Post Job Free
Sign in

Sales Manager

Location:
Mckinney, TX, 75070
Posted:
December 10, 2010

Contact this candidate

Resume:

Steven E. Eulenberg

**** ******* **** ********, ** 75070

469-***-**** **********@*****.***

Director - Sales

Business Expansion / Account Management & Retention / Advertising &

Promotion / B2B / B2C

Market & Competitive Analysis / Forecasting / Negotiations / Customer

Service Management

Understanding market conditions and the needs of customers, I defined

strategy, restructured the sales force and oversaw execution leading to

sales increases each and every month of my tenure with Enginetech, Inc.

Facing turbulent industry conditions, I trained and motivated sales

personnel to stretch for success and achieve goals.

o Winning business through cost-benefit sales approaches

o Keeping sales and service tightly customer focused

o Forging long-term relationships leading to ongoing sales

o Serving as the model for results and standards to be achieved

o Negotiating effectively and creating the desired "win-win" outcome

As an energetic, dedicated and sometimes unconventional leader of dynamic

business growth initiatives, I have established myself as a key thought

leader in creating approaches to build revenue and profit. I am able to

assess both sales and business operations for performance constraints and

implement practical solutions.

Selected Accomplishments

Refocused efforts and reduced size of sales force. Embarked on initiative

at Enginetech to focus sales efforts on top 125 customers in U.S. Reduced

sales force from six direct to two and from 22 manufacturer's reps to 16.

Reduced payroll / travel expenses and, with added programs / focus,

generated 20% sales increase during tenure.

Negotiated / secured business with large, well known companies. Many

companies in Silicon Valley were incurring excessive expenses on their

fleet vehicles via mobile repair companies. Launched innovative fleet

program at Steve's AutoCare. Won business with AMD, Phillips and National

Semiconductor / 58% sales increase.

Created effective pricing strategy. Determined that Enginetech could build

business with new pricing strategy. Created four price schedules,

enabling more flexibility when negotiating with large companies and higher

margin with low volume customers. Generated overall increase in margin as

well as sales.

Won preferred vendor award. Jasper Engines is one of the largest engine

remanufacturers in the world. It had previously awarded Enginetech for its

service, but not in three years. Determined where improvements were

needed. Assigned new salesman to account. Won 2009 Jasper Engines

Preferred Vendor Award.

Reduced cost of shipping, attracted new business. Enginetech was very

competitive on pricing but its shipping costs were high and it was losing

business to the competition. Negotiated 7.5% rate reduction with UPS and

new arrangements with Fed Ex. Enginetech won new customers with improved

flexibility on shipping prices.

Generated triple-digit sales increase with long time customer. Customer of

Enginetech was buying products from a competitor due to quicker delivery.

Negotiated deal involving customer warehousing Enginetech products for

their use, as well as for entire New Mexico region. Increased annual sales

with customer from $30K to $270K.

Career History

National Sales Director, Enginetech, Inc., 2006 to 2010. Supplier of

engine components. Managed all inside / outside sales representatives as

well as manufacturer's representatives covering the lower 48 states.

Ensured timely delivery of products from 14 warehouse locations across the

country. Controlled $1.2M budget.

Lead Instructor, Sequoia Institute, 2002 to 2004. Served as Lead

Instructor for the Skip Barber Race Engine Program. Subject matter

included brakes, electrical, computer controls, carburetor and steering /

suspension. Wrote curriculum for most courses. Left company to relocate

to Dallas, TX for family reasons.

Principal, Steve's AutoCare Centers, 1996 to 2001. Managed three

automotive service centers. Directed all sales, marketing and promotional

programs. Oversaw purchasing and inventory control. Maintained fleets for

10+ large companies throughout Silicon Valley. Sold company at significant

profit.

Earlier: Manager, Accutune and Brake / Precision Tune Autocare.

Additional Information: My pastimes include running, weight training,

fishing, camping and boating.



Contact this candidate