Sales Manager

Robert J. Knopf, Sr.

**** ********** ***** ( Sheffield Village, OH 44054 440-***-**** (

abk5pr@r.postjobfree.com

Performance Improvement Manager

Results-oriented executive skilled at building and managing sales

organizations that consistently deliver top performance within competitive

arenas. Significant success with companies in start-up, turnaround, and

high-growth modes. Adept at formulating and instituting sales and training

programs that simultaneously reduce overhead, improve profit margins,

optimize customer retention, and expand customer base. Employ MBOs to

create a cohesive team environment and foster interaction within the

organization. Accomplished presenter and trainer, comfortable interfacing

with all levels of management, clients, and vendors. Experienced in

resolving personal related performance issues, team building and exceeding

sales targets.

Areas of Expertise

Channel Management Direct Sales Management Team Development

Coaching P & L Management Conflict Management

Performance Management Training & Development New Market Launch

Career Highlights

FIRST MERIT- North Ridgeville, OH

Vice President, Branch Manager, 2008 to Present

Rebuilding a community branch operation in transition. Contributions:

. Establishing new sales mindset by growing the deposit base from $31mm to

$39mm in first twelve months.

. Developing a team mentality by improving the P & L from a -16.5% to 23.5%

in first eighteen months.

. Developing a winning attitude by achieving personal DDA, personal

savings, and Business DDA and deposit targets nine consecutive months.

. Company business deposit account sales leader through Q2 2010.

. Assigned as a mentoring coach for under achieving branch managers and

personal bankers.

. Assigned short term as an interim branch manager with poor performing

offices.

. Co-authored the branch manager business development training program.

NATIONAL CITY BANK- Cleveland, OH

Assistant Vice President, Branch Manager, 2006 to 2008

Rebuilding a downtown Cleveland branch operation in transition after being

formally announced that it was closing in May 2006. Contributions:

. Promoted to pay grade 7 and "Dominator" designation on 12/1/2007..

. Increased profitability to 145% of target during the first seven months.

. Improved stack rankings during the 12 months from 895/1475 to 38/1475 as

of June 30, 2007.

. Exceeded all specified metrics in Q306, Q406, and Q207 (first time in

five years).

. Bravo Award Winner for January, February, March, April and May 2007

(1st in Ohio Market and 9th in the company)

. Increased net deposits and loan outstandings by 12% in twelve months

(despite branch closing announcements in May 06)

. Established a coaching first environment that feeds on daily performance

measures resulting in a monthly improvement over the previous month

during each of the last nine months.

. Designed and launched a five step marketing program capitalizing on the

relationships within the Tower City Center community.

verizon wireless - Akron, Canton, Youngstown, OH

Business Sales Manager, 2005 to 2006

Rebuilt an established sales team and while improving performance to the

next level. Contributions:

. Attained Key Performance Indicator targets by 205%.

. Backfilled five new Business Account Executives during my first five

months without impacting performance.

. Established a coaching first environment that feeds on daily performance

measures.

. Designed and administered a Strategic Business Planning program.

. Launching the new Youngstown market.

. Resigned to explore a career change.

Robert J. Knopf, Sr.

R sum - Page Two

Career Highlights

nextel communications - Solon, OH

Indirect Distribution Manager, 2001 to 2004

Rejuvenated and directed the indirect distribution channel from the lowest

performing channel in the legacy Midwest Region in terms of gross

activations, net activations, churn, ARPU, and CPGA into the legacy

Northern Ohio and Western Pennsylvania Area's most significant producing

channel. Formulated, implemented, and currently oversee marketing

strategies, coop utilization, organizational structure, staff development,

dealer communications, dealer recruiting, sales training programs, contract

administration, and dealer voice and data sales results. Contributions:

. First manager from the Northern Ohio Area to win membership in the

"President's Club" by attaining 118% of goals.

. Increased dealer distribution from 19 under performing dealers to 42

dealers and 90 locations during the first 12 months.

. Through the retention of legacy employees and recruitment of new talent

overall distribution improved more than 150% over the previous period

while reducing churn to less than 1.9%.

. Developed and instituted innovative customer retention and "red flag"

service programs, which have contributed to improved dealer relationships

and less time spent on customer service issues and more time on sales.

