Rochester, New York Metropolitan Area
BEST FIT: SALES MANAGER ● NATIONAL/ENTERPRISE ACCOUNTS MANAGER ● PRODUCT MANAGER ● KEY ACCOUNT MANAGER ● CLIENT RELATIONSHIP MANAGER ● STRATEGIC ACCOUNT MANAGER NATURAL MARKETS: Building Products ● Construction Materials ● Brick/Block/Stone ● Lumber ● Glass ● Flooring ● HVAC ● Roofing Materials ● Fixtures & Furnishings ● Construction Equipment PROFESSIONAL PROFILE: I am a top-producing sales executive with a unique combination of industry-transferable skills as a sales manager and account executive. Throughout my career, I have been masterful at identifying opportunity in the market, capturing market share in commodity lines, leveraging relationships that lead to incremental revenue and managing major accounts. I bring a history and reputation defined by steady YoY growth in up-and-down markets, high profitability and excellence in selling. What I can do for you: As an accomplished negotiator, skillful relationship manager and effective organization builder of sales teams, I drive profitable revenue. A best fit for me would be the right leadership role in sales or major accounts calling for a high-integrity producer. I can travel and am open to relocation. AREAS OF EXPERTISE: Business, Sales & Marketing Strategy ● Sales Management, Including Team Building, Pipeline and Channel Management ● Go-to-Market Strategy and Tactics, Market Penetration and Territory Management ● Strategic and Tactical Account Planning and Execution; Revenue Maximization ● Product Introduction and Launch; Marketing and Promotional Strategies ● Strategic Partnerships & Alliances; Enterprise Account Sales and Account Turnaround ● Sales Promotions and Customer Loyalty Programs People, Product, Process, Promotion & Systems ● Recruiting, Screening, Selecting, Onboarding, Training, Coaching and Performance Management ● Sales Prospecting, Channel Development, Cold Calling, Pitch and Presentation ● Sales Training, Product Training and Product Management ● CRM Applications (Salesforce.com & Oracle E-Business Suite Customer Relationship Management) ● Production Planning and Management, Inventory Control and Production Scheduling ● Budgets, Forecasting, Trend Analysis, Tracking and Systems, and Reporting LET'S CONNECT: I would be eager to connect with similar professionals for networking. The best way to reach me is via LinkedIn, email at [email protected] or by cell at 585.721.7417.
Led and motivated the sales organization, including restructuring the sales team, directing and coordinating all sales activities regionally and nationally, preparing sales goals, setting performance standards and objectives, and tracking sales results. Assessed and evaluated sales performance. Left upon sale of the company due to the elimination of all sales manager positions. NOTEWORTHY ACHIEVEMENT: INSPIRED AND LED AN OPERATING UNIT THAT DROVE $70M IN PROFITABLE SALES ACROSS MULTIPLE HIGHLY PRICE-COMPETITIVE, COMMODITY MATERIALS. ● Recruited, screened, evaluated, hired, on-boarded and trained ten new sales representatives. Implemented changes to improve the operating environment and foster a culture of high achievement. ● Set goals for each product category and inspired the team to drive revenue outside of the easy-to-sell commodity items. ● Successfully authored all new sales training materials essential to supporting the restructured sales organization. SELECT CAREER HIGHPOINTS: ● Branch turnaround. Turned around two under-performing branches by identifying product sales deficiencies, restaffing with better qualified salespeople, retraining the existing staff and putting in place sales quotas—increasing gross revenue by approximately 70% within 14 months and restoring profitability within eight months during COVID-19. ● Process and systems. Authored the company’s first-ever sales training guide. Conducted virtual training programs with the sales force—coaching approximately 47 producers.
Promoted to position by ownership to turnaround an under-performing operation and restore the unit to profitability. Developed, led and actualized strategic business plans to grow volume and profits within the division. Core responsibilities included all picture frame glass sales, production scheduling, pricing, logistics, inventory purchasing and account service. Cultivated new business—taking market share from the competition. Opened the clear glass segment, which included new distributors comprised mainly of OEMs. Position eliminated in a workforce consolidation. ● Managed five members of the direct sales team, seven independent sales reps & 45 distributor reps. ● Reduced lead time from six weeks to two weeks on material orders incoming from abroad—a move that improved quote-to-cash by 18%. ● Opened a specialty segment serving specialty retailers—adding a $1M line of business. ● Renegotiated prices from major suppliers and new OEMs—increasing profitability by 5%. SELECT CAREER HIGHPOINTS: ● Enterprise accounts. Successfully captured enterprise-level accounts, including Walt Disney and Hobby Lobby from the competition—accounts that represented $2M in annual revenue. ● Market development. Identified under-served niches in the market and territory. Devised a revenue capture plan that opened up W. Canada to new business—adding 15% to gross revenue the first year. ● Product line extension. Initiated the launch of new commodity products tailored to emerging specialty markets—opening the company to new segments that heretofore were unserved—a line of business that drove significant incremental revenue.
Planned and executed strategic product marketing initiatives aimed at driving market share growth across North America, including Canada. Leveraged strong product knowledge to increase product sales. Educated end users and the supply chain about product features and benefits. Served as a SME to GGI sales representatives, U.S. and Canadian distributors, and independent sales representatives. Educated staff on strategies to boost product sales in highly competitive markets. Mentored, trained, and developed a high-performing sales team of five. ● Successfully drove revenue from $0 to $2M+ through strategic marketing to custom framers, manufacturers and distributors across the United States and Canada. ● Realized growth of 400% in four years by formulating and implementing sales strategies to drive brand awareness, increase demand and expand distributorship across North America. ● Recognized as the top performer and received a promotion to North American Sales Manager based on exceptional performance and service quality.
Directed all sales and sales management functions. Formulated a national training program where none previously existed that boosted sales proficiency among the distributor sales staff. Managed a sales force of six. Worked to minimize offshore competition with a top-down sales strategy that earned the attention of GROGLASS and a job offer.