Joseph B.

Dohn
3525 Del Mar Heights Road San Diego, CA 92130 (858) 792 8616 Fax: (858) 792 7
227 Email: jd4bc06e@westpost.net

May 20, 2010

Subject: Senior / National / Regional Sales Manager

Dear Hiring Manager:
The enclosed resume highlights significant accomplishments in Sales. I am looki
ng now for a greater challenge, and believe you will agree that my record justif
ies such an expectation.
My sales and business development background include:
- State-of-the-Art products for commercial, military, and Government accounts
- Networking solutions for LAN and WAN environments
- Unified Messaging solutions
- Knowledge of Wireless industry
- Significantly increased company profits
- Developed long term sales contracts with Fortune 500, Military and Government
accounts
- Extensive experience preparing customer proposals and sales plans
- Excellent value proposition selling to key decision makers, e.g. cost/benefit
analysis
- Strong motivation for financial rewards with excellent communication and organ
izational skills
- Aggressive cold calling strategy to prospective accounts
- Exceed sales goals on consistent basis
- Responsible team player with Sales Management
- Maintain a sales database that shows account activity, expected milestones, an
d projected sales revenue
- Excellent personnel physical fitness for inspecting customer sites
- Understand competitors strengths and weaknesses to assist company sales propos
als
- Ability to extract key information from financial reports to assist sales effo
rts
- Understand customer's key financial information including Capex, Opex, ROI and
ROA
- Computer Science and MBA degrees; Professional Accounting Certificate
Strategic selling and sales leadership skills, combined with my business capabil
ities and technical knowledge have enabled me to achieve a proven record of succ
essful profit objectives.
I look forward to joining a firm that requires the immediate use of these skills
whether to increase a rate of established growth or to effect a turnaround situ
ation. It is my belief that our mutual interests would be served by exploring t
his matter further. Please identify a time your calendar would permit a persona
l interview.
Sincerely yours,
Joseph B. Dohn
Joseph B. Dohn
Work: (858) 792-0140
3525 Del Mar Heights Road Fax: (858) 792-7227
San Diego, CA 92130 E-Mail: jd4bc06e@westpost.net Home: (858) 792-8616
 SUMMARY OF QUALIFICATIONS
* Solid experience in developing long term sales revenue and contracts with Fo
rtune 500, Military and Government accounts by identifying critical needs/expect
ations of target accounts. Seek to provide high customer satisfaction. Performed
duties in Sales, Management, Product Mgr. and Marketing.
* Exceed sales quotas on consistent basis
* Strong motivation for financial rewards with excellent communication and org
anizational skills.
* Successful win-win negotiator resulting in increased company revenues and mar
ket share.
* Able to assess and understand customer requirements and propose product and/o
r consulting solutions which responded to these values to sol
ve customer problems.
* Strong technical background across all disciplines.
* Eager to understand new technologies and applications.
* Understand customer's key financial information including Capex, Opex, ROI an
d ROA to assist sales efforts and provide cost/benefits.
* Outstanding scholastic achievement in MBA, Computer Science and Accounting.
* Excellent personnel physical fitness for inspecting customer sites.
PROFESSIONAL EXPERIENCE
2001-Present Regional Sales Manager
West Coast Reps (Manufacturing Representative Company) San Diego, CA
* Hired as a Partner to share in the profits / commissions in San Diego and I
mperial counties.
* Successful for growing market share and profits for 6 years. Increased sal
es by 400%.
* Generated significant $$$ revenues from Fortune 500, Military and Governmen
t accounts.
* Support for Defense, Intelligence, Military, Aerospace, Telecommunications,
State and Local Governments, Medi
cal, Industrial Process Control and Research Institutes.
* Identified key customer values that ou
r product solutions will meet or exceed including
cost/benefits.
* Product representation includes: Ethernet and Fibre Channel, Commercial and AT
R computer
chassis, Single Board Computers (SBCs) and Small Rugged systems supporting
Windows/VxWorks/Linux, Voice and Data Communications, I/O Boards, Rotational
and Solid State Storage Devices, Displays, Digital Signal Processing, Powe
r Solutions.
* Worked closely with office management to produce sales opportunity reports f
or each of the principals.
Assisted principals in reviewing and implementing marketing programs to create
customer desire for their products o
r services.
* Investigated and pursued new principals and called on major accounts includin
g San Onofre Nuclear Power Facility of SDG&E
, Northrop Grumman, General Atomics, Solar Turbines,
Qualcomm, SAIC, SPAWAR, Titan, ViaSat, Raytheon, L-3 Comm,U.S. Navy and M
arines.
* Responsible for re-establishing contact with accounts that were previously
lost.
* Coordinated management visits and inquiries to key decision makers of Fortun
e 500 and Government acco
unts for current and new technologies.
* Provided cost/benefit analysis for sale of 3,000 Ultra Mobile Personal Comp
uters to the Army.
1999-2001 Sales Manager
PHONESOFT Division of Active Voice San Diego, CA
* Responsible for Unified Messaging sales to IBM Lotus Notes channel inclu
ding OEMs and the IBM and Lotus sales management teams.
* Successful in growing market share and profits for Unified Messaging, voi
ce mail, and telecommunication software applications. Supported all PBX solutio
ns.
* Achieved $2M in annual sales and 50% annual sales growth as a start-up; Phon
eSoft was purchased by Active Voice and t
hen sold to Cisco.
* Penetrated sales to resellers, OEMs, and end-user accounts including IBM Glob
al Services, Western Mutual Insurance, New Yo
rk Times, and Instant Web Company.
* Developed marketing programs to increase sales.
Joseph B. Dohn Page 2

