My 15 years sales and supervisory experience in the field of equipment sales and capital goods items, coupled
with my success in managing a sales force that has exceeded all sales quotas for the past 7 consecutive years,
qualifies me to assume the role of VP Sales.
Having taught school at the senior-high level and served in the capacity of acting principal on numerous occasions,
matched with the fact that I now have achieved my Masters in Educational Administration, allows me to pursue the
position of Vice Principal at Rogers High School.
Describe your career up to now: Below are some examples to follow.
I have spent the past 15 years in sales associated with the manufacturing of specific widgets and other non capital goods items.
For the past 7 years, I have been a science teacher in the middle school system teaching General Science and Biology.
As a multi-skilled Manufacturing Industry Executive I have been successful in building corporate value through my
contributions in engineering and production management, quality, performance reengineering, cost control and
I have spent the past 12 years working in the Human Resources field with specialties
in SAP. I have focused on
analyzing existing processes and developing effective manual/automatic procedures. I have also managed
development and production support functions, financial planning, corporate service contracts, and IT budgets.
Where would you like to be in 5-10 years?
In 5 years, I want to be at the Director level in my company or in a new company.
In 3 years, I want to be my own boss or own my own company.
In 10 years I want to retire.
In 7 Years I want to be able to manage my own department.
In 5 years, I want to have my Masters Degree.
What is the main purpose of this resume?
The purpose of this resume is to position me for a change of careers.
The purpose of this resume is to better position me for my next promotion.
I want a job with XYZ Company and this resume is necessary for the application process.
I want to update my resume in case a great opportunity comes along and I need one quickly.
This resume will be a brief portfolio for potential clients.
Spend a few minutes and search major job boards such as Career-Builder, Dic.com and Monster and find
three jobs that you would consider your dream job. Print the ads out and put on separate pieces of paper.
Take a careful look and see what things these jobs have in common. How are they different? What do
you really like about each? How many things they are looking for are a match? If you are match
CERTIFICATIONS / LICENSES
OTHER EDUCATION / TRAINING
List any other training you have received relevant to your career choice, such as certification
courses, classes, or workshops.
Branch of Service:
Medals or Acknowledgements:
AFFILIATIONS / MEMBERSHIPS
Name of Organization:
Membership Status (Officer?)
PUBLICATIONS AND OTHER WRITINGS
Type of Work:
Title of work:
Date Presented or Published:
Publisher, Periodical or Location:
PREVIOUS EMPLOYMENT On a separate piece of paper for each job held in the past 10-15 years relevant to the career you
are looking for now, develop the following information for each job. If you held multiple positions
within a single company, don't repeat company data. The data here will also be used in
applications, interviews, etc. Take your time. Don't hurry through this.
Reason for leaving:
Brief description of the firm: no more than 4-5 lines AT MOST.
Main product/service/dept you were part of:
Description of your work there:
Number of direct/indirect reports who/what you were responsible for:
S. H. A. R. E. STORIES
As I stated in the book in Chapter 7, S.H.A.R.E. stories are absolutely critical for resume
development and enabling you to control the interview process. They provide solid, quantifiable
evidence of your skills and accomplishments. I cannot emphasize enough how important it is to
develop short, powerful, hard-hitting, informative stories that can be told conversationally in 45
seconds or LESS.
Initially, they will be long when you first write them. You MUST edit them down or have your
search partner do it for you. In either case, they cannot exceed 9 lines when all is said and done.
They are used in your interviews, in your reference letters, letters of follow-up and a dozen other
The first list below are memory triggers for you to use in remembering things you've done that
warrant S.H.A.R.E. story development:
Projects you worked on
Projects you took on outside of your normal duties
Asked to lead a project or team and its results
Developing new or more effective techniques
Increasing personal, team, or company-wide productivity
Saving the company money
New responsibilities you were asked to assume
Created a new product or bettered an existing one
Company or industry awards you received and why
Demonstrated independent initiative
The biggest challenges you faced in this position
Knowledge gained while in this position
Example Share Story #1:
Outsource manufacturing requirements Internal manufacturing costs - labor/overhead expenses were rising faster
than product cost relief or retail pricing would allow for product Hindrance(s): What major barrier did you face and
why did that make the problem difficult?
Interviewed several offshore manufacturers with site visits to review manufacturing capacity, product handling, cost
containment programs and capability to current product offering. Reviewed manpower requirements without
internal manufacturing; possible transfer to technical services, telemarketing or termination. Developed and
implemented 2 year sales forecast with subsequent profit margin and inventory turns profile.
Manufacturing outsourcing resulted in a 20% drop in product cost, 15% in transportation costs and additional 5%
drop in overhead costs. 2 year sales forecast was underscored by 15% resulting in an additional margin and
overhead savings. Manpower was reassigned to Technical Services and Telemarketing. On time delivery
remained at 99%
Cost containment with outsource manufacturing was constant; realized 20% in product cost savings Continuously
reviewed product offering consistent with outsource manufacturing.
