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Before Resume
Street
Address
City, State Zip |
Name
555-555-5555,
email: jxxxx@hotmail.com |
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Executive
experienced in General Management, Marketing, Sales (International
as well as US), Operations, Human Resources and new business
development.
- Consistently surpassed all sales and marketing goals.
- Doubled sales while personally and simultaneously taking over
the functions of 3 former executives.
P&L
motivated leader with demonstrated success in the development
and implementation of new processes that improve efficiency and
productivity.
- Reduced overall expenses by over 33% and staff by 45% while
continuing to increase sales.
- Developed new techniques for streamlining logistics, sales
of unwanted by-products and packaging that continue to save over
$2.5 million per year.
Marketing
strategist with proven ability to open markets and increase market
share.
- Setup sales networks in over 40 countries worldwide.
- Introduced products into major industries such as automotive,
telecommunications, consumer, utility, pharmaceutical, military,
etc.
- Designed creative advertising campaigns and websites
Education:
MBA - Texas A&M
University 1990
B.Sc., Mechanical Engineering - Texas A&M University
(Regents Scholarship) 1985
Professional
Experience:
Industrial
Manufacturing Inc., Austin, Texas 1991 to Current
(multi-national company with headquarters overseas)
Vice President and General Manager (reporting to company
President overseas)
* Manages division in charge of North and South America, with
full P&L responsibility
* Responsible for direct operations, human resources, logistics,
finances and marketing/sales
* Increased sales while reducing expenses
* Instituted direct marketing/telemarketing - customer acquisition
group
* Reconfigured nationwide sales/representative/distributor force
Solar Panel Manufacturers, Austin, Texas 1985 to 1990
(manufacturer of solar systems and components)
Vice President of Marketing and Sales
* Targeted, prioritized and developed suitable global markets
* Created and organized the marketing plan
* Hired and managed suitable company representatives worldwide |
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The Question & Answer Process
Below is the Industrial
Manufacturing, Inc. description from the before resume. It is
followed by the list of questions I asked about that position
and the answers that were given to me.
Before Resume
Industrial
Manufacturing Inc., Austin, Texas 1991 to Current
(multi-national company with headquarters overseas)
Vice President and General Manager (reporting to company
President overseas)
* Manages division in charge of North and South America, with
full P&L responsibility
* Responsible for direct operations, human resources, logistics,
finances and marketing/sales
* Increased sales while reducing expenses
* Instituted direct marketing/telemarketing - customer acquisition
group
* Reconfigured nationwide sales/representative/distributor force |
Questions I Asked to Rewrite the
First Job Description
Below you'll see the
list of questions that I asked about this job. Following the
questions and answers you'll see the new description of the VP
and General Manager position which incorporates the answers.
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Q: |
Can you write 2-3 sentences describing
what Industrial Manufacturing Inc. does - what types of products
or services it provides or manufactures? |
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A: |
This is a multinational corporation
that manufacturers electronic components for industrial control
units. I don't want to mention industrial control units as that
may narrow my opportunities |
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Q: |
What are total worldwide sales of this
company? |
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A: |
$1.5 billion but of course I
am only responsible for my division with sales of $100 million |
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Q: |
How many divisions does this company
have? |
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A: |
I direct the North and South
American Division but the firm also has operations oversees in
Europe and in Canada |
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Q: |
What is your function in dealing what
the other divisions? |
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A: |
I advise the plant and design
engineers of potential product applications and upgrades, and
communicate with production management to ensure schedules are
met. I also assist/guide engineering management in sourcing new
vendors and plant in outsourcing assembly work. |
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Q: |
What are annual revenues of the North
and South American division you manage? |
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A: |
As mentioned above $100 million. |
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Q: |
How many employees are you responsible
for and what are their titles? |
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A: |
I manage four area managers who
oversee a staff of 28 marketing representatives. I am responsible
for the functions and productivity of all staff. |
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Q: |
When you say you are responsible for
direct operations - can you write 1-2 sentences describing that
for me? |
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A: |
I manage everything for the US
Division which includes profit and loss, accounting, finance,
marketing and sales, logistics and HR administration. |
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Q: |
Have you increased sales while in this
position? If so, by how much in % or $? |
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A: |
Achieved a 200% increase in sales
taking revenues to $100 million. |
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Q: |
What is the largest contract you've
developed and negotiated? This could be a long-term multi-year
contract with a figure for total cumulative revenues to be derived
from the contract. |
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A: |
I just negotiated a major multi-year
contract that should yield total revenues of about $38 million. |
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Q: |
What do you feel has been your greatest
accomplishment(s) in this job or for this company? |
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A: |
Successfully shifting marketing
efforts from a dying market to current more lucrative markets.
