Sales Manager
Resume:
Wayne Pellow
Petaluma, CA ***54-4673
*.******@*******.***
Summary
An accomplished, results-oriented professional with experience in sales,
finance and management. A leader in new business development excelling in
the area of customer service and customer relationships. Experienced in
strategic planning, marketing, consultative selling techniques, sales
training, client relationships and territory management.
Experience and Accomplishments
The Gene Schick Company Hayward, CA
2003-2008
A distributor of Viking brand indoor and outdoor kitchen appliances.
< Territory Sales Manager Petaluma, CA
Responsible for profitable retail sales growth within a defined geographic
territory. Emphasis on customer relations. Actively involved with product
sales training, product demonstrations, new business development,
promotions, retail floor display maintenance and design.
. Developed Central Valley territory into a consistent contributor of
revenue (20%) and profit (15%) for the company.
. Significantly improved customer relations that had been deteriorating.
Drastically reduced customer issues and complaints outstanding by 98%.
. Conducted sales training to principals and sales staff on: product
knowledge, program
promotions, sales techniques, commercial and consumer financing
programs.
. Introduced and trained retail sales staff on internet-based product
information and quoting system. Improved retail sales staff
productivity by 35%.
. Actively involved with the creation of four new live retail kitchen
floor displays.
Designed and constructed largest Viking outdoor kitchen display in
Northern California.
Transamerica Distribution Finance 1978-2002
An insurance and financial services company
< Region Sales Manager Petaluma, CA 1996-
2002
Responsible for growth of consumer and commercial finance programs within
targeted manufacture, distributor and retail channels. Focal point for
sales training, program sales, customer relationships and credit
underwriting for the Construction, Agriculture, Automotive and Lawn &
Garden Industries. Managed 10 direct reports in an 11 state area.
. Developed the 11 western state areas into a significant revenue and
profit contributor. In a 7 year period grew revenue from $18MM to
over 90MM .
. Exceeded goal of generating 30% more revenue from existing
customers by cross-selling other financial products such as: asset
based loans, leasing programs, consumer financing programs,
commercial credit card programs, insurance programs, internet based
information systems and recovery services.
. Winner of Presidents Club award in 2000 for top sales performance
based on revenue and profit growth that exceeded 150% of plan
within Transamerica Distribution Finance. Corporate sales council
member promoted universal best practices.
< Sales Account Manager Petaluma,CA
1993-1995
Developed inventory finance customer relationships, building business
through existing customers and addition of new prospects.
. Managed 10 remote direct reports covering 8 western states.
Responsible for the industries of: electronics, appliance, HVAC,
IT, copier, hearth, and outdoor power products.
. Through development and mentoring sales team produced top 10
results in revenue and profit for the company.
. Earned number one sales ranking within the company for largest
gross margin dollar increase (140%) for 1995.
< Region Manager Novato, CA
1987-1993
Supervised 100 associates in a nine branch operation covering 7 western
states. Responsibilities included P & L, credit underwriting,
administration, collections, human resources and sales. The Region
achieved significant improvement in all measureables: revenue, profit,
gross margin, return on equity and expense reduction. Industry focused was
on electronics, appliance and HVAC industries.
< Branch Manger Chico, CA ; San Rafael, CA 1978-
1987
Supervised two under-performing branch operations. Improved all categories
of the P&L.
Responsibilities included credit collections, administration, personnel and
sales.
Education
Bachelor of Arts, Business Administration; Minor,
Economics
Rutgers University, New
Brunswick, NJ
Training
Full Product Line and Presentation Training I & II (Viking)
Account Development Strategies I & II (Transamerica)
Financial Statement Analysis I, II & III (Borg-Warner)
Professional Selling Skills I & II (Xerox)
Proficient with Microsoft
office suite
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