Sales Manager
Resume:
NICHOLAS G ROTH
Tualatin OR
***********@***.***
RECORD OF ACHIEVEMENTS
SUCCESSFUL BUSINESS DEVELOPER:
Founding Rep Agency, recruited, trained & managed highly professional Sale & Marketing staff into National top 10
Producers with exception consistent growth, service & expertise. Widely recognized as best in region. ( 14) direct reports.
SPECIFICATIONS & STRATEGIC PARTNERSHIPS:
Asserting an aggressive market posture of high profile Specifications, created demand for Brand & Business alliance.
Changing Distribution channels to limited Distribution, increased strength, profits & top/bottom line sales volume & vendor
ranking with all Channel Sales Relationships.
LIGHTING-CONTROLS-LED
Strong emphasis on Leadership style Management more than Control Management Systems. Build strength & dynamics of
team, with training & empowerment. To act & make decisions with oversight & review. Teaching staff & sales network,
Product systems & procedures along with effective selling techniques, to learn through achievement. HUBBELL,
LITHONIA, COOPER, LIGHTOLIER, LSI, LUTRON, WATTSTOPPER, HONEYWELL CONTROLS, NOVITAS, &
Independent Architectural Lighting Companies.
SALES GOAL ACHIEVER:
Took USI/LCA (Now Hubbell) Lighting to consistent growth over 10-15% each year over 18 years. Achieving market
penetration of Down lighting, Emergency/Life Safety in top 3 in National ranking, top (10) in all Brands sold (over 40).
SERVED ON MANY NATIONAL REP COUNSELS FOR MAJOR COMPANIES TO ASSESS & DEVELOP
EFFECTIVE SELLING PROGRAMS FOR FACTORIES. Created programs which were adapted for National adaptation
after their significant success.
NATIONAL ACCOUNTS MANAGER :
Long term client development for FRED MEYERS, QFC, RALPHS, SMITHS, SMITTY’S over 20years, with annual
contracts consistently over $5mil. Working with National Account Specialty Distribution, booked, TOYS R US/BABY’S R
US, HILTON, MICROTEL, ALOFTS, BEST WESTERN, FRESH & EASY, DEL TACO, Walgreens, FordMoCo, Schnieder
Logistics & others in (1) year with (3) year annual contracts & option to renew, exceeding value of $10mil annual for
Cooper, Lutron, & other brands.
WESTERN REGIONAL MANAGER & TERRITORY MANAGER:
Duties to increase Sales included market assessment of Channel Partners to determine alliances, competitor allegiance market
size & opportunity. Using increased Specification presence, worked with each Channel partner to gain increased percentage
of their available business. Perceived value, professional expertise & elevated activity in all Distribution Contractor, End
User & Consultant accounts, increased volume of sale & market share with every account Volume increase as great as 200%
in many cases.
LIGHTING SYSTEMS DESIGN SPECIALIST:
Expert Level of Lighting Sciences, Application & Design, Features & Benefits assessment of core Brand as well as extensive
historic knowledge of Competition & past & present Brand Leaders. Capable of executive level technical design with
Architectural & Engineering communities. Also extensive DOT-MUNI- ROADWAY-ARCHITECTURAL OUTDOOR,
Controls Systems, CCTV, SECURITY, FIRE, ACCESS CONTROL & Datacom Specification-Design Build.
MARKETING & SALES STRATEGIC PLANNER:
Extensive success, assessing each Market territory, analysis & strategic plan/ business plan to effectively attack competition
position, sell from a strategic strength with emphasis on Company Product features, benefits, culture & cultivated an interest
& preference. Working with Factories, Rep Principals & field sales, create an atmosphere of enthusiasm & interest. Results
have been solid annual business increases with a stable, predictable & expanding market share.
CONSTRUCTION SERVICES BUSINESS DEVELOPER:
Recruiting, training & managing Quotations, Project Management, Customer Service, Design & Engineering services both
Inside & Outside staff. All process, systems & procedures to insure comprehensive, timely, competitive response to Quote,
Purchase Orders, Project Management, Critical pat management, dealing with all special requirements, Specifications &
Design features, empowering staff to become sound decision makers. Significant success & recognition as Leader of team of
Professionals.
