Bachelor of Science in Computer Science (full-time studies, 1983–1986).
Numerous professional development courses to build technical product knowledge and sales/marketing skills.
Ross School of Business • Enelow–Kursmark Executive Resume Toolkit Sales & Marketing Resumes • Page 5
ROBERT R. JENSEN
292-555-5555 2909 Ricetown Road, Detroit, MI 49830 rrjsales@aol.com
SALES MANAGER / KEY ACCOUNT MANAGER / SALES LEADER
Key Contributor to Driving Growth, Increasing Revenues & Improving Profitability
High-Growth Organizations ~ Multi-Site Retail Operations ~ Dynamic Start-Up Ventures
High-performance sales career leading organizations through accelerated growth to dominant market positions. Successful at
orchestrating the entire sales process, from opportunity identification through market launch, customer capture and retention, and
product/service delivery. Top-of-the-line presentation, negotiation, and relationship management skills. Talented sales trainer and
team leader. Driven, decisive, and self-motivated; strong problem-solving skills. Uncompromising ethics and integrity.
CORE MANAGEMENT QUALIFICATIONS
Sales Leadership Business Leadership
Strategic Sales & Market Planning P&L Management & Improvement
Consultation & Relationship Building Multi-Site Operations Management
New Business Development & Procurement Turnaround & Change Management
Brand Development & Merchandising Growth & Expansion Leadership
Sales, Product & Service Training Budgeting & Cost Reduction/Control
Customer Service Leadership Performance Measurement & Improvement
PROFESSIONAL EXPERIENCE
Senior Account Sales Manager promoted to Director of Operations 2003 to Present
TERRA-MOBILE, LTD., Detroit, MI
Rapid-growth, multi-site telecom company – exclusive authorized agent for Verizon Wireless – with retail operations throughout Michigan
Member of the management team of this high-growth, multi-site operation. Recruited as Senior Account Sales Manager to build
Terra-Mobile’s outside business sales channel. Achieved/surpassed all objectives and promoted to Director of Operations with full
responsibility for sales production, inventory control, and product selection/presentation at high-volume multi-site distribution
points. Consult with/lead store managers and provide critical decision support to the President/CEO.
Create and implement business strategies that drive corporate-level revenue and profit outcomes while aligning with individual
stores’ layout, inventory, sales forecasts, and volumes. Track and analyze volume, inventory turns, markdowns, and other
operating costs against revenue and margin objectives to create improved merchandising strategies. Manage vendor
relationships and negotiations.
Achievements & Results
• Credited with personal contributions to successful start-up of new venture and growth to $25+ million in sales to become the
largest Verizon Wireless agent in Michigan. Maintained and aggressively marketed to 6000+ active Verizon customers.
• Built new outside sales channel from launch to 15%–20% of total sales revenues.
• Drove 53% increase in accessory sales and 131% improvement in margin by pinpointing customer needs, upgrading store-
level sales training programs, and improving merchandising schemes.
• Increased phone sales and overall revenue nearly 20% by redesigning store layout and merchandising displays.
• Delivered 164% increase in phone sales, from average of 194 to 315 phones per month, by improving sales training programs.
• Contributed to 1% improvement in profit by controlling labor costs, reducing shrinkage, and decreasing customer credits.
• Improved stores’ regional positioning for operational performance, from lower 10% to top 5%, by streamlining business
processes and strengthening customer service/satisfaction.
Success of Terra-Mobile attracted the attention of TEL-COMM (nation’s largest Verizon Wireless authorized agent). Provided
management-level consultative support in converting three Terra-Mobile locations into TEL-COMM franchises in second-quarter 2006.
Ross School of Business • Enelow–Kursmark Executive Resume Toolkit Sales & Marketing Resumes • Page 6
ROBERT R. JENSEN
rrjsales@aol.com
Page 2
PROFESSIONAL EXPERIENCE
(continued)
National Sales Account Executive 2003
STUDENT PUBLISHING, INC., Novi, MI
Contacted and networked with C-level executives of Fortune 500 companies to recruit corporate support for major college
publications and student recruitment. Managed the entire advertising and product cycle, from consultative sales to design to final
production. Worked with major media companies.
• Consistently achieved $7,500–$10,000 weekly in advertising sales.
• Represented distinguished universities nationwide (MIT, University of Michigan, Auburn University).
• Developed positive working relationships and partnerships between corporations and universities.
Assistant Director—Customer Service Department 2002 to 2003
DOVER SALES AND MARKETING, INC., Novi, MI
• Managed daily operations of Cancellation Department within the Customer Service Department for one of the nation’s largest
vacation timeshare providers.
• Facilitated 20% increase in customer retention through strong problem-solving and relationship-management skills.
• Handled volume of 1,500–2,000 guests per week.
Personal Trainer 2001 to 2002
EXECUTIVE ATHLETIC CENTER, Novi, MI
• Personal Trainer with collateral responsibility for new membership sales and member retention.
• Attained 26% increase in platinum membership sales through excellent skills in member relationship management.
• Provided sales and market training assistance for staff persons throughout the complex.
Sales Associate 1998 to 2001
THE GAP, Little Rock, AR
• Employed at one of the fastest-growing retail chains in the Little Rock metro area (growth from 12 retail stores to 75+ over a
36-month period).
• Achieved monthly store sales volume of $500,000 and individual sales of more than $80,000 per month.
• Exceeded revenue quota by 15%+ for 35 consecutive months.
