Sales Manager

Richard Arlen

**** ****** **.

Phone: 708-***-****

Orland Park, IL 60462

Professional Profile

Sales executive experienced at building profitable long-term customer

relationships and converting new sales opportunities in the industrial OEM

pump, emergency LED/halogen cable & lighting, and OEM HVAC industries with

a Bachelors of Science degree from Indiana University N.W. Proven

effective at building territory sales and profit margins and closing on

large orders at major OEM industrial and HVAC manufacturing headquarter

account levels. Aggressively achieved significant 15-20% yearly increases

in sales volumes and profits with overall product line margins that have

reached 70%.

Experience

Arlen Sales Consulting, Orland Park, IL

National consultative services company focused on delivering in-depth

market analysis serving law enforcement and the Public Safety industries.

7/10 to current - Business Owner

Creating business and marketing plans by use of situational market, product

positioning and customer/target market analysis.

Se-Kure Controls, Inc., Franklin Park, IL

Domestic manufacturer and distributor of loss prevention equipment for the

retail store industry

9/09 to 7/10 - Regional Sales Manager

Proven responsible for expanding product sales and profits into major

retail store corporate headquarters throughout a nine state territory

across the central and northern U.S.

Federal Signal Corporation, University Park, IL

International manufacturer of automotive emergency electrical visual and

audio communications and warning equipment

6/97 to 1/09 - Sales & Product Marketing Manager

Sales & Product Manager in Police Marketing Group with direct report to the

V.P. of Sales and Marketing. Effectively sold and managed 25 different

product platforms manufactured at multiple plant locations (Illinois,

California, Kentucky & Barcelona, Spain).

Strategically sold and guided the development of 60% of the product (LED

lights, amplifiers, speakers, etc.) that generated $65 million in annual

sales to the Police Market and introduced 36% of all new products to the

division on a yearly basis for the last 3 years.

Increased light and siren product sales, recognized as the best in the

industry, and maintained an average of 38% margin selling to distributors,

installers, municipalities, state and government agencies.

Developed and sold new product concepts and specials by working with the

largest law enforcement and federally directed safety and security agencies

throughout the United States and Canada.

Built profits based on newly created platform directions and product

introductions as the leader of cross-functional, new product introduction

teams.

Served as the product champion and technical expert. Trained all internal

sales groups, distributors, installers, end users, domestic and

international representatives on product design, selling and installation

advantages via hands-on demonstration, PowerPoint presentations and

customer visits.

Tuthill Corporation/Tuthill Pump Division - Alsip, IL

$75 million manufacturer of refrigeration and HVAC test connectors and leak

test equipment

1/91 to 6/97 - Sales & Product Marketing Manager

Responsible for increasing gross margins and expanding the HVAC OEM leak

test connector customer base in North America. Travel was 80% domestic and

20% foreign.

Worked in consort with the company President, Sales Manager and Engineering

Manager resulting in four new patents, five new product platforms, 10%

average sales growth every year for 6 years, and held a steady gross profit

margin of 71%.

Established, trained and managed the distribution network throughout the

Western Hemisphere, and was the major OEM account manager.

Created all leak test product sales tools and established the overall

product line advertising program.

5/86 to 1/91 - Regional Sales Manager

Responsible for exceeding displacement pump sales goals within nine

midwestern states.

Directed and managed the territory distribution network and major HVAC OEM

account base to an average 6% annual sales increase. Recommended and

implemented necessary product and territorial changes to sales and

marketing management teams resulting in a promotion to strategic marketing

product management duties.

Education/Personal

Education: Indiana University Northwest, 1981, Bachelor of Science

Major: Marketing

Minor: Economics

Programs: Zenger Miller - Frontline Leadership Development

Learning International - Professional Selling Skills

American Marketing Association - Several Advanced Marketing and

Project Management Classes

Kaizan Event Training - Leader Experience

Expert level - Microsoft Word, Excel & PowerPoint

Affiliations: AMA (American Marketing Association)

Indiana University Alumni Association

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