Sales Manager

Steve M. Mann

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

Mesa, AZ 85209 http://www.linkedin.com/in/stevenmichaelmann

Mobile 602-***-****

Sales and Marketing Management

Dynamic, results-producing Sales and Marketing Professional that

consistently grows revenue and profits in a rapidly changing environment

with a proven record of accomplishment in sales management and strategic

planning over a 15-year career in the B2B Electrical Industry and supply

chain. Results driven by creating and building teams and developing

organizational leadership processes. Demonstrated success driving growth in

targeted markets through implementation of key strategic growth initiatives

and innovative solutions.

Sales Management Strategic Market Planning

Budgeting/Forecasting Key Account Management

New Business Development Supply Chain Management

Account Management Customer Relationship Management

Professional Experience

POWER SALES & MARKETING INC.-Mesa, AZ

VICE PRESIDENT/SALES, 10/2009 -Present

Power Sales & Marketing Inc.

Power Sales & Marketing is an independent electrical manufacturers'

representative that sells electrical, lighting and datacom products

through electrical wholesale distributors and lighting showrooms to

residential, commercial and industrial electrical contractors,

integrators, OEM's, MRO's, industrial facilities, utilities, mines, as

well as other various end-users in Arizona and Southern Nevada.

V Our focus is on residential, commercial and industrial electrical and

datacom products with an emphasis on products designed to provide

energy management solutions, green and sustainable products, energy

savings, renewable energy products and labor savings/productivity

solutions.

V Have doubled the manufacturers sales revenue over this YTD vs. PYTD

LEGRAND NORTH AMERICA - Phoenix, AZ

REGIONAL VICE PRESIDENT SALES-SOUTHWEST, 2008 - 9/2009

Legrand is a global manufacturer of electrical and networking products

for residential, commercial, and industrial construction, and retail.

V Responsible for $62 million Region and 10 Direct Field Sales Reps, 1

District Manager, and 5 independent rep agencies in NV, AZ, NM, TX,

OK, LA, & MS selling electrical and datacom products for the

residential, commercial, industrial, AV and solar electrical industry

through wholesale electrical distributors, lighting showrooms and AV

dealers.

V Effectively upgraded direct representation in major markets that has

resulted in annual double-digit percentage increases in market share

and above industry sales revenues.

V Manage B2B and B2C sales to our customer base through a team of

manufacturer reps and direct Company sales people

V Responsible for a $1 million conversion at Graybar Electric Supply

-Las Vegas from Leviton Wiring Devices to Pass & Seymour. This is

first Graybar location nationally to convert away from Leviton.

V Helped our sales team grow lighting control and Green and Energy

Saving Products business 263% the first 9 months of 2009 vs. 2008

V Worked on numerous Kaizen Continuous Improvement Teams to help

increase productivity and processes that resulted in various cost

savings

COOPER CROUSE-HINDS -Phoenix, AZ & Louisville, KY

GREAT LAKES DISTRICT SALES MANAGER, 2006 - 2008

Crouse-Hinds is a diversified worldwide manufacturer of electrical

products. Offering a comprehensive product line meeting light and

heavy industrial applications with fittings, enclosures, apparatus and

industrial motor controls, signals and alarms, industrial lighting and

plugs, receptacles and intrinsically safe equipment for abusive,

hazardous and corrosive environments and a complete line of commercial

products for commercial construction requirements.

V Promoted to turn around declining sales district: 8 Direct Field Sales

Reps and 2 independent sales agencies in KY, OH, MI & IN with annual

revenue of $31 million in sales. Provided leadership, coaching, and

development for field salesmen to drive business results.

V Developed encompassing strategic growth initiatives designed to

penetrate and grow targeted markets (Petro-chem, Automotive, OEM,

Portable Power, Mining, Marine, Healthcare and Alternative Energy).

V Responsible for sales of Crouse-Hinds electrical and connectivity

products through wholesale electrical and automation distributors-

servicing the Residential, Commercial, Industrial, OEM and Military

Segments.

V Delivered strategic presentations to C level executives for

distribution agreements resulting in 12 new franchises in 2007. These

new business partnerships are on track to generate $2.5 million in

first year revenues.

V In first year, reversed the negative sales trend and positioned Great

Lakes District for sustained growth of both mature and burgeoning

product lines by restructuring Outside Sales Organization to become

proactive and customer sensitive.

V Generated a 28% increase in sales in a market that overall only

increased 4% through new account acquisition and growth of business

from the existing customer base. (#3 District in US in 2007). On pace

in 2008 to grow business 33% over 2007.

V Developed, implemented and led unique Oil and Gas focused Strategic

Growth Initiative for Cooper Industries in OH and MI resulting in an

increase in sales by $689K for the first 3 months of 2008.