EDUCATION
PIERSON COLLEGE, Little Rock, AR
Studies in Business Management & Computer Applications
Ross School of Business • Enelow–Kursmark Executive Resume Toolkit Sales & Marketing Resumes • Page 7
LEWIS C. MONTGOMERY
l.c.montgomery@sbcglobal.net
10694 Windstream Drive Home: 410-555-5555
Columbia, Maryland 21044 Cell: 443-555-5555
GLOBAL SALES, MARKETING & BUSINESS DEVELOPMENT EXECUTIVE
General Manager / Vice President – Consumer & Commercial Markets Worldwide
Start-Up Ventures, Turnarounds, High-Growth Multinational Corporations
High-profile management career building top-performing sales, marketing, and customer support
organizations. Expert at building relationships with Boards of Directors, senior executives, investors,
employees, and customers worldwide. Consistently delivered unprecedented revenue and profit performance in
highly competitive markets.
• Strategic Sales & Marketing Planning/Positioning • Profit & Loss Management
• Executive Presentations & Sales Negotiations • Dealer/Distribution Management
• Sales Training, Leadership & Team Building • Organizational Design & Optimization
• New Product Development & Introduction • New Market Penetration
• Product Design, Engineering & Project Management • Persuasive Sales Communications
PROFESSIONAL EXPERIENCE:
SECURITY SYSTEMS, INC., Baltimore, MD 2005 to Present
Sales Engineer
Opportunity: Establish nationwide distribution network for the sale of electronic perimeter security
solutions for large commercial, industrial, utility, and health care organizations nationwide
for one of the largest security systems manufacturers in the U.S.
• Closed $8 million in new sales within first 6 months (23% over sales target) through both direct
and indirect sales channels. Complex sales cycle frequently involved partial funding by Homeland
Security for certain projects specified by the Department of Defense, IRS, Border Patrol and DEA.
• Successfully penetrated professional architectural and engineering communities nationwide as the
primary vehicle for product sales and specification. Developed and taught AIA-approved continuing-
education course to establish and solidify Security Systems’ market position.
• Instrumental in acquisition of Voice Security through efforts in product analysis/due diligence.
EXECUTIVE SALES & MARKETING CONSULTANT, Columbia, MD 2000 to 2005
Opportunity: Built successful consulting firm specializing in sales, marketing, new business development,
and product-line expansion for start-ups, turnarounds, and high-growth companies.
• Retained by one of the largest office furniture and workstation distributors ($500 million annual sales)
to revitalize non-performing Project Management Division. Interviewed every employee in the division
to capture their buy-in, created formal sales and marketing infrastructure, wrote 3-year master sales
and marketing plan, designed product literature, and positioned for long-term, profitable growth.
• Selected by Board of Directors of well-funded e-commerce venture to create road map to take products to
market. Provided strategies for competitive market positioning, key account penetration, sales
presentations, and product pricing, resulting in annual incremental sales growth of 8%–15%.
• Provided strategic and tactical marketing leadership to guide expansion of established consumer
security products company into commercial sector. Launched pioneering telemarketing and direct-mail
programs to expand product sales while increasing product service/support. Efforts resulted in double-
digit gains in add-on product sales.
• Honored with Congressional Award as “Businessman of the Year” in 2005 (recognition as one of the
“top business leaders in the United States”).
Ross School of Business • Enelow–Kursmark Executive Resume Toolkit Sales & Marketing Resumes • Page 8
LEWIS C. MONTGOMERY
l.c.montgomery@sbcglobal.net
Page 2
SUPERIOR COMMUNICATION SYSTEMS, Bethesda, MD 1991 to 2000
Vice President / General Manager
Opportunity: Pioneered expansion of leading Austrian manufacturer of high-end visitor entry access and
control systems into the U.S. Built venture from start-up into a well-established and
profitable player within a highly competitive industry. Led a team of 23 field sales
representatives and manufacturer rep organizations nationwide.
• Built sales from $200,000 to $3.5 million over 9 years; 600% over last three years.
• Personally negotiated and closed a $3 million contract with Ford Motor Company, positioning
Superior as the preferred provider of video/intercom door entry control systems at Ford locations
throughout North and South America.
• Increased market share and brand recognition with delivery of top-down sales program for
architects, engineers, and general contractors.
• Structured end-user incentive program that halted competition and retained distribution channels.
• Revolutionized Superior’s existing sales model to bring product sales and support closer to end user.
NOKIA, INC., Washington, D.C. 1981 to 1991
Promoted through a series of increasingly responsible senior-level management positions with 3 key operating
divisions of this global manufacturer of security electronics and other diversified electronics systems/products.
Vice President – Marketing & Sales – IBM Account (1988 to 1991)
Opportunity: Orchestrated complete turnaround and reinvention of $52 million designer/manufacturer of
radio frequency and passive infrared security products sold to dealers, distributors, and
mass retailers worldwide. Led a team of 58 sales, marketing, technical, and administrative
personnel. Controlled $11 million budget. Full responsibility for P&L performance, sales,
marketing, new product development, sales training, branch operations, security station
operations, and international sales/business development.
• Achieved/surpassed all turnaround objectives and restored company to profitability.
• Increased sales $3.5 million and margins 21%–38% through complete redesign of nationwide sales
organization and training of field sales associates.
• Created international master distributor licensing program that grew international sales from virtual
start-up to 32% of total revenue.
• Realigned internal operations, eliminated excess and reduced costs $1.7 million annually.
• Personally led presentations and negotiations with Lowe’s for $18 million in sales.
• Honored as the Keynote Speaker at the 1992 International Security Telecommunications Conference.
Vice President – Marketing & Sales – R&C Systems, Inc. (1983 to 1988)
Opportunity: Built nationwide sales and marketing organization for new subsidiary of manufacturer of
radio intercom systems with $34 million in sales throughout North America. Led 22-person
field sales organization. Full strategic planning, market planning, and P&L responsibility.
• Built sales from $5.7 million to $34 million and increased market share 400% over 4 years
through a series of company-wide initiatives (sales recruitment/training, corporate re-imaging, product
line expansion, acquisition analysis).
