1. Duane A. Matthews
1408 East Ocean View Ave. Cell (757) 575-0286
Norfolk, VA 23503 Email: email@example.com
Sales/ Sales Management / Regional Sales Management
Telecommunications and Wireless Technology
New Business Development
Regional Sales Management
B2B Sales Leadership
Network & Relationship Building
PROFILE: Prolific 19 year sales/ sales management career that reflects technology based experience and results
driven performance in the Telecommunications Industry. Remain current in the ever-changing and
competitive wireless and wireline industry to bring new business through traditional and non-traditional
services along with M2M solutions, SaaS, Unified Communications, Converged Solutions, Mobile Device
Management, Remote Monitoring and Cloud-based services.
Expert in training and mentoring retail and B2B sales representatives and managers in systematic
processes to ensure successful closing skills and exceptional prospecting initiatives.
Outstanding and solid expertise in developing and maintaining long term relationships with key
decision makers to build brand loyalty and retention
Demonstrate strategic and tactical abilities with VARs to ensure corporate goals and quotas are
achieved and success is obtained through Solution Selling within the Federal and Public Sector
10/14-Present Mobil Satellite Technologies Chesapeake, VA
Director of Sales
Develop, direct and execute sales policies, annual sales objectives and growth initiatives targeted
towards Federal, Public Sector and the commercial sector. Assists in driving new business and expand
relationships with current customers. Manage sales leadership and have responsibility for the selection,
development, performance and quota attainment of outside and inside sales teams. This includes
managing performance activity on an ongoing basis.
Additional responsibilities include:
Growth and management of the sales team, revenue and market-share.
Work with executive team to strategize tactical plans and execute these plans to deliver growth.
Devise strategies in collaboration with senior management for overall sales direction and support.
Define and manage territories and relationships between the staff and independent sales forces.
Monitor and evaluate the sales performance and recommend improvements and changes
Actively engage in business development activities including the attending of tradeshows, sales
meetings, and major sales presentation.
02/12-09/14 Sprint/Nextel Corporation Hampton, VA
Branch Sales Manager/ Federal Account Manager/ Public Sector Account Manager
Initially hired as an account executive in Feb 2012, I excelled in sales with traditional voice service and
M2M opportunities and sales and when a sales management position became available, I was given the
opportunity. As branch manager, I was responsible for a team of four which consisted of Federal RAMs,
2. Public Sector AE and a General Business AE. Worked with team to increase knowledge and scores in
health and productivity metrics along with attainment of quota. Held weekly 1:1s with team members to
review closes for the month and updated forecast for the remainder of the month. Communicated with
team and Director on large opportunities within the funnel to ensure successful and timely sales. Worked
closely with the Federal Team members to build a funnel for all Federal accounts and to establish
opportunities within the Federal space for M2M sales based on quota. Assisted team in proposals for all
opportunities, special pricing if needed and attended and participated in final closing appointments with
the team and customer. Transitioned to Federal Team as a Federal Account Manager specializing in
Civilian Federal Agencies and Federal Contractors. Maintained and exceeded productivity metrics/quota
by creating a flawless funnel, perfect follow-up and measured execution on all opportunities. Partnered
with Federal Contractors and Government agencies to assist in creating technologies goals based on
protecting company and customer information, improve the efficiency of field workers, tablet integration
and reducing operational expenses through solution selling. Ranked #1 Federal Account Manager in the
Southeast Region for Q4 2013 based on quota attainment.
01/09-09/11 PCS Wireless/VIP Wireless Dallas, Texas
Cellular Phone Wholesaler
REGIONAL SALES MANAGER
Manage daily sales operation of a nine state region for a client that markets, sells, and distributes a
variety of mobile telephones, accessories and airtime services over 1000 retail dealers. Recruit, qualify,
verify creditworthiness and appoint new retail distributors to meet company goals and quota in customer
service and profitability. Closely monitor and track sales of existing points of distribution to maximize
revenue growth and minimize loss. Monitor and track inventory levels to ensure all retail doors are at
proper levels. Responsible for hiring, training, developing, and monitoring 6 Account Managers in various
territories throughout the South-West.
