Tom Shaw
Bradenton,FL
Summary
Customer-oriented, strategic-thinking sales management professional successful in cultivating partnerships, retaining top accounts and growing profit channels. Multi-tasking and self-motivated leader with expertise in expanding network connections and persuasively introducing products. Well-versed in implementing pricing models, managing vendor relations and expanding territory.
Overview
44
44
years of professional experience
1
1
Certification
Work History
Sales Manager
Windward Boats DBA Maui Marine Center
Wailuku, HI
07.2022 - Current
- Implemented new retail upgrade plan for recently purchased competitor 30 year old Marine Sales and Service Center.
- Physical update of Maui Store and Sales Department including Store layout , customer experience, product display, Sales and Service workflow.
- Edited and verified Boat Sales lead systems to insure valid pipeline for qualified prospects using Lightspeed POS/CRM and Podium lead conversion software
- Coordinated cross island sales to other locations to insure prospect closures. Share in cross location success
- Consulted with General Manager to project a Hawaii cohesive offering of the 3 locations , Oahu,Maui and Big Island
- Collaborated with marketing team to create promotional materials for target customers.
- Trained, coached, and mentored junior sales personnel to ensure success in their roles.
- Researched potential customers using various sources such as public records, web searches.
- Analyzed customer needs and preferences to recommend appropriate products.
- Maintained accurate records of all sales activities in the CRM system.
Trustee Administrator
Family Trust
Richmond, VA
04.2017 - 12.2023
- Updated 40 year old property to insure profitable lease. Interior and exterior upgrades to meet current code. Managed all sub-contractor and supplier contracts and services
- Reviewed tenant applications and screened potential tenants for credit, background, and employment history.
- Negotiated leases with tenants, ensuring all terms were clearly outlined and agreed upon.
- Coordinated maintenance services such as plumbing, electrical repairs, landscaping.
- Ensured that all rent payments were collected on time from tenants.
- Maintained accurate records of all financial transactions related to rental properties.
- Prepared monthly statements for each landlord detailing rental income received and expenses incurred.
- Assisted with setting up online payment systems for convenient rent collection from tenants.
- Coordinated with contractors on larger renovation project at rental property. Oversaw 5 structure new roof installation after tornado damage.
- Marketed and sold property for profit and managed 6 week preparation for Estate Auction. Dispersed assets and investment portfolio to insure proper tax and legal requirements
Vice President of Sales
Calytera
Austin, TX
08.2018 - 04.2020
- Developed and implemented subscription software sales plans to increase profits and market share for CA,WA,OR,OH,TX and FL
- Negotiated contracts with customers to ensure mutually beneficial agreements for add on software offerings both net new and existing clients
- Channel management for Services partners across US
- Utilized Salesforce CRM systems to track and manage customer accounts and contacts.
- Collaborated with marketing teams to create promotional materials for products and services.
- Participated in industry events and trade shows to promote company offerings.
- Negotiated contracts with customers to ensure mutually beneficial agreements.
- Generated leads through cold calling, networking, referrals.
- Coordinated efforts between departments such as finance, logistics., as needed.
- Negotiated contracts and proposed reoccurring revenues offerings for newly acquired and ex
National Account Manager
Hubbell
Greenville, SC
08.2016 - 08.2018
- Managed new vertical for IOT for Lighting and controls for LED commercial requirements
- Clients included Cushman/Wakefield,Brookfield Senior Living ,Prologis ,Belle Associates, Roseland, Mack Cali , Russo Development, Panda Express, Sun Trust, PNC Bank, and Bank of America
- Focused on combining IP with Lighting to allow for integration of BMS ( Building management software) and LED scale
- Created Color based direct directional lighting for assisted living assistance for memory care guest using wall scale and grading .