I have keen ability to: Analyze data collected on major players
in each industry, evaluate clients' product trends, maintain
an ongoing awareness of competitor sales volume, new product
design and contract awards to anticipate and respond to rapidly
changing market conditions. |
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Q: |
What industries/type of companies buy
your products? |
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A: |
We sell to the automotive, utilities,
consumer products and computer industry markets. |
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Q: |
You mention in your original resume
that you increased sales while cutting expenses. Can you tell
me what you did to cut expenses and by what % you reduced expenses? |
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A: |
I cut operating expenses by more
than 33% by closing a second, unneeded office and then capitalizing
on the efforts of a staff that had been cut by 45%. I achieved
this by revamping internal management, customer service and lead
development infrastructure and by diversifying duties of outside
sales staff. I also rearranged sales territories and implemented
a customer service program to support the outside sales force.
I also achieved significant savings by renegotiating vendor contracts
such as EDP service and credit insurance contracts. |
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Q: |
What did instituting the direct marketing/telemarketing
- customer acquisition group involve? Did this expand your customer
base? If so, by how much? How many employees are involved in
this group? |
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A: |
I designed and launched client
mining and acquisition, advertising and web site marketing programs.
Together these programs increased our customer base by 25%. I
guided the development of the web site which has now become nationally
recognized. I also directed the redesign of the corporate product
catalog. |
New Section in After Resume
Below you'll see the
new description for the VP and General Manager position which
was created by integrating the answers shown above. The original
job description follows it for easy comparison. Due to computer
screen and web design constraints the after section appears much
longer than it appears on the actual printed resume.
This short example shows the depth of questions I ask about each
position (or relevant positions) in a client's work history and
the "nuggets" of details that are often uncovered which
can substantially strengthen a person's image.
Keep in mind that this short
example is much less than the "total amount of questions
and work" that I put into a resume writing session as this
example covers the description for only one job. The average
resume covers 2 to 4 jobs while others may cover 6 to 10 jobs.
So you can see that the amount of questions and revisions I provide
are quite extensive compared to this example which illustrates
this process for only one job.
After Resume
VICE PRESIDENT
& GENERAL MANAGER - U.S. DIVISION
Industrial
Manufacturing Inc., Austin, Texas 1991-Current
NORTH
& SOUTH AMERICAN OPERATIONS MANAGEMENT
Direct all business operations for the U.S. Division of this
multi-national corporation with global revenues of $1.2 billion,
reporting directly to company President. Doubled annual revenues
to $100 million by capturing new markets and negotiating major
contracts which will yield up to $38 million over a five year
period. Seasoned business acumen has resulted in successfully
shifting efforts from a dying market to current, lucrative markets
within consumer, automotive and computer industries.
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DIVISION-WIDE
P&L RESPONSIBILITY / GENERAL MANAGEMENT -- Hold division-wide
responsibility for Profit and Loss, Accounting, Finance, Marketing
and Sales, Logistics and HR Administration and report directly
to company President located in overseas' headquarter.
NATIONAL
MARKETING MANAGEMENT / CAPTURE OF EMERGING MARKETS -- Manage national
marketing force comprised of 32 Area Managers and Marketing Representatives
and distributor network. Analyze data collected on major players
in each industry, evaluate clients' product trends, maintain
an ongoing awareness of competitor sales volume, new product
design and contract awards to anticipate and respond to rapidly
changing market conditions to capture new and emerging markets.
INTERNET
MARKETING PROGRAMS - CLIENT MINING & ACQUISITION -- Expanded national
customer base 25% by designing and launching client mining and
acquisition, advertising and website marketing programs. Guided
the development of an industry recognized website as well as
directing the redesign of corporate communications collateral.
ORGANIZATIONAL
REENGINEERING - SIGNIFICANT COST SAVINGS -- Doubled sales
while cutting operating expenses over 33%. Reengineered internal
management, customer service and lead development infrastructure
by diversifying functions of outside staff, rearranging sales
territories and implementing a customer service program to support
outside sales force. Achieved significant savings by renegotiating
vendor contracts such as EDP service and credit insurance contracts.
