Sales Manager

Dennis Raines

CINCINNATI, OHIO

abi6dq@r.postjobfree.com

Mobile: 513-***-**** Home: 513-***-****

Sales & Account Management Professional

Account Expansion/Marketing/New Business Development (B2B)/Sales

Management

Goal: Drive Revenue Through Consultative, Relationship-based Sales

Accomplished career driven professional with over twenty years success in

exceeding sales and operational goals by building client/team relationships

and becoming a trusted advisor; demonstrating excellent communication and

organizational skills and by developing industry expertise

Expertise in:

Sales Leadership C Level/Executive Relationships

Customer Relations Account Penetration & Management

Demand Gen/New Business Expansion Pipeline Management

Customer Satisfaction Contract Negotiation

Proposal Development Creative Solutions

Marketing Planning/Promotions People Development/Team Building

Industry Knowledge Problem Resolution

Experience

Advantage Architural Prodcuts - Cincinnati, Ohio March 2003 -

Present

Sales/Market Manager

. Responsible for driving sales revenues of new

product/technology into the building industry including

direct commercial B2B and retail/residential accounts as well

as home builder, architecture/design and distribution

segments.

. Established new distribution channels resulting in 28%

increase in sales revenues.

. Grew sales exponentially year over year achieving 103-132% of

annual goals, averaging 114% and $3+ million in run rate

sales annually.

. Expanded major account base by 300%. Established 29 minor

account contracts which sustain revenues (23%) during lulls

in the major account business.

. Consistently exceeded investor profit margin goals and

expectations by 18%.

Fischer Homes - Crestview Hills, KY

Aug. 2000 - Feb. 2003

Division Sales Manager

. Responsible for management of new single family home sales

within nine communities in the North Cincinnati Division of

Fischer Homes.

. Manager of seven direct sales personnel and seven support

personnel including all hiring, sales training and sales

development.

. Responsible for goal setting: managing and motivating the

sales team.

. Maintained $1.4 million budget within 3% variance.

. Consistently achieved $30M + in annual sales.

. Achieved quarterly quotas in 7 of 9 quarters eligible.

Sears - Cincinnati, OH

Sept. 1997-Aug. 2000

Contract Sales - Appliance Manufacturer Rep

. Responsible for the sales of appliances to home builders,

apartment communities and government agencies within the

Cincinnati, Northern Kentucky, Dayton and SE Indiana

territories

. Achieved $1.7 million in sales. Averaged 121% of plan.

. Exceeded profit margins. Averaged 27%.

. Promoted to Home Builders Specialist 1/1/00.

. Account base growth of 31% annually.

. Sales Representative of the Quarter - Q2-1999, Q3-1999

Other Professional Experience

Williamsburg Homes - Cincinnati, OH

1994-1997

Sales Manager - Responsible for the management of new home sales

($24M) within seventeen communities, managing twelve direct

sales reps and ten support personnel within 3% variance of $1.8M

budget.

The Drees Company - Ft. Mitchell, KY 1985 -

1994

Promoted to Sales Manager (Oct. 89) from Market Manager -

Responsible for the management of new home sales ($20M) within

nine communities, managing nine direct sales reps and three

support personnel within 2% variance of $1.2M budget.

Val-Pack - Cincinnati, Ohio

1991 - 1994

Account Manager - Responsible for driving B2B advertising sales.

certifications, Trainings and awards

Wilson Learning - The Versatile Salesperson

Prism - Situational Leadership

The Bay Group - Situational Sales Negotiation

Miller-Heiman - Strategic Selling

CIA Leadership Training

MIRM Management Training

MIRM Strategic Planning Training

Phillip Crosby - Quality Education Systems

National Sales & Marketing Council Lifetime Member (Board Member 1990,

1991)

Greater Cincinnati Home Builders Association Member - awarded Gold

Membership

Member 100% Achievers Circle

Five time recipient of Five Million Dollar Gold Circle Club Award - $5.6

million average

Presidents Award - Sales & Marketing Council

Education

University of Cincinnati - Cincinnati, Ohio

References provided upon request

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