EMPLOYMENT HISTORY
JUL 08 present PRINCIPAL-PRESIDENT MARKETING & SALES Las Vegas Lighting, Las Vegas NV
Specializing in LED Lighting technologies, working with Casino Corporations to Audit present
conditions, assess LED opportunities, determine BOM, energy conservation impact, ROI modeling &
Light Level Impacts including color, intensity, and life cycle analysis. Working with local Utilities to gain
Owner rebates for implementation. Also assessing use of LED & HID alternative to Site, Sign &
Exterior Lighting components. STRATOSPHERE, AZ CHARLIES, COAST CASINOS,
THE PALMS, HARRAHS CORP, MGM GRAND
JAN 08-JUN 08 SENIOR SPECIFICATION SALES Lightolier Las Vegas NV
Position to rebuild lost Business relationships with Consultants, Contractors & End Users due to Sales office
Exodus of entire staff. Significant success in LED, SOLAR SITE, PARKS & ROADWAY.
(Corp R.I.F. due to acquisition of Company by Philips JUN 2008 eliminated position)
2006-2007 TERRITORY ACCOUNT MANAGER SCI (Southern California Illumination) Palm Springs CA
Position to manage & sell to Desert Region (Coachella Valley) CA. Working with Distribution to increase added
Market share of stock & flow products with improved purchasing programs, Design Build & Consultant Business
with Key Contractors, Consultants & End Users, improving & increasing sales in all Commercial, Architectural
& Energy Conservation products in Cooper, Lutron, WattStopper & significant increase in Independent Brands.
SCI is largest Cooper/Lutron Agent in USA. Took territory with history of sales approx $3mil, to over $5mil
with a Backlog over $10mil in long term contracts. Increasing Project business, National Account Business &
improving Shelf position with all accounts.
2005-2006 LIGHTING SYSTEMS SPECIALIST REXEL/TAYLOR ELECTRIC, Portland Oregon
Working as part of a team of my focus was to improve capture rate on Design & Build & Street Project Business.
GP Margins on all business exceeded company norm by 30%, volume of sale, booked business increased at all
Accounts, produced approx $500m in GP for Company in year’s time. Left to Relo to SoCa improved income.
2000-2005 NATIONAL ACCOUNTS MANAGER/WRM GE SECURITY/IND SYSTEMS Tualatin Oregon
Beginning as National Accounts Manager for Industrial Security Division, traveled National to solicit & secure
large Multi Million dollar contracts with Food & Drug, Telecom, and Auto & Logistics Corporations. Division
was re -org’d 6 time in 4 years, however closed several multi-million dollar contracts, developed long term
solutions for Cingular, Walgreen’s, CVS, Schneider Logistics & others until division was consolidated &
position eliminated.
1983-2000 PRINCIPAL/ PRESIDENT SEAPORT LIGHTING Portland Oregon
Built Organization from scratch into a Nationally Ranked performance Rep Agency specialized in Lighting &
Lighting Controls based firm. Using the USI/LCA lines a our core, plus VALMONT as our DOT/MUNI focus,
Was Ranked in top 10 nationally at all times, with top 2 in Down lighting, Arch Outdoor & Life Safety product.
Agency of 14 people, out producing competition with staff twice the size. All systems & procedures on customer
& account management, sales management, specifications. Organization was considered the preferred choice
resource for Specifiers, Contractors & Distribution. Our focus was to produce more profit for our clients than our
competition, whose focus was producing more gross sales. Result was greater opportunities, better partnerships.
Founded & Managed Regional Warehouse & Distribution Center, for (30) factories, including all Inventory
Control systems, software, along with Customer Service systems to provide superior service & product
availability to competition. Achieved 90% market share in DOT-MUNI & ROADWAY market providing
superior skilled professional services to competition.
1974-1983 SALES MANAGER GMRCO Portland Oregon
Beginning in Warehouse for a Supply & Lighting Rep-Agent, promoted to Warehouse manager in (2) Years
improved all functions of Warehouse & Distribution Shipping & Receiving processes as well as product
knowledge of over 100 Brands. Promoted to Quotations Manager-Project Manager, within (4) years out
produced all outside sales combined except Principle. Promoted to Out Side Sales, where significant increases
in sales of all products led to promotion as Sales Manager in 1979. Upon achieving significant success in
increasing Specifications, Closing of Contract Project Business & ROADWAY Pole structure Business, left
Company to found my own Rep Agency.
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