STRATEGIC SALES LEADER AND SALES MANAGEMENT PROFESSIONAL

Highly motivated, aggressive sales executive with 19+ years of comprehensive experience in sales management, strategic account management, business planning, and strategic sales of business to business products. Proactive approaches to creating innovative solutions that consistently produce increased revenue growth, market share and customer engagement. Strong leadership practice and professional attention to detail supplemented by the ability to cross-functionally collaborate with others.

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Corporate/Strategic/Key Account Management ~ New Business Development & Conversion ~ Forecasting and Trend Analysis ~ Strategic Sales Planning ~ Supplier Relationship Management ~ Consultative and Solution Selling ~ Process Improvement ~ Industrial Sales ~ Safety Supplies ~ Janitorial Supplies ~ HVAC ~ MRO Supplies ~ Market Analysis ~ Pipeline Management ~ Growth ~ Sales Teams ________________________________________

KEY CONTRIBUTIONS AND AWARDS

ORGANIC GROWTH

 Developed previously neglected market with increased revenues of $ 380,000 during 9 month period in 2008.

 Received TOP GUN award received during Q2 & Q3 of 2004 finishing 118% of sales plan

 Outperforming sales goal by 17.6% over prior year, $ 1.9 million incremental. Positioned as # 1 program manager in the country in 2004, #2 in 2002 and #3 in 2003.

 Lead and mentored account managers in 2002 and 2003 who became #1 and #2 in the region for growth variance and incremental sales dollars. Also mentored all new account managers for the region.

NEW BUSINESS DEVELOPMENT

 Delivered increased revenues of $ 450,000 from new business conversions during 9 month period in 2008.

 Targeted new market entry resulting in an incremental $ 500,000 in new diverse revenue stream.

 Orchestrated the development and promotion of a new OEM product solution to overcome issues to enter market. Initial sales volume of $ 150,000 first year 2001.

 Brought in over $ 300,000 in new Safety and Janitorial contracts in 1999.

 Expanded new territory sales from $ 800K to $ 2.4 million and developed largest territory in district in 3 year period.

PROFESSIONAL EXPERIENCE

IOWA SPRING MANUFACTURING AND SALES, Adel, IA ~2007-2009

An Industry leader of manufacturing custom spring products for the garage door industry, farm/Ag equipment manufacturers and specialty manufacturers/distributors with annual company revenues exceeding $24M for 2008.

National Sales Manager

Directed all sales (OEM and distributor) aspects of existing and new revenue generation, lead outside sales, independent reps and inside sales team efforts and oversaw customer service department. Ground-floor development of company strategic selling plan; implemented CRM program that maximized customer interface, key target customer penetration and heavy new business development. Direct responsibilities for recruiting, hiring, on-boarding, training and coaching of all sales team members.

Demonstrated Revenue Growth:

• Instrumental in generating 15% new customer revenue growth and customer revitalization.

• Developed neglected market position with increased revenues of $ 380,000 in 9 months.

• Improved customer gross profit margins by 9% through new market focus and development strategy.

Innovative Operational Enhancements:

• Fostered key relationships with corporate customers while positioning new business channels into Grainger, McMaster Carr, Fastenal, MSC, and Grainger Sourcing

• Advanced territory manager effectiveness through execution of sales coaching, pipeline development and touch planning.

• Nurtured new business opportunities and enhanced relationships through extensive industry involvement through conferences and trade show participation.

HANDY INDUSTRIES, LLC, Marshalltown, IA ~2006-2007

Market leader in the manufacturing of professional shop equipment serving various commercial segments with annual revenues of $9.8M for 2006.

Vice President, Sales and Marketing

Provided executive leadership role in all aspects of company revenue generation, new business development, direct national selling efforts and lead new product development. Built and implemented strategic selling plans to all departments providing collaboration of company and market direction. Lead and supervised a team of direct sellers, customer service department and new product development manager.

Demonstrated Revenue Growth:

• Successful in targeting new market initiative resulting with an incremental $ 500,000 in revenue over 12 month term.

• Enhanced shipping discount structure to enrich company profit margins by 4%.

• Delivered an additional 3 key national accounts to better diversify company customer revenue portfolio.

Innovative Operational Enhancements:

• Implemented complete cradle-to-grave selling process including advanced ‘touch planning’ tools.

• Introduced and implemented web based CRM to enhance new business development and outbound call programs.

• Developed new market penetration venue into MRO/Industrial distributor sales- Grainger, Fastenal, Indoff & Independent Industrial Distributors.

GRAINGER INDUSTRIAL SUPPLY, Minneapolis, MN ~1992-2006

Market leader in distribution of facility supplies, products & services, and proficient in supporting the development, assessment and delivery of cost saving innovations with company annual revenues of $5.5B for 2005.

