Sales Manager

John Buse

ablcm6@r.postjobfree.com

*** *.

Beechnut Dr.

Cell: 480-***-**** Home: 480-***-****

Chandler, AZ 85249

Summary

An internationally experienced executive with strong background in heavy

equipment sales, marketing, dealer development, product development,

project management, strategic planning, product performance, and service

support. Proven leader who understands how to motivate sales teams and

distribution networks to successfully grow sales volume. Key Competencies:

Proven Leader Change Agent Negotiation Skills

Results Focused Communication Skills Strategic Planner

Financial Analysis Organizational Skills Analytical

Professional Experience

Case New Holland (CNH)

$14 billion global manufacturer and marketer of agricultural and

construction equipment.

Case IH

1991-2010

Director Region Sales 2001-2010

Responsible for 55 independent dealers with combined sales volume of $182

million. Led 8-member team responsible for business in 8 western states.

Major focus on growing sales volume by building relationships with Key

Account customers, pre-selling product, upgrading dealer network and

providing product training.

. Grew sales volume by 39% from 2006 to 2009.

. Increased total tractor market share every year since 2006.

. Grew Key Account business through Sales Pursuit Process.

. Winner of 2008 and 2009 Presidents Top Gun Award.

. Increased dealer inventory turn rates as a result of pre-sell focus.

Product Manager 1999-2000

Responsible for medium & large size agricultural tractors with annual sales

volume of $500 million. Responsibilities included worldwide market share,

customer satisfaction, and product reliability.

. Led 40-member cross-functional, product improvement team.

. Reduced reliability issues by over 40%.

. Focused team by prioritizing product issues and assigning to sub-teams

to be resolved. Tracked progress of each sub-team from problem

identification through implementation of product or manufacturing

change.

. Implemented worldwide communication process with service organizations

and an early warning system.

Case Corporation

$6 billion global manufacturer and marketer of agricultural and

construction equipment.

Case IH

Marketing Manager 1999

Responsible for medium size agricultural tractors and hay & forage

equipment with annual sales volume of $250 million. Led 5-member team with

responsibility for marketing, product development, product performance and

demand planning.

. Developed and implemented tactical marketing programs and launched new

products.

. Chaired two dealer advisory boards that were responsible for providing

input for new product development and market growth strategies.

. Represented Case Corporation during acquisition discussions with the

Department of Justice concerning hay & forage business.

Business Manager 1996-1999

Led cross-functional team responsible for commercial success of sales area.

Guided independent dealer network in the development and implementation of

business plans to improve customer satisfaction and grow market share.

. Increased retail volume by 27% in 1998.

. Achieved one of the highest market share levels in North America (top

5%).

. Implemented Dealer Standards Program to improve facilities and

processes.

. Introduced and implemented customer satisfaction program to improve

dealers' customer satisfaction ratings. Overall score increased from

66% to 85%.

Case Construction

Product Director - Excavators & Wheel Loaders 1995-1996

Led 16-member North American and European team that were responsible for a

business worth $550 million in annual sales volume. Responsibilities

included product development, product performance and service support.

. Increased sales volume and profitability by $100 million and $20

million respectively.

. Established and chaired Worldwide Product Business Council to address

cross-functional product line issues.

. Member of team that developed and implemented new product development

process.

. Launched two new excavator models in Europe with annual incremental

profitability of $4.5 million.

. Developed two new product programs to extend European excavator line.

$5.5 million projected profitability.

. Developed strategy to increase manufacturing capacity in North America

by transferring production of certain components to plant in Brazil.

Case IH

Product Director - Medium & Small Agricultural Tractors 1991-1995

Responsibilities included product development, service support, and

warranty administration. Lived in Europe and managed product lines worth

$800 million in total annual sales volume. Reported to Executive Vice

President, Managing Director, of European Operations. Organizations were

located in Germany, France, and England.

. Led cross-functional team in development of new product definition

using QFD process. Successfully managed $50 million project through

first prototype phase. Conducted market research for project on a

worldwide basis.

. Downsized organization by 42% (from 48 to 28 employees).

. Managed development and launch of replacement tractor line that

provided $15 million of incremental profitability.

. Reduced tractor lines from 6 to 3, reducing manufacturing complexity

while maintaining sales volume.

. Filled product gap with new tractor model that provided $35 million

annual profitability.

. Reduced warranty processing cycle time in Germany by 50%.

. Chaired two cross-functional product committees located in Doncaster,

England and Neuss, Germany.

Previous Experience

Case IH

Product Director - Hay & Forage

Responsibilities included marketing, product development, and service

support. Led 5-member team and had P & L responsibility. Increased sales

volume from 1988 to 1991 by 30% and achieved highest level of market share

ever attained by Case IH brand. Represented Case Corporation on joint

venture product committee that had responsibility new product development

strategy and management of $6 million engineering budget. Managed

relationships with three outside product suppliers.

Product Supervisor

Responsible for supporting Product Manager in the management of cotton

picker, combine, and hay & forage product lines. Negotiated supplier

agreement with annual sales revenue of over $30 million. Member of team

that established manufacturing and engineering joint venture with an

investment of $12 million. Responsibilities included analyzing product

line, establishing price position, and projecting sales volume.

International Harvester Company (IH)

$5 billion global manufacturer and marketer of agricultural & construction

equipment, trucks and gas turbines.

Sales & Marketing

Career began as a Management Trainee in an IH company store. Training

experience in store included several months in each of 4 departments

(equipment sales, service, parts and accounting). After year in company

store held numerous sales positions throughout western U.S with increasing

levels of responsibility. As result of success in achieving sales goals

progressed to regional office and North American headquarters as Marketing

Planning Manager.

Education Professional Development

MBA - Loyola University, Chicago, Illinois

BA, Eastern Washington University, Cheney, Washington

Seminar - Effective Negotiating - Karrass

Seminar - Selling Through Dealers - Sales Academy, Inc.

Seminar - Field Marketer Calling Strategy - Purdue University

Seminar - Brand Cost Analysis - Dr. Jim Weber

Contact this candidate