SALES & MARKETING MANAGEMENT PROFESSIONAL

"Success is not a matter of desire, but the product of hard work."

Executive-level contributor with energy, vision, and the ability to build and ma
intain high-profit, high-growth organizations. Strong interpersonal and communic
ation skills, coupled with business acumen, and astute negotiation abilities. Ex
tensive experience in all facets of multi-unit operations. Expertly poised to de
liver powerful strategies, laying cornerstones for future initiatives and conver
ting stagnant projects to fundamental profitability. Proficient at measuring sal
es and profitability performance, with in-depth understanding of a wide range of
financial, marketing, and analytical tools. Able to thrive within new environme
nts. A big picture strategist and agent for change.
EXCEPTIONAL VALUE OFFERED
* Dedicated: Committed to an ideal of quality. Demonstrated leadership consisten
tly recognized by senior management.
* Troubleshooting: Established track record for identifying complex problems, re
sourceful and inventive in developing and implementing timely and effective solu
tions.
* Strong Interpersonal Skills: Enjoy a natural ability to work with others. Esta
blish quick rapport with co-workers, professionals and staff. Exercise diplomacy
and tact; enjoy a reputation of relational excellence.
* Powerful Communicator: Articulate and persuasive speaker; excel in explaining
complex concepts to audiences at all levels of responsibility, to the C-level. R
espond appropriately to the needs, capabilities and interests of others. Uncover
hidden opportunities and align solutions with specific, specialized client need
s.
CAREER TRACK
ADVANCE INDUSTRIAL Plymouth, Minnesota
NORTHEAST US REGIONAL SALES MANAGER Since 2005
Provide highly effective senior leadership for the Industrial Division of this g
lobal manufacturing company, with $280 Million in US sales. Directly manage, tra
in, empower, and support 6 Sales Managers and 30 Partner Sales Representatives.
Analyze ongoing market and industry trends and conditions, formulate appropriate
strategies for winning new opportunities while expanding existing client sales.
Collaborate closely with Group Director and other senior executives both strate
gically and tactically.
* Nurture relationships with partner decision makers, develop presentations, and
negotiate and secure agreements. Closely monitor all facets of the sale cycle t
o ensure client satisfaction by coaching subordinates as well as for assigned hi
gh-value accounts.
* Utilize exceptional sales skills to prospect, identify prospective clients, an
d manage accounts from initial relationship building to ongoing account maintena
nce.
* Created sales plans, negotiated, and sold national account programs to GM auto
motive factories totaling $1.1 Million. Converted C&S Wholesale, the company's s
ingle largest account from largest competitor, with annual sales volume of $1.5
Million. Personally sold 2 $100 Thousand units to U.S. Airways and American Airl
ines, and spearheaded large volume, 2-year GSA sales to United States Army, New
York. Created a Premier Distribution Partner program and converted 4 regional di
stributors.
* Honored with 5 separate awards for delivering consistent excellence. Due to ef
forts, doubled territory, from $2.2 Million to $4.4 Million. In addition, facili
tated the growth of a startup distribution partnership, from $400 Thousand to $1
.5 Million over a 4 year period.
SCM INDUSTRIAL Boston, Massachusetts
REGIONAL SALES MANAGER 1994- 2005
Developed effective, successful sales and marketing programs for clients in mult
iple industries that included specialized chemical, industrial, and environmenta
l firms. Served in a senior leadership role, with multiple direct and indirect r
eports. Evaluated overall sales and marketing departments to develop effective p
rocesses, procedures, and practices. In addition, built and maintained key accou
nts by utilizing specialized product and industry knowledge to customize solutio
ns. Served as a partner and advocate for industrial manufacturers, chemical supp
ly firms, green businesses and specialized clients.
* Planned and successfully launched a new territory in Eastern New England marke
ting and selling industrial internal combustion, electric powered and eco-friend
ly vehicles and material handling equipment.
* Successfully doubled regional sales volume for each of two key customers withi
n a 1 year period.
* Served in role as factory rep. Successful in planning and orchestrating effort
s resulting in doubling Chemspec product line and distribution base, as well as
expanding territories and distribution network.
* Doubled Chemical Sales and Service annual volume, from $500 Thousand to $1 Mil
lion within 18 months. Increased Karcher Northeast US annual sales from $1 Milli
on to $1.5 Million within 6 months. In addition, launched 3 new distribution pro
duct lines in the Northeastern US.
* Grew division from $800,000 to $4 Million during tenure.
PUREX INDUSTRIAL Carson, California
NATIONAL SALES MANAGER 1991 - 1994
REGIONAL BRAND MANAGER 1989 - 1991
AREA SALES MANAGER 1986 - 1989
Began tenure as Area Sales Manager, and received promotions to positions of grea
ter scope and responsibility for this industry leading specialty chemical manufa
cturer. Promoted 4 times within 3 years. As National Sales Manager, built, train
ed, and directed a team of 7 Regional Managers and 40 Salespeople. Collaborated
with personnel across the division to analyze market conditions, develop marketi
ng and sales plans and procedures, and ensure that efforts aligned to both short
and long-term expectations.
* Took a leading role in product branding initiatives, campaign development and
execution, competitive intelligence gathering and analysis, and product launches
regionally and nationally.
* Provided ongoing professional development coaching and training to both direct
and indirect reports to boost sales results and to forge cohesive teams.
* Opened sales to National Contractors of DC with 1,000 gallon /Month contract.
Closed a "must buy" contract with Rouse Real Estate Management, and won a 100,00
0 lb. chemical opening order with Perkins Company. Specified and closed national
account contracts with Raytheon and Gillette, and as National Sales Manager, de
veloped an accountability system with Regional Managers for monthly reporting.
* Milestones include securing sales 10 times the then industry average. achievin
g #1 status out of 40 peers nationwide for 3 consecutive years, and securing the
single largest individual sale in company history. Efforts increased territory
sales by 300% in under 4 years.
LEARNING CREDENTIALS
BACHELOR OF ARTS
University of Massachusetts, Dartmouth, Massachusetts * Dean's List
Additional courses, seminars and workshops include:
MBA Program * Lanier Business Products Sales School * Tom Hopkins Sales School *
Zig Ziglar Sales School * 3M Total Quality Management * Brian Tracy Sales Manag
ement Recruitment * Kiersay/Blackwell PAI * Miller Heiman 21st Century Strategic
Management * William Munn 54321 Sales Management * CRMS Trained - ACT and Goldm
ine
ORGANIZATIONS & ASSOCIATIONS
Rotary Club International: President, Assistant Governor, International Relief p
rojects, Tri-Club Conference Founder * President, Metrowest Regional Transportat
ion Committee * National Association of Sales Professionals member
INTERESTS & ACTIVITIES
Classic Car Restoration * Competed 4 times in the Boston Marathon
REFERENCES AND FURTHER DATA PROVIDED UPON
ESTABLISHMENT OF MUTUAL INTEREST