Richard G. Shulman Franklin, MA 02038 (617) 852-8167 rgshulman@comcast.

.net Summary: Progressively responsible for success throughout the domestic and international business development/sales development cycle, and program management life cycle. Identify new areas of expansion both geographically and by account. Leader and implementer for company global expansion in EMEA, APAC, and LatAM. Exceptional ability in cross-cultural and multi-geographical team building and management. An excellent presenter, communicator, and contract negotiator. Catalyst in analysis and recommendations within the product marketing field. Proficient in creating consensus with internal and external customers, in person, via tele-presence, or by other communication vehicles. Reliable mentor in matrix style, flat and hub-and-spoke organizations. Equally comfortable in small, medium, and large enterprises. Expertise includes public sector sales development through working with the Federal Government. Extensive European and domestic business travel. Education: Master of Business Administration, Suffolk University Bachelor of Arts, Boston College Most Recent Experience: Director of Global Sales Expansion and Product Marketing The Training Associates Corporation, Westborough, MA 2008-2013

Planned, developed, staffed and integrated the expansion of services in the EMEA (Europe, Middle East, and Northern Africa) sales region. In process work included overlaying the EMEA and APAC success to LatAm. Calculated and implemented a wage, benefit, expense, and per-diem model for EMEA employees and contractors. Worked directly with international staff to accomplish business and personnel goals. Directly managed the workforce in our international locations. Instrumental in integration of localization services both talent and product for successful delivery. Researched, and initiated a broad range of brand awareness outside the US. Launched the first concentrated Product Marketing cohort, tasked to position the current and near-future company offerings to map to the market. Presented findings and course adjustments at the companys first Product market meeting. These positions reported directly to the Executive Vice-President/Owner of the company. Fast-tracked the Government services sales group. Positioned the company to be awarded the second Small Business Administration Mentor awardee in Region 1. Led strategic integration of public sector development into the then current portfolio of services. Initiated sales campaigns from inception to included development of sales cohort, delivery of new messaging, selection and staffing of sales events/shows, and in-person delivery of the top level messaging to Federal Government employees. Laid out and administered to yearly, quarterly, and monthly sales goals. Remediated when necessary, and mentored where appropriate. Approved travel plans, business expenses, and marketing expenses. Presented budgets and results to ownership. Senior Sales Consultant acting as both a sounding-board and strategy guru for the highest level accounts leading to successful contracting for service. In demand as the strategic face of the company in complex and high ticket sales calls. Additionally involved in the actual writing, red-lining, reviewing, and signing of contracts. Tasked with breaking down internal silos to effectuate a unified team response, resulting in excellent customer service - especially in complex sales. Competencies and capabilities needed for execution of the position above included; superior Business Analysis skills; a global/world view and geo-political knowledge; complex program design, local and international understanding of labor laws, immigration, and taxes, execution and result management; team development and situational management; sales closing and presentation skills. Additionally, expertise in the life-cycle of adult learning as it relates to the improvement of skills and upgrading of employee performance in the private and public sector from one-off learning opportunities to complex learning delivery project management. Niche marketing requirements for managed service establishment and complex and complete awareness of the changing world of recruitment, on-boarding, supplying, and monitoring highlyskilled professionals in a contracted environment. Constant upgrading of skills and techniques in sales methodologies, marketing and branding, employee relations and management, Microsoft suite of software tools.

Contract Employment Manager/Senior Technology Recruiter Delphi Technology Inc., (via Reardon Associates), Boston, MA

2006-2008

Life-cycle management of the employment acquisition process. Recruitment and deployment of permanent executive level, senior management, and functionary positions. Daily interface with ownership and executive level management. Major responsibilities outside of recruitment and on-boarding were advertising and marketing openings in both an ad-hoc and talent acquisition and retention style. Development of non-local recruitment methods for the out-of-region offices, (Philadelphia area, New Jersey/New York, China). Contract and rate negotiation with existing and potential vendors. Utilization of on-line recruitment techniques, home-grown tracking mechanisms, talent appraisals, interviews, and packaged portfolios for final round interviews with CEO of the company. Competencies and capabilities included; consultative business analysis, project management, recruitment and employment practices, vendor management and acquisition, communication, negotiating, and inter-personal skills. Past Professional Experience: Cue Data Services, Womens Technology Foundation, FillYourJobs.com, Norwell, MA A 501c(3) Institution, Sudbury, MA Judge Technical Services, Judge.com, Philadelphia, PA TAC Worldwide, Newton, MA (twice) The Shulman Group, Franklin, MA (sporadic contracts, as needed) Digital Equipment Corporation, Maynard, MA Competencies and Capabilities: Business Development and Analysis Product Marketing Sales Forecasting and Reporting Sales calls with internal personnel utilizing the consultative/Solution Selling modality Return on Investment Analysis Contracts and contract creation, contract fulfillment, multi-geography/multi-national Win-loss analysis and mid-term adjustments Pipeline progress all aspects of project progress specifically and sales progress generally Program Design, Execution and Management Sales and marketing program initiatives Global mobility both perm and contract Training life-cycle development Sales management and client closing Pipeline monitoring and corrective modification suggestions Effective tele-selling and tele-recruitment Design of and execution of successful sales shows Strategic vendor program design, development, and execution Webinar, collateral, and PowerPoint program delivery Initiate and compile customer satisfaction surveys and interviews Travel when and wherever necessary to close or complete a program Drive Team Expertise and Personnel Development Invite team collaboration and learning Initiate and follow-up with subordinate learning and development of skills Project advanced knowledge and understanding through deep-dive analysis of any given business situation Openly invite experts into the enterprise to drive competency Drive agreement on quarterly sales quotas Monitor pipeline for mid-quarter corrections Individual and group goal setting in a positive yet straight forward approach Reward system outside of comp plan (specialized programs in conjunction with greater goals, spiffs for certain activities, etc.) 2003-2005 2002-2003 1999-2002 1977-1981 1996-1999 1990-2008 1981-1990

Sales and Marketing Campaign Design and Execution Rough layout and word design for electronic and print ads Customized white papers for inclusion in trade periodicals Final edits to testimonial and business case documents Design, execution, and delivery of various webinar and PowerPoint presentations Booth design recommendations Tokens, gifts, and contests to drive business toward the company (pull tactics) Brand reinforcement through identity and quality programs Life cycle recruitment and Talent Acquisition Management Analyze and implement existing strategies and tactics while measuring success to goal Implement change to existing processes when necessary Establish rapport and comity with internal talent and new candidates Utilize and secure professional standards for staff Turn recruitment of talent into recruitment of leads when possible Help inculcate the best-in-class attitude to those in the TA pipeline

Other Professional Interests: The international workplace effects of a migratory workforce on 21st century business Effects of talent acquisition strategies positive influence in employee growth Remote management and its effect in daily sales, monthly and quarterly goal setting and revenue achievement Life-cycle marketing (both sales and product) knowing when to market and measuring its ROI The role of training in the enterprise how to effectively measure ROI and determine best practice in delivery Software and its role in business and government from simple applications to complex CRMs and ERPs Sales and selling techniques for enterprise solution sales is it sales or consultation The role of the public sector in determining private sector development Personal Interests: Travel business and pleasure Skiing Fine Arts Cooking Community volunteer efforts Software and apps News Politics Sports - Business