Aviation Sales Executive in WA Resume Paul Wiggum by PaulWiggum


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									Paul Wiggum

15029 262nd Ave SE                                          email: pwiggum@comcast.net
Issaquah, Washington 98027                                  mobile: 1-425-761-2960
Qualifications Summary:

Results oriented aviation sales professional bringing 20+ years of international sales, sales management,
cross-functional team leadership, project management and customer relationship experience in the
commercial aviation industry. Accomplished leader who strives to empower co-workers, develop and
implement best practices and understand customer needs in order to improve sales productivity, increase
bottom-line profitability and top-line revenue growth through employee and customer satisfaction.

Areas of Expertise:

       · Key Account Management                             · Cross-Functional Team Leadership
       · Sales Campaign Strategy                            · Multi-Cultural Relationship Building
       · Sales and Revenue Forecasting                      · Process Management/Improvement
       · Contract Negotiations                              · Mentoring, Development & Coaching

Industry Knowledge and Experience:

       · New and Used Aircraft Sales
       · After Market Product Support Services
       · Aircraft Interior, Flight Deck and Performance Modifications
       · Aircraft Passenger to Freighter Conversions
       · Total Fleet Support – Maintenance Planning, Engineering, Components & Airframe

                                 Open to relocation - Willing to travel.

Work Experience:

Regional Director Sales, Asia Pacific & China                                 2002 – 2009
Boeing Commercial Aviation Services                                           Seattle, WA

Led customer facing sales team offering life-cycle support services including aircraft modifications,
logistics support, performance and maintenance related software, etc. Consistently achieved or
exceeded annual sales targets and new product initiatives serving airline customers throughout the Asia
Pacific and China Regions.

·   Consistently achieved or exceeded annual new order goals in excess of $1B while leading all other
    regions in new product introductions and complex, integrated transactions.
·   Directed staffing, development, coaching/performance evaluations for high performance sales team.
·   Facilitated account development establishing new customers, increasing cross selling, enhanced
    customer relationships and improved client retention.
·   Improved orders forecasting leading to more accurate financial reporting and business unit staffing.

                       ~ Paul Wiggum  Sales Executive Resume  Page 1 of 3 ~
Sales Director, Aircraft Trading                                               1998 - 2002
Boeing Commercial Airlines                                                     Seattle, WA
Directed the sales strategy and disposition of previously owned and new “whitetail” aircraft resulting
from trade- ins or customer aircraft delivery defaults during the Asian Financial Crisis.

·   Sold 747-300/400, 767-300 whitetails and A340 trade-in aircraft with new owner/operators.
·   Worked within integrated product & services selling teams to present one face to the customer.
·   Established working together approach with Boeing Commercial Aviation Services for the joint sale
    of three previously owned 747-300 aircraft with freighter conversions to Dragonair Airlines.

Director, Asia Trade Development                                            1996 - 1998
Boeing Commercial Airplanes                                                  Seattle, WA
Co-leader for development and implementation of industry led U.S. - China trade normalization plan.

·   Main point of contact with Government Affairs, Communications, Supplier Management and Sales
    resulting in nationwide grassroots support for normalizing U.S. trade relations with China.
·   Increased government awareness of dependence on foreign trade to sustain high wage U.S. jobs.
·   Achieved vote by Congress granting China Permanent Most Favored Nation trade status.

Sales Director, Asia/Pacific Sales                                            1995 - 1996
Boeing Commercial Airplanes                                                     Seattle, WA
Responsible for managing all aspects of commercial aircraft sales including customer relationship,
competitive assessment, sales strategy and contract negotiations with Thai Airways International.

·   Campaigned successfully and closed (6) 777-300, (2) 747-400 and (4) 737-400 aircraft.
·   Managed sales strategy in complex and politically volatile government owned airline environment.
·   Maintained considerable presence in country with the customer during sales campaigns.

Project Manager, Government/Industry Team                                    1994 - 1996
NASA National Wind Tunnel Complex                                             NASA Lewis
Boeing Commercial Airplanes                                                   Cleveland, Ohio
Managed and led a U.S. aerospace industry team in the development of consensus technical
requirements and design build cost targets reporting directly to the NASA Program Manager.

·   Led a team of employees from industry-wide partner companies in a study contract to design and
    construct a $2.3B world-class transonic aerodynamic test and data reduction facility.
·   Implemented a program management model serving the interest of industry, government and design
    engineering contractors.
·   Managed successful development of national consensus specifications and testing requirements.
·   Fostered Product Development Teams (PDT’s) focused on system level performance, integration
    and configuration control to achieve project cost, schedule and performance goals.
·   Provided industry advocacy with NASA and Congress resulting in increased government awareness.

                       ~ Paul Wiggum  Sales Executive Resume  Page 2 of 3 ~
General Manager                                                              1992 - 1996
Boeing Technology Services                                                      Seattle, WA
P&L responsibility for $40M enterprise providing lab testing and technical services.

·   Increased annual sales from $10 - $40M while increasing profit and reducing headcount.
·   Established a high performance, continuous process improvement work environment through key
    business process documentation and routine implementation of process improvements.
·   Achieved consistently high employee satisfaction and morale rankings.


Washington State University             Pullman, WA            BA/Business Administration

Seattle University                      Seattle, WA            Partial MBA Studies

Training and Certifications:

·     Seven Habits of Highly Effective People, Covey Institute, 1993

·     Investment In Excellence, Pacific Institute, 1992

·     Boeing Executive Leadership Programs, 2001 & 2004

Professional Organization Memberships:

·     World Trade Center Association

·     Washington Council for International Trade

·     Washington State China Relations Council

·     U.S. - China Relations Council

Volunteer and Community Involvement:

·     Washington State University Foundation Board of Trustees

·     Washington State University Athletics Advisory Committee

·     Washington State University College of Business International Advisory Board

·     Former President Issaquah Little League

                       ~ Paul Wiggum  Sales Executive Resume  Page 3 of 3 ~

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