Edward J.

Willins
Lexington, MA 02421
Cell: (617) 908-0755
SalesHunter@Juno.com
_____________________________________________________________________________________

May 20, 2015

Hello. My name is Ed Willins and I wish to compete for and earn the SALES - B2B Prospecting & Business Development position. I bring significant significant client
relationship building and problem-solving experience to the table.
Ive been preparing for this position for over 15 years in different customer-facing sales
roles. I have come to learn and appreciate what clients truly yearn for. Clients want vendors
who listen for comprehension, communicate effectively and continually demonstrate that the
client is appreciated. In return, my employer gets treated as a respected partner. The net
results are long term relationships, often with higher profit margins. Win/Win!
The clients are generally sophisticated when dealing with their vendors. They know when
customer first is more of a slogan than a common thread built into the vendors corporate
culture.
I came to appreciate that clients want the same respect after the sale as beforehand.
Giving the customer the attention that they feel they deserve yields loyalty, repeat sales and
often no-bid business as well.
My approach? Do your homework and set reasonable expectations. Study the clients
mission and their business plan early on in the process. Listen. Confirm. Provide timely
responses. This has proven to build loyalty. The client will give you the space to succeed
even when there are setbacks. They will also coach you how to earn the next business
opportunity because of the perceived value they are enjoying from the cooperative vendor.
Invest in a 15 minute call with me. I am confident you will discover in the first five minutes
that I have the customer-facing skills you are asking for.
Thank you very much.
Sincerely,

Edward J. Willins
Edward J. Willins
(617) 908-0755
P.S. I chose the moving target as a logo icon to represent the fact that complacency never
serves the client well. If you want to KEEP the client, you must keep your eye on the target.

Edward Willins, Candidate

Sales B2B
May 20, 2015

Performance profile/Performance Summary

Goal-focused, team contributor with a successful sales and client advocacy background. Proven
experience in building and maintaining long-term, profitable, no-bid relationships. Experience with
small to Fortune 500 sized clients at the local and enterprise level. Passionate, yet even tempered
solutions provider and problem solver. Self-confident and innovative, willing to find alternate paths to
success. Extensive sales experience to end users, dealers, manufacturers and corporations. Skilled
from initial lead generation through final sale and post-sale account management. Experienced
providing white glove service to medium and large businesses. Significant volunteer leadership.

Core Client Satisfaction Skills

Positive Attitude

Setting Priorities

 Interpersonal and Listening Skills

Organizing with a vision

Multitasking

Influencing through Respect

Project Planning

 Project Management

Inter-departmental Resource

Proactive Customer Service

 Advocating for Client

Instilling Motivation

Critical Thinking

 Problem Solving

Conflict Resolution

Experience
Federation of Jewish Men's Clubs (New Eng. Region). Leadership Recognition Program

10/2014 - 03/2015

EVENT CHAIR: Conference program held March 15, 2015 honoring the leaders of
the Men's Shul Softball League for their significant volunteer efforts in service of the
greater Boston community. Created and executed this innovative outreach program for
the New England Region of the Federation of Jewish Men's Clubs in support of the
FJMC mission to foster Leadership, Innovation and Community in the Boston area.
My Chair responsibilities, as part of my portfolio as Vice President of Innovation
included the following from inception through completion where I was successful in:

Advocating to Board of Directors for creation of the event

Program creation and development
Negotiating to secure the most appropriate and affordable guest speaker and venue
Creating and executing the event branding and advertising strategies
Providing oversight and guidance for a tribute book and food service
Generating and guiding a volunteer pool prior to and at the event
Developing lessons learned documentation with an eye towards reproducing
similar events.

Expedite Video Conferencing Services, Inc., Director of Sales New England. 09/2013 - 10/2014
Sold Audio Visual integration services with outstanding margins in cooperation with
Operations. Performed detailed site surveys, developed pre-sale narratives and
Scopes Of Work. Acting Project Manager. Absorbed multiple additional
responsibilities including:

Edward Willins, Candidate

Sales B2B
May 20, 2015

Innovated quality controls to improve employee and client communications

including a Client Satisfaction Survey.
Subcontractor recruitment, hiring and oversight
Updated companys operating procedures, infrastructure requirements and
corporate branding
Co-authored company marketing brochures
Innovated an employee newsletter and client blog
Website upgrade roadmap creation
Direct negotiations with existing and new equipment suppliers

Independent Client Representative to A/V vendor for large defense contractor &
business development for Unified Communications/IT telephony integrator.

09/2012 - present

AVI-SPL, Inc., Systems Integration Account Manager for an A/V-IT firm.

Major Sales Accomplishment: $2M in no-bid business (cold call) with a
concentration in Life Science, Pharmaceutical and Biotech companies.

06/2007 - 09/2012

Adtech, Inc., Sr. Sales Account Manager for an A/V-IT firm.

07/2006 - 06/2007
Major Sales Accomplishment: Highest repeat business. Classified Videoconferencing installs.
Industrial Computing, Inc., Sr. Sales Account Manager
Major Sales Accomplishment: Generated $2.5M in no-bid business

07/2006 - 06/2007

Crimson Tech/Univisions: Sr. Videoconferencing Consultant/Systems Sales

Major Accomplishment: Hired as resource to existing sales staff as the
Subject Matter Expert in videoconferencing. Acquired A/V system sales skills.
Built long term, highly profit relationships with repeat, no-bid clients

11/1993 - 06/2006

Certifications
Certification#1:
Certification#2:
Certification#3:
Certification#4:

Brainshark Presentations Author

Certified Technical Specialist: A/V industry coveted licensure from InfoComm
ShoreTel Sales for Unified Communications Solutions
Secondary School Teacher, State of Massachusetts

Education

B.A., cum laude, Political Science, University of Massachusetts at Amherst

MA lifetime History & Social Studies teaching certification by the School of Ed., Department of Futuristics

Additional Honors and Accomplishments

2012 inductee, Keeper Of The Flame for New Eng. FJMC Mens Club
President, Temple Emunah Brotherhood (2010-2012). National awards: 4 including one for best in USA.
Star Performer Award from International TeleConferencing Association (ITCA) for outstanding
contributions to videoconferencing field including the successful launch of a local Best Chapter branch.
Best ITCA Teleconferencing Chapter Award (while President)
Authored book, How to Select Career Schools: A Step-By-Step Guide.
Featured in the Boston Globe and local Boston radio
British Telecom Presidents Club trip to Hawaii with spouse