1. Professional Qualifications
Richard A. Fiorino
854 Old Britton Road
North Bellmore, New York 11710
516-826-3299
Objective:
To utilize my twenty-six years of direct sales and management experience including eighteen years in
Hospitality and, proven ability to manage personnel, successfully penetrate targeted accounts to establish long-
term business relationships and goals consistent with management objectives. Self-motivated, competitive,
detail and goal oriented. I provide first class support and service developing great relationships with associates
and customers through honesty, integrity and performance.
Summary of Experience and Accomplishments:
Regional Vice President of Sales Bartech Automatic Systems June 2004 – May 2005
Northeast, Mid-Atlantic & Canada
Responsible for leading the Hospitality sales activity in Automatic minibars via sales personnel, distributors and
direct sales to meet or exceed established sales objectives. Responsibilities include monthly sales forecasts,
updates, and sales closure probabilities. Additional responsibilities include maintaining contacts with
customers, develop new products and applications, disseminate information to various departments in the
company; check on competitive activity; oversee major account relationships; reporting directly to the President
of the company.
National Sales & Marketing Manager Panasonic Hospitality February 2003 – June 2004
Summary of Duties:
•Manage sales force and overall sales within the Hospitality division.
•Achieve sales quotas as set forth by management.
•Responsible for national sales of Hospitality products to major hotel properties and to the cruise line industry.
•Work closely with National Account Managers on a daily basis to develop sales within territories.
•Work closely with established distributors around the country.
•Responsible for attaining monthly, quarterly and annual budgets along with providing accurate forecasts.
•Responsible in providing management with market trends, competitive information and overall sales
conditions for the division.
•Responsible for all advertising issues with the department.
•Responsible for overall purchasing and inventory.
•Responsible for reporting and working with the service department on related service issues.
•Achieve profit goals as set forth by management.
•Develop new products for the division.
•Work closely with factories on all issues.
Regional Vice President of Sales, AlphaNet Hospitality Systems, Ramsey, NJ. (1994 - 12/2002)
I was responsible for Sales, Sales Management and Account Management of “InnFax” (patented in-room
facsimile service) that I introduced into the marketplace in 1994 and, The Office (a fully automated business
center). Products were sold to individual hotels and hotel chains and management companies. Consistently
realized penetration of targeted accounts and exceeded revenue objectives, contributing greatly to the dominant
market share that “InnFax™” enjoyed.

2. Page 2
Professional Qualifications
•Sold “InnFax” and the successful chain-wide rollouts to Hyatt, Loews, Swissotel, and Omni. Managed all
marketing, sales, administration and installation efforts for these accounts.
•Successful penetration of major hotel groups Starwood, Marriott and MeriStar.
•Personally responsible for over 40% of all installed rooms and over 60% of all contract renewals. In the first
half of 2002 was personally responsible for over 62% of overall sales and 75% combined with others. Met and
exceeded all company expectations.
President – Britco Inc. (1992 – 1994)
I had started and managed an installation and service business to the hotel security industry for in-room safes
and electronic door systems. Some accounts included the Sheraton New York, Loews New York,
Waldorf»Astoria, NY Hilton, Millennium and NY Vista to name a few.
Regional Sales Director – ServiSystems America, Inc. (1988-1992)
Responsible for sales of in-room bars (minibars and electronic safes to the hotel industry.
•Top sales performer for over 2.5 years and I successfully sold each of the company’s newly introduced
systems.
•Continual evolution and growth of sales territory establishing a dominant market share in the industry.
Previous Industry Experiences:
Regional Sales Director – PBS Building Systems
Sold specialty modular design building systems to various markets such as defense contractors, medical, retail
etc.
Vice President, Sales – Checkpoint of the Southwest
As VP of Sales I hired, trained and motivated salespeople in the conceptual selling of EAS (Electronic Article
Surveilance) systems and increased installation base 59% over pervious year.
Regional Systems Manager – Dictaphone Corporation
In this position, I performed all functions including sales, sales training and motivation overseeing 62
salespeople, 10 District Managers and 10 Sales Managers. I had developed a sight seller (a sales presentation
aid) and implemented it throughout the southern region.
Major Accounts Manager – Simplex
I managed approximately 30 major accounts for new ETC (Electronic Time Calculator) and developed
marketing strategies to upgrade existing customer base.
Sales Representative, Lanier Business Products
I began my sales career in word and data processing equipment selling to various markets including legal,
medical, engineering, and financial organizations.
Education
St. John’s University – New York
Bachelor of Science – Marketing and Accounting
Professional Sales & Management Courses – Dale Carnegie, benefit selling courses such as SPIN and
Professional Selling Skills III.