FLEXOVIT USA, Angola, NY 2005 – 2008
An industrial abrasives manufacturer of resin bonded grinding wheels and associated products.
Eastern Regional Sales Manager, Columbia, SC
Reporting to the National Sales Manager, managed a team of five direct report sales people and five independent sales agencies and their representatives in 22 states. Represented the company at national trade shows and conventions. Increased sales to distributors through end user solutions strategy.
• Grew top line sales over 25% in two years.
• Increased gross profit by 15% annually for two years.
• Hired and trained 3 new direct reports and 1 new agency.
ATSKO, Inc., Orangeburg, SC 2002 – 2005
A privately held manufacturer of consumer packaged goods.
Vice President of Sales, Orangeburg, SC
Reporting directly to the CEO, generated increased sales revenue, and managed sales impact to P&L. Directed the sales activities of 40 independent sales representatives in 8 agencies nationally. Interfaced with international sales agents. Created all programming, pricing, and policies. Served as principle sales contact for Wal-Mart Stores in three departments. Direct customers included Bass Pro Shops, Cabela’s, Dick’s Sporting Goods, ACE Hardware, and Academy Sports.
• Reversed a three year downward sales trend in first fiscal year.
• Increased sales by 5% total.
• Increased sales at largest customer by 15%.
• Restructured sales agencies for greater coverage.
BLACK & DECKER CORPORATION – KWIKSET DIVISION, Irvine, CA 1974 – 2001
National Account Manager, Chicago, IL (2000 – 2001)
Reporting to Vice President of Sales for National Accounts, Black & Decker Hardware Home Improvement Group. Presented company products and policies to ACE Hardware, Do it Best Corp., and Builder Marts of America. Created programs to increase sales, and managed budget for discounts, dealer trade shows, and promotions. Analyzed and forecasted sales and conducted line reviews for all accounts. Products included Kwikset Locksets and Price Pfister Plumbing fixtures.
• Increased department sales 3% at dealer trade show by developing a car giveaway promotion.
• Largest account sales increased by 10% in second fiscal year.
• Line review for largest account won acceptance and placement for new line of branded product.
• Managed SKU reduction program at distributor without lost sales volume.
National Marketing Manager, Irvine, CA (1998 – 2000)
Reporting to the Vice President of Marketing, Black & Decker Hardware Home Improvement Group, budgeted all promotional funds for the Group. Created all programs and policies for the field and national accounts sales organization. Negotiated contracts with the major merchandising groups “PRO Hardware” and “Distribution America.” Directed cross-functional teams for special projects such as SKU rationalization, new products, and price book. Controlled distribution of all promotional funds.
• Coordinated cross-functional team of Manufacturing, R & D, Sales, and Marketing.
• Created new price books specific for retail and new construction channels.
• Directed team that reduced inventoried SKU’s, which reduced costs and lead time.
• Innovated new process to disburse promotional funds related to sales growth.
• Promoted to National Accounts Manager
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Field Sales Manager, Atlanta, GA & Columbia, SC (1991 – 1998)
Reporting to the Southeastern Regional Manager, managed a cohesive team of six direct reports.
Planned career progression for sales team and responsible for $40M in revenue. Budgeted all sales expenses, recruited, hired, and trained salespeople. Supported sales at Home Depot and Lowes. Territory included Georgia, and both Carolinas.
• Earned “Eagle Award” for excellence in character, sales, and management.
• Mentored two salesmen who achieved “Eagle Award” for excellence in character, and sales achievement.
• Achieved sales goals in six of seven years with increases of 4% to 14%.
• Selected by senior management for New Products Task Group representative.
• Promoted to National Marketing Manager
Field Sales Representative, Columbia, SC (1974 – 1991)
Reporting to the Southeastern Regional Manager, achieved sales goals, established new accounts,
increased market share, and gained placement for new products and retail displays. Called on
architects, residential builders, OEM shops, architectural hardware consultants, wholesale
distributors, and retail chains. Territory included both Carolinas.
• Achieved 114% of goal to double customer’s volume in three years.
• Member of sales team to open Lowes as a direct account. Directed store transition in region.
• Tripled total territory volume in 9 years through new accounts, existing account growth, and placement of new products.
• Territory recognized for highest sales increase in company for a single year.
• Promoted to Field Sales Manager
EDUCATION/TRAINING/SKILLS
UNIVERSITY OF SOUTH CAROLINA, Columbia, SC
Three years toward BA in Business Administration
Continuing education through Black & Decker Learning Center, Towson, MD
Computer Training CompUSA, Microsoft Word, Excel, PowerPoint, Outlook
MILITARY:
UNITED STATES AIR FORCE, Staff Sergeant, Honorable Discharge |
