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SALES & SALES MANAGEMENT EXECUTIVE
Technical Sales — Application Solutions — Program Management — Relationship Management
Successful Team- Building, Driving Growth, Increasing Revenue, Boosting Market Share & Improving Margins
Field , District & Region Sales Management
Consultative & Relationship Sales
New Business Identification & Development
Manufacturing, Distributor & OEM Relationships
Territory & Account Penetration
Value-Added Sales & Service
New Product & Service Rollout
Application Design & Specifications
Sales Presentation, Negotiation & Closing
Sales Force Training, Coaching & Management
Market Research & Competitive Intelligence
Sales and Sales Management Professional with a consistent, top-ranking record of achievement for both personal and team-based sales performance.
Twenty Years of Experience in Sales Management with a talent for coaching, training, motivating, mentoring and providing strong leadership to corporate sales teams and distributor sales forces.
Exceptional Logic and Product Knowledge with the ability to advise on product selection and application involving multiple components. Forming integrated systems that produce the lowest cost solution to client partners’ needs.
Expert Relationship Manager with unusually strong skills in building trust, delivering value and creating long-term relationships with customers, manufacturing partners and distributor networks.
PROFESSIONAL EXPERIENCE
RIGID CONTAINER MANUFACTURER KEY ACCOUNT MANAGER (2016-Present)
Bringing a direct sales presence throughout the west coast for an innovator in rigid plastic packaging. Cultivating previously abandoned accounts and adding new business relationships in janitorial, automotive care, pool chemical and household cleaning industries. Results: Generated 1MM LBS new business in 2017 from 0, and 600K LBS additional in 2018 with 500K LBS slated for new contracts in 2019 as well 2MM LBS longer term pipeline growth for the greenfield assignment.
MACHINERY DISTRUBTOR AND OEM -WEST COAST
REGIONAL SALES MANAGER (2014 2016)
Built the market presence for a processing and packaging machinery solutions supplier servicing the food, beverage, personal care and consumer packaging industries through the transition to private equity.
Established business relationships in a previously unrepresented region. Results: Projects with strategic targets Ballast Point Brewing, Karl Strauss Brewing, Stone Brewing, Van Law Foods among others generated $1MM sales from 0 with an additional $1MM pipeline for 2016-17.
METAL CAN MANUFACTURER
DIRECTOR OF SALES
(2013 - 2014)
Built upon the legacy of a 40-year-old independent metal can manufacturer servicing the seafood, poultry, shelf stable food, pet-food and non-food markets. Results: Annualized contract business went from $40MM to $75MM until the company was acquired by a multi-billion-dollar conglomerate.
Re-established business relationship with a national chafing fuel manufacturer. Results: $5MM incremental annual sales for 2015.
Spearheaded the retention of a complete production line that was slated to be sold for scrap value with the closure of the California manufacturing operation. Results: That line was the key asset installed at Lancaster, SC plant to service a new relationship with leading tuna canner valued at $30MM annually.
PET/HDPE/PS Bottle Manufacturer
REGIONAL SALES MANAGER
(2012 -2013)
Established increased sales presence for an independent plastic bottle manufacturer for the vitamin, nutritional, and over the counter (OTC) drug and pharmaceutical industries
Secured new business relationships at Key End User and Distribution Partners such as Shaklee, Schiff Nutrition, and Compax Packaging. Results: $2MM incremental sales budgeted in new business.
Drove the updating and implementation of SOP policies for pricing and manufacturing reporting. Results: Increased efficiencies positioned the organization as a viable and alternative service-oriented supplier in the national marketplace against much larger competing bottle manufacturers, paving the way for acquisition by private equity.
RIGID CONTAINER MANUFACTURER
REGIONAL SALES MANAGER
(2009 -2012)
Rebuilt sales presence throughout the Western United States for a $90MM injection molded products, rigid containers and plastics solutions provider leading to and through its acquisition.
Spearheaded the conversion of major pool chemical accounts to a new user-friendly packaging design implementing environmentally responsible technology, higher logistics efficiencies and higher quality graphics. Results: Increased profit margins on over $5MM sales at the three leading national pool industry manufacturers.
Established new business relationships at Key National and Regional Client Partners such as Leslie s Pool Supply, Chem Lab, Dunn Edwards Paints, and ParexUSA that served as the foundation for future stability and profitability for the region. Results: Region grew from $22MM to $29MM prior to the acquisition.
