Sales Manager
Resume:
Peter A. Kovacik, CSI, CDT
Crown Point, IN 46307
****.*******@*****.***
OBJECTIVE
A regional sales management position with executive growth possibilities with an innovative
company that leverages my strong background in sales, public/media relations, product
specifications, brand positioning and client service. Opportunities for dynamic market
penetration and business development are of great interest.
EXPERIENCE
Independent
Contractor April 2010-Present
Serious Materials, Inc ., Sunnyvale, CA
Responsible for sales objectives in Illinois working with 20- or 40- day contracts.
R esponsible for driving business in the low- and no-income marketplace by identifying
t rends, writing grant proposals, and driving demand for Department of Energy R-5 windows.
Responsible for working with all Community Economic Development Agency (CEDA)
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c ontractors in Cook County
Responsible for identifying new potential contractors to install windows only in
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m asonry buildings
Assisted in writing the Request for Proposal for the Warm Win program for CEDA of
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C ook County
Responsible for identifying the correct opportunities in multi-family retrofit marketplace
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Working with Serious Materials engineers to develop changes to the fiberglass line of
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c ommercially-rated windows to gain more market penetration with minor changes to
i nstallation accessory systems
Growing the governmental sales channel by 150% since April
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Added 7 new customers that were buying from the competitors on the list of approved
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c ontractors by CEDA.
Working as an independent window expert for a remodeling television show produced
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b y the Chicago Regional Council of Carpenters
Commercial
Sales
Director April 2009-April 2010
Serious Materials, Inc ., Sunnyvale, CA
Responsible for sales objectives in a thirteen state marketplace as well as central Canada
b y contributing regional sales information and recommendations to strategic plans and
r eviews, preparing and completing action plans, resolving problems, identifying trends, and
d riving demand for super-efficient windows and glazing systems.
Responsible for identifying top potential customers for super-efficient glazing systems
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Created demand for super-efficient glazing through quantitative analysis and energy
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m odeling on new construction and replacement
Established sales objectives by creating a sales plan and quota for districts in support
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o f national objectives
Created the Education vertical market business plan which will contribute over 40% of
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a ll window revenue in 2010
Developed key relationships with architects throughout the country to make Serious
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G lass the basis of specification on 14 university construction projects totally $38.7M of
r evenue when completed
Sat on three internal committees to advance the commercial product offering
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Architectural Detail Manual Redesign
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Curtainwall/Other Product Development Team
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Sales Order Process and Implementation Team
o
Responsible for creating a commercial dealer strategy
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Was the lead working with Landmark Properties on the glazing retrofit of the Willis
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( Sears) Tower in Chicago
Assisted the creation of an AIA accredited presentation on Suspended Coated Film
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t echnology
Represented Serious at the AAMA Project-Specific Certification Task Force at a
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n ational level
Managed four outside sales and one sales engineer
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Maintained and/or increased customer base by counseling sales representatives;
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b uilding and maintaining rapport with key customers; identifying new customer
o pportunities
Regional
Sales
March 2007- April 2009
Manager
TRACO Windows & Doors, Cranberry Township, PA
Responsible for managing the regional office, a sales team, and assisting our dealer
n etwork in maximizing specifications, quotation management, and relationship management
t hroughout the channel
Increased sales in 2007 by 178% to $29.5 Million targeting new high rise developers
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Increased sales by 219% to $34.9 Million in the first two years
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Responsible for managing three direct and three indirect employees
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Ensured all orientation and training curriculum was scheduled and passed at the
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a llotted time
Maintained and/or increased customer base by counseling sales representatives;
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b uilding and maintaining rapport with key customers; identifying new customer
o pportunities
Set up the annual Architectural Seminar, coordinated three additional partners, booked
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a n appropriate meeting site, ordered the catering, and created the seminar book for
o ver 75 architects
Established sales objectives by creating a sales plan and quota for districts in support
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o f national objectives
Reduced expenses in region by 25% by implementing a branch efficiency initiative
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Assisted our dealers in closing regional opportunities
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Regional
Top Region in 2007 for Revenue and Increased Revenue Over Objective
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Sales
Manager September 2006 – March 2007
Solatube International, Vista, CA
Complete sales responsibility for distribution in a fourteen state market.
