Tomislav (Tom) Mursalo
Irvine,USA
Summary
Sales leader with extensive experience in strategic account management and channel partner development. Proven expertise in solution sales strategies and contract negotiation, consistently surpassing targets. Strong ability to engage stakeholders and foster cross-functional collaboration, resulting in exceptional customer outcomes.
Overview
41
41
years of professional experience
Work History
<ul><li>Establish long-lasting Distributor relationships by delivering positive Customer outcomes and providing superior Customer service.</li><li>Achieve regional sales targets through effective territory management and relationship building with key clients. Total Sales in 2024 $14m, up 8% YOY.</li><li>Monitor industry trends to influence product design in order to maintain JB’s leadership position in key product categories.</li><li>Manage a team of 14 channel partner sales representatives, providing guidance, coaching and support.</li><li>Travel extensively throughout the region to monitor channel partner performance and promote the JB brand.</li><li>Work closely with channel partners to develop Marketing and Merchandizing strategies to promote the JB product line.</li><li>Develop and deliver technical field training to Customers and Channel Partners.</li><li>Launch new products into the market, coordinating marketing initiatives and comprehensive sales campaigns.</li><li>Manage international sales in the Middle East, Africa and Europe.</li></ul>
JB Industries
01.2020 - Current
- Establish long-lasting Distributor relationships by delivering positive Customer outcomes and providing superior Customer service.
- Achieve regional sales targets through effective territory management and relationship building with key clients. Total Sales in 2024 $14m, up 8% YOY.
- Monitor industry trends to influence product design in order to maintain JB’s leadership position in key product categories.
- Manage a team of 14 channel partner sales representatives, providing guidance, coaching and support.
- Travel extensively throughout the region to monitor channel partner performance and promote the JB brand.
- Work closely with channel partners to develop Marketing and Merchandizing strategies to promote the JB product line.
- Develop and deliver technical field training to Customers and Channel Partners.
- Launch new products into the market, coordinating marketing initiatives and comprehensive sales campaigns.
- Manage international sales in the Middle East, Africa and Europe.
<ul><li>Developed extensive knowledge of product offerings, enabling confident presentations and recommendations to clients.</li><li>Conducted product demonstrations and training sessions for clients, ensuring optimal product usage.</li><li>Managed complex sales cycles effectively, from prospecting to negotiation to closing deals.</li><li>Utilized Salesforce for tracking sales activities, providing accurate forecasting, and managing client interactions.</li><li>Provided regular updates on account progress and performance metrics to senior leadership, contributing valuable insights into strategic planning efforts.</li><li>Led cross-functional teams to develop complex cloud contact centre solutions for local Government and Enterprise.</li><li>Mentored junior team members in best practices for technology sales success, helping enhance overall team performance levels.</li><li>Exceeded sales targets YOY by greater than 10% consistently with a proactive approach to lead generation and pipeline management.</li><li>Delivered $10.2m in sales in 2019 against a quota of $9m.</li></ul>
Telstra Corporation Limited, Australia
01.2013 - 01.2020
- Developed extensive knowledge of product offerings, enabling confident presentations and recommendations to clients.
- Conducted product demonstrations and training sessions for clients, ensuring optimal product usage.
- Managed complex sales cycles effectively, from prospecting to negotiation to closing deals.
- Utilized Salesforce for tracking sales activities, providing accurate forecasting, and managing client interactions.
- Provided regular updates on account progress and performance metrics to senior leadership, contributing valuable insights into strategic planning efforts.
- Led cross-functional teams to develop complex cloud contact centre solutions for local Government and Enterprise.
- Mentored junior team members in best practices for technology sales success, helping enhance overall team performance levels.
- Exceeded sales targets YOY by greater than 10% consistently with a proactive approach to lead generation and pipeline management.
- Delivered $10.2m in sales in 2019 against a quota of $9m.
<ul><li>Exceeded annual sales targets consistently by identifying new business opportunities and creating customized solutions for clients.</li><li>Successfully managed portfolio of high-value accounts, maintaining focus on customer satisfaction and account growth.</li><li>Developed a solid pipeline of prospects through diligent research and targeted outreach efforts.</li><li>Maintained up-to-date knowledge on product offerings, ensuring accurate representation during sales pitches or negotiations with clients.</li><li>Established long-lasting relationships with key decision-makers within client organizations, solidifying the company's reputation as a trusted partner.</li><li>Collaborated closely with vendor partners and service delivery teams to deliver contractual requirements under an ITIL framework.</li><li>NSC High Achiever award & Avaya High Flyers Award for 2011.</li><li>NSC High Achiever award & Avaya High Flyers Award 2012.</li></ul>
NSC Group, Australia
01.2008 - 01.2013
- Exceeded annual sales targets consistently by identifying new business opportunities and creating customized solutions for clients.
- Successfully managed portfolio of high-value accounts, maintaining focus on customer satisfaction and account growth.
- Developed a solid pipeline of prospects through diligent research and targeted outreach efforts.
- Maintained up-to-date knowledge on product offerings, ensuring accurate representation during sales pitches or negotiations with clients.
