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ROBERT WOLFE OAK HARBOR, WA 98277 360-***-**** Cell

acfk8k@r.postjobfree.com

Qualifications for TERRITORY SALES MANAGER

Accomplished sales management professional who possesses 20 years of experience selling to all facets

of the industrial arena; broad base of knowledge encompasses marketing, distribution, finance, and

business development. Skilled in communicating with individuals at all company levels from the shop

floor to the corner office to close large deals. Areas of expertise include:

Strategic Planning Territory Development Marketing Analysis

Product Marketing Sales Forecasting Promotions

Distributor Relations Team Leadership Training/Development

Tenacity Oral and written communication Problem Solving

SELECTED SALES ACHIEVEMENTS

Consistently exceeded FY quotas for the last 18 years.

Increased sales to OEMs by an average of 145% for FY 2002-2003 in a down economy; consistently

ranked in the top 5% of a worldwide sales staff. Exceeded quotas by 112% from FY 2002-2003.

Captured business opportunities that generated an overall increase of 156% in four quarters.

Collaborated with a local power company in developing training classes attended by the general

public; the classes provided indirect advertising for a company and generated an increase in consumer

sales of more than 20%.

Developed a territory marketing plan that facilitated a 250% increase in sales, from $1.2M to $3M.

CAREER SYNOPSIS

Regional Sales Representative, Mecalux, USA - Chicago, IL 2006-2008

Responsible for expanding new line of industrial material handling products in the NW and Canada

within a seven state, three province area as the first salesperson for the company within the territory.

Fostered and developed relationships with distributors, dealers, OEM’s, and end users to ensure they

made the transfer from their current product line over to Mecalux’s mix of products.

Increased sales within the territory by 1071% within a five month period over the same time frame as

the previous year. Closed out FY 2007 at $ 1,900,000.00 vs. $65,000.00 for the previous year.

Worked closely with engineers, contractors, and architects to specify our products for all bids.

Regional Sales Manager, Reward Wall Systems - Omaha, NE 2005-2006

Responsible for building a distribution network for Reward Wall Systems’ unique foam block

building products within Washington, Oregon, and Idaho.

Worked closely with new distribution network to train both employees and customers on all facets of

the product and how it was applied within the industry. Stimulated sales of products to end users by

working with architects and engineers to specify Reward Wall products in their bid packages.

Fostered a new territory in an emerging industry by consistently ranking in the top 10% of sales.

Created and managed a new distribution network and ensured that it complied with the company’s

overall growth strategy.

Regional Sales Manager, ESAB Welding & Cutting Products - Florence, SC 2004-2005

Maintained a network of 56 distributors within a three state region; worked closely with key

personnel throughout the country to ensure the highest level of customer satisfaction.

Responsible for filler metal sales within the territory; controlled a $4.0M territory, one of the largest

in the country.

Consistently ranked in the upper echelon of the company in sales performance, growing the territory

over 114% over the previous year’s sales.

Led distributor sales people in conducting hands-on training in filler metals and safety at end user

locations.

Managed the companies highest profile end user account, Gunderson Inc., in addition to growing and

maintaining new business throughout the region.

Regional Sales Manager, Columbus McKinnon Corporation - Amherst, NY 1999-2003

Directed $3.8M in district sales for this leading designer and manufacturer of material handling

products, systems, and services employing 3,500 personnel in 34 US and 38 international locations

and generating annual sales of $480M.

Controlled an annual marketing/sales budget of $80K; developed annual budgets and forecasts with

11 Columbus McKinnon-owned plants; reported to the regional manager.

Led a district sales team in providing sales and service to a base of 500,000 accounts in a five-state

district; clients included Fortune 500 and key accounts such as Freightliner, Boeing, Kenworth/Paccar,

and Genie Industries. Forged and maintained key relationships with CEOs, VPs, presidents, owners,

and partners.

Industrial Sales Representative, NC Machinery - Tukwila, WA 1997-1999

Recruited to develop and implement a sales plan for launching a new line of generator sets,

accomplishing the goal in only one year. Developed an annual forecast for the launch of the new

line; actual sales were 100% greater than forecast. Increased sales of product from $150K to $1.8M

in just one year.

Worked closely with shop personnel and the credit department to ensure the timely delivery of

product to customers. Met with engineers to “spec in” company product to ensure that no

substitutions were allowed. Collaborated with the general sales manager and vice president of

international sales to develop marketing strategies for new product lines.

EDUCATION

Washington State University, Bachelor of Arts in Marketing

United States Coast Guard Academy, Business

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