Leadership and expertise
Organizations he was asked to run
The résumé’s management record is specific: headcount, a revenue figure, a promotion, a territory. Those are the claims below. They are his numbers, not an estimate added later.
Data General
The first quota
Sales engineer, then Senior Sales Engineer in charge of the Buffalo office and new-account leader for the Eastern Region. Salesman of the Quarter three months in. Rookie of the Year that first year. Annual sales in excess of one million dollars.
Company recordPrime Computer
A branch
Branch sales manager, Upstate New York. Four sales representatives and two technical support representatives. Campaigns across CAD/CAM, office automation, engineering, communications, and data processing.
Company recordScientific Calculations
A national field force
Director of Sales for North America, reporting to the president. Field operations, marketing direction, technical support, sales training, and national accounts. More than sixty people in the field organization. Corporate sales in excess of $43 million. Promoted from Eastern Region Manager after that region led the company in 1983. INC 500, 1984.
Company recordWang Laboratories
One account, worldwide
Account executive and the primary interface between Wang and Eastman Kodak worldwide. He managed the direct marketing team on the local Kodak account and records $3.5 million in annual revenue. The systems were minicomputers, image systems, and PC LANs.
Company recordMicrolytics
OEM, direct, and distributors
Vice president of sales and marketing. Worldwide OEM licensing, plus direct representatives, commission-only representatives, and distributors in the United States and overseas. Promoted from Eastern Region Sales Manager to Director of Custom Products, then vice president.
Company record