National/Corporate Account Sales Manager, 2005-2006

Primary sales leadership role in all aspects of revenue generation, corporate presentations, direct selling efforts and contract negotiations. Generate strategic selling plans to elevate organizational direction and conduct quarterly client business reviews. Propose cost saving initiatives, drive contract compliance and supply barrier removal to 250 sales reps. Build opportunity pipeline and manage forecast/trend analysis continually. Leverage solution-based selling by maximizing internal resources expertise to convert business. Spearhead opportunity generation and account development strategy with internal business partners.

Corporate Revenue Growth:

• Instrumental in generating an incremental $800,000 in revenue over prior year sales

• Slashed customer business costs by an average of 9% of total account revenue.

• Boosted account gross profit margins by 5% in 12 months.

Operational Improvements:

• Elevated account manager penetration through execution of contract implementation, compliance and leveraging high -level relationships.

• Fostered key relationships at multiple levels within corporate customers while enhancing contract compliance at site level.

• Cultivated new business opportunities through supplier partnerships that addressed customer business issues.

Jan-San Regional Program Manager, 2002-2004

Accountable for driving sales results through effective Jan/San program and category management expertise. Demonstrated leadership and motivation to 160 account managers and district sales managers generating a revenue stream over $ 18M annually. Instrumental contributor to the organization’s successful janitorial category growth through opportunity assessment and development of local and regional pipeline prospects.

Revenue Growth:

• Outperformed sales goal by 11.6% over prior year and 105% of plan with $ 1.9 million incremental. Positioned as #2 program manager in the country in 2004.

• Received TOP GUN award Q1 & Q2 in 2004; performed at 118% of plan.

• Actively directed and advised account managers to consistently grow regional category sales by 105% of quota through execution of account strategy that focuses on new business development and leveraging existing relationships.

Operational Enhancements:

• Led and mentored account managers from ‘02-’04 to develop as bench candidates for future roles. Further mentored new-hire account managers and counseled corporate sellers.

• Established strategic alliances with vendor partners and growing sales over 36% over prior year.

• Developed, proposed and implemented cost analysis/cost saving strategies for new business conversions.

EMERSON VENTILATION PRODUCTS, Lenexa,KS ~ 2001-2002

Market leader in manufacturing of HVAC equipment; consisting of rooftop ventilation exhaust equipment and air circulators with annual company revenues exceeded $64M for 2002.

Regional Market Development Manager

Managed a six-state Midwest region with HVAC sales volume of $ 6 million to a major industrial supplier (Grainger). Developed, budgeted, and implemented sales and marketing initiatives to over 70 field sellers and 32 branch locations. Conducted field training of supplier sales force, document opportunity assessments, and presentations to supplier customers.

Key Contributions:

• Developed and implemented marketing plans for supplier field management and sales force including sales forecasts, account /project management and competitive analysis.

• Accountable for revenue targets, revenue generation, account planning of new OEM market development business.

• Orchestrated the development and promotion of new product solutions to overcome long-standing issues entering market with initial sales over $ 150,000 in yr 1 of roll out.

• Drove sales results of 117% of quota for non-seasonal sales; Top Performer award in 2001

GRAINGER INDUSTRIAL SUPPLY, San Francisco, CA / Tucson, AZ

Account Executive / Key Account Manager, 1992-2001

Challenged with developing long lasting customer partnerships by supplying solutions that assist in management of procurement process. Managed several local, multimillion-dollar territories by direct selling with B2B clients. Expertise using resources of product support representatives for further account penetration. Actively participated in professional training and personal development programs. Delivered product and service solutions that provided enhanced efficiencies resulting in cost savings to the customer. Addressed all facility maintenance supply categories in direct selling efforts.

Contributions and Awards:

• Achieved “Presidents Club” status in 1994, finished 109% of quota as HVAC Contractor Specialist.

• Excellence in Action- Quarter Maker Award winner in 1997 and finished #2 in district at 108% of quota.

• Delivered over $ 300,000 in new Safety/Janitorial business development contracts in a newly established business unit.

• Expanded new territory sales from $ 800K to $ 2.4 million and developed largest territory in district.

• Challenged as role player within district aiding new hires with on-board training and account transitions.

FORMAL EDUCATION AND TRAINING

Cardinal Stritch University- College of Business & Mgmt M.B.A., Business Administration

University of Colorado-Boulder B.A., Sociology

Colorado Mountain College A.A.S., Sales & Marketing

Tactical and Strategic Selling Programs - Decker Communications.

SPIN Selling Workshops- Huthwaite

Effective Communication and Presentation Program - Decker Communications.

Professional Selling Skills I and II - Learning International

Dimensions of Professional Selling (DPS Training)- Carew International

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