SALES MANAGEMENT

Division Manager—Responsible for the growth of sales and profits of telecommunications equipment, while supervising 45 employees.  Developed and implemented a strategic plan that revamped business processes, resulting in an increase of net profits by 9% for the division.

Worked closely with salespeople, improving morale and coaching them to increase profitable sales.  Strengthened the selling effort by creating effective marketing materials and programs that reflected target customers’ needs. Sales increased in all territories enabling the division to achieve the highest level of sales in 14 years.

Overcame a long-standing antagonistic relationship with a key customer in Asia. Resolved the issues and established a strong relationship based on mutual respect. Negotiated a win/win service agreement that led to a 23% increase in sales to that customer. 

 

National Sales And Marketing Manager—Responsible for growing the specialty business unit of this large worldwide trading and distribution company. Presented business opportunities and strategies that persuaded senior management to reorganize the specialty business division.  

 

Increased the business by identifying new markets and constructing plans and budgets for profitable expansion. Coached the sales team to obtain new accounts and managed the cooperative relationships with key business partners.  In two years branch locations grew from 6 to 10 while division sales increased from $43 million to $65 million.

Director, Direct Ship Parts Sales—Supervised three employees and improved the margins on the direct shipment of parts to international dealers. Obtained new vendors and established effective vendor relationships to improve quality and pricing on parts. Recognized within the company as an excellent negotiator on pricing and conditions. Worked with 120 vendors dealing with 45,000 part numbers. By improving the pricing and quality of parts for dealers, while maintaining excellent margins, significantly increased parts sales to dealers. In the first two years took sales from $7 million to $15 million and then increased parts sales an average of 9% per year.

Regional Vice President—Sales, marketing, and full P&L responsibility for this five-state region. Took sales from $19 million to $52 million. Secured 16 prime vendor awards valued at over $40 million per year during the first 18 months.

 

Operationally responsible for instituting process improvements and quality control measures that have reduced total operating costs and employee turnover, while also enhancing customer quality. These efforts have played a key role in becoming a two-time recipient of the “Gold Star” award for outstanding performance. Awarded to ten employees annually from among 4,000.

Regional Sales Manager - National Accounts—Accountable for all national account and chain business in the Midwest region.  Manage four sales personnel who are responsible for calling on headquarters of major accounts.  Worked closely in the field with the sales force for the past year to produce a $4.4 million increase in sales, a 39% increase versus an 18% increase for the company nationally.  Designed and implemented an auto­mated system for tracking servicing activities by distributors which reduced annual service payments by $120,000.

Director Of Sales And Marketing—Created effective sales and marketing programs that have increased sales from $1 million per year to $11 million during the past ten years. Occupancy rates have been increased from 41% to 62%. Personally sold and contracted over 900 conventions. Devised a media advertising program which saves $300,000 annually.

Developed a merchandising seminar for the 200 operations staff to instill the art of "upselling" products and services. Program has increased sales an average of $400,000 per year. Also produced a training program for the reservations staff which has added $300,000 to $450,000 annually to sales volume. Coordinate national and international trade shows which generate $200,000 to $300,000 of additional business.

Vice President, Sales and Marketing - Performed all marketing research and obtained the North American rights to a unique commercial roofing product. Established market­ing strategies and built a strong distribution network through a group of wholesalers. Sell the product through retail home centers, agricultural co-ops with over 3,000 retail stores, and OEM accounts. Sales have increased an average of 26% annually for the past six years.

 

District Sales Manager - For this manufacturer of data communications equipment, manage a two-state district and have total responsibility for maximizing sales and profits. Supervise 12 sales representatives and four systems engineers. Administer the sales compensation package and annually establish sales objectives for individuals and sales teams. Provide technical and managerial resources for the sales staff and work closely with them to establish marketing and closing strategies. In three years have averaged 24% annual sales growth and in 1995 led the six-district region in adding new accounts, with 94. In 1996 inducted into the “Marathon Club” for exceeding revenue quota five consecutive years.