CHARLES W.

PETSCHE
980 Stonington Drive Arnold, Maryland 21012
(M) 443-949-5227 (O) 410-349-0488 cp502bae@westpost.net
DIRECTOR OF SALES / BUSINESS DEVELOPMENT
Results-driven, highly competitive sales and business development professional w
ith over 20 years experience and fully developed technical background - comprehe
nsive understanding of software and hardware for high-end color imaging producti
on. Impact corporate performance with exceptional creativity and commitment to a
chieve challenging revenue, margin and expense objectives. Team builder and lead
er with special ability to assess, attract, retain and develop top talent with c
lear focus on continuous delivery of outstanding results. Grow customer base and
revenues through expert relationship development, negotiation and deal-making.
Areas of expertise:
Business Development Strategic Planning Risk Assessment Growth Strategy Devel
opment
Channel Development Data Analysis Forecasting Change Agent Change Management
Relationship Development Communication Negotiation Conflict Resolution Matr
ix Management
Leadership Team Building Coaching Motivating Mentoring Talent Retention
Consultative Selling B2B Executive Presentations Deal Making P&L

PROFESSIONAL EXPERIENCE
FUJIFILM GRAPHIC SYSTEMS USA, INC., Valhalla, New York 1997-2009
Premier distributor of digital imaging printing presses, computer to plate equip
ment, workflow equipment, wide format devices and related consumables, with $500
M annual sales.
Director of Sales - East Coast
Founded Electronic Imaging group with 2 others, serving as change agent transfor
ming Fujifilm from analog, consumable-based firm to digital, electronics-based e
nterprise. Served as "go-to" person for assessing transaction profitability, mak
ing creative deals and resolving conflicts. Managed daily activities of 5 Electr
onic Imaging Sales Specialists, 5 Regional Managers and 75 Account Managers sell
ing digital equipment and peripherals to printers, publishers and graphic commun
ications firms.
Major Accomplishments
* Drove Electronic Imaging annual sales from $0 to $50.5M.
* Achieved 32% market share in highly competitive market.
* Secured and managed largest Electronic Imaging account, generating $15M sales
since 1999.
* Earned multiple promotions, from Director of Sales - Imaging to Director of S
ales - Consumables, Regional Manager and Director of Sales - East Coast.
HEIDELBERG / LINOTYPE, Washington, DC 1995-1997
World's largest printing press manufacturer, based in Germany, with $2B annual s
ales.
Account Manager
Sold imagesetter, server and related workflow products. Managed sales cycle from
prospecting to closing and post-delivery follow-up.
Major Accomplishments
* Drove $3.5M sales each year.
* Converted 40% of competitive equipment users.
 * Earned President's Club recognition each year.
EDUCATION
Bachelor of Business Administration in Marketing, University of Hawaii, Honolulu
, Hawaii
COMPUTER SKILLS
Microsoft Word, Excel, PowerPoint, Outlook