META GROUP/GARTNER (Gartner acquired META Group April 2005)
May 1998-January 2007
Sales Director/District Manager/Solutions Director
● Began my first two years as a Sales Director over-achieving sales targets and
recognized into “Presidents’ Club.”
● In my third year, promoted to a District Manager mentoring a team of
6-8 Sales Directors with diverse backgrounds and abilities. Annual District
Manager territories included New England as well as national verticals
(insurance and energy).
● Assisted in sales training concentrating in value selling.
HERLEY-MDI (formerly Micro-Dynamics, Inc.), Woburn, Massachusetts
October 1996-May 1998 and September 1986-December 1992
Sales Engineer/Regional Sales Manager
● Sold microwave components such as switches, switch filters, attenuators,
limiters and subassemblies.
● Hired and motivated manufacturers’ representatives in eastern United States.
● Opened new accounts and increased sales at existing accounts.
● Conducted price negotiations with customers.
● Converted lowest revenue producing territory to highest revenue territory
JOHN TRIEBER COMPANY, Nashua, New Hampshire
November 1993-September 1996
Regional Sales Manager
● Sold capital equipment such as aqueous in-line cleaners, wave soldering
equipment and water recirculation systems.
● Hired and motivated manufacturer’s representatives in eastern United States.
● Marketed existing equipment as well as new innovations.
SANDERS ASSOCIATES (now BAE Systems, Inc.), Nashua, New Hampshire
July 1981-September 1986
● Evaluated and selected prospective suppliers through financial reports,
supplier visitations and reputation investigations.
● Coordinated cost and price analysis of suppliers’ proposals to help derive the
appropriate negotiating technique.
● Negotiated with suppliers in terms of price, technical specifications, delivery and
contractual terms and conditions.
● Wrote and managed subcontracts in excess of ten million dollars, acting as a liaison
for functional areas including marketing, legal, finance/accounting, quality
assurance and engineering.