1996 - 1999 Manufacturing Representative & Distributor

FORMSTREAM CORPORATION San Diego, CA
* Company founded by myself to serve as manufacturing representative in Southern
California and distributor in North America.
* Products sold are PCMCIA card readers, rugged computers, peripherals, custom
cable assemblies, electro-mechanical design and assembl
y.
* Customer base includes Government, Prime Contractors and Commercial accounts.

1992 - 1996 Director of Sales

UCONX CORPORATION San Diego, CA
A SUBSIDIARY OF PERFORMANCE TECHNOLOGIES, INC. (PTI)
* Company was self-funded start-up by four individuals, including myself, which
grew to $2M before being purchased by Performance Technologies, Inc. (PT
I).
* Managed sales organization for P/L. Achieved annual sales growth of 50%.
* Products sold are standard and custom wide-area network protocol products base
d on company's STREAMS Real Time O/S supported by UNIX. VME, PCI and
CompactPCI environments were supported.
* Operating systems supported are Solaris, Windows, VxWorks and QNX.
* Customers include OEMs, Government, Commercial, Financial, Telecom and Process
Control accounts.
1990 - 1992 National Sales Manager
SIMPACT ASSOCIATES, INC. San Diego, CA
* Managed sales organization and P/L for computer communication hardware and sof
tware product lines with annual sales of $21M.
* Products include wide-area communication servers and communication processor b
oards supporting software off-the-shelf and custom protocols.
* Achieved annual sales growth of 35%.
* Account base consisted of OEMs, Government, Financial, Commercial, Telecom and
Process Control accounts.
ADDITIONAL EXPERIENCE:
DIGITAL EQUIPMENT CORPORATION San Diego, CA
Senior Sales Representative
CRAY RESEARCH, INC. Minneapolis, MN
Product Marketing Analyst
EDUCATION UNIVERSITY OF MINNESOTA Minneapolis, MN
Master of Business Administration
GPA: 3.6
COLORADO STATE UNIVERSITY Fort Collins, CO
Bachelor of Science in Computer Science
GPA: 3.6
UNIVERSITY OF CALIFORNIA, EXTENSION San Diego, CA
Professional Certificate in Accounting
GPA: 4.0
VOLUNTEER Assistant Scoutmaster for Boy Scout of America troop San Diego, CA
Past President, Stratford Homeowners Association San Diego, CA
Member, Magdalena Ecke YMCA Service Organiza