Increased revenues from $15 million annually to projected $84 million for 2011.
Started new distribution center in the Dallas area. Prospected for optimal location, negotiated lease
and set up full systems and warehouse for distribution utilization.
Generated new client base via cold calling and working with local Boost Mobile Representatives.
This resulted in a personal growth base to over 180 dealers and $13 million in revenue.
05/06-10/08 Atlantic Wireless Northeast North Carolina
A Verizon Wireless Premium Retailer
Initiated and maintained retail and B2B sales policies and procedures to ensure proper sales qualification
and closing abilities to promote success for the individual sales representatives, their respective
department, and the company. Reviewed weekly inventory reports to ensure full capacity of inventory
and to analyze discrepancies. Held weekly store and one-on-one sales meetings to guarantee all goals
and quotas were met and exceeded. Conducted weekly training to guarantee the 12 retail
representatives and 5 B2B sales representatives had the tools and knowledge to be successful. Created
bi-weekly schedules for all five stores and the B2B sales team. Utilized 100 percent of available Co-Op
advertising funds to promote consumer awareness of promotions and sales.
Opened four new retail locations within a two-year time span. This included prospecting for new retail
locations, negotiating leases, building out the stores, merchandising, and hiring and training new
Built a B2B sales team to increase revenue, gross activations and increase customer base.
3. Increased sales from $250,000 annually in 2006 to over $1.5 million in annual revenue in through the
third quarter in 2008 which lead to a 187% quota attainment for the sales teams.
04/04-10/08 Dare Ya Sportfishing Outer Banks, North Carolina
Utilized creative and entrepreneurial skill sets to commence the conception of a charter boat operation.
Formed an LLC and set up all necessary permits and licenses to run a for-hire charter service. Monitored
all United States Coast Guard, NOAA, and North Carolina Game and Inland Fisheries rules and
regulations for compliance purposes. Maintained engine and boat repairs to ensure safety of customers
and crew. Scheduled fishing trips, maintain and review monthly P/L statements. Used promotional
expertise abilities to create advertisement for newspaper, TV, radio, magazines, and internet website and
Top rated charter boat in Taylor’s Landing Marina in 2005 and in Shallowbag Bay Yacht Club in 2007
Second Place in Wahoo Division at 2008 Pirates Cove Marlin Tournament
Founder of Norfolk Anglers’ Club, a non-profit anglers club based out of Norfolk, Virginia
06/02-04/04 Computer & Communication Solutions Hampton Roads, VA
A Verizon Wireless Authorized Retailer
Grew the company from two retail locations in 2002 to six retail locations in 2004. Trained sales
representatives to qualify, sell, and close the services and products that we offered which included:
Verizon Wireless, Cox Communications, Cavalier telephone and internet service, and Direct TV.
Monitored inventory levels to maintain proper merchandise in every store. Create store schedule for 24
employees within the six retail locations. Maximized Co-Op advertising funds by negotiating advertising
contracts with local print, TV, and radio advertisers.
Ranked number one Verizon Wireless Authorized Retailer in Virginia-2003
Recognized as the first Verizon Wireless Authorized Retailer in the region to meet and exceed all Key
Finished over 150% to quota in 2002 and 2003 company wide
04/00-06/02 Verizon Wireless Norfolk, Virginia
ASSISTANT STORE MANAGER
Teamed with Store Manager to ensure all company policies and guidelines were thoroughly followed.
Trained sales representatives on various selling techniques, product knowledge, up selling through
consultation, and the mystery shopper program. Coordinated monthly schedules for eight retail sales
representatives and four customer service representatives. Conducted bi-weekly store inventory to stay
in compliance with company standards. Assisted customers on sales floor as needed and for hands on
training for the retail sales representatives.
1996 Christopher Newport University (120 Credits towards Education) Newport News, Virginia