DONALD W.

FERGUSON
H: (425) 788-7929 a C: (206) 819-8007 a df1071bd4@westpost.net

Sales / Account Management Professional

MANUFACTURING a TECHNOLOGY PRODUCTS a CONSTRUCTION SERVICES

SUMMARY
Accomplished professional with sharp sales and business acumen, with proven appr
oach to developing new business and leading top-performing teams committed to ac
hieving company objectives. Adept at evaluating industry trends and using findin
gs toward designing and executing innovative strategies to boost company leverag
ing in a competitive market.
a Effectively defines and implements targeted action plans to maximize operation
al productivity, efficiency, and profitability.
a Applies advanced communication skills toward interacting effectively with broa
d populations including senior executives, manufacturers, distributors, dealers,
and clients.
a Effectively leads cross-functional teams in setting goals, establishing priori
ties, managing resources, and developing targeted sales strategies.
CORE COMPETENCIES
Strategic Regional Sales Planning a Profit Growth a Market Expansion a Dist
ribution & Channel Sales
Territory Development a Relationship Management a Recruitment/Training a Q
uality Assurance
Technical Support a Presentations a Negotiations a Product Development a
Team Leadership
KEY ACHIEVEMENTS
a Consistently met regional sales goals with distributors throughout Washington,
Oregon, and Alaska, by successfully driving sales; boosted distributor sales by
25% in first year, Sto Corp.
a Contributed dynamic leadership skills toward managing 8-member team of distrib
utors, with strong focus on optimizing productivity, efficiency, and performance
, Sto Corp.
a Maximized sales by 30% first year, and exceeded quotas each year, Court Develo
pment.
a Increased sales by 20% in first year by contacting competitoras customers, Geo
Line Positioning Systems.
a Successfully negotiated distributorship with the Pentax Corporation to become
dealer, further illustrating advanced communication talents, GeoLine Positioning
Systems.
a Managed all sales of accident investigation equipment and software to private
and government accounts, including the Washington State Patrol and City of Seatt
le Police Department, GeoLine Positioning Systems.

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DONALD W. FERGUSON a" PAGE 2

CAREER BACKGROUND
Sto Corp. - Atlanta, GA / Portland, OR / Seattle, WA
Regional Sales Representative (2007- )
Actively consulted with clients to define and address their specific needs, prov
iding effective presentations and steering persuasive negotiations to close tran
sactions. Strategically planned and coordinated schedules to optimize use of res
ources while controlling costs and meeting company needs. Trained, mentored, and
motivated company distributors in product knowledge and company policies, playi
ng an instrumental role in the development of top performing team members.
Sport Court Development, Inc - Kirkland WA
Regional Residential Sales Manager (2004-2007)
Contributed to business development by using proactive prospecting techniques t
o generate new customers throughout Washington, Idaho and Alaska for constructio
n and outdoor recreations product manufacturer. Directed all aspects of sales an
d project support; liaised effectively between architects, landscapers, electric
ians, concrete finishers, and installation crews, illustrating advanced communic
ation skills. Actively supported employer in sustaining and growing business by
providing quality service in processing customer transactions.
GeoLine, Inc - Bellevue, WA
Pacific Northwest Territory Manager (1998-2004)
Strategically developed and administered innovative marketing and sales program
s instrumental to facilitating competitive market leveraging. Proficiently provi
ded customer training of engineering and surveying equipment and supplies to eng
ineering, construction and survey companies, as well as to federal, state, count
y and city governments. Planned and coordinated training schedules for law enfor
cement professionals performing crime scene mapping and accident reconstruction.

Career Note: Additional employment experience as Pacific Northwest Regional Sal

es & Operations Manager for Ferguson & Sons.
EDUCATION & TRAINING
Business & Economics Program - Green River Community College
Professional Sales Skills PSS11 a" Xerox
US Navy Technical & Submarine School
US Naval Radio School
Global Partners & Associates Sales Management Training Curriculum
MapScenes Certified Training Course a" Accident Investigation Software
TECHNICAL SKILLS
MS Word, Excel, PowerPoint, proprietary inventory/pricing control programs, Sale
sForce
AFFILIATIONS
Pacific Northwest Football Officials Association; Washington Officials Associati
on;
Land Surveyors Association of Washington; Northwest Wall & Ceiling Bureau