Sales Manager

JAMES G. WEAVER, JR.

**** **** **** **. *********, OH 44103

********@*********.*** 216-***-****

http://www.linkedin.com/pub/james-g-weaver-jr/a/757/219

EXECUTIVE SALES, MARKETING, BUSINESS DEVELOPMENT

STRATEGIC PLANNING & BUSINESS TRANSFORMATION

NATIONAL & REGIONAL –PROJECT & TEAM MANAGEMENT

Innovative and results-driven Sales, Marketing, and Business Manager with 18+ years’ experience driving revenue growth,process improvement, and customer-satisfaction initiatives in an industry-leading global technology enterprise. Strategic problem solver with expertise in sales growth and expense control in successful and turnaround environments. Committed mentor with proven track record of recruiting and training top-level sales-management and solution selling representatives. Gifted leader and certified Six Sigma Green Belt adept at cost-saving, strategic planning, and market analysis.

Areas of Expertise:

New Business Development – P & L Management– Channel Expansion & Development – Process Improvement – Sales Forecasting – Corporate Turnaround & Restructuring – Needs Assessment – Team-Building & Mentorship – Large-Scale Project Management – Vendor Relations & Negotiations – Marketing & Branding Expansion – Strategic Alliances & Partnerships – Executive Presentations

PROFESSIONAL EXPERIENCE

M.O.H. HOLDINGS, LLC – Cleveland, OH APRIL 2011 to Present

A privately held subsidiary company of The Residential Group LLC (Private Equity - Boston, MA), a venture capital startup specializing in residential construction, rehabilitation, renovation, and rental operations in Ohio and Florida with over $32M in real estate holdings.

VICE PRESIDENT OF BUSINESS DEVELOPMENT & GENERAL MANAGER

Recruited directly from 3M Company as principal to oversee new-business development, operational and sales productivity of startup real estate venture. Full P&L responsibility and strategic requirements for revenue growth and EBITDA for roster of residential business units through acquisition, renovation, rehabilitation, and rental operations. Orchestrated two offices and six direct reports including a number of independent contract employees and agencies while

focused on driving valuation, implementing contract negotiations, brokerage services, property management, and consulting. Lead and strengthen asset-acquisition process and cultivate all strategic partnerships.

• Increased net present market value of assets 300% in 13 months by expanding asset portfolio from seven residential single-family homes to 36 residential units.

• Raised annualized rent revenues 360%, yielding Cash on Cash Return [COCR] of 16.5% and increasing Return on Asset Capital [ROAC] from 7% to 9.7%.

• Secured 3% supply-cost reduction by minimizing number of vendors used and drafting two-year contract pricing incentives for office supplies, job-site materials, and machinery rentals.

• Reduced business and administration costs 37% by consolidating two independent businesses into single integrated operating unit.

• Transitioned a vision into a fully-operational business, negotiated seed financing, achieved positive cash flows in year one, sold equity stake in the business for profit in year two.

JAMES WEAVER - PAGE 2

3M COMPANY – SAINT PAUL, MN FEBRUARY 1995 TO MARCH 2011

PUBLIC COMPANY; GLOBAL DIVERSIFIED TECHNOLOGY, AND INDUSTRIAL LEADER; 10,001+ EMPLOYEES ON SIX CONTINENTS.

U.S. SALES & MARKETING MANAGER - ELECTRICAL MARKETS DIVISION [JANUARY 2008 TO MARCH 2011]

Led Sales, Marketing, and Operational activity with full P&L accountability of $128M through multi-segment channels within 3M Electrical Division, selling and promoting electrical components and power cable accessories throughout U.S. Authored and implemented key sales and marketing strategies with tactics aligned to company revenue and growth objectives while achieving field operational metrics. Spearheaded growth through market analysis and directing cross functional field and headquarter teams including a sales organization of factory-direct and manufacturing representatives,

regional sales and national strategic account (channel) managers, inside sales and customer service, end-user national accounts managers and major projects team leaders, and marketing personnel. Created company-wide “position competencies” optimizing professional development while overseeing revenue-growth and expense-control initiatives,administering quarterly assessments of Sales Manager productivity.

• Exceeded net annual top-line objective of 2.6% and doubled three-year Compound Annual Growth Rate [CAGR] by recruiting, reorganizing, and mentoring sales management leadership team in two regions, 15 districts, and Major Projects Teams across the United States.

• Improved cash flow objectives 10% and reduced annual field-operating expenses $2M by developing new cost-saving and operational-efficiency standards. Restructured sales compensation to closely align individual performance with strategic business objectives.

• Spearheaded curriculum-development initiative, ensuring consistency of company-wide sales-management training and direct-report writing and submission.

• Directed a team of Global Sales Engineers providing solutions to multinational Engineering Construction Firms.

• Coordinated new product development initiatives, field trials, and release schedules to match revenue projections.

Results: led the development of two new product lines resulting in $1.75 million in new s

sales and 10% increase in segment market share in two years.

• Recipient of 2010’s Leadership Development Mission Award for achieving highest average net-operating income increase per sales manager.

