Sales Management
Resume:
BRENT HESSEL
*****@************.***
***** ** **** ***, ********, OR
SALES AND MARKETING
Sales / Marketing / Sales Management / Building Teams / Performance
Improvement / Managing Multiple Locations / Business Modeling / Business
Expansion / Acquisitions / Inventory Management
20+ years of sales and marketing, operational, finance, executive and
management experience. Solid business modeling, strategic planning and
execution skills utilizing Excel.
New product line analysis and decision process. Growth through market
share increase. Acquisitions.
Demonstrated success at the branch and corporate levels in construction,
distribution, rental, and service enterprises.
PROFESSIONAL EXPERIENCE
Consultant - Marketing / Business Development, Virticus Corporation.
Jan 2010 to Present
High tech, green startup company that produces street and parking lot light
controls for energy conservation and lighting control management.
Marketing Leadership, Policies & Controls
. Developed regional marketing relationships with distributors.
. Delivered meaningful strategic guidance and financial leadership.
. Served as a key member of the initial development team setting up
goals and controls.
. Lead generations, technology evangelism, sales support, tradeshow prep
and support, product education
. New investor strategies
President / VP Marketing, Hessel Enterprises. 2007 to 2010
Heavy construction equipment sales, rentals. Investments, direct loans to
contractors and developers (family owned)
Inventory of 40 tractors for rent and sale. Directed equipment operations,
purchasing, and sales/marketing. Management and tracking of $4M in loans
and investments. Led a staff of 6 including a Controller & Sales Manager.
Marketing & Relationship Building
. Built strong relationships with customers.
. Managed relationships with long time customers having difficulty
bringing their accounts current.
. Maintained banking lines and good working relationships with multiple
banks.
. Worked directly with company lawyers and accountants.
Financial Leadership, Cost Reduction & Inventory Management
. Developed an in-depth analysis of the business, economic environment,
investment goals of the owners
. Provided decisive financial leadership direction to reverse 3 years of
steady losses.
. Demonstrated the value of financial modeling as a key tool to good
business decisions.
. Reduced leased space to minimum needed for current operation lowering
monthly rent by 40%.
President / Owner, Hessel Custom Building 2002 to 2007
A B2B, customer-driven, cabinet/remodeling business
Designed and built company from ground up, from 0 to $800K in revenues, and
12 employees. Designed and built beautiful, solid wood cabinets for high
end homes. Also remodeled high end homes.
Product Branding and Marketing
. Built business from basement shop to recognized market leader with a
hands-on approach. Recruited, hired and trained team. Managed growth
from one person to a much larger team of craftsmen.
. Recognized in the 2005 Tour of Remodeled Homes for our outstanding
transformation.
Financial Management and Process Improvement
. Designed and engineered shop for efficient production including
software, flow, power, and inventory.
. Managed P&L, balance sheet, bank lines. Acquired equipment valued at
$350k over 5 years.
Community Involvement
. Heavy recycling efforts supporting a green production facility saving
money and waste.
. Active in local school and community fundraisers. Donated kitchen,
and many other projects
Branch / Sales Manager - Northwest Region, Trimble 2000 to 2002
Manufacturer of high-accuracy electronic instruments for survey and
construction
Hired to lead the sales team in Oregon and establish a new professional
image. Responsible for $8M sales budget and 26 staff for states of Oregon
and Washington.
Market Share Improvement, Leadership, & Transition
. Rebuilt Oregon sales team bringing in professional salesmen and
started a sales mentoring program
. Met personally with key customers to further strengthen relationships
Improved lobby marketing to improve point of purchase sales by over
35%
. Maintained sales and profitability levels near budget during the
months just after 9/11 2001
. Responsible for sales and profitability for the NW region including P
& L, Balance Sheet, and inventory
. Shared inventories between the branches improving customer
satisfaction and lowering costs
. Total review of inventories clearing out dead inventory through
special sales and incentives
. Combined the Oregon and Washington operations to reduce management
expense
. Provided periodic reports to corporate sales, inventory, human
resources managers
General Manager, Bobcat of Portland 1998 to 2000
Construction and landscaping equipment dealership
Marketing and Sales Management
. Developed customer review group to help direct our efforts
. Actively involved in Bobcat professional peer dealer group
. Enjoyed market leader position with over 55% market share
. Participated in trade shows, county fairs, blitzes (8-12 per year)
. Opened 2 new sales and service facilities in outlying areas
Financial Management
. Full P&L, balance sheet, inventory responsibility to owners
. Most profitable division consistently
. Full hiring, expense authority
VP Finance/Executive VP, Hessel Tractor 1983 to 1998
Heavy construction and logging equipment dealership
Sales, Sales Management
. Sales territory experience including new and used equipment, product
support marketing
. Key customer relations
. Organizing factory fly out trips with large customer groups
. Management of product support salesmen (4)
. Developed Best Practices culture. Actively involved with John Deere
and Bobcat "Dealer 20" professional peer review groups. Achieved
numerous awards due to notable achievements in market share, customer
approval, parts and service satisfaction. Also improved profitability
and employee retention
. Organized logging show sales event with 20 salesmen and 20 machines
with 100,000 budget
. Drove Deere Excellence program
. Part of a management team managing the business with over 200
employees and seven sites
. Doubled attachment sales and increased new machine market share from
17 to 32% in 18 months
. Manufacturer relations
. VP Oregon Machinery Dealers Assoc
Financial & Operational
. Directed all financial activities: accounting, credit, A/R, A/P, H/R
. Monthly trend analysis reports comparing actual to plan
. Banking, accounting, legal relationships
. Organizing employee barbeques at the branch locations
. Financing of inventory, rolling stock, plant and equipment
. Selected industry specific computer system, implemented
. Management of 1.5 million in construction projects. Secured funding.
. Managed inventory department. Improved procedures to improve
inventory control
. Established standardized specifications to reduce inventory levels and
streamline sales. Improved inventory turns and market share, reduced
staff, without additional equity. Inventory reduction of 10% or
$200,000
Negotiated first of its kind agreement with large commercial bank.
Conceived and negotiated off balance sheet financing contract with a large
commercial lender allowing us to double our rental fleet without negatively
affecting our balance sheet. Helped increase market share, rental profit,
and inventory of used equipment
EDUCATION & CERTIFICATIONS
BA in Economics - University of California, Santa Barbara, 1983
Certified by Microsoft in Excel 2007
Active - FAA Instrument Rated Pilot
.
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