John Hesch

Dear Sir / Madam:

The measure of success for a sales manager is how well he or she is able to attract and retain sales talent. I have a strong track record of recruiting, retaining and surrounding myself with the best salespeople. In fact, as store manager for Sprint PCS I took my store to the number one spot in the Idaho/Utah market every month. My sales reps were always the top sales reps in the market and my entire store qualified for the “Circle of Excellence.”

I believe it is the ability to identify, recruit and manage sales talent that sets me apart from my sales management peers. I pride myself for my ability to “think outside the box” and not allow myself to get caught up in the “that’s the way we have always done it” mentality. It is this attitude that has led to proven success in penetrating new markets for my previous employers. I analyzed the current market conditions, identified trends that I saw were developing and then created and implemented a plan to meet client needs, opening new market segments and increasing company revenues.

You will find I am a creative problem-solver with excellent analytical abilities, skilled at finding the causes of problems and then recommending and implementing client-focused solutions. I am a team leader with the ability to train, manage and motivate for success, but at the same time, I am also extremely detail-oriented with the ability to manage multiple individual priorities to completion.

I would appreciate the opportunity to speak with you about how these skills can benefit your company. Thank you for your time and consideration.

John Hesch
1173 Columbine Circle ¦ St. George, UT 84790

Director of Sales/Marketing ¦ Sales Management

Experienced sales manager with proven ability to develop, manage and motivate dedicated sales force. Calculated risk-taker willing to develop new sales and marketing initiatives to create market share. Proven ability to develop talent for internal promotions. Skilled in market and trend analysis. Outstanding interpersonal and communication skills, with the ability to successfully interact and conduct negotiations with individuals at all levels of employment. Willing to travel and/or relocate.

Areas of Expertise

Sales Management • Strategic Planning • Industry/Market/Consumer Analysis • Project Planning/Execution
Sales Training • Crisis Management • Problem Resolution • Negotiation • Presentation • Sales and Service
Delivery System Implementation • Budgeting and P&L Management • E-Commerce/Technology Initiatives

Skilled in HTML, PHP, mySQL, CSS, web design. PC proficient in Windows 2K, MS Office (Word, Excel, PowerPoint, Publisher, Outlook, Access), e-mail (Groupwise, CCmail), Macromedia Dreamweaver and Fireworks, Homesite, Paint Shop Pro, and multiple video and audio editing software applications (Sonic Foundry Sound Forge, Acid, Virtualdub and Adobe Premiere).

PROFESSIONAL EXPERIENCE

Ebay Business Owner, St. George, UT 2003-2004

Started an Ebay business specializing in cellular accessories in December 2003 and quickly became a PowerSeller with over 2,200 sales in less than four months grossing $8,000+ per month.

Retail Store Owner, The Wireless Experts, St. George, UT 2002-2003

The Wireless Experts was a wireless dealer representing Sprint PCS, T-Mobile, Cellular One, and South Central Communications. With over 1,000 activations in the first year of business, The Wireless Experts became one of the leading cellular retail stores in southern Utah.

Began as a 50% partner with four outside sales reps and a retail store that grossed over $256,290.00 in 2003.

Retail Store Manager, Ubiquitel PCS a Sprint PCS Affiliate, St. George, UT 2001-2002

Sprint PCS built the nation’s only all-digital, nationwide wireless network from the ground up - covering a population of nearly 249 million people. From its launch in 1995, Sprint PCS has grown to become the fourth largest carrier with approximately 16.7 million direct and resale subscribers, including more than 2 million affiliate subscribers. Sprint PCS is also the nation’s fastest growing wireless provider, adding more net customers than any other carrier for 15 consecutive quarters.

Manage Retail Store with three sales reps and two customer service reps. Also manage all B2B sales for southern Utah.

• Launched one of Ubiquitel’s most successful retail stores. Captured 8% of the wireless market in the first year of operation.
• Top retail store manager in the Idaho/Utah market for all quarters since launch.
• Qualified for the Circle of Excellence for 2001 with 138% of quota for the year. Recognized as the #2 store manager in the company for 2001. All three sales reps also qualified for Circle of Excellence exceeding 140% of quota for the year.