• Conceived and implemented new distribution program that grew to 40% of total company sales.
• Established field warehouse network and delivered an additional 17% sales increase.
• Launched international market expansion and captured $2.7 million in incremental revenues.
• Delivered 7% reduction in administrative, operating, and shipping costs.
• Promoted from National Sales Manager to Vice President of Marketing & Sales within 6 months.
Ross School of Business • Enelow–Kursmark Executive Resume Toolkit Sales & Marketing Resumes • Page 9
LEWIS C. MONTGOMERY
l.c.montgomery@sbcglobal.net
Page 3
Midwest Regional Sales Manager – Zest Manufacturing (1981 to 1983)
Opportunity: Revitalized and expanded $27 million, 7-state sales organization for leading manufacturer
of commercial and residential HVAC equipment.
• Grew sales and market share 48% in 18 months and promoted to national sales management.
• Closed $1.2 million in incremental sales following launch of new product tie-in program.
PROFESSIONAL TRAINING & DEVELOPMENT:
BOSTON COLLEGE Time & Territory Management
AMERICAN MANAGEMENT ASSOCIATION Managing Sales & Marketing Personnel
XEROX CORPORATION Executive Sales & Marketing Management
DALE CARNEGIE Certified Instructor
PROFESSIONAL AFFILIATIONS:
Security Industry Association American Institute of Architects
American Society of Industrial Security Construction Specification Institute
Baltimore Chamber of Commerce Electrical Contractors Association
Ross School of Business • Enelow–Kursmark Executive Resume Toolkit Sales & Marketing Resumes • Page 10
LOU GREGORY
lgregory@yahoo.com
776 El Dorado Lane 202-555-4950 22 Leesburg Pike #1049
Washington, DC 20009 San Francisco, CA 99827
INTERNATIONAL BUSINESS DEVELOPMENT EXECUTIVE
Start-Up Enterprises / Turnarounds & Revitalizations / High-Growth Ventures
Expert Negotiator & Dealmaker
Resourceful, intensely driven and dynamic Business Leader successful at envisioning and swiftly executing
international opportunities from concept to multimillion-dollar sale and/or operations. Excel at creating profitable
companies by closing exclusive international deals, creating and implementing unique market entry strategies, and
managing complex, multinational business relationships in North American, European, and developing nations.
• International Market Development • Strategic Planning & Visioning
• New Market Identification & Entry • New Venture Development & Launch
• International Licensing & Negotiations • New Product & New Service Development
• Multicultural Business Relationships • Global Press & Media Affairs
• Multicultural Team Building & Leadership • International Protocol & Diplomacy
Fluent French, Italian, German & Russian. Lived/worked in, France, Italy, UK, Germany, and Russia.
Available For Relocation Worldwide.
KEY INTERNATIONAL EXPERIENCE:
• Captured more than $6 million in revenue over the past four years through a vast array of
international business and market development projects. Identified emerging opportunities, structured
unique ventures and partnerships, and closed sales in markets worldwide—US, France, Germany, Italy,
Switzerland, Spain, Monaco, Australia, New Zealand, Canada, and Russia.
• Structured/negotiated rights to a 25-year contract between a high-tech US company and a third-
world international government with potential for over $50 million in revenue over the contract life.
• Identified emerging market opportunity and negotiated a 3-year exclusive contract, valued
above $1 million, with a Swiss consumer products manufacturer.
• Negotiated with the highest level of officials from both US and foreign governments, including
representatives from the US State Department, US Agency for International Development (USAID), US
Embassy, the government of Russia, and numerous foreign ambassadors.
PROFESSIONAL EXPERIENCE:
Turnaround Executive / Consultant 2001 to Present
DotArchitect LLC, Washington, DC / San Francisco, CA
Recruited by investor group that had funded acquisition of the .architect rights developed in previous position.
New company faced several significant operating, contractual, and financial challenges. Tasked with re-
establishing communications, renegotiating and restoring confidence with senior Russian government officials,
and leading a rapid and profitable turnaround of US operations.
Within 7 months of accepting assignment:
• Negotiated $200,000 DIP financing from existing VCs, investors, and creditors to resolve cash emergency
and restore short-term financial health. Generated positive cash flow within six months.
• Increased sales 440% within four months through innovative and consistent marketing.
• Renegotiated contracts with key partners for $2+ million cost savings.
• Reduced operating costs 91% by streamlining the organization and technology, eliminating all non-
essential projects, strengthening customer support, and refocusing on profitable .architect domain sales.
• Restored failed relationships with high-level Russian government officials (Deputy Ministers, Russian
Ambassador to the US). Convinced officials not to pursue an existing multimillion-dollar legal action
against the company and ensured cessation of questionable business practices.
Ross School of Business • Enelow–Kursmark Executive Resume Toolkit Sales & Marketing Resumes • Page 11
LOU GREGORY
lgregory@yahoo.com 202-555-4950
Co-Founder / President / Director of Marketing 1998 to 2000
Internet.Architect Inc., San Francisco, CA
Founded new venture that, through an exclusive 25-year marketing and services agreement with the Russian
Government, introduced and marketed country code Top-Level Domain (ccTLD) of .architect to professional
engineers and architects throughout the US, Canada, UK, Australia, New Zealand, France, Germany,
Switzerland, Spain, and Monaco. Technology provided .architect email and website addresses. Orchestrated
strategic planning, business development, marketing, advertising, and press relations.
Challenged to establish awareness of and credibility for the .architect domain within the professional
community by gaining extensive media coverage; then, leverage this credibility to position the .architect
domain as the most prestigious alternative to the nondescript .com address.
Within 15 months of launch:
• Built revenues to over $3.3 million with gross margins over 85%.
• Delivered 1100% revenue growth from January 1999 to January 2000.
• Registered more than 10,000 names at $299 per name, a fee 10X higher than for .com domain names.
