Successful sales executive with proven ability to drive and sustain corporate revenues through broad-based competencies in:
New Business Development Organization Building
Product Development/Co-Branding Marketing/Sales Promotions
Account Management Staff Management
• Develop and implement short and long term strategic sales and business plans.
• Build and manage strong national sales organizations, including development and implementation of compensation and incentive programs.
• Provide leadership and innovation in key account development, management of customer base and channels of product distribution.
• Skilled in senior level presentations, negotiations and relationship building.
PROFESSIONAL EXPERIENCE
PRO DESK MANAGER, Home Depot - Thornton, CO 2005-2007
International retailer of home building supplies
• Supervised retail sales to contractors and consumers of remodel and new construction projects.
• Managed pro sales staff and shipping/will-call departments.
• Team increased sales to $6MM.
CONSULTANT, TRC Consulting - Dothan, AL 2003-200
• Performed several M&A searches for various companies and sales contract work in AL and GA.
VICE PRESIDENT SALES & MARKETING, Dunbarton Corporation - Dothan, AL 2002-2004
Manufacturer of steel frames, steel doors and prehung doors
• Managed an independent and factory sales force of 29 persons, to include four regional managers, and an office staff of 10. Selling to national and international customers.
• Chaired a new products committee in the development of an applied wood grain appearance that allows the frame to keep the 90-minute fire rating. This application created a higher aesthetic appeal for the product and projections were for higher revenue and margins.
• Developed a marketing plan including pricing and catalog to introduce new product in 2004.
• Created a leasing program for dies and presses to be leased by new stocking dealers, allowing a lower point of entry in the frame modification business, creating greater market penetration in the light commercial frame business for hotels and motels.
• Designed a strategy and content for an advertising program in trade magazines to increase corporate identity.
VICE PRESIDENT, Sales & Marketing, Dixie-Pacific Mfg Co. - Gadsden, AL 1999-2001
Manufacturer of columns and millwork
• Directed 35 independent reps and 8 person office staff in customer service.
• $30 million dollar annual sales; wood and fiberglass columns.
• Created new catalog literature and a market introduction of a porch rail system.
SALES, MARKEING AND OPERATIONS MGR, ESBS - Suwanee, GA 1996-1999
Manufacturer of steel wall panels and trusses
• Managed Sales, marketing and design/engineering departments.
• Developed market and sales from local to a southeast US regional in scope.
• Increased sales volume 7.5 times in 3 year.
VICE PRESIDENT OF SALES, Tucker Millworks - Lithonia, GA 1994-1995
Manufacturer of specialty windows and doors
• Expanded and managed sales force for one and two-step distribution.
• Retained market share in a decreasing market.
• Technology Leadership-Created and trademarked “Climate Seal” a non-wood product line of half round windows.
• Generated a $4 million dollar annual expansion in sales with new product.
MARKETING MANAGER, Henderson, Black & Greene - Troy, AL 1989-1994
Manufacturer of columns and millwork
• Designed trade literature, catalog pages and advertisement.
• Developed a program using DB 3, titled “The Column Connection”; used to track and direct sales leads generated to the stocking dealers of the product lines.
Promoted to SALES MANAGER & MARKETING directing the 24 independent sales representatives
• Lead R&D and the introduction of composite caps and bases for wood columns, forcing all competitors to use a similar material.
• Introduced a synthetic fiberglass and marble dust composite column, The Perma-Cast Column, making HB&G the leader in production and sales of maintenance free columns.
• Increased sales in excess of $6 million dollars per year over 3 years.
SALES MANAGER, Gittings Lumber Company - Denver, CO 1986-1989
Wholesale two-step distributor
• Managed outside and inside sales persons.
• Increased sales 10% per year in a decreasing market.
• Developed and implemented a sales program and literature to capture the Colorado and Wyoming regional business of a national account for steel door units.
• Assisted in merger of company with another two step distributor.
REGIONAL SALES MANAGER, Pease Industries - Fairfield, OH 1978-1986
Manufacturer of steel doors
• Managed and increased the sales for Pease’s largest customer.
• In addition to my customer, acted as account manager for other customers while the company searched for additional sales force.
Promoted to NATIONAL SALES MANAGER
• Developed a National Account Sales program for ‘Big Box’ customers through distribution, using Pease’s two-step distribution base.
• $1.5 million dollars additional sales realized with new program the first year. This figure increased each year subsequent to program’s introduction.
EDUCATION
Bachelor of Science
Central Michigan University |
