Sales Manager
Resume:
Blaine Jack
Nottingham, NH *****
*.*.****@*******.***
QUALIFICATIONS
. Results driven, analytical sales professional
. Business development and territory management
. Effective relationship builder
. Creating efficiency through identifying process improvement
opportunities
. Strong problem solving aptitude
. Leadership through teamwork and consensus
. Reputation of accountability, equality, strong work ethics, honesty,
and integrity
Professional Experience
Armstrong Cabinet Products
October 1991 to Present
. January 2008 to Present - District/General Manager
. October 2005 to January 2008- District Manager
. February 2003 to October 2005 - District Sales Manager
. October 1991 to February 2003 - Account Manager
. District/General Manager
Responsible for the P&L of a $20 Million dollar, multi-State District for
Armstrong Cabinet Products supplying product to retail, dealers, home
centers, builders, and housing projects in a five State area.
SALES
. Manage 31 direct reports comprised of operations, sales, and logistics
. Consistently delivered ASC (Armstrong Sales Canter) sales plan to
exceed plan 5 out of the 5 past years. Collectively delivered
over plan in a 5 year period.
. Increased value added sales to exceed ASC plan by 18% in 2009.
. Increased the dealer sales channel from 42% of the business model to
65% within a three year period allowing the reduction in headcount
within the sale force and still generate the volume.
. Integrate, instruct, and reinforce a sales team on tools such as
salesforce.com, spin selling, consultative selling, and Carew sales
techniques.
. Initiate a computer based order process for dealer base allowing
reduction in order processing time adding 2% to the bottom line
annually.
LOGISTICS
. Implemented warehouse procedures to which reduced product handling by
65% annually.
. Reduced company controlled inventory by 75% over the past two years.
. Increased inventory accuracy from $30 Thousand dollar shortages
annually to zero within a two year period.
. Introduced a "cart" handling of product process to which was
implemented nationwide reducing product handling by 40% saving 2% in
damage costs annually.
. Provide LEEN training for all warehouse personnel.
CUSTOMER SERVICE
. Created an order cycle process map reducing paper flow by 35%,
photocopies of orders by 100%, duplicate handling by 100%, and order
entry time from 12 hours to 2 hours saving $36,000 annually in
operating cost.
. Reduced operating expenses by 22% within a three year period.
. Provide Backyard cleanup and brainstorming training to identify
improvement opportunities.
. Promote effective working relationships between sales and operations
and their corporate partners.
. District Manager
All responsibilities mirror that of the District/General Manager
. Reduced sales force by 15% in two years and creating the largest sales
per account manager in the company by 20%.
. Adjusted location's structure to reflect market conditions by
restructuring organization management structure from four managers to
one and saved company approx $125 Thousand dollars annually.
. 2008 took on additional reports from 7 to 31 in order to accommodate
market conditions.
. District Sales Manager
My position was accountable for $20 Million dollars in sales revenue for
the New England location.
. Implemented a sales structure designed to be channel specific.
. Created sales territories by sales channel.
. Created sales SOPs.
. Initiated sales training to include relationship building techniques
and spin selling.
. Interviewed, hired, trained and mentored a diverse sales force.
. Streamlined outside contractor base from 15 to 6 and instilled vender
accountability, quality, and improved customer service increasing the
installation GP% from 9% to 19% in a two year period.
. Minimized outside vendors from 15 to 3 in order to establish
relationships, improved quality, and purchasing power aiding in
customer retention of 5% in a one year period.
. Account Manager
Responsible for new account acquisitions and to provide all services
associated with installed and dealer sales.
. Started October 1991 as one of 19 account mangers.
. In conjunction with two other Account Managers took the dealer base
from 10% of the business model to 32% in a five year period.
. Established a territory and turned it into a one sales person
territory from a four person territory in a two year period by
increasing sales and implementing time and territory management.
. Became the number two Account Manager within a four year period.
. After eight years became the #1 Account Manager for the company
exceeding a $1.2 Million dollar plan by 80%.
. Delivered $2.8 Million dollars on a $1.6 Million plan in 2002.
. Project Coordinator - CDI Millwork
. Established a sales program for 4 sales people
. Increased sales from $1M to $1.6M over two years
. Created schedules for delivery and installation
. Initiated value added services
ACHIEVEMENTS
. 2009 President's award winner for ASC contribution.
. 2008 coached and mentored 2 account manager into the Presidents Club
for individual sales contributions.
. Only 3 Account Managers inducted company wide.
. 2007 inducted into the President's Club for District volume and margin
contribution.
. 2005 awarded the most prestigious Armstrong Industries employee
recognition with the Chairman's Award for outstanding contribution of
customer retention and GP% margin contribution.
. Only 13 employees awarded out of a pool of 13,000
. 2004 recipient of an Armstrong Industries employee retention financial
package
EDUCATION
. Sothern Maine Tec, Construction Management, diploma
. 2004 Trail Blazing Facilitator Certification
. 2004 Performance Management, Armstrong Lancaster, PA
. 2005 University of Miami Oxford Ohio, Carew Sales Trainer
Certification
. 2006 Basics of Business Law, Diversity in the Workforce, Personalities
and Management, Communicate with Effectiveness,
. 2008 Greenbelt Armstrong Lancaster, PA
. 2009 Salesforce.com
Technical Proficiencies
. Microsoft 2007
. Excel
. Powerpoint
. 20/20 CAD
. Lotus
. Visio
. Outlook
. Salesforce.com
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