High performing, multi-lingual sales management executive with extensive sales, marketing and channel management experience across a number of business models and industries. Skilled in all aspects of direct/indirect sales channel management and development in competitive markets. |
TRAFFIC CONTROL CORPORATION May 2008 to Present
Traffic Control Corporation is a regional distributor and integrator of traffic control products and technology. 2008 revenues to exceed $43 million.
Director of Sales and Marketing
Hired by President to manage sales division and launch marketing efforts. Accountable for $43 million in revenue derived from four sales offices in a nine state territory. Currently managing four territory managers and a total of ten sales representatives with short term plans to expand sales force. Responsible for driving strategy to re-brand and re-position company for accelerated growth.
•Enforced monthly sales targets and measurements in organization lacking a sales culture.
•Assessed weaknesses of managers and sales force to implement corrective action plans.
•Driving implementation and adoption of Salesforce.com CRM tool for sales department.
•Designed performance based compensation plans for managers and sales staff.
•Acting as liaison to product suppliers providing performance updates and market intelligence.
OMRON ELECTRONICS LLC 2004 thru Nov. 2007
Omron is one of the world's leading suppliers of advanced electronics, sensing and control systems and components with revenues exceeding $6 billion in the year 2006.
National Sales Manager / E-Commerce Manager
Recruited by President to manage P&L and sales activities for 80% of total company revenue. Accountable for $80M in gross revenues from indirect channels comprised of a national distributor network of over 100 distributors. Managed a national sales management team of 11 people as well as two marketing and administrative support personnel. Oversaw sales policy, and coordination of front-end and back-end strategy. Managed interaction between newly established direct sales force and distributor network in order to reduce channel conflict and maximize revenue. Managed Latin America sales effort leading a team of eight sales and engineering personnel which included the Latin America Sales Manager.
•Increased sales by 113% in first year of sales management assignment.
•Implemented key changes in what was previously a poorly performing sales team and distributor network which included implementation of a sales and reporting process.
•Upgraded 70% of sales management team in first ten months of sales management assignment.
•Performed in-depth analysis of network; established new expectations and discount structure; worked with legal counsel to affect a supportive contract to build accountability into the distributor network.
•Developed a new matrix for the indirect channel discount structure to increase profitability and also build service and value differentiation in the indirect channel.
•Improved DSO and cash flow from indirect channel by 26 days to 41 days in first twelve months.
•Designed and implemented new incentive compensation plan to drive focus on sales of strategic product set. Implemented direct marketing program leveraging weekly e-mail to customers.
•Created strategy and infrastructure to grow e-commerce revenue.
•Managed consulting relationship and project teams to develop web platform and continuously integrate web with other back end systems and processes.
•Achieved 95% of plan for online sales in first half of fiscal year 2007.
•Sponsored Lean initiative to reduce processing time of special price request from 53 hours down to four hours.
SMC CORPORATION OF AMERICA 1993 - 2004
SMC is a Global 1000 corporation and the world’s leading manufacturer of pneumatic factory automation products for manufacturing and process applications.
National Distributor Sales Manager (2000 – 2004)
Responsible for $70 million in gross revenues from indirect channels comprised of a national distributor network of 30, which represents 30% of total company sales volume. Oversaw sales, policy implementation, and coordination of front and back-end sales strategy. Managed a call center with a staff of ten to service and process orders for distributors. Advocated for distributors, bringing key issues to the forefront of SMC management. Served as the link between direct and indirect channels in a matrix organization, providing assurance to both channels that the $3 billion market could easily support both. Reported to President.
•Performed in-depth analysis of network; established new expectations and discount structure; worked with legal counsel to affect a supportive contract and upgrade of entire network.
•Implemented a new matrix for the indirect channel discount structure to increase profitability, utilizing 26 different discounts spread over 600 different product families; achieved a 2% increase in profitability on $65 million in indirect channel sales.
•Facilitated the implementation of a recommended inventory management program for distributors as a way to improve production flow and increase production volume for SMC.
•Coordinated and managed the deal process which converted to SMC what had been a 40-year $6 million relationship with a competitive distributor.
Chicago Branch Manager (1997 - 2000)
Full P&L responsibility for sales/operational activities in the Chicago area for a $13 million branch. Recruited and managed outside sales force of 15 and inside sales staff of 10, as well as local distributors.
•Reduced operating expenses to 65% of planned budget during recessionary times.
•Implemented sales performance and management process including Sales Action Planning, Target Account Focus, and Lanchester Strategy for Market Domination, Project Pipeline and Zone Theory.
Regional Channel Manager (1995 - 1997)
•Achieved 138% of quota for distributors and other indirect sales channels in region.
Sales Representative/Zone Leader (1993 - 1995)
•#1 Salesperson Award for increasing sales 524% in 1994; increased territory sales 280% in 1995.
MAYR CORPORATION - Regional Sales Manager 1990 – 1993
AMERICAN AUTOGARD CORPORATION - District Sales Manager 1989 – 1990
MAINLINE INDUSTRIAL DISTRIBUTORS - Sales Representative 1987 – 1989
EDUCATION
Bachelor of Science, Marketing, Elmhurst College, Elmhurst, Illinois
Executive Certificate, Channel Marketing Strategies, Northwestern University Kellogg School of Business |