- Established long-lasting relationships with key decision-makers within client organizations, solidifying the company's reputation as a trusted partner.
- Collaborated closely with vendor partners and service delivery teams to deliver contractual requirements under an ITIL framework.
- NSC High Achiever award & Avaya High Flyers Award for 2011.
- NSC High Achiever award & Avaya High Flyers Award 2012.
<ul><li>Responsible for business development initiatives to deliver tailored Enterprise Mobility and Data Capture solutions for enterprise clients in Queensland</li></ul>
Airdata, Australia
01.2007 - 01.2008
- Responsible for business development initiatives to deliver tailored Enterprise Mobility and Data Capture solutions for enterprise clients in Queensland
<ul><li>Led a cross-functional team to develop and close the world’s first managed nationwide Converged Multi-Service 802.16e Network (WiMAX) in Pakistan with a Total Contract Value of US$72m.</li><li>Closed $52m two-year CPE frame agreement for supply of residential and corporate WiMAX devices.</li><li>Signed agreements with multiple companies in MEA for the exclusive supply of Motorola equipment for mobile broadband deployments.</li><li>Developed and executed a series of Technology Roadshows showcasing new products and broadband technologies to new wireless TELCO license candidates across the region.</li><li>Motorola MEA Strategic Sales Award 2006 & Motorola Business Development Award 2004.</li></ul>
Motorola Limited, Dubai
01.2003 - 01.2007
- Led a cross-functional team to develop and close the world’s first managed nationwide Converged Multi-Service 802.16e Network (WiMAX) in Pakistan with a Total Contract Value of US$72m.
- Closed $52m two-year CPE frame agreement for supply of residential and corporate WiMAX devices.
- Signed agreements with multiple companies in MEA for the exclusive supply of Motorola equipment for mobile broadband deployments.
- Developed and executed a series of Technology Roadshows showcasing new products and broadband technologies to new wireless TELCO license candidates across the region.
- Motorola MEA Strategic Sales Award 2006 & Motorola Business Development Award 2004.
<ul><li>Led the development of an Emergency Services Dispatch console and successfully launched the product at the APCO show in Indianapolis in 2003.</li><li>Developed and sold digital switching systems to the Australian Navy and Dubai Air Traffic Control.</li><li>Appointed sales agents in 7 international markets – Thailand, Indonesia, Malaysia, Dubai, South Africa, India and Singapore.</li><li>Developed Sales and Marketing processes for ISO9001 certification.</li><li>Restructured the internal Bid & Quote process resulting in a 50% improvement in bid turn around times.</li></ul>
Redflex, Australia
01.2001 - 01.2003
- Led the development of an Emergency Services Dispatch console and successfully launched the product at the APCO show in Indianapolis in 2003.
- Developed and sold digital switching systems to the Australian Navy and Dubai Air Traffic Control.
- Appointed sales agents in 7 international markets – Thailand, Indonesia, Malaysia, Dubai, South Africa, India and Singapore.
- Developed Sales and Marketing processes for ISO9001 certification.
- Restructured the internal Bid & Quote process resulting in a 50% improvement in bid turn around times.
<ul><li>Initially responsible for all systems engineering activity for sub-Saharan Africa, later expanding to include distribution channel management in Zimbabwe, Egypt and Turkey.</li><li>Designed and engineered multiple wide-area radio networks for Public Safety and MOD clients in South Africa, Angola, Zimbabwe, Mauritius, Egypt and Turkey.</li></ul>
Motorola Ltd, South Africa & United Kingdom
01.1994 - 01.2000
- Initially responsible for all systems engineering activity for sub-Saharan Africa, later expanding to include distribution channel management in Zimbabwe, Egypt and Turkey.
- Designed and engineered multiple wide-area radio networks for Public Safety and MOD clients in South Africa, Angola, Zimbabwe, Mauritius, Egypt and Turkey.
<ul><li>Responsible for Software and Hardware development of digital navigational aids for Civil Aviation and the MOD at Fernau Avionics and Radio Network and SCADA system design at Alcom Systems.</li></ul>
Fernau Avionics, UK/Alcom Systems, South Africa
01.1985 - 01.1994
- Responsible for Software and Hardware development of digital navigational aids for Civil Aviation and the MOD at Fernau Avionics and Radio Network and SCADA system design at Alcom Systems.
Education
Master of Business Administration - Business Administration, Management & Technology
Sydney, Australia
Sydney, Australia09-2022
Bachelor of Science - Electrical Engineering
Johannesburg, South Africa
Johannesburg, South Africa12-1984
Skills
- Effective writing skills
- Channel partner development
- Territory management strategies
- Sales forecasting techniques
- Cross-functional collaboration
- Revenue forecasting
- Account management
- Salesforce utilization
- Effective writing skills
- Channel partner development
- Territory management strategies
- Sales forecasting techniques
- Cross-functional collaboration
- Revenue forecasting
- Account management
- Salesforce utilization
Languages
English .......... + + + + +, Croatian .......... + + +, Afrikaans .......... + +
References
References available upon request.