• Won substantial media coverage in the
Wall Street Journal, USA Today, Los Angeles Times,
and other major
industry publications.
• Sold rights to Houston corporation for $10 million in less than two years.
General Manager 1997 to 1998
DELTA-MAR IMPORTS, San Francisco, CA
Founded entrepreneurial venture to import and market SingleShots, an extraordinarily popular beverage mixer
from Sweden. Created the entire business organization. Directed sales and marketing, packaging, product
import/distribution, business/channel development, and customer development.
Within 11 months of launch:
• Negotiated exclusive sales and distribution rights for the entire North American continent for three years.
• Participated in a major trade show within three months of start-up and established an immediate market
presence. Delivered superb results, with 82% of trade show leads resulting in repeat business.
• Profitably sold “turnkey” business in less than one year.
English Language Instructor / Translator
(French/English)
1989 to 1996
Paris, France / Venice, Italy / Bad Tolz, Germany
Developed, marketed, and taught English-language courses to international business executives, university
personnel, and government officials. Major clients included Fiat, OECD, European Space Agency, University of
Amsterdam, Universita di Trieste, Societe Generale, L’Ecole Florent, and many others.
Inventor 1993
San Francisco, CA
Invented, wrote patent application, developed prototype, and obtained utility patent (#8,142,209) for a
therapeutic chair. Negotiated and profitably licensed patent within two months of first presentation.
EDUCATION:
SOUTHERN CALIFORNIA ENTREPRENEURSHIP ACADEMY
Graduate – Year-Long Certification Program Sponsored by Ernst & Young – 1998
UNIVERSITY OF CALIFORNIA AT LOS ANGELES
Bachelor of Arts Degree – 1992
Ross School of Business • Enelow–Kursmark Executive Resume Toolkit Sales & Marketing Resumes • Page 12
DOROTHY REYNOLDS
dorreynolds@comcast.net
222 Sharonstone Road Home: 801-555-1267
Salt Lake City, UT 89726 Cell: 801-505-2481
SALES MANAGEMENT & BUSINESS DEVELOPMENT EXECUTIVE
Marketing Products & Services to Emerging, High-Growth & Fortune 500 Clients Worldwide
Powerful professional career building client relationships and delivering double-digit sales growth
within highly competitive markets throughout the Western US. Expertise includes:
• Capturing New Business • Halting Competition • Introducing New Products
• Launching New Ventures • Defining Sales Strategy • Creating Marketing Plans
• Negotiating Competitive Sales • Managing Key Accounts • Acquiring New Products
PROFESSIONAL EXPERIENCE
Director of Business Development 1995 to Present
Mountain Electricity Services, Salt Lake City, UT
Opportunity: Challenged to identify and capture new business opportunities for a 20-year-old
company whose senior management team believed that they had fully
penetrated the marketplace with no additional channels for growth or
expansion.
Responsibility: Unique business-to-business sales position marketing electrical and tele-
communication systems design and installation services for major construction
projects. Target new business development efforts to builders, architects,
engineers, real estate brokers, and other industry players. Manage projects
from client development through project estimating to final sales negotiations
and ongoing relationship management.
Results:
• Built annual sales revenues from $18 million to $55 million, far exceeding senior
management’s expectations for the region.
• Negotiated/closed multimillion-dollar sales with major corporate, industrial, and educational
facilities including Sun Microsystems, AT&T, IBM, Cal-Tech, and Brigham Young University.
• Orchestrated 2005 market rollout of newly acquired franchise and quadrupled sales revenues
in the first year.
• Assumed additional sales and business development responsibility for acquired firm with
operations throughout California. Created innovative sales programs targeting new commercial
markets throughout the region and contributed to a 22% increase in annual sales
performance.
• Conceived, designed, and produced a series of marketing and marketing communication
programs. Developed first-ever company newsletter, oversaw strategic development of
corporate website, and led high-profile special events.
Ross School of Business • Enelow–Kursmark Executive Resume Toolkit Sales & Marketing Resumes • Page 13
DOROTHY REYNOLDS
dorreynolds@comcast.net
Sales Manager—Wholesale Business Division 1990 to 1995
Dover Dealer Sales, Salt Lake City, UT
Opportunity: Recruited by President/CEO to build presence within the SLC metro market and
lead the company’s first successful penetration into a large urban area.
Responsibility: Sold/marketed a complete line of automotive equipment and accessories to
mass merchants, retailers, repair facilities, commercial trucking companies,
and others. Managed account relationships from sales and presentations
through negotiations to billing, collections, and account service/retention.
Results:
• Led Dover’s successful entry into the company’s first-ever urban market and built a strong and
sustainable presence against entrenched competition.
• Increased sales revenue by 100% over five years and doubled profit margins.
• Delivered highest gross margin dollars in the Western region within the market sector.
• Identified new market opportunities, recommended addition of new product lines, and
introduced a line of heavy equipment to further penetrate the marketplace.
Sales Representative—Multi-State Territory 1984 to 1990
Connor Gas & Propane Company, Angler, UT
Opportunity: Hired as a paid co-op student at age 18. Challenged to demonstrate sales
competencies and advance within the organization.
Responsibility: Sold/marketed automotive aftermarket accessories, industrial automotive
equipment, and related products to retailers, mass merchants, automotive
repair centers, trucking companies, and others throughout a 7-state region.
Results:
• Ranked as the #1 sales associate in the company for five consecutive years (while attending
Brigham Young University). Delivered 100% increase in annual sales revenues.
• Successfully expanded selling relationships with key mass merchant accounts, including
personal responsibility for the $1+ million Wal-Mart account.
