SEE COVER LETTER AND RESUME BELOW.

Cover Letter:

Dear Hiring Manager,

I am very interested in this position and would like to meet to discuss this opportunity. I also have
a Masters of Science Degree. So, I have prepared myself for this leadership role:

SALES AND MARKETING LEADERSHIP EXPERIENCE:

- 18 years in field sales and product marketing leadership roles.
- 25 years in highly technical sales with market giants Nortel Networks, Ericsson and
Comcast.
- Led-managed outside and inside sales teams sized from 5 to 30 Account Executives driving
annual Sales targets from $6M for small business broadband accounts to $22M for business
consulting services accounts.

TRAINING & DEVELOPMENT LEADERSHIP EXPERIENCE:

- Advised the U.S. product marketing management team of a $1B Global Enterprise Division
on revamping their product training strategy.
- Developed an online, Sales Engagement Tool combining consultative selling techniques with
technical product and services knowledge which helped sales reps better position cross-
portfolio, business impacting solutions.
- Advised Nortel Network's Chief Marketing Officer and his 10 Global VPs on organizational
and leadership development efforts for 2,400 employees in 60 countries.
- Worked with outside professional training organizations and college professors to design and
deploy a global, online Corporate Marketing training curriculum.
- Developed and implemented End-User Customer training on how to use our online, web-
based tools.
- Developed, delivered and managed a Talent Management System, which allowed online
tracking and reporting of organizational, individual readiness, and skills gap analysis and
netted me 2 President’s Awards of Excellence.

DIRECT FIELD SALES LEADERSHIP EXPERIENCE:

- 12 years in direct, B2B, consultative, technical solutions sales and business services
consulting; sales in my last 2 years - each deal closed was over $1M.
- Managed multi-million dollar, technical sales quotas and made Honor Circle/President’s
Club year over year in the Telecom industry with global, Market Leaders.

I certainly have the experience, skills, and self-motivation to perform this job well and with an
attitude for excellence. Looking forward to meeting with you in person to discuss this
opportunity in light of my abilities to perform and desire to be part of your Corporate mission and
business efforts.

Regards,

Donald Brough
aservant_leader@yahoo.com
214-289-8483 (cell)
Resume:

DONALD R. BROUGH, M.Sc.

38 Hawthorne Drive
Bedford, New Hampshire 03110
(214) 289-8483 (cell)
aservant_leader@yahoo.com

PROFESSIONAL PROFILE
Innovative, energetic, profit-driven Sales Manager with solid solutions selling experience.
Extensive experience with global and market leaders in sales management, product marketing,
training, project and program development and implementation, and process management. Highly
organized Leader with the ability to manage multiple projects and consistently meet deadlines
within budget. Demonstrated skills in leading strategic selling teams in long and short cycle
hunting, account management and forecasting efforts. Such skills allowed me to uncover
business-impacting solutions that address real customer concerns. Convinced a major utility to
abandon an 8 month old, $MM purchase of 26 networked telecom switches from a competitor
and replace all of them with new systems with improved service which allowed my company to
expand our territory with 3 new branch offices.

ACCOMPLISHMENTS
• 15 years of direct, B2B, consultative, technical solutions sales and business services consulting.
• Managed multi-million dollar quotas and made Honor Circle/President’s Club year over year.
• Closed many ‘A’ Accounts across all verticals like Trinity College, Fleet Banks, Mount Sinai Hospital,
Niagara-Mohawk Utility, Allstate Insurance, and Volume Purchase Agreement for United Technologies.
• 28 years in technical sales with global and market leaders – Ericsson, Nortel Networks, Comcast, Shred it.
• 13 years in sales and product marketing line management roles.
• Led outside and inside sales teams consisting of 5 to 30 sales executives driving annual Sales targets
from $6M for small business broadband accounts to $22M for business consulting services accounts.
• Led a product marketing team in managing a global company’s business relationship with its End-Users
Association
with over 5,000 premier Member Companies representing some $250Million in annual sales.
• Authored the first-ever Sales Training Playbook aligning a $1Billion Division’s Marketing Plan with its Sales
Strategy.

SKILLS
Business Development, Project Management, Strategic Planning, Profit Growth, Talent Management, Goal
Setting, Marketing Initiatives, Partner Relations, Budget Oversight, Market Analysis, Customer Development,
working knowledge of Voice, Video and High Speed Data Services, MS Office, Outlook, Excel, PowerPoint and
Word.