Timeline
<ul><li>Establish long-lasting Distributor relationships by delivering positive Customer outcomes and providing superior Customer service.</li><li>Achieve regional sales targets through effective territory management and relationship building with key clients. Total Sales in 2024 $14m, up 8% YOY.</li><li>Monitor industry trends to influence product design in order to maintain JB’s leadership position in key product categories.</li><li>Manage a team of 14 channel partner sales representatives, providing guidance, coaching and support.</li><li>Travel extensively throughout the region to monitor channel partner performance and promote the JB brand.</li><li>Work closely with channel partners to develop Marketing and Merchandizing strategies to promote the JB product line.</li><li>Develop and deliver technical field training to Customers and Channel Partners.</li><li>Launch new products into the market, coordinating marketing initiatives and comprehensive sales campaigns.</li><li>Manage international sales in the Middle East, Africa and Europe.</li></ul>
JB Industries
01.2020 - Current
<ul><li>Developed extensive knowledge of product offerings, enabling confident presentations and recommendations to clients.</li><li>Conducted product demonstrations and training sessions for clients, ensuring optimal product usage.</li><li>Managed complex sales cycles effectively, from prospecting to negotiation to closing deals.</li><li>Utilized Salesforce for tracking sales activities, providing accurate forecasting, and managing client interactions.</li><li>Provided regular updates on account progress and performance metrics to senior leadership, contributing valuable insights into strategic planning efforts.</li><li>Led cross-functional teams to develop complex cloud contact centre solutions for local Government and Enterprise.</li><li>Mentored junior team members in best practices for technology sales success, helping enhance overall team performance levels.</li><li>Exceeded sales targets YOY by greater than 10% consistently with a proactive approach to lead generation and pipeline management.</li><li>Delivered $10.2m in sales in 2019 against a quota of $9m.</li></ul>
Telstra Corporation Limited, Australia
01.2013 - 01.2020
<ul><li>Exceeded annual sales targets consistently by identifying new business opportunities and creating customized solutions for clients.</li><li>Successfully managed portfolio of high-value accounts, maintaining focus on customer satisfaction and account growth.</li><li>Developed a solid pipeline of prospects through diligent research and targeted outreach efforts.</li><li>Maintained up-to-date knowledge on product offerings, ensuring accurate representation during sales pitches or negotiations with clients.</li><li>Established long-lasting relationships with key decision-makers within client organizations, solidifying the company's reputation as a trusted partner.</li><li>Collaborated closely with vendor partners and service delivery teams to deliver contractual requirements under an ITIL framework.</li><li>NSC High Achiever award & Avaya High Flyers Award for 2011.</li><li>NSC High Achiever award & Avaya High Flyers Award 2012.</li></ul>
NSC Group, Australia
01.2008 - 01.2013
<ul><li>Responsible for business development initiatives to deliver tailored Enterprise Mobility and Data Capture solutions for enterprise clients in Queensland</li></ul>
Airdata, Australia
01.2007 - 01.2008
<ul><li>Led a cross-functional team to develop and close the world’s first managed nationwide Converged Multi-Service 802.16e Network (WiMAX) in Pakistan with a Total Contract Value of US$72m.</li><li>Closed $52m two-year CPE frame agreement for supply of residential and corporate WiMAX devices.</li><li>Signed agreements with multiple companies in MEA for the exclusive supply of Motorola equipment for mobile broadband deployments.</li><li>Developed and executed a series of Technology Roadshows showcasing new products and broadband technologies to new wireless TELCO license candidates across the region.</li><li>Motorola MEA Strategic Sales Award 2006 & Motorola Business Development Award 2004.</li></ul>
Motorola Limited, Dubai
01.2003 - 01.2007
<ul><li>Led the development of an Emergency Services Dispatch console and successfully launched the product at the APCO show in Indianapolis in 2003.</li><li>Developed and sold digital switching systems to the Australian Navy and Dubai Air Traffic Control.</li><li>Appointed sales agents in 7 international markets – Thailand, Indonesia, Malaysia, Dubai, South Africa, India and Singapore.</li><li>Developed Sales and Marketing processes for ISO9001 certification.</li><li>Restructured the internal Bid & Quote process resulting in a 50% improvement in bid turn around times.</li></ul>
Redflex, Australia
01.2001 - 01.2003
<ul><li>Initially responsible for all systems engineering activity for sub-Saharan Africa, later expanding to include distribution channel management in Zimbabwe, Egypt and Turkey.</li><li>Designed and engineered multiple wide-area radio networks for Public Safety and MOD clients in South Africa, Angola, Zimbabwe, Mauritius, Egypt and Turkey.</li></ul>
Motorola Ltd, South Africa & United Kingdom
01.1994 - 01.2000
<ul><li>Responsible for Software and Hardware development of digital navigational aids for Civil Aviation and the MOD at Fernau Avionics and Radio Network and SCADA system design at Alcom Systems.</li></ul>
Fernau Avionics, UK/Alcom Systems, South Africa
01.1985 - 01.1994
Master of Business Administration - Business Administration, Management & Technology
Sydney, Australia
Bachelor of Science - Electrical Engineering
Johannesburg, South Africa
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