Telecommunications Outside Sales in Cincinnati OH Resume Patrick D'Orazio

					PATRICK D’ORAZIO                                                   “I have worked with Patrick for years and he consistently delivers
                                                                world class service … Not only was Patrick a constant „Peak
4 Ridgeview Court                                               Performer,‟ but he was well respected by his peers and customers …
                                                                He is someone I know I can trust for straight answers …. His industry
Milford, OH 45150                                               experience and technical knowledge are impressive … He brings a
513.248.8472                                                    great work ethic to the job and does so with integrity, honesty and a
patrickdorazio@aol.com                                          sense of true professionalism.”
                                                                                    Excerpts from Former Managers & Colleagues

                       Sales       Sales Management                 Business Development
Results-oriented, focused sales leader with significant record of achievement delivering strong sales and profits,
championing customer needs and building solid, loyal customer relationships. Originated and executed business plans
and marketing strategies, proactively managed key accounts and built strategic alliances. Developed and implemented
business-building programs that resulted in significant sales, profit, and market share gains in diverse and intensely
competitive markets. MBA degree. Key strengths:
     Communicating effectively with decision-makers at all levels. Presenting complex/technical information in a
        manner that is easily understood.
     Identifying decision-makers, quickly developing rapport, cultivating relationships and finding ways that make
        it easier for companies to buy.
     Analyzing data to understand the market and the competition. Identifying opportunities. Bringing together the
        right resources in order to meet business objectives.
 Relationship Building – Utilizing an entrepreneurial, customer-focused approach … asking the right questions to
determine critical needs … analyzing and understanding customers’ business structures, sales and profit objectives …
influencing and persuading … negotiating and closing … building loyalty and trust by always delivering as promised.
 Leadership & Management – Strategic planning … making sound decisions … … maximizing available resources
… leading by example, with focus on performance improvement and personal accountability … identifying best
practices … goal-setting and performance tracking … distributor management and training … team building …
coaching and mentoring, staff training and management development.
 Innovation – Meeting complex market challenges through creative thinking and teamwork … finding new ways to
penetrate tough accounts, maximize sales volume and achieve profit objectives … finding the right product and service
solution to exceed customer expectations.
 Conflict Resolution & Problem Solving – Troubleshooting to resolve small issues before they escalate … resolving
conflicts with tact and diplomacy … involving all stakeholders in developing win-win solutions and finding consensus …
aligning internal systems with customer needs to prevent problems from recurring.

PROFESSIONAL EXPERIENCE
Delivered strong sales growth across multi-tier distribution models in intensely competitive markets. Called on
national distributors, value-added resellers (VARs), and telephone companies in diverse markets. All positions
involved business-to-business selling across all levels of the organization, new product launches, market analysis,
forecasting, contract negotiation and administration, and customer relationship management. All positions required
ability to quickly master new product information. Trained dealers, distributors, resellers, and field sales teams.
RACO WIRELESS, BLUE ASH, OH                                                                                2009 – 2010
Single source solution for wireless data, from flexible M2M data solutions to smart phones for businesses and
enterprise applications.
Manager of Channel Development, Blue Ash, OH
Responsible for developing and managing relationships between RACO Wireless, the T-Mobile Business Partner
Sales and Business Direct teams and the bar code community. Objective was to grow joint sales opportunities for T-
Mobile and RACO Industries for mobile devices and solutions.
 Created education program for T-Mobile Direct Sales force on data collection mobility solutions.
                                                                                                PAGE 1 OF 2
PATRICK D’ORAZIO                                              patrickdorazio@aol.com                            PAGE 2 OF 2
RACO WIRELESS (Continued)
 Implemented marketing program to promote T-Mobile to RACO Wireless Sub-Dealer Community.
 Served as liaison to RACO Industries sales and marketing organization to cross promote solutions.
 Recruited VARs in bar code industry to sell T-Mobile Wireless solutions.