Helped launched redesigned product line in distribution channel and retail marketplace
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Increased sales in Midwest by 132% in 1 st Quarter 2007 to $2.6 Million
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Researched market and set up three new distributors to increase sales by $ 4 Million
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annually
Created brand promotions within the dealer/distribution network
Commercial
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Sales
Manager June 2002 – September 2006
Marvin Windows & Doors, Warroad, MN
Total sales responsibility for architectural, commercial, and custom products with additional
responsibility to assist our dealer network in specifying, quoting, and relationship
management through substantial completion
Grew sales by 15% annually, nearly double of the corporate goal in 2002, 2003, 2004,
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and 2005
Recognized by sales management for doubling commercial market revenue to $27 Million
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s ince 2002
Scheduled and presented 8 different AIA Continuing Education Presentations
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Developed and organized training curriculum at the Marvin Training Center in Elmhurst,
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IL
Installed wired and wireless network at the Marvin Training Center in Elmhurst, IL
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Worked cross functionally to develop product specifications, positioning, and displace
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significant competition in hospitality, multifamily, and mixed use development projects
Provided technical training and code compliance
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Comprehensive understanding of building codes and applicable technology
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Training responsibility at corporate level for Marvin distribution and dealer network in
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Warroad, MN
Sales
Manager/Ke
y Account
Sales
Representati
ve O ctober 2000- June 2002
O ne Stop Supply, Indianapolis, IN
Sales and management responsibility for creating and developing a $2 Million territory with a
start up building materials distributor.
Sales training and management responsibility for 4 direct reports in sales
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Key account sales responsibility for the regional and national lumber dealers
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Created one of the first online ordering portals used to buy wholesale building materials
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in Central Indiana
Handled all OEM relationships for the company
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National Sales Engineer/Product Manager July
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1999 – September 2000
Willoughby Industries, Indianapolis, IN
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Managed all technical sales activities for the Aquasurf ® products, while meeting with
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architect/engineers and passing feedback through to our research and development,
testing, and management.
Successfully launched three new product lines in 1999
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Achieved 138% of the first year sales target in 1999
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Supervised and trained fifty manufacturers representatives throughout North America
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Worked closely with local representatives making joint sales calls on A&E’s and plumbing
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engineers to get the initial product lines launched successfully
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Construction Sales and Key Accounts Executive
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January 1996 – April 1999
Kohler Plumbing North America, Kohler, WI
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Responsible for developing key targets in residential and commercial construction by
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calling on major sales targets, specifically targeting builders, plumbers, developers, and
specifying engineers.
100% Sales Achievement Award, 1996, 1997, 1998
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Ranked 2 nd out of 20 nationally in the Total Kohler Home Program in 1998
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Recognized by sales management for $1.25 Million of competitive displacement in 1998
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174% of objective in the Total Kohler Home Program in1998
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President’s Circle Award winner for exceeding 110% of sales objective and 100% in all
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focus categories in 1997
Worked with distribution to create viable marketing plans to exceed company growth
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objectives
Increased the number of times Kohler was made the basis of specifications by 40% in
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1996 and 1997
Increased faucet market share by 112% by creating demand for the products with
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Specifying Engineers and Specification Writers
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Sales Representative
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June 1990 – January 1996
Velux America, Inc, Elk Grove Village, IL
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Responsible for all sales duties by utilizing the pull through marketing approach by calling
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on architects, builders, and remodelers.
Placed 1 st out of 56 sales representatives in a national sales contest in 1992
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155% increase in sales from 1991 to 1995
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Coordinated training for major home centers – Wickes, 84 Lumber, Furrow Building
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Materials, Lowes, Contractors Warehouse, and Home Depot
EDUCATION
Indiana University 1990
B.A., Political Science
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Construction Specifications Institute 2003 Present
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CDT, Construction Document Technologist Certification 2004
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Board of Directors, Vice President 2009 Present
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Board of Directors, Secretary 2007 2009
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Various Committee Chairmanships
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Education
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Certification
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Electronic Communications
o
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