Message Com USA - North Olmsted, OH

President, 1989 to 2001

Directed start-up and growth of voice messaging company, subsequently

expanding into paging and cellular services. Formulated, implemented, and

currently oversee marketing strategies, organizational structure, staff

development, and sales training programs. Acquired initial financing,

administer current fiscal matters, and directed implementation, upgrades,

and expansion of technology needs. Contributions:

. Expanded client base to 5,000 business and retail customers and monthly

revenues from $350 to $80,000 while maintaining a 10.5% profit margin.

. Achieved profitability within five years through cost controls, vendor

negotiations, and an effective marketing mix comprised of print,

broadcast, direct mail, and Web campaigns.

. Brought concept of "voice mail" to public by conducting numerous

presentations and educational seminars to social, civic, and business

organizations during infancy stage of business.

. Developed and instituted innovative customer retention and "red flag"

service programs, which have contributed to 18-month customer retention

average compared to six-month industry average.

. Built strong sales organization and developed sales staff, with 50%

holding tenure longer than eight years.

. Reduced $600,000 debt to $100,000 through retirement of mortgage and

outright purchase of all equipment and vehicles.

Siemens Telecommunications - Cleveland, OH

District Sales Manager, 1986 to 1988

Managed sales, service, customer relations, training, and inventory

operations of 40-person office generating an average of $36 million

annually. Directly supervised sales, service, and warehouse managers, with

responsibility for staff recruitment, training, and development. Designed

and instituted marketing strategies, customer service procedures, and

productivity guidelines for sales and service personnel. Contributions:

. Managed sales team that frequently exceeded $3.5 million monthly quota

for sales and service contracts.

. Created goal attainment programs to keep sales force on track in

achieving sales objectives.

. Enhanced customer service by fostering a team-oriented environment

through improved communications and interaction between sales, service,

inventory, and customer relations personnel.

. Launched team project meetings and publicly posted project board to track

status of ongoing projects.

Robert J. Knopf, Sr.

R sum - Page Three

Career Highlights

Digital and Analog Design - Copley, OH

General Branch Manager, 1985 to 1986

Recruited to assist in attaining $500,000 in monthly sales with zero

marketing dollars. Conducted sales and product training, and coordinated

efforts between inventory service, sales, and customer support.

Contributions:

. Surpassed goals by 15%+; reduced inventory levels by 33% without

sacrificing service.

. Initiated parts obsolesce and replacement programs, which were critical

in controlling costs.

TCI - Cleveland, OH

General Sales and Service Manager, 1983 to 1985

Oversaw sales, service, and warehouse operations in $25 million territory,

staffed by 150 in nine locations throughout the Midwest and South.

Recruited and trained staff, conducted personnel evaluations, and

coordinated installation and training schedules. Contributions:

. Directed opening of branches in Grand Rapids, Columbus, Cincinnati,

Pittsburgh, Birmingham, Dayton, Toledo, Chicago, and Louisville.

. Exceeded sales goals by a minimum of 5% while maintaining 5% to 20%

profitability at local branches.

Council for Management Excellence - Cleveland, OH

Partner, 1980 to 1983

Recruited to start-up consulting firm focusing on sales and management

training, human resources, inventory control, and logistics.

Consolidation Coal Company - Pittsburgh, PA

Manager, Management Development, 1975 to 1980

Conducted needs analysis of management at world's largest coal company to

determine and design appropriate training strategies and program.

Coordinated and conducted training classes. Contributions:

. Implemented coal industry's first management program, "Management

Development Institute," which led to a 21% reduction in absenteeism, 23%

improvement in individual performance, and 30% reduction in strike days

at Consolidation Coal.

PRIOR PROFESSIONAL EXPERIENCE:

Corporate Staff, GENERAL ELECTRIC COMPANY - Louisville, KY

Major Account Executive, OHIO BELL TELEPHONE -Cleveland, OH

Youth Physical Director, YMCA of CLEVELAND

Licenses

State of Ohio, Department of Insurance: Accident & Health Insurance

Date of License: September 1, 2004

State of Ohio, Department of Insurance: Casualty Property Insurance

Date of License: September 1, 2004

Education

Kent State University, Kent, OH Bachelor of Arts

Baldwin-Wallace College, Berea, OH Master of Business Administration

Community Activities

Chairman, City of North Ridgeville Master Plan Committee

Member, North Ridgeville Chamber of Commerce

Member, North Ridgeville School District Business Advisory Council

Member, North Ridgeville Rotary

5320 Middlebury Court ( Sheffield Village, OH 44054 440-***-**** (

abk5pr@r.postjobfree.com

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