EXECUTIVE LEVEL SALES MANAGEMENT
Highly accomplished entrepreneur and sales executive with 25+ years professional track record establishing lasting client relationships to develop new business for optimum revenues. Extensive expertise in product marketing, territory management and new business development. Outstanding ability to develop, motivate and oversee top-performing teams focused on exceeding goals in the areas of sales, cost control and new business development. Strong communication, presentation, and negotiation skills used to close sales with clients at all levels. Recognized as a successful strategic business planner, decision maker, and problem solver. Recognized as top achiever for generating high revenue. Outstanding talent for quickly acquiring complex product knowledge and adapting to diverse sales channels.
Sales Manager * Sales Coach * Staff Training & Development * Product Launches * New Channel Development * Strategic Planning * Conflict Management * Market Penetration * Business Plan Development * Budget Planning * New Position Development * Advertising * Project Management * B2B Sales * Contract Negotiation * Market Trends & Research * Consultative Sales * Presentations * Self-Starter * Relationship Selling
PROFESSIONAL EXPERIENCE
OWNER/OPERATOR? 2010 to 2011
Business - Commercial kitchen exhaust cleaning company
Generated first year revenue of $150,000
OWNER/OPERATOR: Developed start-up company infrastructure, purchased truck, equipment and supplies, manage all aspects of daily business operations, and developed a business plan for short and long term growth. Performed 100% of B2B cold-call sales in person. Negotiated pricing that was on average 10% higher than the competition and successful at closing the sales because of using consultive selling strategies. Had long time local fire suppression inspectors recommending our work to their customers because of the high quality work we performed. My extensive management skills were critical to the start up of our business.
*?Top 15 franchise territory revenue list June 2010-May 2011.
?*Presented Value Builder Award at 2011 convention for top add-on sales revenue.
?*Recognized by franchise as one of top franchises for lowest accounts receivables (average A/R was 25 days).
?*Made cold calls to local restaurants, universities, nursing homes, and other commercial institutions that had commercial kitchens. 65% of my time was spent on the road.
*?Created picture portfolios of the kitchen exhaust system that was attached to a detailed bid that generated a win rate of 50%.
*?Developed hiring guidelines, job descriptions, and conducted interviews that generated a team of up to 8 technicians.
?*Personally called each customer after job was complete to confirm job was performed above expectations. We had a 100% satisfaction rate.
*?Developed an account base of 150 customers, including major fast food corporations.
*?Approached by another company to purchase our company and we sold the business for a profit.
SALES & MANAGEMENT - MAJOR FLOOR COVERING MANUFACTURE ? 1985 TO 2009
HARD SURFACE REGIONAL MANAGER (2005 to 2009):
Directed company growth through sales of hard surface flooring products to domestic retail, commercial and industrial accounts. Managed and retained a large territory encompassing 9 states and the District of Columbia utilizing outstanding abilities to develop long-standing business relationships. Supervised, trained and developed 26 territory managers and 2 hard surface specialists. Created and managed a $24M sales budget and $3.5M expense budget. Established sales goals, monitored expenses, and set product pricing to exceed corporate objectives. Mentored and coached territory managers on effective selling strategies to expand gross margins and promote inventory sales. Traveled extensively with territory managers and actively provided feedback on performance. Performed annual corporate performance reviews. Identified new ways to grow territories and expand market share.
*?Increased sales by 11% in first year, 30% in second year and 9% in third year.
*?Created and developed 12 new territories in 2 years while maintaining low expenses.
?*Recognized as the #1 region out of 10 for lowest claims-to-sales ratio.
*?Designed and executed an installation and claims training model resulting in a company savings of $55K in non-manufacturing-related claims and 30% sales increase. Training program was implemented as a mandatory course for all regional managers and territory managers.
*?Created a new position, hard surface builder specialist, for the Baltimore/DC market. The position was instituted corporate wide.
*?Established a hard surface-stocking program for regional distribution centers that supported the builder and retail channels.
?*Achieved the largest decrease in claims-to-sales ratio among all hard surface divisions.
DISTRICT MANAGER (1993 to 2005):
Oversaw sales in a large region, consistently growing sales and exceeding corporate objectives. Trained, mentored and supervised 12 territory managers throughout Ohio. Advised territory managers on the selling points of all product lines and utilizing tiered pricing system to gain gross margins while promoting inventory products. Managed an annual budget of $28M for sales and $2.4M for expenses. Promoted and increased sales for new product lines.
?*Successfully turned around under-performing territories multiple times.
?*Increased contract sales by 50% in 2 years by creating a contract carpet specialist position. The position was instituted corporate wide.
?*Established company?s products as the standard preferred brand for many top accounts, such as Camelot Music, the Columbus, Ohio school district, Ryan Homes and Associated Estates.
?*Developed 4 new territories that increased sales by a minimum of 40% annually.
*?Recognized in the top 5 districts in sales of custom designed printed products for 2 years.
*?Convinced 15 stores to create a Company Design Center within their showrooms, requiring an investment of at least $10,000 and a commitment of over 80% of their floor space to the Company.
?*Created and executed a stocking program that was instrumental to gaining a new $500K account for all of Ryan Homes? ceramic business in the Ohio and Pennsylvania markets.
EDUCATION
BACHELOR OF SCIENCE, ECONOMICS - 1985
CLEMSON UNIVERSITY, Clemson, South Carolina |