EDUCATION
B.S. Marketing & B.A. Finance, 1989
BRIGHAM YOUNG UNIVERSITY (Dual-Major Program)
PROFESSIONAL AWARDS & AFFILIATIONS
Business Development Committee, Associated Builders & Contractors (1999 to 2005)
• Designed technology-based business development programs.
• Honored with the “Excellence in Construction Award” for five consecutive years.
Ross School of Business • Enelow–Kursmark Executive Resume Toolkit Sales & Marketing Resumes • Page 14
EILEEN PE PPER 513-555-2301 (h) 513-505-8105 (c)
739 Walnut Street, Cincinnati, OH 45202
epepper@cinci.rr.com
SEN I OR SA L E S AN D MA NAG E MENT EX ECUT I VE
GL O BAL TE CHN O L O GY / T ELE C O MMUN I C ATIO N S
Complex Global Deal Making
Rapid Revenue Ramp-up & Sustainable Growth
Customer Engagement Management Support Worldwide
Rainmaker and sales driver who builds exceptional sales organizations that deliver top revenue and profit
performance in competitive global markets. $616M revenue, $253M gross margin for Global TeleCom; $160M
new annualized revenue in 1 year for Wireless Communications; $7M revenue in 1 year for start-up SoftCom;
33% growth in 1 year for Com-Tech.
Catalyst for rapidly successful integration of disparate sales and management teams into cohesive, high-
performing units. Global TeleCom, Wireless Communications, SoftCom, Com-Tech.
Strategist for market expansion, product development and rationalization, and sustainable, solution-focused
sales to global accounts.
EXP E RIEN C E AND AC HIEV E MEN T S
Global TeleCom, Cincinnati, OH 2003–Present
$600M global IT utility services provider, the industry leader in providing secure, reliable, and scalable hosting, network, and
application services to business clients worldwide.
REGIONAL VP, GLOBAL SALES, 2005–Present
Melded and led newly merged sales organizations to 144% revenue growth and 100% margin
improvement in 1 year. Retained by Global TeleCom top executives to lead post-acquisition integration of
the global sales force. Created roadmap and led rapid-fire execution of integration strategies and
improvement programs to grow revenue, reduce churn, increase sales-force effectiveness, and instill
customer-focused culture worldwide.
Spearheaded one of the fastest, most successful integrations in industry history, with immediate results:
Revenue Gross Margin
2006 $616M $179M
2005 $253M $89M
Created new management team balancing Global and TeleCom contributors and aligning diverse skill sets
with appropriate organization. Provided focused leadership to steer efforts toward strategic business goals.
Transformed sales mindset from commodity sales to complex solution sales through training,
communication, and new compensation plan that rewarded sales of flagship products and services.
60% of new revenue generated from “sticky” services, minimizing churn and fostering business
strategy.
Headed product rationalization/streamlining to improve competitive position and focus on core strengths.
Stepped in to turn around underperforming region, serving as consultant/advisor in transformation to a
consultative sales organization. Within 9 months, moved from last to #2 among 6 US regions.
REGIONAL VP, US SALES MARKETS, Global Communications (acquired by TeleCom 2004), 2003–2005
Drove rapid growth to more than $250M annualized revenue. Recruited by new EVP Sales to play an
integral role in rebuilding and refocusing the Global sales organization, customer segmentation, and product
focus. Successfully integrated and aligned disparate sales forces emerging from multiple acquisitions.
Developed highly successful sales environment focusing on customer needs while motivating sales teams and
spurring transformation to sales- and revenue-driven culture.
Completed rebuilding in 4 months and delivered exceptional and sustainable results:
$160M in new annualized revenue in first 12 months
$253M total annualized revenue
$10K average monthly recurring revenue per enterprise rep (75% increase)
Pipeline growth from 0 to 22,000+ opportunities—$4M in potential monthly recurring revenue
Ross School of Business • Enelow–Kursmark Executive Resume Toolkit Sales & Marketing Resumes • Page 15
EI L EEN PEPPER epepper@cinci.rr.com 513-555-2301 (h) 513-505-8105 (c)
Global TeleCom, continued
Built a strong sales structure encompassing process-driven sales systems, thorough training, and emphasis
on client relationship management.
Maintained customer base and continued revenue growth following Global’s announcement that it would exit
the US market; guided and motivated enterprise sales teams during difficult transitions.
SoftCom, Covington, KY 2001–2003
Premier developer of industry-specific business operations software (with emphasis on e-commerce and supplier connectivity)
that provides large-scale innovation for small to medium-sized businesses.
REGIONAL VP, WORLDWIDE SALES
Built start-up sales organization and sparked run-rate revenue growth from $0 to $7M in less than
a year. Recruited by founders to help develop sales organization and drive revenue for new software
company. Held full P&L responsibility for multimillion-dollar global sales operation; established quotas,
performance plans, and commission structures for account executives and regional sales managers.
Hired 12 seasoned sales professionals and 2 regional managers in 1 month, building a global sales team
that was efficient, focused on strategic targets, and quickly productive.
800 new customer orders in first 6 months
Developed strategy and drove expansion into 2 new vertical markets that grew to 30% of total revenue.
Valued as a key collaborator in numerous senior-executive strategy sessions regarding product
development, marketing, and pricing.
Com-Tech, Chicago, IL 1997–2001
One of the world’s largest IP providers ($3.6B revenue in 2001).
DIRECTOR, MIDWEST SALES, 2000–2001
Ignited sales from $90M to $120M in 1 year. Promoted 2 levels and challenged to build sales organization
for an underserved region ripe for growth. Led a team of 4 regional sales managers and 25–50 account
executives.
Drove aggressive recruitment, hiring, training, and coaching of new sales executives and sales managers,
doubling team by year end.
Led region to 33% year-over-year revenue growth, consistently exceeding monthly quotas.
Recognized repeatedly by executive management for contributions, leadership, and record-setting revenue
growth.
