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Robert J.

Fulmer
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web site: robertjfulmer.com Olney, MD 20832

Home 301-774-0067

Cell 240-328-5846 fulmerrobert@verizon.net

Summary: To implement a Best Practices approach to executive sales, sales management and business development to increase sales revenue, productivity and profit margins. Professional Sales: Currently closing 43% on all sales calls which is the highest closing ratio in the company. Average sale amount is $9,548 and customer satisfaction is over 94% for Windows on Washington. Closing ratio was over 70% for Splaine Security Systems with 95% customer approval as measured by Washington Consumer Checkbook. Sold systems to BWI Airport, Head Start Schools, Defense Contractors, Directbuy, Stadler Nurseries, Congressman, Senators, FBI Agents and CEOs in the Washington Metro Area. Sales Management: Trouble Shooter for The Baltimore Sun supervising 45 account executives with 1600 active accounts where I re-sold over 90% of lost accounts for. Largest sale was to Jerrys Chevrolet which exceeded $1,000,000 and they had not been an advertiser for 10 years. Supervised the Marketing and Advertising for The York Dispatch where I achieved 18% increase in sales during a newspaper war with a chain owned newspaper and put the competition out of business. Specialized in writing proposals with marketing research and taught all salespeople at both newspapers how to sell with the numbers. Business Development: Sold and built a scoring model that selected the best prospects for all DC area homes for Federal Blue Cross/Blue Shield during open enrollment and increased sales by $18,000,000 for a cost of $50,000. Set up lead generation program for Digex generating 400 leads per week with a 1 in 5 closing ratio. Provided research used by Sony that generated a 22% response rate at the NAB national conference. Business development clients include The Washington Post, Fannie Mae, Blue Cross Blue Shield Federal, Paralyzed Veterans Association, Playboy Enterprises and Gannett. Taught database marketing at American University. Technical and Electronic Security Sales: Use system design knowledge to design and build intruder, fire, access control, closed circuit TV and advanced integrated security systems with Biometric Readers.
Windows on Washington Sales Consultant June 2012 to Present Splaine Security Systems Director of Sales and Marketing 2002-June 2012 RMC Database Marketing Principle of a Sales Consulting Firm 1993-2002 American Newspaper Publishers Association Director of Circulation and Readership Services 1990-1993 Leading National Advertisers Vice President of Marketing & Product Development New York 1988 to 1990 The Baltimore Sun Sales Manager, Troubleshooter - Supervised 45 Account Executives with 1,600 Accounts Education: BS- Syracuse University NY Regents Scholarship winner, top 1%. Post Graduate courses in marketing from Loyola College in Organization and Management, Marketing and Statistics. Sales training includes Sandler and Xerox as well as many ongoing courses and books on sales. Technical Education includes Courses in Structured

Wiring, Network and Telephony Wiring, Audio Video Design, Security System Design, Estimating, CCTV Systems, Access Control and Risk Mitigation. Construction courses include reading blue prints, take offs, window design, insulation and roofing.