VP of Sales / Director of Sales
Results driven, versatile leader with a 14 year track record of recognized achievement creating high performance sales teams that consistently exceeded expectations in highly competitive and technical markets. Solid reputation for setting high expectations and exceeding them through rigorous recruiting and training programs, driving value based selling to the highest level decision makers, accountability metrics, coaching, and team empowerment. A leader for today’s challenging markets.
SELECTED ACHIEVEMENTS
•Instituted “Value Based Selling” techniques which raised gross profits 16%.
•Revitalized product contract sales boosting contract signings 178%.
•Led on site plant sales effort resulting in new contracts valued at $20 million.
•Established KPI metrics which lead region to exceed plan by 32%+.
AREAS OF EXPERTISE
Organizational Leadership
Strategic Sales Planning
Market Growth Strategies
Profit and Loss Management
Startups and Turnarounds
Recruiting and Staffing
Performance Culture Management
Metrics Development and Tracking
Staff Development Programs
Team Building and Mentoring
Creative Selling Strategies
Large Dollar Contract Negotiations
Contract / Price Management
Client Relationship Management
Written and Verbal Communications
CAREER RESPONSIBILITIES AND ACCOMPLISHMENTS
Air Liquide/MG Industries, Houston, TX 1991 – 2009
A $16 billion global manufacturer of air gases such as oxygen, nitrogen, argon, hydrogen, and many others.
SE Region Sales Manager, Atlanta, GA
Recruited, after acquisition, to take leadership role, managing sales team, selling on site generation plants and bulk air gases out of 7 air separation plants in 7 SE states.
•Exceeded 2008 region plan by increasing sales 11.3% and gross profits 16% with strong “value based” selling practices and contract management focus.
•Oversaw 178% increase in yearly average new contract signings from 2005 to 2008 by implementing increased sales training standards, Salesforce.com CRM system, and strong “KPI” accountability standards.
•Spearheaded sales team’s market penetration on large merchant customers for conversion to on site APSA technology which lead to the signing of long term contracts valued at $20 million and multiple sales awards.
•Exceeded “Business Development” signing goal by 155% by aligning sales and business development engineering teams with marketing plan to bring prospective customers technical value based solutions.
•Led team’s significant contributions to Region Awards winning 2005 “Region of the Year”, 2005 and 2007 “FLOXAL/On site” awards, 2006 and 2007 “Business Development” awards.
Eastern Region Manager – Malvern, PA
Promoted to Eastern Region Manager in 2001 to lead $70 million region with 9 air separation plants.
•Developed and implemented aggressive sales performance and training accountability standards that led region to exceed sales plan by 32.5% in 2003.
•Targeted Liquid Argon market in the NE, which led to the signing of $8.4 million of new term sales.
•Increased Eastern Region sales 18 %+ from $70 million to $83 million in first 2.5 years in role.
•Led region to “Region of the Year” honors in 2001 and 2003.
Western Region Manager – Sacramento, CA
Promoted to Western Region Manager in 1998 to lead $30 million region. Developed and managed overall strategic business growth plan, recruit/hire/train sales force, and execute business plan after the acquisition of two competitor air separation plants valued at $30 million.
•Analyzed/evaluated new market, designed/implemented strategic business plan, recruited/trained sales staff, which resulted in region being at 95% of capacity after two years.
•Led region team through severe power/product supply crisis resulting in zero run outs of critical life supporting customers.
•Developed/implemented surcharge strategy to offset escalating power costs, allowing region to exceed PBT by $1 million.
•Led Western region to “Region of the Year” honors in 1999 and 2000.
Chattanooga District Sales Manager - Atlanta, GA
Promoted to Chattanooga District Manager to develop strategic sales plan, recruit/hire/train new sales team to sell merchant liquid gases from new air separation plant located in Chattanooga, TN.
•Recruited and hired sales staff and developed/implemented sales training programs that led to exceeding plant-loading plan by having plant at 70% of capacity in the first year and a half of operation.
•Created Account Status Report sales tracking system, which generated increased sales. Identified as “best practice” and implemented on CRM system for entire MG Bulk sales force.
•Implemented sales training programs that led new sales staff to claim “Rookie of the Year” and “President’s Club” award honors.
Sales Representative – Reading, PA
Bulk product and onsite sales for central and southeast Pennsylvania.
•In first year, achieved $3.7 million in contract sales,” President’s Club” and top 5% in country.
•Increased contract sales over 55% to $8.37 million in contract sales and achieved President’s Club and top 5% in country.
A.B.E. Berkleigh Pump and Compressor Company, Reading, PA 1985 – 1991
Distributor and service provider of pumps and air compressors in the Pennsylvania market place.
Sales Representative – Compressed Air Systems
Compressor system sales for central and eastern Pennsylvania.
•Increased high-tech compressor sales 42% (to $1.3 million) and captured largest contract for oil-free compressed air system in 40-year history of company.
•Achieved #1 sales performance, for compressed air systems, during 1988-1990.
Education & Professional Development
Bachelor of Science in Business Management with Minor in Marketing ● York College of Pennsylvania
Continuing Professional Development:
Darden Graduate School of Business Administration – Strategic Sales Management
Messer Academy - Germany – Managerial Finance and Control
AMA – Fundamentals of Sales Management
Aarthun Performance Group, Ltd. – “The Profit Specialist” Value Based Selling System |
