sdjd90602@ymail.com
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
MARKETING and BUSINESS DEVELOPMENT CONSULTANT
2005 to Present
Manage ongoing independent consulting assignments with three different organizations. Build networking relationships within the medical community for two start-up organizations specializing in office automation. Select and manage Beta sites for the stand alone systems bringing on line, real time electronic benefits verification and claims processing into the medical practitioner’s office.
Coordinate all marketing programs for a new division of a residential and commercial mortgage brokerage. Develop new print and media marketing campaigns including ad copy and selection of media.
Major Plastic Packaging Manufacturer 2004
REGIONAL BUSINESS 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
account development, account management, account retention, business development, campaign management, competitive analysis, competitive contract award, competitive product positioning, consultative sales, customer needs assessment, customer satisfaction, customer service, direct response marketing, direct sales, distributor management, emerging markets, field sales management, fulfillment, headquarters account management, high-impact presentations, indirect sales, key account management, line extension, margin improvement, market launch, market positioning, market research, market share ratings, market surveys, multi-channel distribution, multi-channel sales, negotiations, new market development, new product introduction, product development, product launch, product lifecycle management, product line rationalization, promotions, profit growth, public speaking, revenue growth, sales closing, sales forecasting, sales training, solutions selling, tactical market planning, team building, trend analysis, product specifications, pull through sales, packaging, electrical, consumer, logistics, distribution, plastics, automation, solutions, national accounts, national sales, director, medical, business to business, automation, specification sales
Packaging Equipment, Stretch/Shrink Wrapping Machinery, Fill and Seal Machinery,
Wrapping, Overwrapping Machinery, Carton Sealing, Strapping Systems, Form, Fill & Seal Machinery, Unitizing
Rigid Packaging, Plastic Containers, Injection Molding of plastic containers, PET, PP, HDPE, MDPE, PCR, Metal Containers, Glass Containers, Closures, Dispensing Sprayers and Pumps, Tubes, Laminate Tubes,
Flexible Packaging, Blown Extrusion, Cast Extrusion, Packaging Film (converted/multi), Blown Extrusion, Bags, Pouches, Shrink Film, Converter Film, Stretch Film, Barrier Film
Decoration and Printing Styles, Flexographic Printing, Rotogravure Printing, Silk Screen, Offset Print, Shrink Labels |
