Lance Guy

10610 Elmdale Drive

Houston, TX 77070
281-897-0098
lgd06f1c@westpost.net
www.linkedin.com/in/lanceguy
SUMMARY: Business Development leader managing complex sales while consistently
exceeding sales quotas.
Proven hunter and farmer, channel developer, negotiator and sales strategist wit
h an impeccable work ethic.
Strengths include new business creation; major account management; and territory
turn around.
PROFESSIONAL EXPERIENCE
Healthcare Services Group, Houston, TX March 2010 - Present
Regional Director
First Student, Inc. Houston, TX 2008 - 2010
Director of Business Development - First Student & First Vehicle Services
Responsible for selling contracted student transportation and fleet maintenance
services to school districts and municipalities for North America's largest priv
ate transportation company. Annual new business quota over $8 million.
* Assisted in selling Wichita Public Schools, a $23,000,000 annual contract.
* Sold fleet maintenance contract worth over $7,000,000 to Houston METRO.
* Served as a key subject matter expert in numerous committee and council sales
presentations throughout the Eastern US .
Zonar Systems, Houston, TX 2007 - 2008
National Account Manager First Student, Inc.
* April 2008 Promoted to NAM of First Student, Inc. - Zonar's largest account
* Sold GPS tracking systems and maintenance solutions to school districts, munic
ipalities and private companies throughout Texas & Louisiana.
* Closed multiple deals from cold call to close via live demonstrations, proven
return on investment.
* Developed paid pilot to City of San Antonio to track 2700 vehicles, landed mul
tiple fleets at Oncor Energy , sold vehicle maintenance and inspection system to
Austin Energy.
NCR Corporation, Houston, TX 2003 - 2007
RFID Specialist
Promoted to RFID (Radio Frequency Identification) Specialist 2006. Launched NCR'
s RFID labeling systems and software to top tier suppliers of Wal-Mart and the D
epartment of Defense located in TX, OK, LA, & AK.
* Closed NCR's first Department of Defense RFID deal from cold call to close by
engaging top NCR IT consultants and management.
* Sold RFID solutions & pilot programs to multiple fortune 500 Wal-Mart supplier
s including Texas Instruments, Uniden, Anderson Merchandisers, Cott Beverage and
Nestle'.
* Achieved 132% quota attainment 2007.
Regional Sales Representative
Sold custom printed business forms, labels and printer consumables to high volum
e customers such as utility companies, statement processors, banks and major ret
ailers in Arizona.
* Inherited AZ territory with ZERO existing customers and built territory revenu
e to almost $1.3 million in 2 years by cold calling direct to end users and winn
ing the largest area reseller from a local competitor.
* Managed major national office supply resellers (Corporate Express, Office Depo
t) and grew territory revenues from $1.2 million to over $2 million in 2005-2006
. Sold Comp USA custom printed point-of-sale receipt tape worth over $450,000 a
nnually, unraveling a 10 year relationship with the existing producer.

Lance Guy Resume' Page 2

Adams Golf, Scottsdale, AZ 2001 - 2003

Regional Sales Representative
Independent Manufacturers Representative responsible for growing retail sales an
d market share of Adams Golf equipment in AZ, NM & Las Vegas. Launched and manag
ed sell in / sell through of new products from cradle to grave.
* Increased lagging account base by over 35% in year 1 by rebuilding trust with
"my" retailers due to existing buyer relationships in the territory cemented pri
or to joining Adams Golf.
* Achieved 108% of quota in 2001 despite large product returns and territory cle
an-up.
* Achieved 145% of quota in 2002.
* Achieved 120% of quota in 2003 through 3rd quarter.
Tommy Armour Golf, Scottsdale, AZ 1998 - 2000 (Company filed bankruptcy in Ja
n. 2000)
District Sales Representative
Responsible for selling multiple golf equipment brands under the Tommy Armour um
brella (Tommy Armour Golf, Ram Golf, Walter Genuin Golf Shoes & TearDrop Putters
) at both retail and golf pro shop accounts. Met or exceeded sales targets each
year despite challenges presented by an aging product platform and dwindling mar
keting support.
* Achieved quota in 1998.
* Achieved 167% of quota in 1999 - Ranked #1 in USA winning trip to Italy.
Airborne Express, Seattle, WA 1995 - 1998
Sales Representative, International
Sold international air and ocean cargo services to shippers throughout WA, OR &
ID. Based in Seattle, successfully managed existing customers and added new cus
tomers in the Northwest, Airborne's third largest territory.
* Sold $1.3 million Seattle to Amsterdam airfreight and logistics contract to Fl
uke Corporation.
* Ranked #1 in the USA for Ocean Freight sales third and fourth quarter 1996.
* Ranked #1 in the USA for air freight sales in fourth quarter 1997.
* Nominated / Offer extended to become Country Sales Manager, South Africa 1998.
Xerox Corporation, San Diego, CA 1993 - 1995
Authorized Sales Agent
* Account Executive responsible for marketing Xerox office products in an assign
ed territory.
* Consistently exceeded Xerox's monthly sales quota, 124% of plan in year 2 vs.
prior year.
* Sold over $800,000 worth in hardware in the first year, successfully launching
new products and winning users from competition.

EDUCATION
BA, San Diego State University, San Diego, CA - 1993
ADDITIONAL TRAINING
Xerox "Document University" Sales training, Leesburg, VA
Airborne Express "In Depth" Selling Skills Program, Seattle, WA
NCR Contract Negotiations Training, San Diego, CA
ADDENDUM
Stated sales achievements fully documented