Sales Customer Service
Resume:
Steven R. Chapman
Eugene, Oregon 97404
**************@*******.***
SUMMARY
A hardworking, highly accomplished Sales and Marketing Manager with
extensive experience in territory management, account management,
advertising, merchandising, brand management, market planning,
competitive analysis, training and development, presentations, and
customer service. Gains a complete understanding of the product and
market to successfully fulfill client needs. Builds long-lasting
relationships with internal and external customers through trust,
integrity, and service. Utilizes a vast background, knowledge, and
professional skill set to contribute to significant increases in
revenue and business growth.
EXPERIENCE
STIHL Incorporated, Chehalis, Washington
Territory Manager, Southern and Central Oregon, 2006-2009
Oversaw territory of 36 independent outdoor power equipment dealers.
Managed sales, marketing, training, and merchandising. Held responsibility
for program presentation and execution. Directed product end-user calls
and training. Completed competitive dealer calls, prospecting for new
dealers including set-up and training. Utilized call reporting and sales
report analysis program. Worked closely with business owners, managers,
buyers, employees, and consumers.
o Achieved sales increase of 6% in 2006, 1.76% in 2007, and over
$7,100,000 in wholesales to 36 outdoor power equipment dealers.
o Set up two new dealers in existing markets, resulting in over 100
additional units sold in each market. Total of four new dealers set up
in 3 years. Achieved net increase of one dealer in territory.
o Increased number of dealers participating in powerchord Web site by
five, powerchord plus by four, and dealers using unique URL on
powerchord Web site by nine.
o Signed up 21 dealers for online STIHL Express in order to take online
product orders from consumers.
o Enabled 31 dealers to attain retail readiness status by upgrading
concept store displays, registering sold product online, and completing
online employee training. Grew dealers' online orders to customer
service by over 80%.
o Increased concept store displays by an additional 160 feet in
territory.
o Enhanced customer service, as well as building strong dealer
relationships with owners, buyers, managers, employees, and consumers.
Resolved order mishaps, discrepancies, shortages, and consumer
complaints.
o Performed end-user calls and market surveys, analyzing market
penetration and product use. Surveyed competitive dealers. Prospected
for new dealers in appropriate markets.
Excel Garden Products, Inc., Portland, Oregon
Southern Oregon Team Leader, 1991-2006
Served as team leader, held responsibility for territory sales of lawn and
garden products for 60 retail accounts, garden centers, home centers,
hardware stores, and farm and feed supply stores. Serviced major accounts
such as the Home Depot, Lowe's, and Fred Meyer. Oversaw territory sales
management, marketing, advertising, and merchandising.
o Grew Lilly Miller Brands territory from $500,000 to $750,000, and
Garden Grow to $1,000,000 in sales per year.
o Increased Excel Garden Products territory to over $1,500,000 in sales.
o Recognized as brands champion with over $1,000,000 brands product
sales, increase of $225,000 in branded product sales in one year.
o Built strong customer base and relationships with business owners,
managers, buyers, employees, and consumers. Served in building brand
awareness and loyalty by retailers and consumers in territory, to
increase sales.
o Held responsibility for 5 Home Depot stores, 3 Lowe's stores, 11 Fred
Meyer stores, as well as 50 independent retailers.
o Hired, trained, scheduled, and directed six merchandisers. Presented
programs, wrote orders, and scheduled shipments and merchandising of
product.
o Developed and executed marketing and advertising plans for retailers.
Provided product training for dealer employees, including seminars on
product use. Sold fertilizers, chemicals, organics, pottery, tools,
and outdoor decorations.
ADDITIONAL EXPERIENCE
Homelite, Portland, Oregon, Sales Associate, 1986-1991. Held
responsibility for sales, marketing, merchandising, as well as
territory management for over 60 servicing and non-servicing dealers.
Achieved sales of up to $1,500,000 per year.
J & J Power Equipment, Eugene, Oregon, Sales Representative, 1981-
1986. Led sales, marketing, merchandising, and shipping of Ransom's
Commercial Turf Mowers and Mainline BCS Convertible Tillers to
retailers, landscapers, government agencies, and consumers throughout
the Northwest U.S.
Fresh Market Vegetable Production/Landscaping, San Luis Obispo,
California, Self-Employed, 1975-1981. Conducted sharecropping of
Fresh Market Vegetable Production at California Polytechnic State
University as well as off-campus. Conducted land preparation,
seeding/propagation, growing, and harvesting Sweet Corn, Tomatoes,
Snow Peas, Cabbage, Broccoli, Cauliflower, Squash, Pumpkins, and
Garlic. Sold Fresh Market produce to various supermarkets in San Luis
Obispo County, and operated a retail vegetable stand for the final two
seasons. Performed landscaping and garden work for private
homeowners.
EDUCATION
California Polytechnic State University, San Luis Obispo, California
B.S., Agronomy, Crop Science, Plant Protection, 1981
LICENSES
Life and Health Insurance Licensed for Oregon, 2009
PROFESSIONAL DEVELOPMENT
Learning International, Advanced Professional Selling Skills and
Closing, 1988
Xerox Learning Systems, Professional Selling Skills, 1988
Learning International, Managing Time and Territory II, 1987
Learning International, Interactive Listening for Salespeople, 1987
Homelite, Product Training, 1987
Thomas & Associates, Persuasive Communication, 1986
COMPUTER SKILLS
Microsoft Office Suite: Word, Excel, PowerPoint, Outlook
ACT! and SFA
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