Sales Manager
Resume:
Graham S. Starling
Jonesboro, AR *****
*********@**********.***
Management ~Marketing ~ Sales ~ Business Development
Proven success through drive, knowledge and relationships.
> 18+ years as a proven leader in innovations and implementation.
> Outside sales & business development experience
> Customer growth/retention specialist
> Relationship builder for common goals and growth.
> B2B sales & marketing professional.
> Skilled analytics in determining sales and marketing ROI.
> Extensive multiple industry knowledge.
> Global recognition with sales oriented success.
Core Competencies
Market Development Business Development Strategic Planning
B2B Selling Training & Education Market Research
Team Building Business Plans Promotions &Campaigns
Analytics Territory Sales Distributor Based Selling
Customer Satisfaction Media Product Development
Customer Retention Outside Sales Payment & Collection
Professional Profile
Manager of Territory Sales & Business Development - Industrial Conveyor
Corporation 2010
> Develop new markets and sales within the Arkansas, Tennessee,
Mississippi and Alabama area.
> Marketing development and website information.
> Evaluate suppliers and add new complimentary lines to ICC's offering.
> Bring in new business and secure existing business across all sales
personnel.
> Manage sales, installations, suppliers, billing and payment for all
customers and suppliers.
> Obtained over 3.2 million dollars in business in 8 month time-frame.
> Grew customer base within the first six months by 80 new accounts.
Senior Marketing Specialist - Hytrol Conveyor Company 2009-2010
> Collaborate with over 85 global distributors on marketing plans and
business analytics. Solely responsible for ensuring all distributors
are current with marketing agendas and materials. Also, develop
marketing strategies / sales plans based upon their current business
trends.
> Oversee global distributor council representatives. Responsible for
quarterly webcasts and presentations to discuss issues and
collaborative projects.
> Chaired committee to drive new business achievement of 2500 customers
in 2008-2009. The goal was met and exceeded by 20%.
> Program created to track previous 5x repeat buyer accounts and target
them for 2010 via marketing and sales. Over 4800 customers being
targeted in this program for 2010.
> Singularly handled a customer appreciation trip for our best customer
in 2009. There were only two employees from our company that went as
well as three Vice-Presidents from this Fortune 100 company. Thus far
in 2010, we have received an additional $1.5 million in business from
this customer. They have allocated 35% more spending to our company
for 2010 because of our relationship.
> Responsible for video production and editing for product tests, web
materials and new product designs. Complete process responsibility
from concept to finish.
> Cross functional team leader for product information rollout with
Engineering, Manufacturing & Sales departments.
Manager of Multimedia & Marketing -Hytrol Conveyor Company 2006-2009
> Responsible for advertising and marketing campaigns in the United
States, Canada, Mexico, Latin America, South America and the Pacific
Rim.
> Yearly media and marketing charting of all materials, web, print and
video, to be used monthly in over 25 publications and 10 additional
media outlets.
> Oversee weekly e-newsletter via the intranet of over 2500 employees
and distributors.
> Managed off-site meetings with responsibilities of all logistic,
meeting presentation information and expenditures in yearly Las Vegas
regional distributor meetings. Over 250 people attended these
meetings. Also, on average, I was responsible for all new marketing
material presentations, sales assistance presentations and industry
update information.
> Responsible for both the bi-monthly employee 10-page as well as a 12-
page end-user newsletter.
> Two million dollar plus marketing budget responsibility.
> Monthly executive management report entailing all expenditures and
ROI.
> Over 10 direct reports including: Analysis, literature, graphic
designers, videographers, web master, training and field marketing
personnel.
> Three year award winning company image recognition via Modern Material
Handling, DC Velocity & Food Logistics publication surveys.
> Implemented a training school in 2008 for product marketing. Over 22
distributors representing the US, India, Mexico and Canada attended.
The school was scored 10 out of 10 by all those in attendance.
