Sales Manager
Resume:
Keith Scott Barber
Algonquin, IL 60102
******.******@*********.***
Sales Management Executive with strong competency and experience in selling
solutions to the Industrial, medical, storage, server and Networking end
user markets. Demonstrated history of strong quota attainment generally in
the top 10-20% of existing sales force. Complete understanding of the long-
term sales cycle involving select business opportunities with vertical
account targets. Strong project management/tracking skills with the
ability to lead sales associates to the desired results. Proven closing
skills with high integrity and follow up initiatives to assure client
requirements are fully satisfied.
3 PROFESSIONAL EXPERIENCE
Amphenol Global Cable Systems, Wallingford, CT.
Regional Sales Manager-Central Region January 2009-present
Manage sales revenue of $31.4 million in Interconnect cable assemblies and
components within a 16 state Sales Region. Directly call on multi-industry
OEM's to get product designed in. Responsible for Global Account business
at Dell-Austin,Texas and Tellabs. Manage five direct Account Managers and
five Manufacturer Rep. organizations. Distributor partners include TTI,
Newark, Mouser and Kensington.
* Exceeded sales budget by 14% 2009 vs. 2008.
* Increased distribution sales by 16% 2009 vs. 2008.
* Sales initiatives have grown sales at Dell from $10.1M to $12.3M, Tellabs
from $200,000 to $1.4M, GE Healthcare from $0 to $400K, Ingersoll Rand from
$50K to $450K, Storagetek from $0 to $600,000, IBM from $150,000 to $1.1M,
and LSI from $150,000 to $650,000.
* Secured first Data Center Cabling project for company through Equinix
Corporation resulting in $400,000 of new revenue.
* Spearheaded first Busbar product design with GE Healthcare.
JAE Electronics, Division of NEC, Irvine, CA.
Regional Sales Manager -North Central Region January 2006-December 2008
Directed sales volume of $16.9 million in electronic connectors and
components within a 13 state Sales Region. Directly called on OEM's for the
purpose of getting products designed in. Managed two direct Sales Engineers
and 5 Manufacturer Rep companies within the sales region.. Distribution
partners included Force-Heilind, Kensington, Digikey, Edge, Mouser, and
Allied. Directly accountable for forecasting and achieving a set sales
budget for the region.
* Exceeded sales budget by 17% in 2008 vs. 2007.
* Increased distribution sales by 28% 2008 vs.2007.
* Selling efforts grew sales at IBM from $80,000 to $650,000, Motorola
from $200,000.
to $900,000, Rockwell Automation from $0 to $400,000 and Garmin $0 to
$300,000.
* Instituted a Quarterly Business Review, Distributor Price Registration
program, product
promotion and distributor lead referral program to increase sales and
mind share at the branch.
* Developed training program for new Mfr. Reps emphasizing product
features, selling skills and
negotiating techniques
Tyco Electronics, Harrisburg, PA.
Area Sales Manager-Midwest March 1988-December 2005
Directed sales volume of $15.6 million in technical cabling and
connectorization products. Directly called on End Users, Engineering
firms, Consultants, and Distribution. Called on End Users in vertical
markets including Healthcare, Financial, Government, Industrial,
Manufacturing and Educational for the purpose of getting product designed
in and sold. Managed eight Manufacturer Representatives within 6 state
area. Distributor partners included Anixter, Graybar, Communication Supply
and WESCO. Additional responsibilities included laptop presentations,
training technicians, Reps and distribution partners. Accountable for
achieving set sales volume quota for area of responsibility.
* Exceeded revenue quota five consecutive years growing from $9.4 million
to $15.6 million.
* Enhanced distribution channel through training, seminars, joint
account targeting and teamed sales calls.
* Set sales objectives to concentrate on high potential vertical accounts
resulting in $500,000 to $1.2 million dollar clients.
*Facilitated sales opportunities that resulted in growing Toyota Motors
from $30,000 to $1.2 million, Wells Fargo from $0 to $800,000 and AC
Nielsen from $25,000 to $700,000.
*Instituted sales training at distribution and installation companies which
created familiarity with product, improved mind share, strong lead
establishment and localized distributor stock programs.
*Initiated the start up of the Technology Road Show seminars covering
industry standards and trends resulting in increased customer
specifications and design in of products.
ADDITIONAL STRENGTHS
* Comprehensive understanding of the consultative sales process with
demonstrative ability to lead a client through such a process,
* Strong presentation, preparation and delivery skills.
* Possess a competitive, highly energized "hate to lose" selling
temperament.
* Excellent communication, facilitation, written, and organizational
skills.
* Personality traits include being results orientated, enthusiastic,
competitive, determined, high character and a team player.
Awards
* AMP(currently Tyco Electronics) President's Excellence Club
award for top sales person in the
Country 1991 and 1998.
* Tyco 100% Club achievement 1997, 1998, 2000, 2001, 2002, 2003,
2004.
* JAE Electronics 2006 and 2008 Business Development award.
EDUCATION
Bachelor of Business Degree in Marketing - Western Illinois University,
Macomb, IL
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