JENNE DISTRIBUTORS, Avon, OH                                                                           2006 – 2009
Leading distributor of business telephone and computer telephony products servicing dealers and VARs across
North America.
Territory Sales Manager, Cincinnati, OH
Managed 4-state territory in Great Lakes Region generating $18.4MM annually. Developed relationships and grew
accounts by working closely with vendors to introduce new technologies to resellers of voice, data and video
communication solutions. Partnered with resellers through long sales cycles to provide product solutions their
customers wanted as well as the training and support to help them sell to their end-users.
 #1 Territory Sales Manager in the company, 3 consecutive years (top revenue production and highest gross margin).
 Surpassed quotas every year: 118% in 2006, 108% in 2007, and 102% in 2008. Quotas increased 25% every year.
 Delivered double-digit increase in sales volume every year. Increased territory sales $4.8MM in 3 years.
 Generated $2MM+ in new revenue with new customers. Built sales with Ravitron Equipment from $500 to $50K/year.
 Achieved 2006 forecast despite several sizeable obstacles such as vendor realignment that cut $750K out of territory
  pipeline at the beginning of the year.
                                                                             Customer Recommendation:
SPRINT NORTH SUPPLY (now KGP), New Century, KS             1993 – 2006          “Pat is one of the few Reps who I look forward to calling on
One of the top national distributors of hardware and services supporting     me … his winning personality and personal charisma make it
the communications industry with customer base consisting of telephone       easy to develop lasting business relationships.”
companies, data VARs, security and alarm system dealers, and                                          David Ravitch, Ravitron Equipment
interconnects.
Field Sales Executive, Cincinnati, OH (2004-2006)
Managed $16.9MM territory consisting of reseller market accounts spanning 3 states. Served as Vendor Representative
for maintenance of telephone and structured wiring system dealers. Partnered with vendors, internal departments and
customers to achieve revenue and margin objectives. Controlled expenses at or below forecast. Negotiated with
vendors on pricing and product availability, secured marketing funds for advertising and promotions, determined
inventory commitments.
 Achieved 109% of quota in 2005 and 102% in 2004.
 Increased sales with ITI, developing account from $10K (2004) to over $400K (2005).
 Successfully penetrated Group Midwest, developing through long sales cycle to a multi-million-dollar account.
 Delivered $1.5M+ in business from new customers while maintaining sales with established customer base, 2005.

Field Sales Professional, Cincinnati, OH (2001-2003)
Called on independent telephone companies, Data VARs, interconnects, security and alarm installation companies,
contractors, and engineering firms. Adapted to rapidly changing market conditions while achieving exceptional results.
Overcame challenges precipitated by temporary service problems due to massive software cutover. Dispelled negative
market perception with new customers and regained trust and confidence with established accounts.
 Top performer in a division of 18-20 reps, 2003.
 Ranked among top 5 sales producers in company of 80 sales representatives, 2001.
 Achieved 119% of quota (2003), 100.2% (2002). Presidents Club, 2003.
 Surpassed 2001 quota by 17%, despite economic downturn in telecom industry. President’s Club.

EDUCATION
UNIVERSITY OF MISSOURI, Columbia, MO                                       Master of Business Administration, GPA: 3.5
 Worked 32+ hours/week while attending school full time.                      Bachelor of Arts, Psychology, GPA: 3.25

Professional Development: Professional Selling Skills, Communication and Presentation Development, Project
Management, Problem Solving & Decision Making, Negotiating to Yes, Windows/MS Office Training (Word, Excel,
Power Point), Sales Processes and Challenges, Presentation Skills.

				
DOCUMENT INFO
Description: Patrick D'Orazio is a results-oriented, focused sales leader with a significant record of achievement delivering strong sales and profits, championing customer needs and building solid, loyal customer relationships. He has originated and executed business plans and marketing strategies, proactively managed key accounts and built strategic alliances. Patrick developed and implemented business-building programs that resulted in significant sales, profit, and market share gains in diverse and intensely competitive markets.