1. 13408 Cloverdale Place Paul Dell M: 301-996-2271
Germantown, MD 20874 pauloptic@gmail.com
Collaborative, RF/Microwave/Optical business development team leader with deep
knowledge in selling and supporting complex products for a broad range of global
customers in the commercial aerospace, military and industrial market segments;
Extensive background in establishing and building sales teams, lasting customer
relationships at all levels, providing pre- and post-sales customer support, pricing and
contract negotiations, new product planning and introduction; and integrating sales teams
and strategic rep partnerships. No “learning curve” required; I will quickly become a
positive contributor to any company’s success in revenue, profits and the bottom line.
SKILL SETS
• Highly motivated to surpass annual sales quotas
• Able to fast track contract negotiations thus resulting in monthly revenues
• Master of networking within existing and new customer accounts
• Well-liked by end users and Sr. management
Experience : API Weinschel – Manufacturers of RF Microwave attenuators and Subsystem solutions
Eastern Regional Sales Mgr – Frederick, MD MARCH 2005 – PRESENT
 Responsible for $10M - $15M in annual sales
 starting in 2008, Increased commercial wireless sales by 500%
 Increased Sub-system assembly business by $3–5M annually
 Developed Senior Level management relationships for Key customers accounts
 Initiated RF design reviews with Sr. engineers resulting in Sole Source contracts
 Sales lead for all U.S. Govt. & Commercial contract negotiations
 Negotiated annual purchasing contracts with prime Govt. contractors & Commercial OEMs
FORCE INC. – Manufacturers of fiber optical broadband distribution systems
Southeast Regional Sales Manager - Christiansburg, VA JULY 2000 – DEC 2004
 Managed a SE territory sales budget of 2 - 3 million per year
 Increased stocking distributor sales by 35% in 2003
 Created GSA reseller partnership that resulted in annual sales of 150K
 Canvassed MSO and Tier I & II Cable TV operators within the SE region
 Analyzed end user specifications for DoD programs that required Broadband optical solutions
 Responsible for VAR training and quarterly sales plans
 Hired and trained SE regional manufacturer sales representatives
AEC DESIGN GROUP - Developers of 3D based intelligent design and fabrication software
National Sales Manager - Gaithersburg, MD JULY 1998 – JULY 2000
 Canvassed new customer accounts resulting in a 60% growth in annual sales revenue
 Maintained 2.5 million in annual revenues throughout 1999 & 2000
 Developed a CADPIPE customer base of Corporate & Commercial users
 Hired VARs and Regional Sales Representatives
 Developed an educational alliance with the National JATC and local

2. Pipe Fitters Unions resulting in additional monthly revenues
OPTELECOM, INC – OEM Manufacturers of fiber optical video-datacomm systems
Mid-West Regional Acct Manager - Gaithersburg, MD SEPT. 1995 – JUNE 1998
 Regional Sales Engineer for fiber optical PLC,SCADA, Datacomm & CCTV surveillance solutions
 Supported Mid-West system Integrators with optoelectronic technologies
 Increased ITS project sales via onsite contractor and end user training seminars
 Increased SA International Telecomm sales by 73%
 Developed 30% growth throughout South & Central sales
 Supported existing and new strategic SA dealers, VARS and System Integrators
 Organized marketing missions to various South & Central American countries
 Utilized U.S. Dept of Commerce marketing programs to increase product presence
 Provided sales and technical support to strategic regional account managers
 Supported Territory RSMs, SI, VARS, and end users
 Participated at national & international telecomm & security tradeshows
Education : 1984 – 1987 Emerson College of Communications Boston, MA
 Major - Mass-Communications
 Specialized in Cablecomm technology & Television production
 Minor in Broadcast Media Advertising
Internships : 1985 WCVB-TV Ch-5 ABC Affiliate Boston, MA
1984 WHDH/WZOU Columbia Broadcasting Boston, MA