CHARLES T. COSTELLO

                                                  20 Conshohocken State Road

                                                            Apartment 304

                                                       Bala Cynwyd, PA 19004

                                    (610) 668-0579  E-mail: ctcstagelights@aol.com

                                                            PROFILE

Management and sales executive with exceptional leadership ability and outstanding record of new business development with fine paper industry background, strong knowledge of commercial printing and end use applications. Keywords of expertise:

Selling                                               Managing                        New business development

Negotiating                                        Goal-oriented                  Customer relations

Communicating                                  Organizing                       Problem solving

PROFESSIONAL EXPERIENCE

SPECTACOR MANAGEMENT GROUP: Atlantic City, NJ [2002-Present]

Theatrical Stage Lighting Department Head

SMG manages the “Boardwalk Hall” in Atlantic City, NJ. Theatrical stage events include: The Miss American Pageant, Cher Concert, Bruce Springsteen Concert, Britney Spears Concert, Alan Jackson Concert, Andrea Bocelli Concert, Neil Diamond Concert, The Beach Boys Concert, Fleetwood Mac Concert, Paul McCartney Concert, Elton John Concert, Bette Midler Concert, HBO Championship Boxing Events, WWE Wrestling Events, Disney Ice Skating Shows and other entertainment venues.

SELECTED ACCOMPLISHMENTS:

• Communicated with Lighting Directors and touring lighting department heads concerning theatrical stage lighting specifications and requirements.
• Managed and directed technical work of stage lighting employees.
• Stage lighting installed according to Lighting Designers’ plans and designs; on time, correctly and safely.
• Persistent follow through performance for completing detailed work with measurable results.
• Problem solving actions to appraise and evaluate problems; generated and decided options and communicate recommendations to touring lighting department heads.
• Management responsibility to represent and interpret organizational policies and philosophy for negotiating and resolving conflicts.

WWF PAPER CORPORATION: Bridgeport, NJ [1997-2002]

Fine Paper Sales Specialist

WWF Paper Corporation was a national privately owned paper merchant distributing fine paper, envelopes and carbonless papers to commercial printers, publishers, forms manufactures, envelope converters and corporate customers. Responsible for B-2-B sales work and developing new business in New Jersey and Pennsylvania.

SELECTED ACCOMPLISHMENTS:

• Excelled at acquiring new business, increased sales with existing accounts and reactivated dormant accounts.
• Increased sales from $0.00 to annual sales volume over $1,500,000.
• Achieved and exceeded corporate gross trading margin goals of $200,000 a year.
• Won Sales Representative Award; 2^nd quarter, 2001. Exceeded sales quotas.
• Performed persistent B-2-B sales calls which developed 40+ new accounts.
• Organized territory management plans and personal selling activities.
• Managed and coordinated inside customer service personnel and shipping department activities to ensure customer service and satisfaction.
• Negotiated with North American paper mills concerning special pricing, business opportunities and printers’ on-press paper complaints.
• Solved printers’ on-press paper problems, complaints and financial claims.
• Handled collection work of slow paying accounts receivables problems.
• Developed and maintained client relationships that increased sales.
• Communicated questions that uncovered customers’ fears and objectives.
• Demonstrated paper and printing knowledge that achieved client approval.
• Successful business acumen, integrity and goal-oriented work ethic.
• Communicated effectively: oral, written and sales presentation.
• Consultative selling skills that developed relationships and sales.
• Negotiating ability achieved profitable sales.

NORTHERN MACHINE WORKS: Philadelphia, PA [1997]

Territory Manager

Responsible for selling “Standard Horizon Finishing and Bindery Equipment”, used printing presses and used graphic arts equipment to commercial printers and trade bookbinders located in Central and Northeast Pennsylvania.

SELECTED ACCOMPLISHMENTS:

• Negotiated and closed contracts, developed new business, increased sales.
• Achieved sales of $100,000+ per month.
• Won “Standard Horizon Sales Achievement Award”, PRINT SHOW 1997.
• Performed machinery and equipment demonstrations.
• Persistent B-2-B sales calls and telephone prospecting for new leads.

VIJUK EQUIPMENT INC: Elmhurst, IL [1995-1997]

Territory Manager

Responsible for selling bindery and finishing equipment to pharmaceutical printers, commercial printers and trade bookbinders located in the Middle Atlantic States.

SELECTED ACCOMPLISHMENTS:

• Achieved annual sales of $2,500,000 and developed new business.
• Negotiated contracts for purchase of machinery and equipment.
• Performed demonstrations of equipment at national trade shows.
• Managed large geographical territory and personal selling time.

POMCO GRAPHICS INC: Philadelphia, PA [1994-1995]

Account Manager

Responsible for selling high end full-color printing, engraving, envelope converting and finishing capabilities to advertising agencies, graphic arts designers, marketing firms and corporate accounts located in Philadelphia, PA.

• Wrote and presented print projects estimates to print buyers and designers.
• Performed daily B-2-B sales calls and professional sales presentations.
• Created weekly telephone call campaign for generating appointments.

MARK ONE PRINTING: Philadelphia, PA [1992-1994]

Vice President

Responsibilities included sales personnel management, personal selling work and preparation of five year business plan for plant expansion and increasing sales volume.

• Achieved annual sales of $400,000 and developed new business.

GOULD PAPER COMPANY: Bensalem, PA [1991-1992]

Fine Paper Sales Specialist

Responsible for selling fine paper and envelopes to commercial printers in the Philadelphia area market. Monthly average sales range: $40,000 - $80,000.

ROTFELD VIDEO INC: Lower Merion, PA [1990-1991]

Vice President

Responsible for marketing of “The Greatest Sports Legends” video series to national sports collectible and memorabilia retailers and wholesale distributors.

• Created full page advertising in national collectible publication.
• Negotiated contract terms and pricing for successful sales results.
• Developed new business that increased sales.

HEIDELBERG EASTERN INC: Glendale, NY [1986-1989]

Territory Manager

Responsible for selling Heidelberg Printing Presses, Polar Paper Cutters, Stahl Paper Folders, Sulby Perfect Binders, Bacher Prepress Equipment, Lawson Paper Cutters and BaumFolders. Duties included sales territory management of 500 accounts located in Pennsylvania and New Jersey.

SELECTED ACCOMPLISHMENTS:

• $3,000,000 sales achievement award in 1987.
• Earned four sales achievement awards in 1989.
• Attained top 15% of national sales force in 1989.
• Prepared and presented machinery proposals to executives, printing plant management and printing plant pressmen.
• Coordinated on-press print testing and performed equipment demonstrations.
• Performed contract negotiations and closed orders for new business.
• Gave equipment demonstrations at national graphic arts equipment trade shows.
• Personal responsibility for time and territory management.
• Managed and directed technical service department performance activities.

LINDENMEYR PAPER CORPORATION: Philadelphia, PA [1970-1986]

Fine Paper Sales Specialist

Responsible for selling fine paper, NCR carbonless paper, forms bond, publishing papers and envelopes to commercial printers, forms manufacturers, envelope converters, publishers and corporate accounts.

SELECTED ACCOMPLISHMENTS:

• Achieved year-to-year sales exceeding $3,000,000 and gross trading margins of $400,000+. Earned annual sales achievement awards.
• Performed consultative selling to develop new business, increases sales with existing accounts and reactivated dormant accounts.
• Responsible for sales and service work within the E.I. DuPONT Company account.

EDUCATION

Wharton School of Business, University Of Pennsylvania; Philadelphia. PA

Bachelor of Business Administration in Management and Marketing, 1979