J. ROSS BUCKHOLZ

**** ***** **** **** *********, OH 44089

440-***-**** (Res.) 440-***-**** (Cell) acfztj@r.postjobfree.com

SENIOR SALES and SALES MANAGEMENT

Strategic Sales Planning / Market Expansion / Relationship Management

Dynamic, highly energetic, entrepreneurial sales/sales management professional with a proven record of success

driving multimillion-dollar sales regions in highly competitive mark ets. Tenacious in building new business,

securing customer loyalty and forging strong relationships with external business partners.

Core Competencies Include:

Strategic Market Positioning Major Account Development Solution Selling Strategies

Territory Growth/Development Team Building Sales Channel Development

Key Client Retention Organizational Leadership High Impact Sales- presentations

PROFESSIONAL EXPERIENCE

MAJOR GIFT OFFICER, 2009 to 2014

TURNING POINT, SAN DIEGO, CA

Turning Point is a multimedia network featuring radio, television, and online programming, magazines,

and books.

Highlights

Increased current caseload gift amounts from $ 282,000 in 2009 to $1,150,000 in 2014

Planned and implemented major gift fundraising activities for commitments of $25,000 and above

Produced $410,000 to help fund the Jeremiah Study Bible (JSB) Project

Generated a $122,000 lead gift that catalyzed a second publication of the JSB

Raised $100,000 for a special Mandarin Chinese book translation project

Managed a portfolio of 125 major gift prospects in the Midwest and Northeast by identifying and

implementing cultivation and solicitation activities that included ongoing moves and relationship

management

Prepared proposals and presentations for donors, solicited gifts and negotiated gift agreements.

Collaborated with other Major Gift Officers on shared best practices for opt imal effectiveness

Provided appropriate reports and documents of accountability

W orked with other members of the advancement staff to meet overall target goals and objectives

Assisted the Database Administrator to help ensure accuracy in the database

Designed monthly donor tracking report for gifts department

VICE PRESIDENT OF SALES, 2004 to 2009

SUBURBAN PROCESS PIPING, INC. Vermilion, OH

Suburban Process Piping, Inc. is a mechanical contracting company that specializes in Process and

Power Piping, Plumbing and HVAC installations for the industrial and commercial marketplace.

Highlights:

Provided management input to the President on general business direction and all operation aspects

Increased company sales from $2.9 million in 2004 to 5.9 million in 2007

Implemented sales policies that were in agreement with company pricing strategies and protection of margin

Developed and enhanced business relationships with customers such as United States Steel; Mittal Steel;

Marathon Petroleum; Noveon; Lubrizol ;Owens Corning and CertainTeed

Developed and implemented marketing plan for company’s pipe fabrication division

Designed company literature and web site information

NATIONAL SALES MANAGER, 2003-2004

HYDRO DELTA CORPORATION, Monroeville, PA

Hydro Delta Corporation is a manufacturer of ground source heat pumps also know n as geothermal

heating and cooling.

Highlights:

Offered management input to the CEO on general business direction and all operation aspects

Ensured that the sales team was focused on value added activities that resulted in superior value

propositions for the customers and improved overall margins and profitability for the company

Provided sales force leadership ensuring that sales plan target achievement was the key success measure.

Managed a sales process that encouraged shared best sales practices in the sales team that included,

chosen customer focus, sales call planning, time prioritization, adequate sales call preparation, appropriate

amount of time spent with the customer, optimal size and number of customers . Also performed on going

coaching and mentoring for the Sales team

Prepared and created annual, quarterly and monthly sales forecasts and regularly monitored the progress

and determined if corrective action was needed.

Fostered a high motivational environment for the Sales Team that encouraged them to excel in their tasks

through such methods as team meetings, on-going recognition tactics, continual reminders of the business

goals, etc.

Led intensive sales campaign with strategic partners yielding a 20% sales increase in 5 months

Authored strategic business plan that defined and im plemented go-to-market strategy

Fostered strategic partnership with a major HVAC manufacturer utilizing for product distribution

Designed sales process, scripts and training material for company and cha nnel partners

REGIONAL SALES MANAGER, 1997- 2003

THE WHITE RUBBER CORPORATION, Ravenna, OH

White Rubber Corporation is a leading manufacturer of Personal Protective Equipment for the Electrical

Utility Industry.

Highlights:

Increased annual sales for the Midwest/Northeast regions from $2.9 million in 1997 to $5.1 million in 2003

Coordinated customer service, engineering, and operations to ensure exceptional quality

Analyzed and determined optimal channel structures to maximize sales to end user

Interacted with utility standards departments to gain product approvals

Projected annual sales forecast and devised sales strategies for the regions

Regularly generated sales forecasts based on sales pipeline activities and account insights

Consulted Investor Owned Utilities on improvements in system wide protective grounding program s

Supervised, monitored and provided direction for the sales activities of 10 distributors and 15

manufacturer’s representatives

Educated sales channels on new products, and their features and benefits.

Attended relevant industry trade shows and presented company’s capabilities and solutions

ACCOUNT MANAGER, 1995-1997

FIRST ENERGY CORPORATION, Elyria, OH

First Energy Corporation is a major Investor Owned Utility.

Highlights:

Negotiated and finalized residential contracts for exclusive geothermal heating and cooling

Developed and implemented strategic marketing plans to acquire new customer base utilizing

geothermal heating and cooling.

INDUSTRIAL PRODUCTS SPECIALIST, 1986 to 1995

ROCHESTER MIDLAND CORPORATION, Cleveland, OH

Rochester Midland Corporation is a manufacturer of specialty formulated chemicals for industrial and

water treatment applications.

Highlights:

Promoted and expanded Water Treatment; Industrial and Food Line Division product line offering.

Focus was on boiler, cooling tower and wastewater applications as Water Treatment Specialist for

Cleveland branch

As Industrial Product’s Specialist, key Industrial accounts were established with Ford; Goodyear; General

Motors and United States Steel within the Cleveland branch

EDUCATION & TRAINING

Bachelor of Arts in Business Administration Sales and Marketing/Management Cedarville University

PROFESSIONAL DEVELOPMENT COURSES

Lifestyle Giving-6 week comprehensive mentoring course focused on donor stewardship, ministry worthiness to

receive the gift, estate design and taxation Peer to Peer Strategy-Major Gift Discovery Professional Selling

Skills (Xerox Sales Training) Key Account Management (Spin Selling) Dale Carnegie Sales Training Business

Finance General Electric Lighting Course Power Quality Advanced Electricity Fundamentals

COMPUTER SKILLS

Proficient in various computer applications: MPX W ealth Engine Caseload Management System

Guide star ACT Lotus Notes Power Point Microsoft Office W ord Excel

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