- Insured Corporate executive briefings at HQ with existing and prospect clients to insure a complete understanding of Hubbell offering, design, testing and quality
Vice President of Sales
Totus
Austin, TX
03.2013 - 03.2016
- Introduction of new LED/Image/IP Surveillance /Situational awareness storage system with wireless communications
- Recruit value added resellers (VARs) system integrators and distributors , enabling them to upgrade and strengthen their offerings
- Sold into Navy Operations Group protecting Special Operations team assets on base
- National Carrier T- Mobile cell tower copper theft prevention in CA and Puerto Rico
- Supported and Trained Channel Partner TESSCO for system installation and service
- Sold into Belair Auto Auction new facility in Maryland
- Oversaw daily activities of departments such as finance, marketing, sales, customer service, operations, and human resources.
- Cultivated relationships with key stakeholders, including customers, vendors, and partners.
- Led cross-functional teams in developing innovative solutions to complex business challenges.
Vice President of Business Development
AMX
Richardson, TX
10.2010 - 08.2013
- Directed business development initiatives, including acquisitions and joint venture agreements for digital switching and presentation venues. Both secure and non secure locations
- CONUS and OCONUS locations
- Channel management for contractors , integrators, prime contractors and end users.
- Assisted in aligning clients with specifications for formalized bids to allow for successful acquisitions .
- Directed business development initiatives, including acquisitions and joint venture agreements.
- Provided oversight of all departments in order to ensure smooth operation of daily activities.
Real Estate
Keyes Real Estate and Insurance
Palm Beach Gardens, FL
06.2007 - 09.2010
- Built Sales team by recruiting top sales independent realtors into Keyes established company
- Created new ways to respond to the 2008 crash in the market
- Developed new for of selling for "short sale" and bank owned properties
- Helped find financing for first time buyers with need for private financing
- Managed with partner 5 person selling team
- Helped incorporate new IT technologies into the KEYES IT center supporting 8 locations
- Mentored new agents and trained them to insure fiduciary responsibility
- Conducted open houses and showings of properties to prospective buyers.
- Developed marketing plans to promote properties for sale, including listing ads in newspapers and websites.
- Negotiated contracts between buyers and sellers to reach agreement on price and terms of sales.
- Maintained accurate records of all transactions from start to finish using specialized software programs.
Account Consultant to Dell
Oracle
Austin, TX
06.2006 - 08.2006
- Created, maintained and managed relationships with key retail partners and distributors.
- Developed and implemented channel strategies to maximize sales and profitability.
- Provided support in the implementation of promotional activities across different channels.
- Analyzed customer feedback from various channels to improve product quality and customer experience.
- Identified potential areas of improvement in existing channel operations.
National Sales Manager
Dell Computers
Austin, TX
10.1992 - 03.2003
- Grew the DOD (Department of Defense) account from $15 million to $466 million then $2.6 billion
- Grew team from 2 to 110 sales members
- Targeted ,planned and implemented strategic sales of new product lines including Dell first network servers into the United States Marine Corps in Okinawa Japan and Quantico VA.
- Grew direct GSA orders from 50% to 90%
- Insured we had lock out specifications in government bids to allow us to me award on the "Best Value " analysis instead of just price
- Standardized the entire US Navy and Marine Corp on Dell with a multi year contract that lasted for 10 years producing overall sales in excess of $33 billion in leased enterprise equipment and services with or prime contractor EDS (PC LAN Contract)
- Spend last years at Dell in the Commercial Acquisition team working with Home Depot, Napa Auto Parts, 6 Continents Hotel
- Sold first $11 million dollar sales to Home Depot
- Built and delivered 1st Touch Screen Self Checkout POS to Home Depot in 2003 beating out NCR POS registers
- Standardized Dell at US Naval Academy over the incumbent Zenith Data Systems who held the contract for 12 years.
Branch Manager
GTSI
Chantilly, VA
05.1987 - 02.1992
- Federal State and Local Computer Sales for Compaq , IBM, HP
- Help GSA Schedule 70 Computer Hardware, Software, Services and Peripherals
- Manager of Sales planning under the VP of Sales for multiple locations
- Collect and Distributed Sales statistics for Review by the board of Directors
- Managed move of entire company into new campus
- Hired and created team for high end workstation Unix sales
- Managed Civilian sales team for all Federal Government
- Outsold IBM Direct for GSA Sales
- Trained and certified for Government contracting staying in line with the FIRMR/FAR Regulations
- Managed staff scheduling, hiring and training processes.