• 3M Certified Six Sigma; 2008

REGIONAL SALES MANAGER, NORTH CENTRAL REGION [FEBRUARY 2004 TO DECEMBER 2007]

LIGHT INDUSTRIAL & ELECTRICAL CONSTRUCTION

Promoted as one of three U.S. Regional Managers for Commercial & Industrial Business Unit, overseeing sales initiatives

and sales forecasting for divisional P & L. Recruited, developed, and trained nine District Sales Managers, 27 Factory-Direct

Representatives, and 12 Manufacturers’ Agencies covering a 20-state territory. Implemented top-level job expectation

initiatives including territory planning, execution, and travel-expense budgets. Collaborated with Austin Headquarters

Management on communication of competitive intelligence: market trends, competitive analysis, success factors, channel

penetration, and best practices. Team leader in authoring of Agent Commission Plan needed to align incentives with

internal cost matrix.

• Increased four-year regional CAGR to 200% above the national standard by promoting strategic planning drafted to

improve slowest growing national markets.

• Increased gross profit margin 8% in six months by designing and executing market-share penetration tactics in Midwest

states with previously declining trend lines.

• Posted highest results each year in National Promotions and Merchandising Program.

• Identified as “High Potential Employee” and assigned to 3M Advanced Leadership Development Program for Top 10%

of company-wide managers seeking Director-level appointments.

DISTRICT SALES MANAGER, MID-CENTRAL DISTRICT – ELECTRICAL CONSTRUCTION [MARCH 2001 TO JANUARY 2004]

Strengthened sales-management activities for six states in district, overseeing $21M in annual revenues. Managed nine

Direct Sales Representatives in development and execution of comprehensive sales plans customized to each market

center. Analyzed extensive sales history and demographic profiles of existing distribution accounts to develop new

account protocols needed to broaden product mix and market-share positioning. Improved design of account – specific,

James Weaver - Page 3

tactical-sales-growth plans and district-specific direct-mailing pilot program.

• Increased three-year CAGR 27% by discerning value differentiation and fostering loyal relationships with 50 strategic

distributor locations.

• Optimized 3M distributorship roster by terminating 25 non-supportive accounts after multiple attempts at direct

engagement.

• Grew district sales results an average of 5.2% annually, greatly exceeding the division average of 1.9%.

• Selected to Leadership Design Team of 3M Sales Curriculum Initiative & Corporate Recruiting Program, curating design

and development of university-level sales curricula to be offered as Bachelor of Arts or Science degrees in Sales.

GLOBAL MARKETING MANAGER – ELECTRICAL SUPPLIES [JANUARY 2000 TO FEBRUARY 2001]

Managed and maintained P&L accountability for $75M in annual global sales. Orchestrated design, product-development,

manufacturing teams to ensure planned launch deadlines. Drove marketing strategies and programs for core product lines

development and training of cross-functional teams.

• Managed positioning, packaging, promotion, and pricing strategy to increase products portfolio profitability.

• Increased U.S. top-line sales growth $560K for electrical connector business previously carrying top and bottom

revenue decline by authoring and implementing strategic marketing programs.

• Transitioned five-year loss-commodity global P&L into positive gross-margin percentage for Performance Plus

Connector line the first time product line achieved positive growth since commercialization.

• Provide business priority for laboratory and manufacturing improvements to maximize profitability.

U.S. INDUSTRY MARKETING DEVELOPMENT MANAGER, COMMERCIAL & INDUSTRIAL [APRIL 1999 TO DECEMBER 1999]

Spearheaded industry analysis, identified new market opportunities, recommended new product development, launch and

growth channels. Directed development of marketing collateral and sales-force presentations targeted at driving business

objectives aligned with U.S. strategic plans. Managed $750K promotional marketing budget.

• Conceptualized and implemented fully integrated marketing program for business unit commodity portfolio yielding

revenue boost of +$1,550,000, gross profit of +535,000.

• Substantially boosted brand through extensive participation in industry trade shows and publications.

• Led a team in the development of strategic content for website and intranet.

• Develop technical marketing literature and sales training tools.

SR. TERRITORY ACCOUNT REPRESENTATIVE – ELECTRICAL PRODUCTS [FEBRUARY 1995 TO MARCH 1999]

Serviced West and Central Florida markets in growth of $2.4M line of electrical-cable accessories for industrial, electrical-

maintenance, electrical-power-utility, and electrical-contractor clients. Oversaw end-user product orientation through

training and seminars at point of electrical-wholesale distribution. Fostered key relationships with distributors by

coordinating counter days, distributor-representative training, and lunch & learns.

• Increased territory revenue 100% over four years, consistently exceeding ELPD’s yearly top-line forecast sales quota.

• Increased product-line penetration 27% in business segment formerly plagued by downward trending, exceeding

national penetration rate for this group.

• Increased division’s Utility & Industrial business an average of $122K annually, exceeding national sales-percentage

growth rates.

EDUCATION & TRAINING

MASTER OF BUSINESS ADMINISTRATION – FLORIDA METROPOLITAN UNIVERSITY – Brandon, FL

Specialization: Marketing Management, Summa Cum Laude

BACHELOR OF ARTS IN BUSINESS ECONOMICS – COLLEGE OF WOOSTER – Wooster, OH

Concentration in Cultural Studies & Spanish (language)

3M CERTIFIED - SIX SIGMA GREEN BELT

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