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RANDALL NANCE

308 James Lyn Dr Hopkinsville, KY 42240 rn50f020@westpost.net (270) 305-


1416 cell
NATIONAL SALES MANAGER/GOVERNMENT
Strategic Sales Planning / Market Expansion / Business Development
Motivated, enthusiastic and growth oriented individual who is not afraid to push
the envelope to get a greater return and truly results driven. A track record o
f success and high achievement, coupled with a trainer's mentality has produced
a well-informed and successful sales force. A true "Hunter" in the Government/Mi
litary sector where contacts and relationships are key to success in an environm
ent of unilateral competition. A distinguished military career that spanning ove
r 20 years with the US Army.
Core competencies include:
* Sales Management * 20+ year Distinguished Army career * Inactive Top Secret C
learance (can be reactivated)
* Multimillion dollar account management * Marketing/Business Development * Mark
eting Campaigns
* GSA Contract Management * Extensive Government Contact list * Great team playe
r
PROFESSIONAL EXPERIENCE
Director of Military/Government Sales Oct 09 - Pres
Ancra International LLC
Leading manufacturer of Cargo Restraint and aircraft loading systems
Direct, manage, lead and motivate the government sales division within Ancra Int
ernational. Responsible for Business Development and sales both nationally and i
nternationally into all branches of the military, contractors, OEM's and all gov
ernment agencies for products related to cargo restraint, latching mechanisms, s
trapping, load bearing and commercial products. Present powerful demonstrations
to commercial and military vehicle manufacturers to ensure our products are incl
uded in the initial design and manufacturing stage for proposals.

National Government/Military Sales Manager, March 09 - Oct 09


Kimball Midwest, Industrial Sales Columbus, OH
Material Management Company providing Industrial and Maintenance Supplies
Manage Government Sales team to achieve forecasted results set forth by manageme
nt, which included setting goals, establish training plans for 600+ man sales fo
rce, direct pricing strategies in order to be competitive. The training needed t
o include all levels of management to the President as well as the sales force o
n the ground in order to build a well informed and educated sales team to go aft
er opportunities at all levels of the military, government agencies, contractors
and manufacturers. Training included learning how to develop relationships with
decision makers in order to close sales and win large awards with contracting,
government bid boards, buyers and any other decision maker that has the authorit
y to buy industrial supplies. The range of Government customers included contrac
ting offices on military bases, Defense Logistics Agency, Defense Supply centers
, FEMA, US Postal Service, Veterans Administration Hospitals, Corps of Engineers
, end users at the unit level for each service (Army, Navy, Air Force, Marines a
nd Coast Guard), and all Prime Vendors. Assisted the field sales team in putting
together large proposals with special pricing, incentives and solutions for cus
tomers in order to win large contracts. Managed sales with government contractor
s such as BAE, Raytheon, Dyncorp, Lockheed Martin, KBR and CSC (Combined Science
Corporation) on numerous projects in the Aviation maintenance and transportatio
n areas.
I have done a lot of work with the Special Operations Branch of the Army and Ai
r Force due to personal and professional contacts as well
Selected Achievements:
* Traveled extensively to military bases, government supply depots, contractors,
OEM's and other government agencies in order to work with and train the sales f
orce and management team on procurement, contracting and logistics of the US Gov
ernment
* Companies Government sales goal exceeded 50% growth above original forecast in
FY2009 ($450,000 over goal) with revenue at $2.1 million
* Developed the companies first web based government training program and traine
d the entire management team and sales force nationwide on line for a huge cost
savings to the company

Regional Sales Manager, 2007-2009


Scott Health and Safety, Monroe, NC
World leading manufacturer of Self Contained Breathing Apparatus used by all fir
efighters, Thermal Imaging equipment, Air Compressors and Gas Detection monitori
ng devices
Managed a two state region, which included 3 Class I distributors, and over 800
fire departments in the sales, service and warranty issues of all Scott Health a
nd Safety products. Assisted our distributors to develop a sales and marketing s
trategy, training programs and literature to increase market share and obtain pr
ojected sales goal. Worked as a liaison between distributors and end users in or
der to handle warranty issues and replacement of equipment as needed while conti
nuing to monitor and adhere to any and all guidelines and requirements put out b
y OSHA, NIOSH and MSHA to ensure compliance. Created trade show presentations fo
r local shows as well as attended numerous National shows around the country dem
onstrated equipment, presented bid proposals, and created cost savings documenta
tion for customers in order to win large awards for equipment
Selected Achievements:
* Close rate of 95% on deals with end users where I was involved in the demonstr
ation
* Responsible for $1.2 Million in sales for FY 2008 and increased that by that b
y 50% in FY 2009.
* Top Regional Sales Manager for 2nd QTR FY 2009

Government Account Manager, 2004-2007


MSC Industrial Supply Co, Melville, NY
MSC Industrial is a world leader metalworking and machinery sales, industrial Su
pplies, tools, safety and personal protection equipment with sales exceeding $2
Billion
The first dedicated Government Accounts manager hired by MSC where 100% of my ef
forts were directed toward military and government accounts. Planned and conduct
ed sales presentations as well as created relationships with end users, contract
ors and prime vendors to learn their recommended procurement platforms, and deve
lop sales strategies to work within those platforms. Created "solutions selling"
to agencies such as the military, VA Hospitals, Corps of Engineers and the US P
ostal service among other FEMA, DHS as well as created local contacts in order t
o get the products shown. Product lines focused on metalworking and machinery, s
hop supplies, safety equipment, cutting tools, pneumatics, tools (hand and power
), motors, filtration, transportation and material storage
Selected Achievements:
* Established the company's first military training program for Government Accou
nt Reps and took it to the field in order to build a newly established Governmen
t/Military Sales team
* Increased territory sales by 800% the first year with sustained growth year ov
er year after in my assigned territory
* Sales at FT Campbell increased to a level of one of the Top bases in the count
ry for the company

Military (US Army) 1983-2004 Retired


Military Service was responsible for 20+ years of professional growth and person
nel supervision and management. My area of expertise was that of a maintenance t
echnician of electronic and communications equipment, avionics, night vision equ
ipment and military vehicles at all levels. I was issued a Top Secret Security C
learance and was recognized numerous times for exemplary conduct above and beyon
d the call of duty. Other duties included Army Recruiting where I received the h
ighest award issued to soldiers in recruiting, The Glenn Morrell Medallion, for
outstanding and excellent service and achieving results far exceeding other sold
iers

EDUCATION & TRAINING


Murray State University - Currently attending (classified as a senior) projected
graduation is winter 2010 with Bachelors Degree
References available upon request

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