ENGINEERING
& PRODUCTION LIAISON / VENDOR SOURCING -- Advise overseas
plant and design engineers of potential product applications
and upgrades; consult production management to ensure schedules
are met; assist engineering management in sourcing new vendors
and plant in outsourcing assembly work. |
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Before Resume
Industrial
Manufacturing Inc., Austin, Texas 1991-Current
(multi-national company with headquarters overseas)
Vice President and General Manager (reporting to company
President overseas)
* Manages division in charge of North and South America, with
full P&L responsibility
* Responsible for direct operations, human resources, logistics,
finances and marketing/sales
* Increased sales while reducing expenses
* Instituted direct marketing/telemarketing - customer acquisition
group
* Reconfigured nationwide sales/representative/distributor force |
Once I've asked questions
about each job and written new descriptions for each job, I then
go through the body of the resume selecting those areas of experience
and top achievements which are most supportive of each person's
job and salary goals. Using this selected information I then
develop an OBJECTIVE & SUMMARY OF QUALIFICATIONS section
like the one show below. The first job description is also included
which illustrates the first page of the completed after resume.
Again, please keep in mind that formatting and layout is different
than the actual printed resume due to .html and web publishing
limitations.
After Resume - Summary
of Qualifications Section
and first job description
VP / GENERAL
MANAGER - U.S. & INTERNATIONAL OPERATIONS
DEVELOPMENT OF WORLDWIDE SALES
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offers
expertise in General Management directing U.S. & International
Sales;
Conducting Market & Product Analysis with Proven Ability
to Capture New & Emerging Markets;
Solid Background in Mechanical Engineering & Product Development
in High-Tech Markets;
P&L Responsibility; HR Management and Sales Force Development
demonstrated by: |
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Directing
U.S. Operations and doubling annual revenues to $100 million
by capturing new markets and negotiating major contracts yielding
up to $35 million over a 5-year period. |
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Launching
and managing Worldwide Sales Network in 40 countries to market
products in automotive, telecommunications, consumer, utility,
pharmaceutical, military, and computer markets. |
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Being
a P&L Motivated Leader who has surpassed all sales goals,
cut costs 33% and staffing by 45% while simultaneously taking
over the functions of three former executive members. |
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Overseeing
General Operations Management including HR Administration, Fiscal
Control, Logistics, Organizational Restructuring, Product Development
and Marketing Programs. |
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VICE PRESIDENT
& GENERAL MANAGER - U.S. DIVISION
Industrial
Manufacturing Inc., Austin, Texas 1991-Current
NORTH
& SOUTH AMERICAN OPERATIONS MANAGEMENT
Direct all business operations for the U.S. Division of this
multi-national corporation with global revenues of $1.2 billion,
reporting directly to company President. Doubled annual revenues
to $100 million by capturing new markets and negotiating major
contracts which will yield up to $38 million over a five year
period. Seasoned business acumen has resulted in successfully
shifting efforts from a dying market to current, lucrative markets
within consumer, automotive and computer industries.
|
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DIVISION-WIDE
P&L RESPONSIBILITY / GENERAL MANAGEMENT -- Hold division-wide
responsibility for Profit and Loss, Accounting, Finance, Marketing
and Sales, Logistics and HR Administration and report directly
to company President located in overseas' headquarter.
NATIONAL
MARKETING MANAGEMENT / CAPTURE OF EMERGING MARKETS -- Manage national
marketing force comprised of 32 Area Managers and Marketing Representatives
and distributor network. Analyze data collected on major players
in each industry, evaluate clients' product trends, maintain
an ongoing awareness of competitor sales volume, new product
design and contract awards to anticipate and respond to rapidly
changing market conditions to capture new and emerging markets.
INTERNET
MARKETING PROGRAMS - CLIENT MINING & ACQUISITION -- Expanded national
customer base 25% by designing and launching client mining and
acquisition, advertising and website marketing programs. Guided
the development of an industry recognized website as well as
directing the redesign of corporate communications collateral.
ORGANIZATIONAL
REENGINEERING - SIGNIFICANT COST SAVINGS -- Doubled sales
while cutting operating expenses over 33%. Reengineered internal
management, customer service and lead development infrastructure
by diversifying functions of outside staff, rearranging sales
territories and implementing a customer service program to support
outside sales force. Achieved significant savings by renegotiating
vendor contracts such as EDP service and credit insurance contracts.
ENGINEERING
& PRODUCTION LIAISON / VENDOR SOURCING -- Advise overseas
plant and design engineers of potential product applications
and upgrades; consult production management to ensure schedules
are met; assist engineering management in sourcing new vendors
and plant in outsourcing assembly work. |
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