REGIONAL ACCOUNT MANAGER, NETWORK SERVICES, 1998–2000
One of top-3 revenue producers in the company. Promoted to manage South-Central region, selling to
and managing many of the company’s most prestigious customers. Awarded President’s Cup.
ACCOUNT MANAGER, 1997–1998
Performed in the top 10% of 200-strong sales force, attaining President’s Club level and consistently
exceeding monthly quotas in sales of telecommunications solutions to mid-sized businesses.
Early Career
Progressive sales and customer service positions in the hospitality industry, culminating as certified sommelier.
EDU C ATIO N
BSBA Finance, 1988: Xavier University, Cincinnati, OH
Ross School of Business • Enelow–Kursmark Executive Resume Toolkit Sales & Marketing Resumes • Page 16
T.J. MULHOLLAND
47 Oceanview Terrace, Tampa, FL 33615
(h) 813-555-1845 • (c) 813-505-2940 • tjmul@gmail.com
SALES, MARKETING & MANAGEMENT EXECUTIVE
EXPERTISE Driving Profitable Revenue Growth
Executing Multimillion-Dollar Sales through Consultative Relationships with C-Level Executive
Teams (including Fortune 500)
Partnering with Client Companies to Design Data-Driven, Behavior-Based Marketing Solutions
(CRM expert with 11 years’ experience consulting to marketing teams on strategic planning)
Building and Leading World-Class Consultative Selling Organizations
Performance-focused sales and marketing executive, consistently delivering revenue growth and driving highly
strategic business initiatives to support corporate goals. Innovator in launching strategies, programs, systems,
products, and processes to boost sales performance, capture new revenue opportunities, and expand into new
channels; effective leader of sales teams, key accounts, and enterprise-wide initiatives.
EXPERIENCE AND ACHIEVEMENTS
MAINSTREAM MARKETING Tampa, FL, 1997 to Present
OVERVIEW A key revenue driver, business developer, and sales team leader for publicly traded $500M
corporation that is the dominant global leader in behavior-based marketing solutions. Consistently
met and exceeded targets (in both surging and declining climates), captured the company’s #1
contract, and delivered 30% of worldwide profits in 2006.
SENIOR VP BUSINESS DEVELOPMENT, 04–Present VP BUSINESS DEVELOPMENT, 03–04
Promoted to one of 3 SVP positions in the company, reporting to EVP Sales and holding P&L accountability for an
$80M sales region comprising 3 distinct markets. Manage 40-person team through 5 manager-level direct reports.
Spearhead high-level consultative sales to both manufacturers and retailers, including some of the world’s largest
companies, driving co-marketing strategies that support the business priorities of each participant.
Grew sales revenue from $51.5M in 2004 to projected $90M in
2007; achieved steady increases while the industry grew less
than 3% per year and the company as a whole had flat sales.
Drove a topgrading strategy for the region, recruiting and hiring
“A players” to strengthen skills, leadership, and performance
across the organization. Cut turnover in half and, in 3 years,
promoted 4 of 5 managers under my supervision to VP.
Deepened and elevated client relationships to the C-level and
became valued contributor in strategic marketing sessions.
Earned key wins, including:
$120M, 3-year contract with a Fortune 100 company—the largest account in Mainstream’s
history by 4X. Developed targeted solution that prevailed against customer’s strategic cost-
cutting initiative; penetrated to the CEO level to earn support for the solution.
$50K technology investment—a patent-pending innovation enabling customers to receive
incentives via cell phone or PDA; chosen over hundreds of other ideas.
Led Mainstream’s Category Marketing team that developed the most successful new product in
company history. Developed and launched innovative, manufacturer-funded product that solved a
compelling problem for our retail partners and generated $10M in first year.
Introduced the structured, repeatable methodology of Targeted Account Selling, sharply focusing
sales organization on identifying and providing solutions to customers’ compelling issues.
Ross School of Business • Enelow–Kursmark Executive Resume Toolkit Sales & Marketing Resumes • Page 17
T.J. MU LHO LLAN D
(h) 813-555-1845 • (c) 813-505-2940 • tjmul@gmail.com
MAINSTREAM MARKETING continued
Expanded reach, influence, and revenue opportunities by penetrating the top advertising agencies in
the country. Developed message emphasizing Mainstream’s capability to distribute highly targeted
advertising in new channels.
Personally achieved President’s Club status every year, recognizing top revenue performance.
EXECUTIVE DIRECTOR, BUSINESS DEVELOPMENT, 01–03 DIRECTOR, BUSINESS DEVELOPMENT, 97–01
Generated up to $10M annual revenue through strategic selling of targeted marketing campaigns to consumer
packaged goods manufacturers. Clients included major CPG firms such as Procter & Gamble, Kraft, and Unilever.
As Executive Director, assumed supervisory responsibility for 3 Directors; developed team strategy and held full
accountability for performance to aggressive growth plan.
Exceeded plan and reached President’s Club level each year.
Delivered exceptional revenue growth: from $1.5M to $5.3M as Director
of and from $5.3M to $10M as Executive Director.
Provided high level of strategic marketing services to clients,
integrating data from the massive Mainstream database to develop and
execute programs aligned with each client’s strategic objectives. Built
relationships to the C-level, sat in on business strategy sessions, and
became an indispensable member of clients’ business/marketing teams.
Grew primary account from $2M to $10M in 3 years.
Pioneered a joint relationship with University of Florida business school that remains a strong
resource for recruiting talent. Invited to lecture on target marketing to the graduate business
program.
RINGO CONSUMER HEALTHCARE Tampa, FL, 1991–1997
OVERVIEW A consistent high achiever, demonstrating strong selling skills and exceptional multi-task execution
in high-volume, fast-paced, multi-account sales roles.
