BERNIE J. DeMARKEY
Orange, CA *****, Cell (***) *81- 5875
acb6yn@r.postjobfree.com
REGIONAL SALES MANAGER - Industrial Products
An experienced sales manager selling Industrial Products through
Industrial Distributors and directly to OEM accounts. Extensive
experience training and motivating Industrial Distributors,
Manufacturers Reps and OEM / Factory Direct sales force.
Specialized expertise includes:
1. Approximately 30 years of Industrial Sales Experience with a
track record of consistent sales growth and customer
satisfaction
2. Extensive experience in Distributor sales training and
motivation to increase sales
3. Built and managed a network of Independent Manufacturers Agents
4. Strong regional planning - sales, marketing, forecasting, and
budgeting
5. Excellent computer skills - SalesForce, MS Office, Lotus Notes,
ACT and Blackberry
PROFESSIONAL EXPERIENCE
THE DeMARKEY GROUP, Orange, CA 2008 - Present
Small Business Consultant
Provide consulting services for small businesses in the areas of:
. Field sales training (including territory planning, customer service,
telephone center/order entry, and up-selling)
. Worked with a metal bending operation to determine the cause of the
tube cracking and provide a resolution
. Organizational, marketing, and production analysis
. Warehouse, stockroom, and inventory analysis and reorganization
Recent assignments:
Developed a Marketing and expansion plan for a local Microbrew/Delicatessen
Developed a sale and owner exit plan for an Independent Import Auto Service
Company
Conducted a feasibility study for an Ohio manufacturer regarding
establishing a West Coast warehouse
GOODYEAR ENGINEERED PRODUCTS, Fairlawn, OH 2000 - 2006 and 2007 - 2008
$1.2B Veyance Technologies Company manufacturing industrial rubber
products.
National Sales/Product Manager, Assembly System Technology (2000 - 2006)
6. Product Manager responsible for the marketing, sales, training, and
product line introduction of the Goodyear Insta-Lock Assembly System
7. Met and exceeded sales goals every year
8. Coordinated the efforts of engineering, manufacturing, procurement,
logistics, customer service, and sales for the Insta-Lock project
9. Traveled nationally, with the local Goodyear Sales team sell Insta-
Lock to Key End Users Accounts
10. Created and implemented the Distributor Sales Training Program for
Insta-Lock
11. Conducted a nationwide search and hired a consultant to evaluate the
possible manufacture of a new hose product line
Sales Specialist, Western Region (2007 - 2008)
Worked with the existing Engineered Products sales force to promote and
sell the new Goodyear Hydraulic Hose and Fitting Program in the 13 western
states
12. Surveyed existing end user Hydraulic systems, and made recommendations
for reducing downtime and/or increasing the life of hoses in the
system
Investigated and resolved end user assembly problems to improve
customer satisfaction
HOTCHKIS PERFORMANCE LLC, Santa Fe Springs, CA 2006 - 2006
$6M automotive aftermarket parts manufacturer.
Director of Sales and Marketing
13. Produced the first long-range Sales and Marketing Plan for the company
14. Developed a program designed to improve Distributor Sales by moving
the company from direct sales to distributor sales
15. Created & implemented a system for new product development that
included Sales, Engineering and Production to reduce lead time to
develop and market new products
16. Improved communication with the current Independent Manufacturers
Agents and started on a program to improve commissions for performance
17. Built a Customer Database using ACT Software converting it from MAS 90
18. Reorganized the Production, Warehouse and Sales Office areas to
improve work flow
GOODYEAR TIRE & RUBBER COMPANY, Engineered Products, Akron, OH 2000 -
2006
$1.2B industrial rubber products manufacturer. (See first page.)
CIVACON, Inc., OPW, Division of Dover Corporation, Cincinnati, OH 1994 -
2000
$28M tank truck parts manufacturer.
Product Manager/National Sales Manager - Hose Attachments Group, 1997 -
2000
District Sales Manager, 1994 - 1997
. Recruited, hired, trained and managed a National Sales Team comprised
of Independent Manufacturers' Agents
19. Secured the ARCO Petroleum Transportation account to become the number
one specified supplier of tank truck products for their new fleet of
Gasoline Delivery Trailers.
20. Secured the first order for a new product while still development, for
60% of the first year's total production capacity
21. Took over a territory with significant quality issues and low
Distributor loyalty, and in less than one year salvaged damaged
relationships and rebuilt Distributor loyalty resulting in
significantly increased sales
22. Implemented a major Distributor sales strategy from a pull strategy
marketing program to a primarily push strategy marketing program
23. Coordinated CIVACON booth and hospitality suite at the NAHAD Annual
Conference
24. Served as a liaison for foreign visitors to CIVACON Headquarters when
they are traveling in the Western United States
25. Worked with end users to develop specifications for Dry Disconnects on
specific job sites
26. West Coast Team Coordinator for the purchase and subsequent sale of
Couple-UP Corporation.
CLIPPER BELT LACER COMPANY, Grand Rapids, MI 1989 - 1994
$6M conveyor belt equipment and accessories manufacturer.
Western Regional Sales Manager
. Increase Distributor and end user sales in 8 Western States.
27. Successfully developed a master/sub-distributor plan with key
Distributors, effectively increasing distribution without adding
Distributors by 15%
28. Developed and implemented a Telemarketing program to better serve
marginal Distributor Accounts in the Western States increasing sales
by 25%
EDUCATION and AFFILIATIONS
Bachelor of Business Administration, Pace University, Pleasantville, NY
National Association of Hose Accessory Distributors (NAHAD)
Computer Skills: Windows XP, SalesForce, MS Office, ACT, Lotus Notes