> Work with each distributor to develop specific marketing plans as it
pertains to their business model. In tracking ROI based upon these
collaborations, they saw, on average, an 8% growth in 2008-2009.
> Created and managed a cooperative advertising program based upon
previous year's sales with a benchmark minimum of $200,000. Program
annually allocates $125,000 in revenues available. Responsible for
assisting in utilizing the funds in the most appropriate ROI manner
possible.
Supervisor of Graphics & Advertising-Hytrol Conveyor Company 2003-2006
> Developed a domestic and international marketing program based upon
printed ad materials.
> Timeline developed for press releases to over 50 media outlets with
traceable web addresses and phone numbers attached for best ROI.
> Program created to follow-up on all incoming requests / leads so that
all distributors were given an equal opportunity to achieve sales
growth. This program was created via the IS department utilizing our
AS400 and PC programs.
> Grew the graphics department from three people to over 10. Monthly
program / personnel development and achievements were created and
discussed in weekly marketing meetings.
> Managed a three-year NASCAR sponsorship with Joe Gibbs racing with
Denny Hamlin. This included all ticket allocations across the US and
managing all on-site hospitality events as it pertained to our
distributors and customers that attended.
> Created, managed and participated in (5) employee reward programs that
included weekend trips to: NASCAR races, duck hunting trips or guided
fishing trips. All of these programs exceeded expectations and came
in, on average, 10% under budget.
> Assisted the Vice-President of Marketing on all matters pertaining to
media, advertising, literature and marketing materials as it related
to customer visits, distributor requests or industry trends.
Distributor Representative-Hytrol Conveyor Company 1999-2002
> Primary company contact for over 22 domestic distributors.
> Distributor locations varied from Boston to Seattle.
> On-site liaison responsible for: training, business meetings,
marketing programs, joint B2B presentations/sales calls and site-
visits to end-users.
> Distributor growth during my tenure averaged 11% per year.
> Business development "library" created on each distributor with trip
notes, trends and analysis to be built upon with each visit. Over 100
"books" were created in a three year span.
> Top ranked distributor representative, according to our yearly
distributor survey, for each year I was in the position.
> Territory evaluation for new distributorships and parallel business
partners. This included all aspects of evaluation and establishing new
representation in these respective markets.
> Yearly strategic planning formulations for each distributor. These
included all business sales statistics, training participation,
overall business trends, territory sales forecasts and expectations
for sales.
> Joint calls with the VP of Sales and the VP of Marketing to various
distributorships and customers to make presentations and generate
business.
> Can attribute over $20 million annually to my efforts in this role.
Sales Coordinator - Hytrol Conveyor Company 1993-1999
> Responsible for all incoming orders, application and shipping
schedule.
> AutoCAD proficiency for layout and design.
> Oversaw materials and presentation for monthly in-house training
schools. Personally taught up to seven classes per four-day school.
> Orders processed ranged from $25,000 to $500,000 net, on average.
> Produced more than $2 million annually for last three years in this
position. I was the leading dollar producer during this time.
> On-site coordinator for personal visits with end-users and
distributors. I managed all manufacturing tests, engineering
collaboration and media requirements as expected by those visiting.
Education
Bachelor's degree: Advertising / Marketing (3.2 GPA)
Minor: Sociology (3.5 GPA)
Arkansas State University-1992
References
Paul Wanous - President, Skarnes, Inc
Minneapolis, MN
*******@*******.***
Bill Hawthorne -Director of Southeast Sales Bastian Material Handling
Jonesboro, AR
**********@****************.***
Bruce Sudler - Vice President of Market Development, HCM Systems,
Chicago, IL
*******@**********.***
Tim McCall - Regional Operations Manager Blue Cross Blue Shield
- Jonesboro City Council
Jonesboro, AR
********@************.***
Herb Payne - Marketing Program Manager at Verizon Business
**********@*****.***
Atlanta, GA
Emma Shin - Senior National Account Manager Yale Corporation
Denver, CO
****.****@****.***
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