Sales Manager

Rick B Heimark, CSP

***** **** ****** * #* Plymouth, MN 55446 P. 763/432-5956 E.

abh9ra@r.postjobfree.com

Professional Summary

Seasoned Sales/Management Professional with successful background building

and directing customer-driven organizations. Key contributor to business

growth, organizational restructuring, and operating efficiency. Innovative

and strategic thinker with strong understanding of business needs and the

ability to put plans into action with proven results. Exceptional

interpersonal and leadership skills with a management style that brings out

the best in people.

Key Skills:

Assessing needs, building relationships, selling solutions.

Leading and developing sales teams...building on the strengths and

individual motivators of each team member. Proven track record of exceeding

individual and corporate goals.

Identifying and capitalizing on market opportunities. Strong verbal and

written communication skills.

Increasing sales and visibility through mutually beneficial business

alliances.

Strong technical knowledge, successful experience managing sales teams and

manufacturer's agents, building territories, managing key accounts, and

developing long-term customer relationships.

Professional Experience

2008 - Present Double E Company, LLC West Bridgewater, MA

Territory Sales Manager

Managed complete sales and marketing efforts in a 5-state territory and 2-

provinces of Canada for a global leader in converting equipment for the

pulp & paper and printing industries. Responsible for account management of

an existing customer base (over 400 accounts) and developing new business

in the territory. Experienced sales manager with skills working with cross-

functional teams, managing multiple product lines, documenting new product

requirements, and developing sales forecasts and market opportunities.

Increased customer base by 5% while meeting territory quota in a very

difficult economic climate.

Oversaw key account (3M) in renewing Master Agreement for 7 years, from a

prior term of 3 years.

Acted as a liaison with an Italian equipment supplier in becoming a part of

the Double E family of companies.

Prepared written status reports and intelligence for senior management

regarding competitive analysis.

Trained new hire Territory Sales Managers regarding sales reporting and

computer training for proper implementation.

2007 - 2008 United Air Specialists, Inc, Cincinnati, Ohio

Regional Sales Manager

Directing the 11-state and Puerto Rico Southeast territory sales force

(manufacturer's representatives, distributors, dealers, and direct sales)

for customer sales and service of a global industrial air pollution

equipment corporation. Accountable for all sales and marketing management,

CRM Management, hiring, training, estimating and quotations, and

engineering assistance in the territory. In addition, oversaw all OEM

accounts in the territory and developed strategic relationships with

national engineering firms, contractors, and suppliers for project

specification and implementation of our equipment.

Increased sales volume (booking) from $ 420K in 2007 to over $ 1M year-to

date (over $2M by year-end 2008) in an assigned territory.

Recruit, hired, and trained manufacturer's representative agencies to

replace existing sales channels in the territory.

Developed a strong sales force by implementing effective incentives through

sales training and performance standards and appraisals.

Reduced operating costs (expenses) in the territory by over 50% by

establishing co-op sales and marketing program for lead generation, product

promotion, and an equipment demonstrator program.

Created a regional manufacturer's representative "council" to facilitate

ideas, identify sales opportunities, and foster unity between the factory

and manufacturers representative.

Rick B. Heimark, CSP Page 2

Professional Experience (continued)

2004 -2007 Quickdraft, Canton, Ohio

Regional Sales Manager

Managed 12-state Southeast territory (including key national accounts

Kimberly-Clark, International Paper, Georgia-Pacific), serving in a sales

management role for engineered industrial pneumatic material handling

systems to various industries and markets. Increased the company's trade

show presence through strategic participation, follow-up, and evaluation.

Interfaced with application engineering and manufacturing to provide

specialized equipment solutions to customer's complex material handling

requirements. Responsible for full P & L in territory.

Increased sales volume from $ 825K (2004) to over $ 2M (2007) through

direct sales efforts and enlisting manufacturer's agents for specific

industries.

Boosted net profits over 18% (2005 - 2007) by incorporating computerized

pricing control procedures (Great Plains software) and cost plus pricing.

Responsible for recruiting, hiring, training, and managing a network of

manufacturer's representatives selling to targeted industries.

1996-2004 Southeastern Engineering Sales, Haines City, FL

Manufacturer's Agent

Represented multiple (20+) leading industrial manufacturers (principles) to

the Pulp & Paper, Converting, Film and Foil, and Printing industries as an

Independent Manufacturer's Agent. Responsible for over 300 customer

accounts in a four-state territory: Alabama, Florida, Georgia, and

Tennessee. In addition, represented principles at major trade shows

throughout the US and Canada.

Achieved first-year sales of over $800K, from an original base of less than

$200K in a neglected territory. Final year's sales (2002 - 2004) were in

excess of $2M with GPM of over 15%.

No. 2 in sales, No. 1 in gross profit among several principles represented

in the US.

Facilitated the introduction of multiple foreign (United Kingdom, Germany,

Canada, and Italy) principles into the US marketplace by establishing a

network of manufacturer's representatives for sales/ marketing/service and

distribution of their products into the US.

1991-1996 Mitco Water Laboratories, Auburndale, FL

Chemical Division Manager

Managed 8-person sales and service staff in sales/marketing and

distribution of custom specialty chemicals for industrial water treatment

applications in Florida, Georgia, and the Caribbean.

Increased chemical division overall sales by over 40%from 1992 - 1996.

Directed change from company sales representatives to independent sales

agents, which increased GPM by over 18%.

Implemented the companies' first-ever sales tracking system, enabling

better definition of sales history, product development, account

management, and customer demographics.

Professional Development and Certification

University of Minnesota - Duluth, MN Communications/Business

Certified Sales Professional (CSP) graduate 2007

AutoCAD certification 2004

Professional Memberships

Manufacturer's Agent National Association (MANA) - Past Director Atlanta

Chapter

Technical Association of Pulp & Paper Industry (TAPPI)

Paper Industry Management Association (PIMA)

Contact this candidate