Regional Sales Manager, EQUIFAX POLK CITY DIRECTORY, Atlanta, GA 1995-2000

National provider of direct marketing solutions for small and mid-sized businesses, supplying demographic and lifestyle data on 95 million consumer households. Products include directories, CD-ROMs, database marketing services, geographic information and analysis. Employs 5,000+ employees at hundreds of North American locations. Equifax purchased the city directory portion of The Polk Company in April 2000.

Promoted to Regional Sales Manager in 1995. Managed nine-state sales territory with 6-8 field sales managers and sales force of more than 30 reps. Clients included small and mid-sized businesses, corporations and government agencies.

• Recruited, hired, managed and motivated field sales force. Conducted quarterly group training sessions for all field sales staff to improve skills in selling traditional (hardbound directory, advertising) and technology (CD-ROM) products. Also provided large group training sessions for representatives from districts across the country.
• Initiated service-after-the-sale system for sales representatives, including instituting follow-up phone calls and thank-you cards, creating and maintaining toll-free customer service lines, and implementing discount policies to provide recourse for dissatisfied customers.
• Focused on developing and deploying creative and innovative marketing strategies and advertising promotions to reach key decision-makers. Analyzed economic conditions, business trends, and potential markets in directing sales growth.
• Developed reputation for ability to penetrate new markets. In 1997, achieved $334,699 revenue in 11 markets. In 2000, on track to meet $562,435 in 17 markets. Consistently achieved sales revenue in top 10-20% of sales managers annually.

District Enumeration Manager, R.L. POLK CITY DIRECTORY, Detroit, MI 1992-1995

Opened, operated and managed 10-15 enumeration offices in region. Supervised 10-12 enumeration managers and crew of several hundred enumerators. Initially hired as Enumeration Supervisor to recruit, train, and supervise door-to-door crew responsible for collecting consumer demographic data.

• Awarded promotion to Regional Enumeration Manager within 2 months, supervising operations in 2 Western states. Territory was later expanded to 6 additional Western states and Alaska. One year later, promoted to District Sales Manager for Polk City Directory in Detroit.
• Opened multiple data collection offices within territory. Hired 10-15 enumerators, trained staff, and selected enumeration manager. Provided additional manager training, then moved on to open another new office in the next market.
• Productivity was measured by “Cost Per Thousand Records” enumerated. Consistently achieved collection cost between $260 and $280 per thousands records, at or below company goal of $280 per thousand records.

Co-Owner/Marketing Director, THE BRASS PLATES NETWORK, St. George, UT 1996-2003

Multinational e-commerce reseller of books, music CDs, videos, software, and advertising via 2 web sites. Manage retail and newsletter customer service activities. Direct new product development, acquisition, and marketing. Also create and manage the growth of several e-mail newsletters (e-zines).

• During eight months of operation, grew newsletter subscription list to 4,500 highly-targeted readers utilizing viral marketing principles.

Loss Prevention Manager, K-MART, Denver, CO 1989-1992
In charge of loss prevention for one of largest, highest-traffic company retail outlets in Colorado. Hired, trained, scheduled and managed loss prevention staff of three employees. Conducted safety inspections, documented safety concerns and infractions and oversaw employee dishonesty investigations. Ensured store was a safe and secure work environment for employees.

• Achieved some of the lowest retail shrinkage rates of stores in Denver, enhancing store profitability.
• Instituted techniques for preventing shoplifting and apprehending shoplifters.
• Conducted community outreach activities, speaking to the Kiwanis, Elks, and other community service organizations about the effects of shoplifting on the community and prevention methods.

EDUCATION AND TRAINING
B.A. Business Administration, SOUTHERN UTAH UNIVERSITY, Cedar City, UT
Sales Coaching Course, The Polk Company
Strategic Sales Training Course, The Polk Company
Mastering MS Access, Rockhurst University Continuing Education Center

REFERENCES

Available upon request