- Conducted regular performance reviews for all employees in the branch.
- Implemented internal control procedures to minimize risk exposure and maximize profitability.
- Maintained up-to-date knowledge of industry trends, competitive landscape and regulatory environment.
- Established strong working relationships with external partners such as vendors and suppliers.
Manager
Western Auto Company
Warrenton, VA
05.1984 - 11.1987
- Set up new systems for automated pricing and SKU tags
- Automated ordering for inventory
- Part time while in college my family ran it full time
- Hired young manager from Advance Auto to run the store while I was in school
- Liquidated Franchise profitably after shopping center 3x the rent
Grocery Clerk
Safeway
Warrenton, VA
10.1979 - 09.1986
- Greeted customers and answered any questions they had about the store's products and services.
- Verified that customers were of legal age to purchase alcohol or tobacco products.
- Operated cash register efficiently and accurately, processed payments by cash, check, credit card, gift card or automatic debit.
- Issued receipts, refunds, credits or change due to customers.
- Counted money in cash drawer at the beginning of shift to ensure that amounts were correct and have sufficient change.
- Stocked shelves with merchandise when needed.
- Processed returns and exchanges of merchandise in accordance with store policies.
- Conducted price checks for special orders or discounts as requested by customers.
- Assisted customers over the phone regarding store operations, product information and order placement.
- Maintained cleanliness of checkout area including countertops, registers, windowsills and floors.
Sales Associate
Advanced Auto Parts
Radford, VA
01.1985 - 05.1986
- Operated cash register to process payments from customers.
- Greeted customers and provided excellent customer service.
- Assisted customers in selecting items to meet their needs.
- Ensured shelves were stocked with the correct merchandise.
- Answered customer inquiries regarding prices, availability, and product features.
- Organized store displays to maximize visibility of products for customers.
- Part time Job in College
Education
Bachelor of Science - Business Management
Radford University
Radford, VA05-1986
High School Diploma -
Fauquier High School
Warrenton, VA05-1982
Skills
- Strategic Account Development
- Order Management
- Lead Generation
- Goal Setting
- Exceeds Sales Goals
- Vendor Management
- Sales Tracking
- Sales Reporting
- Business Planning
- Pipeline Management
- Solution Selling
- Strategic Planning
- Territory Sales Management
- CRM Software
- National Account Management
- Staff Management
- Sales Planning
- Revenue Forecasting
- Verbal and Written Communication
- Sales Engagement Techniques
- Superb Time Management
- Direct Sales
- Sales Territory Growth
Affiliations
- Iron Sharpens Iron Men's Christian Support group mentor of young men
- Mission work Honduras Childs Impact Network
- Habitat for Humanity
- 51 hours Helicopter Flight Training
- Certified Scuba Diver
- Restore Antique Jeeps
Accomplishments
- Top Sales Executive exceeding Quot at Dell for 42 of 44 quarters
- Presidents Club 10 Years at Dell
- Top Contributor at Keyes Real Estate
- First Sales Planning Executive GTSI
Certification
- Real Estate License 2007
References
References available upon request.
Timeline
Sales Manager
Windward Boats DBA Maui Marine Center
07.2022 - Current
Vice President of Sales
Calytera
08.2018 - 04.2020
Trustee Administrator
Family Trust
04.2017 - 12.2023
National Account Manager
Hubbell
08.2016 - 08.2018
Vice President of Sales
Totus
03.2013 - 03.2016
Vice President of Business Development
AMX
10.2010 - 08.2013
Real Estate
Keyes Real Estate and Insurance
06.2007 - 09.2010
Account Consultant to Dell
Oracle
06.2006 - 08.2006
National Sales Manager
Dell Computers
10.1992 - 03.2003
Branch Manager
GTSI
05.1987 - 02.1992
Sales Associate
Advanced Auto Parts
01.1985 - 05.1986
Manager
Western Auto Company
05.1984 - 11.1987
Grocery Clerk
Safeway
10.1979 - 09.1986
Bachelor of Science - Business Management
Radford University
High School Diploma -
Fauquier High School