Sales Representative
Resume:
Curt D. Carlson
Apple Valley, MN 55124
************@***.***
SALES PROFESSIONAL
SUMMARY OF QUALIFICATIONS
An accomplished technical sales professional with a history of establishing
exceptional customer relationships leading to profitable revenue growth.
Effectively communicates to all levels within a business - engineers,
purchasing and business owners, and easily translates complex technical
applications into clear, understandable business decisions. Combines
leadership, business acumen, and technical expertise with strong
communication and motivational skills to consistently exceed both
individual and team expectations. Consultative selling expertise in a wide
variety of technical applications specializing in energy and efficiency in
the following industries: hi tech, metals, food, utilities, medical, and
construction. Experience includes:
Sales Management Distributor Management Strategic Planning
National Account Management Budget Management Personnel Management
Customer Development Program Management Process Improvement
Business Development Vendor Negotiation Change Management
PROFESSIONAL HISTORY AND SELECTED ACCOMPLISHMENTS
Shelter Supply, Inc., Lakeville, MN
1993 - Present
A regional distributor of leading energy efficient building products and
technologies; marketing to commercial/residential builders and HVAC
contractors specializing in indoor air quality (IAQ), building science, and
energy conservation.
Outside Sales Manager
Manage sales expansion and account development of new/existing accounts and
multiple key accounts throughout the state of Minnesota.
. Hired as company's first outside sales manager. Established sales
process, procedures, and long term strategic plan. Grew company sales
from $3M to $15M in 10 years, managed growth of sales department to
staff of six, and created a long term, stable and loyal customer base.
. Met or exceeded sales objectives and earned bonus for 13 consecutive
years contributing to overall company success and the attainment of a
75% marketshare leadership position.
. Identified unrealized marketplace potential; established strategic
partnerships with builders and mechanical contractors. Partnership
resulted in the development of multiple "win-win" programs for all
parties and has generated nearly $8M in revenue in a ten year period.
. Formulated and presented exclusive equipment idea and gained
management approval, worked with manufacturer to build equipment, and
negotiated sole nationwide distributor agreement. Resulted in market
leadership, high margins, and annual sales of $250K.
. Recognized the opportunity and built a niche market soon to be
expanded regionally. Developed indoor air quality products business
plan that has established company as leader in Building Science and
Indoor Air Quality generating $15M annually after 10 years.
. Led efforts resulting in Company winning 5 consecutive Trillium Award
from the Twin Cities Builders Association. Award recognized
development of energy efficient designs and building performance and
established Company as the acknowledged industry leader in energy
efficiency.
Curt D. Carlson 952-***-****
Page Two
. Reduced sales expenses and increased profits. Designed performance-
based compensation plan based on gross margin vs. % of revenue that is
projected to increase overall sales revenue by 9% and increase average
margins to 23%, an increase of 8%.
. Implemented a new coverage model to increase efficiency,
profitability, and meet competitive threats. Reviewed and selected 2
new upper Midwest wholesalers, established annual sales goals,
provided training and support. Increased distribution and generated
$1M annual sales with an average margin of 13%.
Minnesota Valley Engineering, Inc., New Prague, MN
1991 - 1993
Manufacturer of cryogenic equipment consisting of cryogenic containers
(bulk storage tanks), process piping, and control equipment; serving
electronic, chemical, food freezing, fabrication, steel, & other
industries.
Midwest District Manager
Led sales production and account management throughout 11 states. Managed
80 new opportunity accounts with largest single key account generating
$2.5M annually. Total annual sales revenue of District exceeded $9M.
. Consolidated two separate specialized sales groups in eleven states
and managed the resulting sales geography. Over 1.5 years, increased
marketshare in both segments, exceeded goals and objectives, and
generated annual sales in excess of $9M.
Union Carbide Corporation, Linde Division, Chicago, IL
1981 - 1991
An international manufacturer of industrial and specialty gasses sold in
cryogenic form (bulk liquid) and gas form; servicing electronic, chemical,
food freezing, fabrication, steel, and other industries.
Senior Sales Representative (1985 - 1991)
Sales Representative (1981 - 1984)
Managed all consultative sales and service functions throughout a 4-state
area, handling F500 high-tech accounts generating annual sales revenue in
excess of $10M.
. Reorganized account coverage for a F500 Hi Tech company with several
locations, diverse requirements, and multiple pricing structures.
Resulted in consistent account coverage, improved account management,
increased profitability, and the development of a long term business
relationship generating in excess of $10M annually.
. Assumed management of a deadlocked contract negotiation. Opened
negotiations, determined and addressed concerns, and successfully
negotiated a $2.5M long-term supply contract and partnering
relationship.
. Faced potential loss of largest account due to labor strike
complications with Company drivers honoring picket line. Negotiated a
"Hold Harmless" agreement with customer that resulted product
shipments resuming and $15M business being maintained and subsequently
retained.
. Coordinated efforts and functions of multiple company and customer
departments during a time of emergency that ensured continued customer
operations and overall safety. Developed and Action Plan that resulted
in uninterrupted customer production and uncompromised safety which
led to an eventual contract extension.
EDUCATION AND TRAINING
B.S. Business Administration - Finance & Marketing emphasis
Illinois State University, Chicago, IL
Multiple Advanced Sales & Marketing Programs with specific industry
training involving Electronics, Semiconductors, Beverage, HVAC industries
and related Codes/Regulations.
Contact this candidate