CORPORATE ACCOUNT MANAGER, 95–97 KEY ACCOUNT MANAGER, 93–95
Managed $2M business comprising chain stores and headquarters accounts in Central Florida. Coordinated the
efforts of 16 sales representatives.
Achieved 58% sales increase while the rest of the division declined.
Featured in the company’s national newspaper twice for sales accomplishments.
SALES REPRESENTATIVE, 91–93
Hit the ground running and immediately delivered results managing one of the highest-volume territories in the U.S.
Promoted at the earliest possible opportunity.
Won “1st Place” Award in all 8 retail sales competitions in the Central Florida region.
Achieved 50% increase in direct sales to drugstores.
EDUCATION
B.S. in Business Administration, 1989: University of Virginia, Charlottesville, VA
Sales and Executive Education (ongoing): Center for Creative Leadership, Dale Carnegie, Stephen Covey
Ross School of Business • Enelow–Kursmark Executive Resume Toolkit Sales & Marketing Resumes • Page 18
MARTIN R. ALLISON
90880 Corigan Boulevard Home: (215) 555-7612
Philadelphia, PA 19083 mrallison@gmail.com Cell: (419) 505-6534
CH I EF MA RK E TIN G OF F I CE R / CHI E F OP E RA T I NG OFFI C ER
Sitting at the intersection of business, technology, and marketing with cross-functional leadership expertise in:
Marketing / New Business Development / Brand Management / Product & Service Innovation / Competitive Positioning
Profit & Loss Performance / Strategic Planning / Organizational Development / Process Improvement / Team Leadership
Unparalleled record of accountability-based leadership and double-digit revenue and profit gains while:
Bringing innovative new products, services, solutions, and technologies to B2B and B2C markets worldwide.
Building successful new ventures, new organizations, new partnerships, new channels, and new markets around the globe.
Revitalizing and repositioning non-performing brands and business organizations to capitalize on new opportunities.
Accelerating growth through the introduction of best management, operating, and marketing practices to achieve world-class status.
Recognized for breakthrough leadership, operating, business development, and go-to-market strategies and results
that have consistently dominated highly competitive markets worldwide:
Effectively and aggressively manage cost structures to achieve desired margins, profits, and other measurable outcomes.
Execute new ventures with emphasis on time-to-revenue while integrating the critical components that scaling brings to each organization.
Create operationally efficient, lean, and highly productive business organizations.
Build customer-centric organizations through insightful leadership, accountability, and business process redesign.
A leader in global marketing, brand positioning, marketing communications, and product marketing, honored with:
Four Awards for Most Innovative Ad Campaigns, Print and Television Commercials
Two PA One Club Most Innovative Marketing Awards
#1 Consumer Marketer, Ad Age Magazine
AC C OM P LIS H ME N TS & EXP E RIE N CE
Managing Director – Credence Technology LLC, Philadelphia, PA 2006 to Present
Start-up venture founded to deliver intelligent dispensing technologies incorporating SCM and CRM solutions for retail markets worldwide
Recruited by former colleague for most senior operating executive position with start-up corporation. Within 6 months, authored 3-year
business plan, defined product requirements, designed channel strategy, and developed brand management practices and marketing
plans. Focus on capturing venture capital and/or private equity investment to fund technology development, operating infrastructure,
and initial go-to-market strategies.
Chief Marketing Officer – DuoSystems, Philadelphia, PA 2003 to 2006
Global provider of digital printing technologies and software for office productivity, document management, workflow, and image processing
Senior Business Executive with full leadership responsibility for strategic planning, operations, HR, technology, and bottom-line profit of
54-person, cross-functional marketing organization (research, marcom, branding, e-business, media, field/channel marketing, product,
and web marketing). Managed $80 million annual budget. Reported directly to CEO. Challenged to identify and capture new business
opportunities and channel relationships with global go-to-market strategies and programs segmented by Enterprise (Fortune 500s),
OEMs, and National Accounts.
• Ignited lead generation performance 250% for software business over previous year through highly effective channel and field
marketing programs.
• Improved overall brand consideration by 30+% through re-branding and market repositioning of company.
• Grew revenues 23%, gross margins 18%, and profits 8% with launch of new Workflow Software and Commercial Print solutions.
• Improved sales readiness and lead conversion 60% by implementing the first internal CRM and Content Management Solutions.
• Created new product introduction process while instituting organizational “accountability” to better forecast market
acceptance, revenues, and profit performance when launching new products, solutions, and services.
• Increased core platform penetration with leading digital OEMs including IBM, Kodak, and Xerox.
Ross School of Business • Enelow–Kursmark Executive Resume Toolkit Sales & Marketing Resumes • Page 19
MARTIN R. ALLISON Page Two
Chief Marketing Officer – Byden Technology Systems, York, PA 2002 to 2003
$450 million global leader in data storage switching products and business recovery solutions
Recruited to transition corporate business model from exclusive OEM focus into the mid-tier market through development of
partnerships with leading distributors, VARs, and professional services firms. Dedicated efforts to restructuring entire global marketing
function and processes to facilitate a successful shift in market/channel mix required to achieve revenue, margin, and share objectives.
• Increased revenues 12% over prior year, winning the 2003 Storage Industry’s Award for Products & Solutions of the Year.
• Grew share of Channel and National Account revenues by 35% over previous year.
• Reduced sales cycle and time to revenues 28% by creating breakthrough Enterprise Content Management and Customer
Relationship Management systems and programs.
• Implemented CRM sales pipeline forecasting system to accurately pinpoint marketing programs that generated the highest levels
of ROI measured by leads, revenues, and profits.
• Created Channel/End-User Councils to enhance new product development by bringing together Byden’s product marketing,
engineering, and services organizations with customers and channels worldwide.