MAJOR AWARDS
• Identified at Nortel as a Critical Resource and Scarce Skill Selection (in top 8% of all 106,000
employees).
• Named annually to the Sales Honor Circle/Circle of Excellence for exceeding multi-million dollar quotas.
• Selected as an Exemplary Mentor in the Enterprise Leadership Development Program.
• Selected to the prestigious US Jaycees “The Most Successful Young Men in America” List.
• Awarded six Corporate Leadership Awards from Nortel senior executives in as many years.
CAREER ACCOMPLISHMENTS
SHREDIT USA INC, Woburn, MA 2008 – 2009
SALES MANAGER - New Sales and Account Management

• Led sales team to achieve a year over year increase of “Revenue per Sales Rep per Week” by 28%.
• Recruited and lead a 5 person Sales team selling document and media destruction services to prevent both
identity and intellectual property theft.

NERAC, Inc., Tolland, CT 2006 – 2007

DIRECTOR OF NATIONAL SALES - New Sales and Account Management
• Turned a market research company’s outdated subscription based sales strategy into a
profitable, project driven approach in its first year
• Led a 30 person national Sales force in securing a customer retention rate of 96%.
• Led sales team to achieve a year over year increase of “Revenue per Sales Rep per Week” by 28%.
• Managed the Sales pricing, planning, forecasting and reporting.

COMCAST CORPORATION, Ocean City, MD 2004 – 2006

SALES MANAGER, BUSINESS SERVICES - New Sales and Account Management
• Eliminated 28.4% of operating costs and drove a 3.6% profit increase in first year launch of new
high speed data business service.
• Increased sales revenue by a year over year average of 6.7% in new broadband video, voice and
high speed data services.
• Led a team of 5 account executives, 2 sales coordinators and 1 office assistant for the commercial
sales side. Reported directly to the regional Vice President of sales and the area VP/GM.
• Managed sales planning, forecasting and reporting.

NORTEL NETWORKS – Headquarter Leadership Assignments, Richardson, TX 1986 – 2003

SENIOR MANAGER (1999 – 2003) – Sales & Product Marketing Training and Development
• Counseled the U.S. product marketing management team of a $1B Global Enterprise Division on
revamping their product training strategy.
• Developed an online, sales engagement tool combining consultative selling techniques with
technical product and services knowledge, which helped sales reps better position cross-portfolio,
business impacting solutions.
• This tool served as “Go to Market” template and orientation for the Division’s product
management group.
• Advised the Corporation’s Chief Marketing Officer and his 10 Global VPs on organizational and
leadership development efforts for 2,400 employees in 60 countries.
• Worked with outside professional training organizations and college professors to design and
deploy a global, online Corporate Marketing-training curriculum.
• Developed and implemented End-User Customer training on how to use our online, web-based
tools.

SENIOR MANAGER (1992 – 1999) – Operations Management and Customer/Distributor Relations

• Developed, delivered and managed a Talent Management System, which allowed online tracking
and reporting of organizational, individual readiness, and skills gap analysis and netted me 2
President’s Awards of Excellence.
• Managed Nortel’s business relationship with its End-Users Association - Telecom industry’s
largest, independent, end-user organization – kept Senior Executives, all Distributors and End-User
Members informed and engaged.
• Led 3 Managers and staff managing a team budget supporting client base of 100,000 systems or
$250M in revenue.
• Promoted to the Northeast Regional Executive Team to establish and manage a Quality
Management System.
• Trained over 1,000 employees (16 offices in 6 States) in Process Improvement Methodology and
engaged them all in streamlining workflow efforts across the organization. Managed a team of 3
Senior Managers.

REGIONAL SALES MANAGER (1986 – 1992) - New Sales and Account Management
• Sold and coached a Sales Team in the sale of advanced multimedia communications solutions.
• Expanded company’s service territory with the opening of 3 sales and service offices in upstate
N.Y. due to my singular selling successes and asked to manage these new offices.

ERICSSON, INC, Framingham, MA 1980 – 1986

REGIONAL SALES MANAGER - New Sales and Account Management
• Directly sold $M in Telecom business solutions to C-levels (President’s Club for 4 of 6 years).

EDUCATION
MASTERS OF SCIENCE DEGREE (GPA 4.0), Educational Administration, Duquesne University,
Pittsburgh, PA - Awarded a Graduate Internship in Student Personnel Administration.

BACHELOR OF ARTS DEGREE (GPA 3.2), English Literature, University of New Hampshire,
Durham, NH - Awarded the English Department’s Chairman’s Scholarship.

ADVANCED STUDIES (GPA 3.0), British & American Universities Scholarship Recipient, Oxford
University, England - Awarded the Advanced Studies Program Assistantship.

GAPS – cover time taken to find work in between jobs.