Sales Manager

Anthony Grooms

**** ******** ***** ***** 651-***-****

Home

Blaine, Minnesota 554**-***-*** 1483

Cell

E-mail:

*********@*******.***

Management / Sales Skills

> Dynamic and result-oriented individual with 20+ years of successful

sales, business development, sales management and P & L experience.

> Focused sales pipeline manager utilizing best practices to develop

systems that identify prospects and engage them in the sales process

to become customers.

> Created and led sales team mentoring programs to assist them in

growing to their full potential. 16% year-to-year sales growth in

2008 to 2009.

> Recognized for exceeding expectations and delivering results through

the consistent implementation of effective sales and business

strategies.

> Solution-focused professional with excellent interpersonal and rapport-

building skills.

> Self-motivated with superior ability to coordinate and manage multiple

and changing priorities.

Areas of Demonstrated Value:

Key Account Partnerships Effective Communicator Contract

Management

Win/Win Negotiator Issue Resolution

Forecasting/Budgeting Sales Team

Mentoring Financial Analysis Sales Trainer

Organizational Agility Process Improvement

Entrepreneur Spirit

Career History:

President 2008 to 2009

AdGraphics, Hugo MN

. Created a business and operating plan that decreased expenses by 12%

and increased the average customer margin to 18.7%. Developed

departmental budgets with controls, directly managed overhead expenses

to create a more profitable business model. Responsible for annual

revenues of $17m.

. Developed and managed a nation-wide customer base of distributors,

sales staff, channel partners, independent sales representatives and

outbound call center. Created and managed sales goals/quotas,

budgets, trade show schedules, distributor/channel partner training

seminars, sales CRM implementation/training and issue resolution

decision tree.

. Created a consistent customer pipeline strategy using lead generation,

prospect management, customer development activities which generated

over 170 new accounts in 9 months.

. Coordinated the development and introduction of new services and

products to generate new revenues in excess of $750,000 in 2008.

. Revised/updated company marketing materials, including web content,

PowerPoint presentations, trade show participation and sales

literature focused on creating a customer centric sales program.

. Selling executive that developed partner relationships with

key/national accounts and outside sales organizations extending the

reach of AdGraphics sales activities resulting in a 24% segment

growth.

. Selected by Advertising Specialties Institute to participate in the

2008 industry power summit.

Vice President 2006 to 2008

ACI Inc., Maple Grove MN

. Acting President, owner semi-retired to pursue real estate

development.

. Sourced/ recruited, interviewed and hired new sales consultants.

Created a training program utilizing best sales practices, ROI

selling, role playing, lead generation techniques and closing methods.

. Responsible for managing company's P&L ($11m), supply chain/vendor

relationships, setting and maintaining budgets, pricing strategies,

field crew scheduling, sales activities, and issue resolution.

. Developed a successful business/marketing plan which standardized

internal pricing strategies and utilized best practices for marketing

target customer niches in the Twin Cities resulting in new revenues of

$1.1m. Examples are: developing a direct mail marketing program,

print ads, writing industry related articles for newsletters, lunch

and learn programs, holding customer training conferences, golf

tournaments, client appreciation events, as well as joining and

attending industry association activities.

. Led sales team by personally managing a $1.3m book of business and

making outside sales calls to existing and potential clients.

District Manager 2003 to 2006

DHL Express, Minneapolis, MN

. Managed sales and operations functions in the upper Midwest with

overall revenue responsibility of $77m.

. Oversaw business development, rate negotiations, account closing and

set up activities.

. Conducted sales training (CORK - variation of SPIN Selling) for sales

staff, monitored staff progress, and provided constructive feedback

and coaching to ensure success.

. Selling manager - responsible for identifying, gaining and

penetrating key accounts in District. Realized new key account

revenues of $3.6m through competitive bid process and C-Level

presentations.

. Developed sales team and market specific initiatives: 20 day game

plan, market specific seed letter program, BLIS, Canada outbound, new

customer fast tracking, and freight forwarder tier program.

. Participated on Area and National Committees:

-Area 3 New Sales Rep Program For Success Committee (Co-Chair) - 2005

-Pricing Ethics Committee June - December 2005

-Customer For Life Program January to June 2006

Area Sales Manager 1996 to 2003

Zep Manufacturing, Moundsview MN

. Began career as an Outside Salesman and was Midwest rookie of the year

in 1996. Selected to participate in the Fast Track Management

Program, became a Sales Manager in 1998, promoted to District Sales

Manager in 2000 and became Area Sales Manager in 2001.

. Managed a regional team of six management staff, 52 outside sales

representatives and 12 support/operations staff.

. Dual responsibility as the Midwest Division Sales Trainer from August

1998 to June 2002.

. Developed and performed one week training program (monthly) for all

new hires in Midwest Division. Training included time & territory

organization, product demonstrations, cold call techniques,

appointment setting, and creating a value sale vs. selling on price

program.

. Participated on national committees:

- Training Committee 2001 to 2003

- National Rollout of Concrete/Asphalt program 2002

- Genesis Program - Sales Management Team 2003 to 2004

National Sales Manager 1987 to 1996

Integrated Chemistries, St. Paul, MN

Education & Sales Training:

B.A., Business Administration, Washburn University, Topeka, Kansas, 1986

Zep Sales University - 1996, 1999, 2000, 2001

Spin Selling - 2002

Selling to VITO 2004

CORK Selling (DHL version of SPIN) 2004

Power Negotiations - 2004

Effective Sales Management - 2006

Contact this candidate