Bob Freinberg
814 Raintree Court • Westlake Village, CA 91361 • Mobile: (805) 490-5088 • bfreinberg@aol.com
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Senior Sales & Marketing Management / New Business Development Executive
Sales, Marketing & New Business Development Leadership Initiatives
Excel in creating top-performing sales teams and transforming stagnant sales to exceptional growth (Career-wide)
• Unbroken record of outstanding performance in marketing, sales, and new business development that consistently over-delivered on all
performance goals – able to drive long-term vision while attaining short-term financial results.
• Proven expertise across spectrum of sales leadership – expert definition of strategies, visionary execution of tactical plans, establishment of
performance-based compensation programs, and creation of effective communication protocols and reporting structures.
• Consistent record of turning around underperforming teams and organizations – achieving rapid, sustainable growth. Developed sales
skills/improve sales performance through training, mentoring, and one-on-one coaching.
• Demonstrated ability to lead startup, restructured, and existing sales organizations while establishing customer-focused, value-creating, and
solution-selling culture.
Result … Created highly efficient and productive operations as an effective, sure-footed leader who navigates easily between 50,000-foot
strategies and 2-foot day-to-day complexities. Bottom line, delivered positive, long-term outcomes and consistently boosted market share,
penetration, EBITDA, retention, and revenue.
Impact … Consistently met aggressive financial goals and closed significant business (as VP Sales, Marketing & New Business Development
with responsibility for $3M to $260M divisions).
Revitalized sales momentum with premium customers (PlantCML, Inc.)
• Created segmentation scheme and identified missed opportunities and priorities within core segment of strategic accounts.
• Refocused account management efforts to strengthen customer care connection and calibrate corporate strengths with customer expectations.
• Implemented user summits emphasizing work-out plans to build strong connections; facilitated 8 key events with 60+ customers over 2 years.
Result … Restored relationships with premium customers representing 60% of annual sales opportunities with highest margins… launched 6-year
streak with a 5X growth multiplier and achieved industry best customer retention in public safety business segment.
Impact … Accomplished a 70% win rate that represented $250M over 6-year timeframe, earning increased levels of customer confidence from
company’s top 50 customers.
Built integrated sales and marketing ‘machine’ and established strategic framework for expansion (PlantCML, Inc.)
• Solidified firm’s stance as leading provider for both new and existing customer decisions in targeted niches and successfully positioned company
for sale to Golden Gate Capital Group (San Francisco).
• Accepted and met challenge to create dominant platform company, lead the market, and position firm for subsequent strategic sale.
• Leveraged recapitalization, ensured cohesive supply chain, and drove performance across the board.
Result … Dominated target markets 2 consecutive years, attaining 300% cumulative growth, 16-21% EBITDA, 60% market share, 30%
diversified revenue sources, 65% close rates, 70% of primary distribution channel business, and sales backlog/committed pipeline representing
60% of yearly goals.
Impact … Achieved ultimate goal with Golden Gate Capital’s sale of market-leading PlantCML to strategic buyer, EADS (April 2008).
Created confident, high-energy work environments to ‘hit the numbers’ and elevate entire organization (Career-wide)
• Constructed dynamic automated/integrated system of go-to-market practices; created accountable, motivated, and equitable work environments.
• Energized and mobilized change through leadership by example.
• Translated strategy into action by aiming for employees’ ―hearts and minds.‖
• Provided unrelenting support to customer-facing employees while visibly responding fast and exhibiting a win-now determination.
• Brought outside reality into staff and operations to reduce status quo.
• Sought opportunities in crisis with a calm demeanor and a commitment to winning.
• Ensured that everyone on the team was on track and focused – confronting, coaching, and managing those who resisted change.
Result … Consistently achieved industry-leading results. Provided clarity of direction based upon a common understanding of goals and
objectives. Created and empowered leaders and promoted staff.
Impact … Relentlessly applied key leadership and management skills in virtually every position to drive optimal performance, build team loyalty
and boost contributions, and over-deliver on all key marketing, sales, and new business development objectives.

Bob Freinberg Page 2
Sales, Marketing & New Business Development Leadership Initiatives
Generated order backlog and customer commitments, largest in company’s history (PlantCML, Inc.)
• Won all marquee customer opportunities, including cities of New York, Chicago, and Los Angeles as well as the state of Massachusetts.
• Closed sole source orders among customers representing premium margin value capture by delivering an unmatched value proposition of the
best total solution.
• Created competitor boundaries to entry with top 6 channels (70% of business) through personal relationships, established trust, and confidence
that PlantCML would improve business results.
Result … Produced a value in excess of $120M over 7 years from municipalities alone. Produced $100M in sole source orders. Launched new
initiatives into existing, adjacent, and underserved markets, producing greater share of wallet, diversification, and further boundaries to competitive
entry.
Impact … Generated the largest manufacturing backlog entering 2007 in PlantCML’s history—5X the average.
Created customer segmentation scheme and value leadership position (PlantCML, Inc.)
• Aligned go-to-market standards others could not duplicate while adopting model of customer intimacy—becoming expert at customers’ business
needs and crafting winning solutions.
• Deployed proactive, change-oriented strategy that required superior knowledge of applications and custom sales approaches.
• Invested in new practices, ideas, and approaches with employees at all levels.
Result … Sophisticated account teams created and integrated complex solutions. Specialized service and product support groups delivered
solutions in partnership with suppliers/channels to serve each segment. Followed up with comprehensive user touch program to build trust.
Impact … Led to co-design of the future of Public Safety protocols—personally facilitated many 3-day customer user summits with 50 key end-
user decision makers.
Neutralized competitive threats through effective containment strategies (PlantCML, Inc.)
• Initiated aggressive strategies to pursue competitors’ strongholds and uniquely serve a growing embedded base.
• Pursued marquee sites in tandem with intensifying/capturing premium customer loyalty.
• Created exceptional sales and service team environment.
• Deployed well-defined customer segmentation schemes with matching offerings; expanded market boundaries.
Result … Achieved 140% cumulative improvement over 2002.
Impact … Prime positioning of PlantCML for Golden Gate Capital acquisition.
Core Competencies & Management Attributes – from Peers
How those who have worked with me (managers, colleagues) consistently describe my managerial role and my contributions:
• ―Keen ability to interact with a prospective customer, gain their trust, and stimulate them to consider aspects of their purchasing decision they may
have overlooked to eventually convince them to commit to your offering‖ …
• ―You know how to succeed, you have established a sales process which you follow and encourage others to follow which ultimately contributes
positively to win more business‖ …
• ―You want to win, you work hard to win. You have the drive and put forth the daily effort required to succeed, leading others by your example‖ …
• ―You have a contagious grasp of vision. It is one thing to have vision; however, vision without passion and the ability to communicate it so that
others are excited to follow is less than effective. You are able to bring your visions to action through clear communication and the trust you have
earned with those with whom you work‖ …
• ―You led this team and company to years of success and overachieving. That takes a special person and it also takes respect. You earned the
respect and you supported the team and in turn sales exceeded its annual numbers year after year‖ …
• ―You always spend whatever time and energy is required to move the vision to the next step. Your example of always going the extra mile is
inspiring to the people that work with you and is a true measure of your success‖ …