MARKETING and BUSINESS DEVELOPMENT CONSULTANT
2005 to 2009
Manage consulting assignments with multiple organizations.
Built networking relationships within the medical community for two start-up organizations specializing in office automation.
Coordinated all marketing programs for a new division of a residential and commercial mortgage brokerage.
Multiple projects within the packaging distribution and manufacturing sectors for expansion, capitalization, and divestiture.
Ongoing business development assignment for a custom packaging supplier serving the consumer, food, beverage, neutraceutical, pharmaceutical and personal care markets.
Major Plastic Packaging Manufacturer 2004
REGIONAL MANAGER – WEST COAST
Manage field sales operations throughout the Western United States and Canada for a global supplier of injection molded products, packaging solutions, and transportation (plastic rigid containers, plastic and paper cups, automation systems, freight brokerage, trucking). Call on and manage relationships with National, Regional, and Distributor accounts. Provide technical and managerial oversight to the entire sales cycle — customer needs identification, sales presentations, price and contract negotiations, application consulting, service delivery, account profiling.
Lead a team of four district sales professionals, and provide on-going training and mentoring — product knowledge, application engineering, and presentation, closing and account management techniques — to outside sales personnel. Manage cross-selling activities, training and team building activities with distributor partners, and indirect accounts.
Management Successes & Sales Results
*Led the company in % volume increase showing 29%increase in 2004 compared to prior year. This vs. national growth of <3 % industry-wide.
*Secured a two year supply agreement with a major National Building Products Account in support of a strategic product launch to displace a long-standing incumbent supplier.
*Boosted market share — to 60% — with a key National Coatings Account by securing a two year supply agreement and placement of a new product technology. Converted a steel application to plastic providing lower cost and higher value.
*Coordinated the conversion of several key regional customers —Major Building Products Supplier $1.4 million, Regional Coatings Supplier $1 million, Leading Produce Supplier $685,000 by providing higher value-added service offerings.
*Recognized — by managers, manufacturing, peers, team members, distributors and customers — for having exceptional team building and problem solving skills in establishing stability and continuity in the region.
Leading Rigid Container Manufacturer 2002 to 2004
SALES MANAGER- WEST COAST
Coordinated commercial and distributor sales for a national container manufacturer serving the industrial, consumer and retail markets. Worked throughout the West Coast and identified target accounts, developed and implemented market strategies, led sales presentations, closed contracts, and coordinated and ensured the quality of customer service through six manufacturing locations.
Management Successes & Sales Results
*Boosted West Coast sales from $37 million to $42 million 2002 to 2003 and to $51 million for 2004
*Directed the conversion of a major National Coatings Supplier from a long-standing incumbent supplier.
International Flexible Packaging Manufacturer 2000 to 2002
TERRITORY MANAGER
Represented a leading national manufacturer of custom polyethylene films and flexible packaging. Identified and captured new business and increased revenue performance among the existing end-user and distributor base within the converter, beverage, produce, consumer products, industrial, medical markets.
Personal Achievements & Sales Results
*Strengthened, managed and protected key account relationships to grow territory revenue from $3.5 million to $5.75 million.
Diversified Packaging Automation Company 1994 to 2000
SALES CONSULTANT
Developed new business relationships for a globally diversified manufacturer to market packaging systems incorporating equipment, automation and consumables.
Personal Achievements & Sales Results
*Society Award for sales excellence 1995, 1996, 1999.
*Product Champion : Responsible for product training and introduction within the organization for the foundation product launch of a new division.
*National Sales Leader: A major strategic product launch.
Leading Electrical Manufacturer 1987 to 1994
FIELD SALES REPRESENTATIVE
Directed the development and implementation of sales and marketing plans for a Fortune 500 electrical manufacturer to generate sales through distribution in the Southern California market.
Personal Achievements & Sales Results
*Coordinator: Organized a national series of trade shows targeting key accounts and prospects.
*Developed a comprehensive product training market and inventory analysis program for the country's largest distributor that became a model for the company’s future training programs.
EDUCATION
BA — Business Administration
A Top Ten Small College
Dale Carnegie Training - Graduate Assistant
RELEVANT KEYWORD SUMMARY
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