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Russell White
336 Timbercreek Court
Princeton, TX 75407
(972) 734-6677
jahawker@sbcglobal.net
October 6, 2007
I am a top producing, goal driven professional salesman with 30 years of technical sales experience. Thirteen of those years were in the semiconductor test equipment industry selling (test equipment and software) to the semiconductor, computer, government (military), and defense contractor industries. I covered the United States and Mexico, developing new accounts and managing large established national accounts such as IBM, U.S. Air Force, Honeywell, Motorola, Fujitsu, General Dynamics, Chrysler, Ford, and Sony.
Eleven of the last 13 years have been the Geospatial industry. In those years, I have sold: GPS solutions to the Public Transit and Public Safety industries, Trucking industries, and Retail delivery industries; and school bus routing software to school bus transportation departments. Mapping software for those products have been MapInfo and ArcView. I have 7 years in management positions in sales and production. I am searching for a company where I can utilize my proven consultative and strategic sales skills to play a major role in the success of that company.
PROFESSIONAL EXPERIENCE Dispatching Solutions, Inc. Ontario, CA. May 2007 to CurrentRegional Sales Manager - Dispatching software and GPS for fleet and equipment tracking solutions. With major expansion underway, Dispatching Solutions, Inc. recruited me to be their first Midwest Regional Sales Manager. My territory covers Arizona to Louisiana and north to, and including Canada. I am selling their suite of dispatching solutions of Logistics and Tracking Technology for the transport, service and rental industries. With few established customers in this region, my task is to develop this region by following up on trade show leads, and generating my own leads from calling on the accounts in this region. Travel will be 60-70%, operating out of my home office Average sales per customer will be around $25,000 to $50,000, with a quota of $300,000 for the last half of this year. I already have $210,000 quoted and expected to close.
American International Radio, Inc. Rolling Meadows, IL March 2006 to May 2007 National Sales Manager - GPS and RFID solutions
I was recruited out of Edulog by American International Radio, Inc. (AIR) to become their first national sales manager for their new SmartMobile division. AIR is the largest Motorola master distributor in the world, not including the U.S. They are headquartered in Rolling Meadows, Illinois. AIR entered the gps market several years ago, and has gps solutions in the military, private trucking, public safety and municipality industries. They entered the gps business in the U.S. in 2005, focusing initially on the school bus industry. They were partners with Education Logistics, Inc. One of my initial tasks was to develop a distribution network across the U.S., as well as set up several pilot project sites across the U.S. My target market for the AIR gps solutions suite of products was the school bus industry, while also targeting other industries such as public safety, public transit, utilities, and private local gas dealers. I had coverage most of the U.S. and personally represented the company at several industry trade shows throughout the year. I established contracts for GPS and Real-Time Student Tracking systems solutions (RFID) with 15 school districts across the U.S. Implementation of these sites in began in December, 2006. The potential for these school districts upon successful completion of the pilots, are for 3,400 combined gps and RFID student tracking systems. My quota for the second year was to be $2,000,000.00.
Education Logistics, Inc. Missoula, Montana Aug 2004 to Feb. 28, 2006
Regional Account Executive
I was recruited by the oldest and top company in the school bus transportation routing software industry to work out of my home, in Texas, and manage a territory of 7 states, for the sales of their routing software, and to introduce their new GPS and Student Tracking systems to the school bus market. My first 10 months were spent addressing dozens of current customers who, had either, quit using the software, or were threatening to cancel and move to another vendor. I converted several of them to our new web based routing software system, and laid the groundwork for several pilot projects for new gps and student tracking systems that are integrated into our routing software system. Because of the 'salvage' nature of my task, I was not assigned a quota. However, with the work I did in being able to successfully either, keep the customer onboard, or to bring them back from a cancelled account, I saved the company $500,000 in lost sales, and brought in $300,000 in new sales.
Zepco Sales and Service, Richardson, Texas
Dec 99 to Aug 2004
National Account Executive
Zepco is a 30-year-old company that introduced their On-Board Trip Data Recording system, with a GPS option using MapInfo, in 1992. New ownership took over in late 1999, and hired me to take this company to the next level. My charter was to expand our market share in Texas, and to move into Louisiana and Arkansas, while selectively targeting school districts, municipalities, commercial, and law enforcement accounts nationwide. I responded to request for quotes from municipalities, public safety, public transportation, and school districts. In four years I sold over 1,000 trip recorders that, at $1,100 each, totaled over $1M of sales, against a yearly quota of $300,000.00 I made presentations to all levels of management, including CEO's, and to groups up to 200. We were a Partner for a company called Education Planning Solutions that sold ArcView mapping based school bus transportation routing software to school districts. My sales of this product brought in more revenue to Zepco, than my salary cost Zepco.