Example Share Story #2
Employment was increasing without commensurate increase to Sales forecast or other department requirements.
Administrative spending was neither budgeted nor consistent with 2-year sales forecast. Discretionary spending
was not planned nor was there a ROI performed prior to dispensing of funds.
Company was not familiar with internal cost controls. Their focus was primarily on product cost. President was
hesitant to realize internal cost controls would in fact contribute to the "bottom line".
Placed on hold all spending not relevant to product cost. Initialized a 2-year sales forecast with spending accounts
for all departments (Admin., Engineering, Manufacturing and Technical Services).
Overhead cost dropped by 5%. Transportation costs dropped by 15%. 2-year sales were 15% higher than
projected, and costs were lowered by 3%.
President changed his way of viewing costs internally and procedures were installed as a permanent part of the
Example Share Story #3
The Atlanta operation was unprofitable by 12% or approximately $6
million and was targeted for cancellation.
The two entities that were merging were sharing revenue and cost on shared transatlantic, which were operated by
either company. The Atlanta service was operated by company A and the Purchasing company was pushing for
cancellation based on current results.
Our research and analysis showed that the Atlanta operating formula was poorly positioned to succeed in this
market. I recommended a change of aircraft type, daily frequency, better departure times and a better connecting
schedule. I sold this internally to the management teams of both companies. The plan was approved and
introduced to the Atlanta market via an advertising and marketing campaign directed towards travel agencies and
corporate travel departments.
Within year one of introducing the plan, Atlanta market sales increased 37% over the previous year and profits
moved from -12% to +2%, a 102% increase.
Four years later, the operating plan I introduced is still operating and profitable. The approach I recommended
changed the approach used by the two alliance partners in evaluating joint services.
Example SHARE Story #4
The Atlanta division was losing $6.0 million annually on two major product lines that were part of a mix of products
delivered to national accounts with a total sales of $14.5 million.
Pulling these from the product mix could potentially drive existing accounts to the competition and mar the highly
prized company reputation for service excellence in the Atlanta market. Each contract provider for our services to
this market had their own agenda and delivery schedules.
Developed a multi-departmental and facility task force to focus on developing alternative products for the mix and
transitioning them into the market with minimal impact on the existing customers.
Within 12 months, operating profits exceeded $500,000 with no loss of existing customers.
In future products, I might use my persuasion skills to encourage senior managers to move on group
recommendations more swiftly, and changes like this might only take 6 months.
Please enter 3 to 5 of your greatest achievements in your career that you do NOT have share
stories for. Please quantify by using hard numbers or results. See the examples for ideas and
suggestions. Specify the position and job title you were in when you completed this achievement
so you won't get confused later. Also, if you decide to redo the resume, these might be put at the
top of the resume in your career achievements section.
19% per project average revenue increase and doubling of profit through development of new
strategic direction/pricing methodology. New model led to 45% decline in direct labor costs,
doubling of productivity, 25% reduction in overhead and a 225% increase in profit margin.
Launched a suite of investment products attracting over $700 million in Canadian assets in a
Using FOCUS, designed and implemented a database and over a dozen reports that stored and
reported on phone taps and traces for use by field agents and prosecutors in criminal court cases
in multi-state jurisdictions and groups.
Turned net operating cash flow positive for only the second time in 5 years (from $1.7 million
negative to $35,000 positive), through revamping of credit practices, pricing methodologies, cost
restructure, and staff productivity.
$2.5 million in write-offs prevented through hard-line negotiating and use of leverage with several
large delinquent clients.
$20 million annual incremental profit through reallocation of funds from declining business to an
alternative investment opportunity. Thoroughly researched, analyzed, and compared opportunity
costs, resulting in proposal being accepted.
Positioned company into dominant role with key developing markets, propelling it toward goal of
#1 tobacco group in world through reallocation of central marketing expenditures. San Francisco,
CA - Site Team Leader on a DMS-500 installation. Project budgeted at $400,000. Brought costs
in at $320,000, or 20% under budget.
Newport News, VA - Site Team Leader on a $2,25 million project to install a DMS-500 system and
finished project $300,000 under budget and two weeks ahead of schedule.
Phoenix, AZ - Lead Technician for NextLink switch and transport installation with a
$5 million project budget calling for 14-week timetable. Brought project in at 11 weeks, thereby contributing
to increased profit margins.
Led the efforts that converted XYZ Corp. from a Novell Netware platform to a Unix platform.
Achieved the enthusiastic buy-in of IT managers and staff members by selling them on the idea of
upgrading their skills, and the need to actively take steps regarding the soon to be pending Y2K
issue. Implementation involved travel to 45 different server locations including France, Spain,
Germany, England, Italy, Australia, Malaysia, Indonesia, Thailand, Taiwan, China, and Japan
among other countries impacted by the conversion and upgrade of their IT infrastructure.