Chief Marketing Officer – VideoMagic, Brussels, Belgium 1999 to 2002
$6.5 billion global provider of telecom/wireless communications, enterprise commerce, data, and medical systems solutions
First Chief Marketing Officer hired into new organization following aggressive acquisition program and corporate rebranding to Video
Magic. Repositioned the entire corporation and its messages, value propositions, visual identity, and global advertising campaigns to
create a new communications industry leader. Built/directed 250-person global marketing organization and managed $250 million
budget.
• Generated $65+ million of revenue from new solutions by forming the Global Marketing Practices Council and by leveraging
product portfolios of acquired companies cross-divisionally to deliver new bundled solutions to customers worldwide.
• Grew revenues 24% for network solutions sold to leading global carriers and wireless service providers (French Telecom, Bell
South, Deutsche Telecom, SingTel, Sprint) by executing highly differentiated and innovative go-to-market strategies and programs.
• Achieved $80 million bottom-line profit improvement through staff consolidation and outsourcing of marketing support functions.
• Improved brand and product purchase consideration 20+% through $84 million global marketing and advertising campaign.
• Introduced world’s first Internet-enabled vending Supply Chain Management (SCM) solution (PepsiCo) and first-ever
Convenience Retailer CRM solution (Amoco).
• Increased Enterprise Solutions business $35 million by developing vertically targeted (Mobil Operators, Package Goods
Companies, Entertainment, and Healthcare Industries) programs and e-commerce initiatives.
• Debuted VideoMagic to North American market, resulting in significant trials and contracted revenues of $45+ million in new
revenues for fiber-optic solutions.
• Selected by European Business Week as Belgium’s Most Innovative Business Website (2001).
Senior Vice President, Brand Management & Marketing – Peak Networks, Philadelphia, PA 1997 to 1999
$15 billion global leader providing unified network products, services, and solutions to wireless, enterprise, and telecommunication customers
Recruited to Peak Networks to rebrand and expand its market penetration and share worldwide. Led an 85-person global brand, product
marketing, industry analysis, corporate communications, and field marketing organization. Reported directly to Chief Marketing Officer
following acquisition.
• Grew annual revenues from $2.2 billion to $3.5 billion over two years by executing market-disruptive product and field marketing
programs focused on Enterprises, ISPs, and Carriers.
• Generated 50% of revenues from new products by rationalizing Peak Networks product portfolio and product marketing practices.
• Developed multi-tier channel business model to effectively support distributors, VARs, system integrators, and consultants.
• Lead Marketing Executive on M&A team for two Peak acquisitions. Subsequently positioned Peak as the #2 preferred provider of
unified networks for an Internet and wireless-connected world.
• Selected by Emery’s Business Magazine as #1 Business-to-Business Global Marketer.
Ross School of Business • Enelow–Kursmark Executive Resume Toolkit Sales & Marketing Resumes • Page 20
MARTIN R. ALLISON Page Three
Vice President, Global Brand Marketing – Turner Equipment Corporation, Providence, RI 1994 to 1997
$10 billion global provider of information technology hardware and integrated solutions
Fast-paced leadership position driving a massive transition in Turner’s market perception from proprietary brand and company into open
enterprise solutions provider. Created new brand identity associated with high-performance enterprise products, services, and solutions.
• Drove $50 million in incremental solutions revenues through successful business development programs with Oracle,
Microsoft, and Seibel, leveraging new “open” systems approach to addressing customer business and technology needs.
• Generated $50 million in incremental revenues through marketing programs supporting Turner’s Alpha high-performance platform
with Channel and Professional Services organizations (Accenture, KPMG, PWC, VARs).
• Improved Turner’s brand and product purchase consideration by 40+% by establishing “best-of-breed” brand management
practices, programs, and campaigns for the entire technology product portfolio.
• Internally funded $45+ million outbound marketing programs by restructuring/streamlining marketing organization and operations.
• Orchestrated global market and brand repositioning to enhance corporate value for subsequent $19 billion acquisition of Turner
by IBM.
PANASONIC CORPORATION OF AMERICA, New York, NY 1980 to 1994
$12.5 billion provider of consumer, business, and professional audio, video, and broadcast technologies
Fourteen-year career highlighted by rapid promotion through a series of increasingly responsible senior-level marketing and operating/
general management positions with bottom-line P&L accountability. Career highlights included:
• Senior Vice President Marketing – Panasonic Corporation of America (1989–94). Ignited revenues to $12.5 billion by achieving
an average 22% annual compound growth rate. Managed $54 million annual marketing budget and 72-person organization.
• President & General Manager – Panasonic VideoCast (1989–93) concurrent with above position. Built new venture from start-up
to $8.5 million with 30% EBITA in three years. Full strategic, organizational leadership, operating, and P&L management
responsibility.
• Vice President Marketing – Consumer & Business/Professional Products (1987–89). Forged long-term, multimillion-dollar
strategic relationships with major broadcast networks (CNN, ESPN, Disney) and sports properties (NFL, MLB).
• Vice President Marketing – Consumer Products (1983–87). Delivered innovative new products and brands to markets worldwide.
Honored by Electronic Industries of America as #1 Professional Electronics Brand and by Lyceum Associates as #3 Global Brand.
• Director Product Marketing – Consumer Video Division (1980–83). Conceived and launched complete marketing initiative and
support organization for next-generation product divisions.
Previous experience as Director of Publishing & Broadcast Advertising for MMM Sports. Spearheaded sales, syndication, and
marketing of NHL “Games of the Week” and licensed products and print properties.
ED U CA T ION / PRO F ESS I ON A L DE V EL O P ME N T / AFF I L IAT I ON S
Advanced Management Program – Harvard University – Cambridge, MA
MBA Program (Marketing) – Temple University – Philadelphia, PA
Bachelor of Science – Temple University – Philadelphia, PA
Member: American Marketing Association, American Management Association, Corporate Fundraising