Sales Consultant July 96 to Nov 99
During this period, I was a sales consultant for gps, telecom, and delivery software solutions firms launching new products, by setting up sales staff for start-up companies; signing up Partners and Dealers; and by setting up Reseller Agreements for distribution, with cellular carriers, radio communications, VARs, and AVL companies. I also, as International Sales Manager, established a sales team in the Dallas office, and helped set up a network of sales and marketing offices in China for a Chinese import/export company headquartered in Dallas, Texas. I spent a large amount of time in China in that position.
TMS/E-Systems Corporation Dallas, Texas
Nov 93 - June 96
National Accounts Manager
I was recruited to sell GIS/GPS/AVL automatic vehicle locations systems, nationally and internationally, to commercial and public industries. MapInfo was our standard mapping utility. I initially took over the public transit and public safety (police) sales for the U.S. and Canada. Successfully sold a $400k system to the Des Moines Metro (public bus company), and to a police department in New Orleans with 50 police cars and one rescue boat. Company sales in 1993 were $300K. My first sale in 1994 was the public safety sale for $265K, against a quota of $250K. Advantest America, Inc., Dallas, Texas
Jun 89 to Nov 92
National Account Manager
Advantest is a Japanese Semiconductor Test Equipment company. I was recruited to increase semiconductor test equipment sales in a 10 - state region. Subsequently I was given responsibility for 40 states. I increased sales by $9.0 million in 3 years, with an annual quota of $2.0 million I developed and maintained major domestic and international accounts such as Compaq, IBM, Metrum/Viking Labs, Sony Corporation, Cyrix Corporation, Motorola, Harris Semiconductor, Raytheon, Martin Marietta, Ramtron and SGS Thomson. The test equipment I sold ranged from $200,000 to over $4 million dollars. I was selected as National Military Accounts Manager in addition to the above responsibility.
LTX Corporation, Dallas, Texas
Jul 87 to May 89
Senior Marketing Representative
A major semiconductor test equipment company, LTX recruited me to expand their market share in the Southwest U.S. My initial charter was to salvage the troubled AT&T account. I proposed and implemented a plan, which resolved technical and diplomatic problems. That saved the account which resulted in an additional $1 million order. I was designated to expand sales into Mexico. I researched and developed a database of potential customers in Mexico. I was team leader for the Ford account, and directed the team, which won a $3 million contract from Ford/Altec for 3 custom test systems for a new radio production plant in Chihuahua, Mexico. My annual quota was $1.5 million.
Teradyne Corporation, Dallas, Texas
May 79 to May 87
Senior Sales Engineer
I was recruited to expand sales to semiconductor, military and electronic systems manufacturing accounts in a six-state region. Products I sold were; VLSI, Memory, Linear/Mixed Signal, Logic and Discrete I.C. device testers as well as board testers (functional and in-circuit). Assigned an annual quota that started at $300K and increased to $2M, I increased sales from $250,000/year to over $3 million/year, including establishment of 14 new accounts such as Honeywell, Datapoint, TRW, Lambda/Veeco, Raytheon, General Dynamics, Dallas Semiconductor, Data General Corporation, and the U.S. Air Force. I won the competition for Honeywell's high volume linear production business resulting in over $5 million in sales, and installed at their production facility in Juarez, Mexico.
Texas Instruments, Inc. Dallas, TX
1977 to 1979
Sales Engineer
I increased sales of hermetic packages and silicon wafers the first year by 76%, to over $4.2 million, representing 51% of national sales. T.I. transferred me to Sunnyvale, CA, where I covered Silicon Valley north to Seattle. Texas Instruments, Inc., Dallas, TX
1972-1977
I spent 6 years learning the semiconductor industry, working in several departments such as; silicon production, photo mask, planning, and chemical materials. Positions included production technician, quality control manager (where I managed a shift of 15-35 people), and planner.
EDUCATION
University of Texas at Dallas (UTD), Richardson, Texas
B.A. History, Minor in English
MILITARY SERVICE
United States Marine Corps - 4 years
Honorable Discharge
Salary Requirements
Current Salary: $60K
Commissions: 3%
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