RICK HINSHAW Nashville, TN
SALES MANAGEMENT EXECUTIVE
Solve Problems ~ Grow Revenue ~ Develop Winners________________________________________
KEY RESULTS/ SKILL SUMMARY
ü Pro-active and results oriented business executive with broad experience in all aspects of sales and operations.
-Increased sales 39%, profit 41%, and employee satisfaction 15 points to 91% (#1).
ü Demonstrated abilities in development and implementation of adaptive strategic plans to ensure company growth.
-Achieved #1 ranking and exceeded revised profit goal by 126% by adjusting strategic plan at VDC.
ü Proven ability to motivate staff to maximum productivity and control costs to exceed sales and profit goals.
-Reduced production costs 13% while improving Customer Service rating to 3.76/4.0 (#1).
ü Demonstrated ability to develop key personnel and build high performance teams through empowerment.
-Increased per rep sales average by 54%; developed two reps that set company sales records.
ü Superior P&L management and financial analysis skills, including multi-location experience.
-Integrated two acquisitions into company without increasing overhead; awarded Winners Circle Award.
DIRECTOR OF SALES-TN / AREA SALES MANAGER
Lonesource / Staples, Nashville, TN 2012-Present
Supplier of business products and supplies with offices in Nashville, Memphis, and Chattanooga and 11 sales representatives in TN. Staples acquired Lonesource in September 2013.
" Stabilized sales force by reversing declining sales and morale.
" High level problem solving, quantitative analysis, and systems applications skills turned the Lonesource TN B2B sales force from decline to consistent goal attainment achieving 108% of goal.
GENERAL MANAGER / SALES MANAGER
Rollins Corporation, Nashville, TN 2007-2012
Recruited into fast tract Executive Development program by nations leading supplier of contract services (in their segment) serving industrial, commercial, medical, and consumer clients. Assigned to multiple business units needing turnaround in this highly technical and regulated industry. Accomplishments for present assignment listed below.
" Increased sales representative per rep average by 54% over LY.
" Exceeded sales plan by 33% and previous year by 39%.
" Developed two sales team members that set company sales records; one achieved #1 in the company.
" Achieved 17% of revenue increase and 41% of profit increase.
" Improved score on Employee Satisfaction Survey from 76.2% to 91% (#1).
GENERAL MANAGER / SALES MANAGER
RTI Inc, Nashville, TN 2005-2007
Pre-IPO, $100 million supplier of leased equipment and cooking oil to the food service industry with 33 branches nationwide recruited me to start-up the Nashville business unit with 4 direct reports including sales, service, installation, and administration. Utilized SalesForce.com as the CRM program.
" Achieved 104% of sales goal.
" Increased customer satisfaction to top five rating.
DIVISION VICE PRESIDENT
SMS Holdings, Nashville, TN 2003-2005
Recruited to $300MM outsourced services company providing contracted facility support services nationwide to turnaround/re-launch Technical Services Division. Responsibility for clients environmental contracts was later added to Technical Services Division. Responsibility for 4 direct reports, 38 locations, and $28MM revenue.
" Developed and implemented strategic initiatives to achieve Division contract deliverables.
" Architect of infrastructure for technology, financial, operations, and communications.
" Negotiated national purchasing agreements resulting in 1.9% EBIT increase.
" Implemented CMMS system reducing active open work orders from 11 to 2 average per facility.
" Exceeded profit goals in Environ Svcs by 1.6 points ($224,000) by controlling O/T and billing for extra services.
SALES MANAGER - RESALE
ADT Security Services, Nashville, TN 2002-2003
Due to family concerns, relocated to Nashville accepting newly created position responsible for reselling existing security systems to new owners and increasing customer retention. Required creation of operating procedures, database structure, and sales strategy. Managed 12 member sales team.
" We exceeded sales goal by 101% resulting in an additional $384,000 in revenue.
" Exceeded the customer retention goal by 5.4% resulting in additional $938,000 EBIT.
" Initiated and negotiated the sale of a service segment resulting in additional $35,000 EBIT.
GROUP GENERAL MANAGER / SALES MANAGER
Van Dyne Crotty, Lexington, KY 1995-2002
Recruited as General Manager to turnaround the worst performing business unit by this $120 million regional leader in textile rental/laundry focused on industrial, commercial, and medical markets. Promoted to Group Manager overseeing multiple locations based on consistently exceeding sales / profits goals and recruiting and developing key management candidates that were promoted to General Manager. Certified as Consultative Sales trainer. Appointed to the National Marketing Committee.
" Achieved the company's highest customer satisfaction rating of 3.76 / 4.00 scale by recruiting and building the most effective service team and challenging and empowering the production team.
" Turned around business unit by restructuring and re-engineering each department starting with production. Reduced production costs by 13% while maintaining production schedule, improving quality, and raising customer service ratings.
" Adjusted our strategic plan and achieved #1 ranking by exceeding new goal by 126% when Corporate increased profit goals at midyear.
" Effected strategy change that produced additional 22% ($264k) annual revenue in Knoxville District by realigning the Branch Manager and Service Managers primary functions.
" Reduced Service Rep turnover from 86% to 28% by sourcing and implementing behavior / values assessment and training program that was adopted company wide for all professional positions.
" Recruited and developed 3 key employees that were promoted to General Manager positions.
ASSISTANT GENERAL MANAGER for ARAMARK SERVICES, Memphis, TN (Winner SE Division Sales Contest); GENERAL MANAGER for BURNS INTERNATIONAL SECURITY, Charlotte, NC (Assimilated two acquisitions while improving customer service and increasing profits achieving the Winners Circle Award); GENERAL MANAGER, SERVICE MANAGER, AND SALES REPRESENTATIVE for CINTAS CORPORATION, Tampa, FL (GM - Decertified Teamsters Union; SM - Exceeded all goals for service excellence; SR - Opened Tampa market, multiple letters of commendation for sales excellence)
Rick Hinshaw, Page 3
EDUCATION innovative, new and creative ideas, P&L e, control,
Bachelor of Business Administration / Marketing, 1981 Middle Tennessee State University, Murfreesboro, TN
RELEVANT COURSES / SEMINARS
Ø Professional Selling Skills Philip Crosby Quality Management
Ø KARRASS Effective Negotiating Sloan-Daly Consultative Sales Trainer