FRAN RAFFERTY

**** ********* *****, **********, ** 19403

610-***-**** (H) 610-***-**** (C)

acf8mo@r.postjobfree.com

SALES/SALES MANAGEMENT

Results driven sales/sales management professional ready to leverage 20+ years experience of break through results in

electrical component, wire and cable products. Comprehensive experience as territory manager and manufacturer’s,

representative. Cultivated and retained and investor owned utilities, OEMs and end user channels serving residential,

commercial and industrial markets.

Recognized for high level of integrity and strong work ethic. Focused on customer requirements and adept at building

lasting relationships while thriving in a team environment. Effective presentation and sales planning skills.

New Product Introduction Customer Relations

Strategic Marketing Training/Teambuilding

New Business development Territory Expansion

PROFESSIONAL HIGHLIGHTS

Republic Conduit, Louisville, KY

Quality Electrical Steel Conduit manufacturer

Northeast Regional Sales Manager, 2012-2013

Oversaw and directed the sales efforts of fourteen electrical rep agencies throughout the Northeast region and

Canada assisting them in selling electrical steel conduit products and services mainly through wholesale

electrical distribution who sold to electrical contractors, engineering firms, OEM’s and customers who serviced

the residential, commercial and industrial markets

Developed face to face relationships with agency management, trained, evaluated and worked with outside

sales teams in promoting new products to their market area

Rafferty Consulting, Norristown, PA

Electrical Contractor Consultant, 2010-2011

Researched product pricing; prepared quotes/proposals for general electrical contractors

Maintained relationships with contractors and cutting edge knowledge of electrical products.

Cerro Wire Company, Hartselle, AL

Leading manufacturer of electrical building wire and cable products

Northeast Regional Sales Manager, 2007-2011

Sold/marketed copper and aluminum electrical wire and cable products to electrical whole sale distributors.

Directed sales efforts of selected manufacturer’s representative agencies, selling to electrical contractors and

engineers in residential, commercial and industrial markets.

Key Accomplishments:

Met and exceeded sales goals; average annual revenue of $41M.

Consistently exceeded monthly quotas of $1M per month; average sales of $50,000.

Organized and coordinated sales for more than 50 Distributor Accounts: 10-25 employees for each account in 11

state Northeast regional sales territory.

Brazil Brothers & Associates, Metuchen NJ

Electrical industry manufacturer’s representative

Sales Representative, Mid Atlantic Territory, 2004-2006

Managed Distributor Accounts location in Eastern PA, Southern NJ and Delaware

Adapted successfully to company reorganization during merging of Southwire ; informed customers about

changing policies.

Gained comprehensive knowledge of Southwire, Wheatland, Wiremold and Universal Lighting products.

Key Accomplishments:

Increased low performing accounts into top ranking customers by building cooperative relationships and

implementing consultative sales.

Devised and implemented strategic sales plans for targeted customers to achieve sales goals.

Captured $2M worth of competitive accounts; offered value added service and customized programs.

Rafferty- Page 2

SOUTHWIRE COMPANY, Carrollton, GA 1981-2004

Electric wire/cable/utility cable products/industrial power cable products

Regional Sales Manager 1992-2004; Company merged with Brazil Brothers (2004)

Advanced from first Direct Factory Sales Representative to District Manager, (1989-1992)

Marketed proprietary products to electrical engineers and contractors, electrical distributors and investor

owned utilities.

Monitored and motivated six sales Associates; annual sales of $50M in Mid-Atlantic territory

Key Accomplishments:

Expanded sales into West Virginia increasing annual customer base by 20%; expanded sales by $7M.

Received Utility Sales Top Performance Award.

Cultivated investor owned utility accounts: PECO, Delmarva & Light Company, PA Power & Light Company,

Allegheny Power, Atlantic Electric, Jersey Central Power& Light and Potomac Edison Company; resulting in $25M

sales increase.

Increased new accounts: Graybar Electric, Westinghouse Electric, Consolidated Electrical Distributors, Rexel, and

Gexpro.

KWIKSET LOCK COMPANY, Anaheim, CA 1975-1981

A manufacturer of Residential Security Products

Retail Sales Specialist

Provided product sales training and sales support to hardware wholesale distributors in Eastern Pennsylvania,

Delaware, Maryland, and District of Columbia

Provided technical support to distributors’ retail accounts

Promoted products at National and Regional trade shows for the Hardware Industry

EDUCATION

St. Joseph’s University, Philadelphia, PA

Bachelor of Science, Management /Marketing

PROFESSIONAL DEVELOPMENT

Xerox Professional Selling Skills

Crosby Quality Improvement Management Process

Dale Carnegie Sales Training

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