1. AURELIA B. JOHNSON 22800 Bulverde Rd., Apt 4207.
aureliajohnson14@att.net 210-372-5380 San Antonio, Texas 78261
SALES EXECUTIVE with over fifteen years of experience in outside, business-to-business sales. Identifies
profitable opportunities, targeting current market trends and delivering product presentations to access key
decision-markers as well as cultivate new, recurring, and long-term accounts. Skilled in client interfacing and
consistently exceeding sales quotas by developing critical, multi-level relationships. Fluent in Spanish.
Key Abilities
Sales Management • Proposal Development • Client Prospecting • Strategic Selling • District Management
Account Acquisitions • Sales Forecast Production • Client Relations/Training • Business Development
HIGHLIGHTS
Sales and Account Management
• Recipient of a national sales award as #6 out of the top 50 sales representatives in the Texas area for
exceeding a 5-unit quota and averaging 6.3 units per month.
• Successfully met an annual revenue quota of $336K within 9 months. This was accomplished by
selling a $150K product within 3 days.
• Single-handedly boosted a company’s sales revenue 5%, receiving an annual revenue quota increase
to $456K for 2002.
• Increased regional sales by selling in Mexican territories, improving Spanish speaking abilities and
increasing overall sales by 5%.
Client Relations/Problem Resolution
• Completed a business assessment to provide a client with a spreadsheet of all performance data by
utilizing state and local pricing comparisons. This resulted in the approval of several orders consisting of
19 units for an additional $132K in revenue, which saved the client’s organization an average of $3.3K
annually in service agreements.
• Conducted a analysis for a key client at the end of their service agreement, preparing a PowerPoint
presentation on the efficiency of new equipment for all department managers. This resulted in an
upgrade of all 13 organizational units for an additional $128K in revenue while saving the client 15%
annually in maintenance services.
• Transitioned a potential sale cancellation into a repeat customer by communicating key product issues to
the facility manager. Retained sale revenue for the large order by installing electrical outlets.
PROFESSIONAL EXPERIENCE
BAKER AND TAYLOR
District Account Manager 2006-Oct. 2013
Heads book sales for the Texas territory, including El Paso, Austin, Houston, and Brownsville; primarily
focuses on the educational market, new schools, and libraries. Drives initial sales process, including core
collections, ordering, and shelving to facilitate transition of contract into a firm order account. Negotiates
specifications to achieve status as primary supplier. Provides customer training in school selection and on-
line tools for book collection analysis and ordering. Participates in book vendor conferences, including the
Texas Library Assocication and Hill Country Librarians; delivers product presentations to secure and
document new accounts while maintaining ongoing communication.
(Continued)

2. AURELIA B. JOHNSON
210-372-5380 • aureliajohnson14@att.net
PROFESSIONAL EXPERIENCE
QUALITY PRINT SOLUTIONS
Sales Representative 2003-2006
Managed 1,321 accounts simultaneously as well as business growth with Xerox and non-Xerox clients in an
assigned territory consisting of Zavala, Dimmit, Maverick, Val Verde, Kinney, and Edwards counties.
Assessed business trends to set a monthly sales forecast based on accounts, location, new business, Xerox
trade-in, revenue, date of proposal, and estimated closing date. Administered a company database to track
results of prospect calls. Participated in monthly conference calls and training programs. Coordinated
meetings with existing and potential customers to give product presentations. Built rapport with Xerox
businesses to drive revenue generation and close more sales with contract negotiations. Conducted regular
follow up calls after sales to ensure customer satisfaction.
LONE STAR COPIERS, INC.
Sales Representative 2000-2003
Oversaw sales growth within an assigned territory in Zavala, Dimmit, and Maverick counties. Produced
monthly financial reports and sales forecasts by researching current status of sales by account, location, date
of proposal, estimated closing date, Xerox trade-in, and revenue. Monitored cold calling initiatives by
entering information and creating new entries for new customers into an ASST application on a daily basis.
Organized and set up meetings with current and existing customers. Developed all proposals and Excel
spreadsheets for large accounts. Collaborated with Xerox and marketing hotline professionals as well as the
OTI coordinator, business development manager, and specialists to ensure optimal levels of client
satisfaction.
BEST OFFICE SOLUTIONS
Sales Representative 2000
Drove business development by securing new corporate accounts within the San Antonio metro area.
EDUCATION
Bachelor of Business Administration in Marketing, AMERICAN INTERCONTINENTAL UNIVERSITY
Coursework in Business Administration: UNIVERSITY OF TEXAS AT ARLINGTON,
LAREDO COMMUNITY COLLEGE, SOUTHWEST TEXAS JUNIOR COLLEGE
XEROX TRAINING
Sales Management Process Contract Strategy Tele-Prospecting
Network and Connectivity Color Sales Techniques Online Proposal System
Sales Development/Follow-Up Strategic Selling Mastering Cold Calling
SAFETY CERTICATIONS TRAINING
SafelandUSA Fit Testing / PFT H2S Training Job Safety Analysis
OSHA 30 Hour