Kenneth (Ken) D. Gray

**** ******* ******, **********, ** L7M 3W3

Phone: 905-***-**** Email: acseay@r.postjobfree.com

Professional Profile:

A Results-Driven, Consultative Sales Professional: consistently achieved the company’s goals/objectives, while exceeding customer expectations, without sacrificing profit margins, resulting in strong customer loyalty, and progressive business growth and success in B2B relationships.

A Highly Effective Project Manager: experienced at managing complex technical projects, on time and within budget, from the concept stage straight through to completion, including: managing the estimating/pricing processes; negotiating with suppliers & customers; strategic & detailed planning; and hands-on, conscientious project management.

A Contributing Team Player: always worked collaboratively with the team towards the common goal, possessing a positive “can-do” attitude, in a helpful and supportive nature.

A Motivated Self Starter: exceled at identifying new business growth opportunities, possessing the discipline, tenaciousness, and foresight to make things happen, in a highly competitive, fast-paced, and constantly changing environment. I am proficient in Microsoft Word, Excel and PowerPoint.

Sales Consultant

TayMae Associates, Burlington, ON 2013 to present

(A company specializing in consulting to industrial and marine coating manufacturers, coating applicators and other associated industries.)

Accomplishments

Assisted a coatings application company in implementing estimating forms, sales form, terms and conditions form and company marketing.

Assisted a coatings company in making sales calls, estimating and pricing clients.

Assisted a company in setting up a new territory.

Dealt with fabricators, facility owners, engineers and architects.

Continued to educate the marketplace to aid in the selling process.

Outside Sales Representative-Rentals

GAL Power, Mississauga, ON 2012 - 2013

(A privately owned, Canadian based $40M Company with services including sale of generators, servicing of generators, fuel division and the rental of generators and other equipment. Clients consisted of general, electrical and mechanical contractors)

Responsibilities

Promoted GAL Power rental services to electrical, mechanical, general contractors and other end users. Met with clients on one on one, one on numerous groups of people and lunch and learn presentations. Specifically dealt in the rental division of generators, but also dealt in heaters and chillers.

Cold called over 300 clients to make all appointments.

Introduced company and product selection to clients who were all new to our company and sold services.

Educated clients on our extensive product line to aid in the selling process.

Accomplishments

Met with over 300 clients in a 3 month period as the company had no clientele since I was their first Outside Sales representative.

Was successful in getting clients to request pricing and complete orders for their projects.

Worked towards achieving the $1 million in sales required for the first year of operation.

Sales Consultant

Amercoat Canada, Oakville, ON 2010 – 2011

(A privately owned, $10M Canadian based company specializing in the manufacturing of coatings for steel and concrete, Clients consisted of structural steel fabricators, general steel fabricators, concrete floor applicators, facility owners, engineers and architects.)

Responsibilities

Promoted Amercoat Canada’s industrial and marine coatings to Engineers and Architects for use in their specifications. Met with clients on one on one, one on numerous groups of people and lunch and learn presentations. Sold product line to 6 select clients.

Cold called over 300 clients to make all appointments.

Introduced company and product offering to clients who were all new to the company.

Educated clients as to the benefits of including us in their future project specifications.

Accomplishments

Met with over 200 clients in a 6 month period.

In the one year period I was successful in having the company’s products specified on five projects which are salesperson sold.

As a result of being included in the specification, the sales representative picked up the business.

Outside Technical Sales, Sales Manager and Project Manager

Blastech Corporation, Brantford, ON 1994 - 2009

(A privately owned, Canadian based,$16M company with services including: abrasive blasting and coating of structural steel, tanks and vessels, wind towers, bus frames, plate work, piping and other miscellaneous items fabricated out of steel for the industrial marketplace. Clients consisted of structural steel fabricators, general steel fabricators, facility owners, engineers and architects. A division of the TF Warren Group.).

Responsibilities

Managed a $5M to $8M sales territory which was the largest in the company.

Managed the project management cycle from estimating to conclusion, including working collaboratively with customers, engineers and architects; presenting projects plans; and managing the projects from implementation to completion.

Managed, motivated and supported 2 outside sales representatives and 3 support staff (2000-2005).

Dealt with fabricators, facility owners, engineers and architects.

Hunted and farmed clients in Southern and Northern Ontario.

Sourced projects to estimate, cost, price, quote, sell and project manage from implementation to completion.

Continually educated clients on the services we provided which aided in successfully selling.

Successfully trained a new employee on the services and sales aspects of our business who later became an integral part of the outside sales group.

Accomplishments

Increased revenues from $4M to $16M+, over a 10 year period, consistently demonstrating a fact-based, consultative selling approach; comprehensive understanding of the clients business needs and marketplace; fair & accurate pricing and project management; excellent rapport-building and follow-up skills; persuasive and persistent new business development prospecting ability.

Managed numerous $1+ million projects on an annual basis for the last 10 years.

Consistently achieved a profit margin of 30%+ over the past 10 years (in an industry where competitors achieved 15%-20%) on annual sales of $5 to $8M.

Successfully won (8 months to secure) and managed a complex $4.5M “People-Mover” project through a local structural steel fabricator. Managed the project from estimating to conclusion and it was delivered on time and within budget. Received great accolades from all parties involved based on this successful project.

Worked collaboratively with suppliers to ensure the most cost-effective solutions, for our company and the customer, while effectively and efficiently managing the project to the complete satisfaction of the customer.

A successful multi-tasker who achieved continuous great results.

Outside Technical Sales

Ameron Canada, Oakville, ON 1988 – 1994

(A publicly traded, $10M Canadian based company reporting to a USA parent company manufacturing coatings for the use on items fabricated out of steel for the industrial marketplace, marine marketplace and concrete floors. Clients consisted of structural steel fabricators, general steel fabricators, concrete floor applicators, facility owners, engineers and architects.)

Responsibilities

Managed a $1M to $3M sales territory consisting of sourcing projects to bid, cost, price, quote, sell and project management.

Hunted and farmed clients in Southern Ontario.

Called on coating applicators, fabrication facilities, owners, operator’s, engineers and architects.

Continually educated clients on coating selection for specific needs to aid in the selling process.

Accomplishments

Consistently achieved high sales and 35% profit margins.

Was the top 2 supplier of coatings to our client base based on a total of 5 major competitors.

Was awarded 2 major existing bridge repaint projects both of which were successfully accomplished over a 3 year period.

Education and Professional Development:

Sheridan College-Business Administration and Marketing Diploma

Skills for Sales Management (CPSA)

NACE Level 1 Inspection

Interests:

Volunteer for the Salvation Army at Christmas time.

Volunteer for coaching kids Ice Hockey team.

Golfing, skiing, hockey, reading and traveling are my personal interests.

Keywords:

Outside sales, multi tasker, persuasive, persistent, profit oriented, team player, self-starter, independent, competitive, consultative sales, marketing, computer literate, CRM, account manager, professional, business development, competitive analysis, customer retention, cross/ up selling, cold calling, prospect qualifying, relationship management, territory management, B2B, blue prints, drawings, specifications, paint, steel coatings, concrete coatings, marine coatings, engineers, architects, estimating, costing, pricing, selling, project management, industrial, commercial, institutional, fabrication, structural steel, joists, trusses, tanks, wind towers, bridges, plate, WF, angle, HSS.

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