Sales Manager
Resume:
JAMES P. MERRIAM, JR
**** ********** **** **** *****:
**********@*****.***
Winston Salem, NC 27106 Cell Phone:
SALES MANAGER
Specializing in new business development and major market expansion
Results driven sales professional who combines entrepreneurial drive with
business-management skills to drive gains in revenue, market share and
profit performance; communicates a clear, strategic sales vision,
effectively trains and coaches sales team members; cultivates excellent
relationships with new prospects and existing customers; proven ability to
turn around lagging operations and prepares companies for fast growth and
profitability; ability to work in many diverse environments including
manufacturing, production, and electronics with direct focus on B2B-OEM
sales and distribution.
Areas of Accomplishment and Expertise
New Business Development Turnaround & High Growth Strategies
Manufacturing/Technical Sales
Proposal Development & Presentation Customer Relationship Management
Team Leadership
Strategic Planning Contract Negotiations
Key Account Management Operating Budget & Forecasting
Operations Management Business Acumen
Professional Experience
Advanced Electronic Systems Inc., Mt. Airy, NC
2012 - 2013
Offering full range of services from electronic component level repair and
design, to providing worldwide depot level repair and logistics in support
of sophisticated military electronic systems and components.
Sales Director
. Key member of executive team leading sales strategies and company-wide
growth initiatives.
. Directed, managed and led a team of 12 managers and their respective
staff.
. Formulated marketing, brand planning and business-development
strategies to drive revenue company-wide initiatives.
. Increased forecasted sales to $7.2MM in Q4 by realigning territories,
defining sales cycles, B2B-OEM, and developing standards for customer
relationship management.
. Established a competitive sales force by offering aggressive
compensation, and performance-driven sales-incentive programs.
. Revamped pricing strategy, implemented effective promotional
strategies, redesigned company website, and implemented
Salesforce.com.
Acucal Incorporated, Manassas, VA
2010 - 2012
Premier calibration provider offering total equipment management including
on-site mobile services.
National Sales Manager
. Increased annual revenue from $5MM to $8MM within 2 years by
delivering strong general and direct account management, enterprise
wide clientele growth, mobile on-site operations and marketing.
. Carried largest percentage of individual revenue contribution and
solid ROI in each account.
. Executed total account management responsibility across entire US
overseeing the responsibilities of a national sales team and on-site
mobile operation team of 18.
. Invoked high-level calibration sales and operations expertise to
quickly improve service turnaround time and profitability by
establishing workflow and accountability processes between
Sales/Operations.
. Represented company at trade shows and industry events ultimately
leading to new business opportunities.
SIMCO Electronics, Greensboro, NC
2006 - 2010
Nation's largest company specializing in calibration and repair services
for test and measurement equipment.
Southeast Regional Sales Manager: North & South Carolina, Georgia,
Tennessee, Florida
. Actively recruited to assume responsibility for underperforming
region, stabilize an eroding customer base and grow the business.
. Increased territory revenue by more than 50% to $2.5MM within 18
months.
. Successfully identified market opportunities and implemented
successful strategies to maximize margins. Increased market
penetration by 25%.
. Analyzed clients' business requirements, matched technical
capabilities, and recommended potential capital investment to expand
customer base.
. Chosen as one of three sales managers to participate in competitors'
business practice analysis project.
James P. Merriam
Page 2
Sypris Test & Measurement, Inc., Chatsworth, CA
2003 - 2006
Leading provider of calibration services, testing and component sourcing
services and specialty products.
Southwest Regional Sales Manager: California, Arizona, New Mexico
. Managed a multi-state territory, generating new revenue of over $1.2MM
within the first year.
. Identified and developed six-figure nationwide contracts, including
Honeywell and Texas Instruments.
. Maintained a contract retention rate of 95% by providing top-level
customer service.
. Led team in all territory forecasting and budgeting.
TestEquity, Inc., Thousand Oaks, CA
2000 - 2003
Largest nationwide distributor of electronic test instrumentation.
Senior Account Manager, California
. Consistent top performer. Ranked #1 in sales for two years, generating
revenue of approximately $3MM.
. Increased territory billing 38% by growing business relationships with
key accounts.
. B2B-OEM Sales: Tektronix, Hewlett Packard, Fluke and other major OEM
global distributors.
. Identified, developed and closed new business with industry leaders,
including USC, Raytheon, JPL, Lockheed and Boeing.
. Developed a system of checks and balances for inside sales team to
support/protect and increase billing base with distributors and
vendors.
. Provided clients with demonstrations on a wide range of test equipment
and worked to determine short and long-term equipment needs.
SIMCO Electronics, Sunnyvale, CA
1996 - 2000
Nation's largest company specializing in calibration and repair services
for test and measurement equipment.
Senior Account Manager
. Ranked #1 in sales generation from 1996 to 1999 by increasing revenue
base from $375,000 to $1.5MM.
. Consistently developed new business and generated new revenue by
$280,000+ per year at a sales growth rate of 42%.
. Increased contract retention rate from 85% of 98% by taking a business
partner approach to selling.
. Designed and developed training for new sales associates.
EIL Instruments, Inc., Santa Fe Springs, CA
1985 - 1996
Global leader in advanced power management technology for the aerospace
industry.
Sales and Operations Manager
Technical Supervisor
Senior Calibration Technician
Education
Business Management Courses, Antioch University
Military Experience
United States Army, Non-commissioned officer - Sergeant/E5
Journeyman - Electrical Instrument Repair
Electronics/Calibration Specialist
Professional Development
Strategic Selling, Miller Heiman
Center for Creative Learning, Mastering Leadership Dynamics
Dale Carnegie Sales Advantage Courses/Group Leader
Sandler Corporate Training & Development Program
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