V Led Coal Mining and Inland Marine Initiative for Cooper Industries

resulting in an increase in sales by $235K in first 3 months of 2008.

V Implemented Territory Sales Plan with in district that has been

adopted throughout US Sales force

V Received "Exceeds" rating on annual review every year at Crouse-Hinds

WESTERN REGIONAL SALES MANAGER-COMMERCIAL PRODUCTS, 2005 -2006

V Responsible for developing and launching Crouse-Hinds Commercial

Products strategy in Western US

V Instrumental in developing and executing C-Advantage Marketing Plan

throughout US. Played integral role in new product development and new

product introduction activities.

V Managed a 11 state region totaling over $8.8 million in sales

V Supervised 8 independent sales agencies. States include CA, OR, WA,

AK, HI, MT, ID, WY, UT, CO, AZ, & NV

V Exceeded sales growth goal by 32% in 2006 and increased overall market

share by 6%. (#1 Region in sales growth of Commercial Products 2006)

WOODHEAD INDUSTRIES, a Division of Molex -Phoenix, AZ

WESTERN REGIONAL SALES MANAGER, 2003 - 2005

Molex is a leading manufacturer of interconnect products

V Generated $1 million in new revenue by marketing Woodhead products

through STAFDA distributors.

V Managed 11 state region totaling nearly $20 million in annual sales

V Supervised 1 Product Specialist and 10 independent manufacturer's rep

agents. States include 13 Western States.

V Developed Strategic Vertical Marketing Plan of safety, electrical,

automation, and molded products to increase our penetration in the

mining, food processing, automotive, Wi-Fi, RFID, DOT industry, and

emerging technologies resulting in a 30% increase in sales to this

market segment.

V Increased overall sales by 19% and exceeded budget by 11% (#1 in US)

ACME TRANSFORMER - Phoenix, AZ

WESTERN REGIONAL SALES MANAGER, 2000 - 2003

Acme Electric is a manufacturer of power conditioning equipment for

use in industrial, commercial and OEM applications

V Managed 21 state region totaling $17 million in sales (#2 Region

-2002, #3 Region-2001, #3 Region-2000 in US)

V Awarded Region of the Year 2002

V Negotiated private label OEM agreements with Lucifer Lighting,

Celestial Lighting, BK Lighting, and Kim Lighting.

V Supervised 15 independent rep agencies. States include: CA, OR, WA,

AK, HI, MT, ID, WY, UT, CO, AZ, NV, NM, TX, IA, NE, MN, SD, ND, OK &

KS

THOMAS & BETTS - Las Vegas, NV & Phoenix, AZ

DESERT MTN DISTRICT PROJECT SALES MANAGER, 1998 - 2000

Thomas & Betts designs, manufactures, and markets electrical

components for industrial, construction, HVAC, Plumbing, retail,

utility, and communications markets.

V Developed Wire Management Training Program that was implemented

throughout US sales force.

V Responsible for sales of Thomas & Betts Commercial, Residential, Wire

Management, and Industrial products to electrical contractors through

wholesale electrical distributors.

V Spearheaded "T&B Spec Writer" software program that increased

specifications at consulting engineers by 150%

V Led the creative development and execution of Rocky Mountain Wire

Management strategy to penetrate Safeway, American Stores, CVS,

Bashas, and Clark County School District specifications.

V Grew project related sales revenue from $6 million to $12 million

through developing "Strategic Alliances" with key distributors and Top

20 electrical contractors in Las Vegas, Arizona and parts of Utah.

SENIOR FIELD SALES REPRESENTATIVE 1995 - 1998

V Responsible for sales of Thomas & Betts Commercial, Residential,

Industrial, Wire Management, Utility, Lighting and Datacom products to

through wholesale electrical distributors in Las Vegas, NV.

V Solid Record of achieving sales objectives and outperforming industry

growth

1998-144% (#1 growth in US) 1997-132% (#1 growth in US)

1996-127% (#3 growth in US)

V Increased sales from $2 million in 1995 to $6.7 million in 1998

V Awarded Thomas & Betts Salesperson of the Year 1997 for exceeding

sales quota and distributor conversions.

V Awarded Thomas & Betts Rookie of the Year 1996

V Elected to Graybar/Thomas & Betts Roundtable and Training Committee

1997 and 1998

Education & Credentials

Masters in Organizational Management, 1999 ( University of Phoenix-Las

Vegas, NV

B.S. Marketing Management, 1994( Northern Arizona University - Flagstaff,

AZ

Member of Northern Arizona University Varsity Track & Cross Country Program

Member of Kappa Alpha Order Fraternity

Computer Skills

Microsoft PowerPoint, Excel, Word, Outlook, Publisher

SAP, SAP CRM

Salesforce.com

Lotus Notes

Contact this candidate