Secured a $50,000 grant award for new library system
100% manager training completion rate for all new hospital departmental managers
Editor of newsletter for 147 managers
Achieved 98% compliance for new associate orientation attendance
19% increase in measured patient satisfaction rate
Taught Leadership Development with 16 hours given each quarter to department supervisors.
Built a 3-facility lending library.
Soft skills are the personality traits that
cannot be measured, but rather observed.
These help clarify who you are and what
type of person you are to the writer and
Please list 10 attributes that you feel make
up your personality. We've listed a few for
you to use. Also, in Chapter 3, exercises
3.2 and 3.3, you developed your
transferable skills and traits. Use these as
Strong Interpersonal Skills
Ambitious / Energetic
Strong Provable Achievements
Trainer of Others
Motivated / Motivator
Commitment to Excellence
Leadership through example
Honesty / Integrity
Dedicated / Diligent
Respected by Others
Resolving client concerns
Responsible - can be counted on
Patience in dealing with people
Adaptability / Flexibility
Desire to lead projects or people
Planning / Thinking Ahead
Clear Communications Skills
Committed to Excellence
Precise / Detailed
Aggressive in completing work
Positive attitude towards life
Meeting Aggressive Schedules
Works well under stress
Clearly explaining concepts
Inventory / Office management
Reliable - the "go to" person
Experienced / Seasoned
Facilitator of ideas
Dynamic - energizes the group
Clear / Rapid Reactions
Think about your top skills. List at least 10-20 of your top skills relating to your career choice.
Some skills you might enter are specific hardware/software technologies, sales and marketing
techniques, management, etc. These skills are going to help the writer build some of the main
highlights of your resume and cover letter and should be your most valuable skills.
Examples of Top Skills:
Business Development Support
This section is where you enter everything you know that you think would be valuable to an
employer. For technical and engineering individuals, this section can be as long as an entire page
of your resume; for some it may be only a short paragraph. This section is also an excellent
source of keywords when posting your resume on job boards and sending to recruiters.
If you have more than 20 skills, sort your skills into groups. Choose a heading for the group and
enter a comma-separated list of words, phrases, or products that you know under that heading. If
your skills are brief, you may use "Skill Summary" for the heading. Non high-tech individuals
should include an entry for computer and software skills.
Linux (Slackware, RedHat, Debian), other Unix (OpenBSD, Solaris 7/8), MacOS 9/10, Microsoft Windows (9x, NT,
TCP/IP v4, IPX, NetBEUI
ftp, telnet, ssh, http, ssl, nis, syslog, smb, imap, smtp, pop3, dns, traceroute and others.
Network and host IDS (Intrusion Detection Systems), Proxy/cache services, host and network firewalls, anti-spam practices,
Win2k and UNIX host hardening, auditing, security policy development, system and log monitoring.
MS Office 97, FrontPage98, Outlook, IE 5.x, Netscape 4.x/6.x, PhotoShop 6.x, StarOffice, and most Linux distributions and
Q-mail, Apache 1.3.x, Perl5x, MySQL, PgSql, Bind, djbdns Radius, Freeswan IPSec, Vpopmail/SQWebmail/CourierIMAP,
OpenSSL, wuftpd/NcFTPd, radius, dhcp, ntpd, NetSaint monitoring. Linux Virtual Server clustering, Linux QoS, MS SQL
Server 2000, IIS5, Active Directory, MS network services in 2k Server.
Perl 5.x programming for SQL database and web driven administration and E-Commerce applications, ASP, SQL
database/query design and normalization, bash/sh shell scripting.
Design, installation, and repair of workstations and servers. Extensive knowledge of matching server hardware to task
specifications. RAID array configuration and management, SAN implementation, clustered and high-end services. Certified
for repair of most HP printers/computers/monitors with broad knowledge of all PC and server hardware.
Skilled with network equipment including routers (Cisco/3Com), switches (Cisco/3Com/Foundry), hubs, and LIU/CSU/DSU.
Well versed in category 3/5/6 cabling for Ethernet and telephone, RJ11/12/45 crimp, 66- & 110-block cross-connect and
phone closet cabling. Extensive knowledge of network topology and design for ISP and enterprise networks. Skilled at
troubleshooting and monitoring all network traffic.
Project Design and Management, Engineering Management, Client Presentations and Negotiations, Sales,
Marketing and Global Partnerships Finance and Budget Analysis
Strategic Business Planning/Modeling Consolidations/Restructurings Debt/Equity management
Finance/IT/HR/Facilities Management Contract Negotiation/Maintenance Senior Client/Account Relations System
Design/Conversion Business Development Support Non-Profit Accounting/Administration
OTHER KEY WORDS AND JARGON
List other few keywords, key phrases, and industry jargon that you would like the reader to understand
about your core competencies. These words should be the words you want used to find your resume on
job board searches and recruiter database