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Authors: Tony Beshara
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strategic and tactical experience in all facets of Sales Management + Excellent communicator and business-minded analyst
AREAS OF EXPERTISE
Strategic/Business PlanningSales Strategy Development/ExecutionSales Process Mapping
Forecasting/Pipeline ManagementCRM DeploymentOrganizational/Territory DevelopmentBrand Management
Process ImprovementMarket ResearchNeeds AssessmentProposal PreparationContract Negotiations
Project ManagementTraining/MentoringPerformance ManagementMotivation/Recognition/Retention
Change ManagementTotal Rewards/Compensation ManagementSuccession Planning
HRIS SystemsMetrics & AnalysisTalent Acquisition & Employment Development
EMPLOYMENT & EDUCATION
PROFESSIONAL OBJECTIVE
ACCOMPLISHMENTS
Start-up
Launched a sales team, which generated $114 million in revenue in the first year, surpassing projection by 200%.
Channel Management
Guided a new business-development team in growing sales 35% the first year and 48% the second.
Established a strategic-alliance program that produced $45 million in revenue the first year.
Change Management
Repositioned a company to attain $1.3 million in profit in year one and $5.3 million in profit in year two.
Executed a new marketing campaign that increased new client sales 22%.
Sales Leadership
Directed a mid-market sales team in contributing over 28% of overall region sales at a 45% lower cost.
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.
CRITIQUE
There is no doubt that Dominic is a top performer, but this functional-type résumé doesnât 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 doesnât know who Absolute or The Elements or Salesforce.com are, he or she wonât appreciate Dominicâs ability.
Dominic rewrote the résumé to make sure the duties and accomplishments he listed were associated with the companiesthat 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.
Â
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
AREAS OF EXPERTISE
Strategic/Business PlanningSales Strategy Development/ExecutionSales Process Mapping
Forecasting/Pipeline ManagementCRM DeploymentOrganizational/Territory DevelopmentBrand Management
Process ImprovementMarket ResearchNeeds AssessmentProposal PreparationContract Negotiations
Project ManagementTraining/MentoringPerformance ManagementMotivation/Recognition/Retention
Change ManagementTotal Rewards/Compensation ManagementSuccession Planning
HRIS SystemsMetrics & AnalysisTalent Acquisition & Employment Development
EMPLOYMENT & EDUCATION
PROFESSIONAL OBJECTIVE
ACCOMPLISHMENTS
Start-up
Launched a sales team, which generated $114 million in revenue in the first year, surpassing projection by 200%.
Channel Management
Guided a new business-development team in growing sales 35% the first year and 48% the second.
Established a strategic-alliance program that produced $45 million in revenue the first year.
Change Management
Repositioned a company to attain $1.3 million in profit in year one and $5.3 million in profit in year two.
Executed a new marketing campaign that increased new client sales 22%.
Sales Leadership
Directed a mid-market sales team in contributing over 28% of overall region sales at a 45% lower cost.
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.
CRITIQUE
There is no doubt that Dominic is a top performer, but this functional-type résumé doesnât 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 doesnât know who Absolute or The Elements or Salesforce.com are, he or she wonât appreciate Dominicâs ability.
Dominic rewrote the résumé to make sure the duties and accomplishments he listed were associated with the companiesthat 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.
Â
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
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