Sales Representative

NEIL H. HIGHTOWER JR.

*** ********** ****** • Thomaston, Georgia 30286 • ab86pd@r.postjobfree.com • 706-***-****

R EG I ONAL S ALES M ANAG ER

Strategic Sales Planning / Market Expansion / Relationship Management

Dynamic, entrepreneurial sales management strategist with a record of achievement and demonstrated success in driving sales

growth while providing sales leadership in highly competitive markets. Plan and conduct custom sales presentations to senior

level executives utilizing extensive knowledge of markets, product lines, competitors and pricing. Persistent in building new

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

Core competencies include:

• Strategic Market Positioning

• Skilled at Overcoming Objections

• Key Client Retention

• Solution Selling Strategies

• Territory Growth/Development

• Organizational Leadership

• Door Opener

• High-Impact Sales Presentations

• Relationship Builder

P ROFESSION AL E XPERIENC E

Independent Sales Representative, 5/2012 – Present

J&S Chemical / RAS Machine Tool Tech / FLN-MAR Rubber and Plastics

Chemicals and Machine Tool Parts for CNC metal working and die casting industry. Replacement Belting and Parts

for process equipment. End users include: Aerospace, Automotive, Heavy Industry, Medical, Printing, Paper,

Textile, Food, and Bottling industries.

Grow business with existing accounts and initiate business with new accounts in Georgia, Alabama, North Florida

and South Carolina. Emphasizing on the growth of the Automotive and Aerospace industries in the Southeast.

Utilizing current networks to gain entry into hard to enter businesses. Successful at building sales by focusing on

area where the customer is “hurting” and bringing in a solution to their issues. Adept at finding new opportunities

while on plant visit related to existing business.

Effective at overcoming objections and trouble-shooting application issues in the field. Excellent follow up after

sales calls.

Territory Sales Manager, 7/2009 – 3/31/2012

UNI Chains / Ammeraal Beltech Modular, Inc., Reading, Pennsylvania

Plastic / Metal Modular Belting and Chain for material handling purposes. End users include: heavy industry,

automotive, tire, paper, wastewater, food, pharmaceutical, and bottling industries.

Grew business with existing accounts and initiate business with new accounts in Georgia and South Carolina.

Proactively work with Distributors on joint sales efforts, presentations, specifications, training and installation.

Secure new business with OEMs and specify proper material and belt / chain for the application. Effective at

overcoming objections and trouble-shooting application issues in the field. Good communications skills with

customers and co-workers on all levels.

Selected Achievements:

Continued…

KIM MILLER • Page 2

PROFESSIONAL EXPERIENCE CONTINUED

Grew same-territory sales by 70% in the first year

On track for additional 25% increase this year

Regional Sales Manager, 8/2004 – 12/31/2008

Mol Industries, Grand Rapids, Michigan

Introduced new technology, ThermoDrive belting (a highly sanitary belt for food processing) in Southeast region (FL,

AL, GA, NC, SC and portions of TN and KY). Built territory from the ground-up with no established customer base.

Oversaw all sales and business development functions including: new product rollouts, key account management,

customer relationship development, contract negotiations and product installation. Developed business through

OEMs, Distributors, and end-users.

Selected Achievements:

Consistently # 1 or #2 in sales for ThermoDrive Belting

Leader among sales team in developing more new and unique applications for ThermoDrive

Considered the “go-to” guy on the sales team for in plant engineering issues

Owner, 7/2001 – 7/2004

Hightower & Associates – Thomaston, Georgia

Manufacturer Rep. Firm for industrial and municipal roofing projects, and industrial and commercial chemicals .

Directed the setup and operation of company including: sales, account management / acquisition as well as total

P&L responsibility. Represented Burlington Chemical Company, Inc. for industrial and commercial chemical sales.

Represented SmartRoof.com for commercial roofing. Planned and conducted detailed presentations to decision-

makers. Effectively communicated technical information to all levels of technical and non-technical competency.

Selected Achievements:

Achieved $300,000 in annual sales for of chemical products, and $700,000 in annual sales for commercial

roofing.

Utilized network of Roofing Consultants and Roof Engineering firms to source large projects earlier in the

sales cycle.

Technical Sales Representative, 4/2000 – 4-2001

Burlington Chemical, Inc. – Burlington, North Carolina

Supplier of Dyes and Chemicals to the textile Industry

Established and managed account relationships with customers using chemicals for varied apparel and commercial

applications. Identified prospects through research / referrals and cold calling to key decision makers. Resolved

quality issues primarily by visiting customer facilities and identifying and addressing causes of problems.

Negotiated with customers regarding pricing, terms, packaging and delivery.

Selected Achievements:

Established key accounts and achieved high levels of customer retention by developing solid relationships

and providing responsive service.

Successfully introduced a nano-chemical as a wicking finish for Nomex (used in Fire and Rescue, Racing

suits and NASA.) which pulled moisture away from the body.

National Sales Manager, 1988 - 1999

© Copyright 2003 CareerPerfect.com

NEIL H HIGHTOWER JR 3

Thomaston Mills, Inc. – Thomaston, Georgia

Thomaston Mills was a leading supplier of Industrial Fabrics and yarn for Hose and Belting business

Established and managed account relationships with customers using cotton/blend yarns and industrial fabrics for

varied apparel and industrial applications. Identified prospects through research / referrals, territory coverage and

cold calls on decision makers. Made recommendations for yarn/fabric based on end-use applications and

requirements. Directed product development working closely with customers in the areas of research and

production trials. Helped to resolve quality issues.

Selected Achievements:

Met and exceeded sales quotas, growing annual sales from $4.5 million to over $12 million while

negotiating higher than average prices in an industry experiencing significant change.

Successfully developed new industrial fabrics including: a more cost-effective railroad air brake hose fabric

and a conveyor belt fabric for UPS with specialized performance characteristics.

E DUCATI O N & T RAI NI NG

B.B.A. in Management, 1988 – Valdosta State University- Valdosta, GA,

Textile Fundamentals Certificate North Carolina State 1989

Dale Carnegie Sales Training

Du Pont Cotton Leadership Program

Dun & Bradstreet Credit Course

Boy Scouts of America Leader and Council Board Member, 2002 - present

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