Sales Manager
Resume:
Paul F.Wickswat
SE **th Street
Bellevue, WA 98006
Tel 425-***-**** E-Mail: abmtgl@r.postjobfree.com
Cell: 425-***-**** FAX
Summary of Qualifications:
. Fifteen years of Window and Door Industry Sales and Management
Success
. Experience utilizing management skills for start up, acquisition, and
reorganization
. Created Short Term and Long Term programs to achieve corporate sales
goals and profitability objectives
. Experienced in and accountable for direct, one step, and two step
distribution
. Developed National Account logistics, pricing matrix, and channel
distribution
. Excellent oral and written skills
. Proficient using team building skills to recruit, train, and motivate
a goal oriented sales personnel
. Maximizing customer satisfaction using innovative problem solving
skills
. Advocate of a positive mental attitude, desire to win, and effective
decision maker
Experience:
Frank Lumber Co. "The Door Store" General Manager
2008-Present
*Successfully manage $25,000,000 door production and sales operations in
the Pacific Northwest
*Implement target programs to increase market share with Kylemont custom-
made doors. Market share has increased 7% year-to-date
*Direct the import of $7,000,000 of foreign door purchases to meet specific
door requirements of the Pacific Northwest
*Successfully manage 3 autonomous door hanging facilities, total of 100
employees. Gross revenues exceed $11,000,000
*Successfully manage Kylemont door manufacturing facility. Annual
production exceeds $7,000,000
*Direct and manage a sales force of 25, with annual sales exceeding
$25,000,000
Weather Shield MFG Co. Territory Manager
2001- 2008
*Developed the Dealer Base in Northern California, Nevada., Washington,
Idaho, & Western Canada. Increased overall Channel Distribution by 80%.
Increased market share by 39% in each respective region.
*Introduced all Weather Shield Product lines to Architects, Custom Home
Builders, and Contractors
in new construction and the retro-fit markets. Developed Custom Product
requirements per region.
Products included Redesigned Sill, New Slider, New Mulling System,
Redesigned Sight Lines
on several Window System geared to West Coast Distribution.
*Successfully assisted in the development of marketing the new western
products to include Alder,
Douglas Fir -VG species, clad wood slider, wood retro-products, vinyl
window and Door products.
*Increased Territory Sales Volume by 127%, total sales volume exceeds
$5,200,000. in new business.
Overall market share increased 67% on average, in each respective regional
sales territory.
*Number 1 Territory Manager Nationally 2005
*Number 1 Territory Manager in the Western Region 2005
*Number 1 Territory Manager in the Western Region 2004
*Implemented Regional Target Account Program with each respective Dealer.
The Target Accounts
included Builders, Architects, and Contractors. Developed "Custom
Products" for specific markets
which featured "Copper Clad" and "Aluminum Paint Application" on the
Weather Shield product line.
*Developed sales training for each respective Dealer and their respective
sales force. Worked with all sales
personnel to develop their understanding and knowledge of all Weather
Shield Products and "Custom Quote" pricing software.
*The Territory focus was "New Business Development" which included new
product distribution,
increased builder base, and regional architects specifying Weather Shield
Products.
Sierra Pacific Window Co. Territory Manager
2000 - 2001
*Introduced all Sierra Pacific Window Products to Architects, Custom Home
Builders, Contractors
Developers, and Retro-fit Contractors.
*Increased Sales Territory volume by 50%, total sales exceeds $1,200,000 in
new business. Market
share increased 35% with increased profitability, exceeding 27%.
*Implemented a Target Account Program which focused on Architects, Custom
Home Builders and
General Contractors. Developed specific "Custom Products" with "Value
Added" features which
Increased profitability and overall market share in Western Washington.
*New Business Development was the primary focus of all efforts to increase
market share, profitability, custom product development, with the value
added concept to build long term relationships.
*Developed a "Key Dealer" network to increase product awareness and
increased market share.
Tredegar Industries,Inc. Fiberlux Division: Regional Sales Manager
1995 - 2000
*Introduced all Fiberlux window and door systems to all window and door
fabricators on the west coast.
Developed new fabricator base which increased market share, sales volume,
and overall profitability.
Worked with all sales personnel to develop target account programs in
each respective sales territory.
*Increased total vinyl extrusion sales volume in excess of $2.5 MM. 15 new
fabricators were established
and added to the account base. Total window and door sales were increased
in excess of $10MM.
*Introduced "Custom Vinyl Shapes" to all west coast fabricators, program
generated $750K in sales.
*Developed "Vinyl Fence Program" for west coast accounts with
distribution, generated $450K in sales
*Sold "Custom Window and Doors to Contractors, Home Owners, & Dealers,
generated $1.7MM in sales
*Implemented a target account program which included regional accounts as
new fabricators. *Increased sales volume with the addition of new
window and door lines which were added to fabricators. *New Business
Development was the primary focus in each specific targeted region, total
sales of $2.0 M.
*Developed custom window systems, designed to meet specific regional
demands, generated $1.3M sales.
Berlinex Polymers, Inc. West Coast Sales Manager
1993 - 1995
*Introduced Berlinex window and door systems to all window and door
fabricators on the west coast.
*Increased new business by $1.0 M annually. Implemented a Target Account
program for the western states, with focus on new fabricator development,
new product lines, and increased sales volume.
*Developed "French Door" designed for the new construction market.
Generated $650K in new business.
*Developed an International Sales Agency network in the asian market for
all Vinyl Window Products.
International sales volume increased $1.5M.
A.R. Smith Trading Company Vice President of Export Building
Products 1988 - 1993
*Developed sales agency network in North Europe, Italy. Spain, and Taiwan.
Generating sales
of $14 M with profits of $2.5M. Export business focused on Windows,
Doors, & Building Materials.
*Developed a supplier base for various bulk and containerized commodities,
which included lumber,
grains, and consolidated building materials for export. Export traffic
averaged 20 TEU's per month.
*Implemented point of origin to point of final destination freight rates.
Utilized rail, truck, and ocean carriers to develop worldwide
distribution. Utilized a combination of freight rates that generated the
lowest landed cost per TEU. Provided the basis for increased market share
and overall profitability.
*Developed target account program which included various markets by region.
Established sales agency
network per region and market. Increased sales volume 20% annually.
Implemented the target account
program in each region. Worked with all sales agents to increase overall
sales volume and profitabilty.
Prudential Bache Securities, Inc. Forest Products Analyst
1985 - 1988
*As Forest Products Analyst, developed and managed U.S. Broker base.
Developed investment
Strategies for forest product producers, wholesalers, and agents.
*Developed and presented marketing and sales seminars nationally. Revenues
generated increased
by 25% ($4.0MM to $5.0MM). Strategies included commodities, options and
equities.
*Maintained high visibility in the Commodities Industry and targeted
clients for future investment
programs nationally. Increased total revenues by 20% and increased
profitability by 21%.
*Developed custom hedge programs for large Forest Products Producers, which
included several
NorthWest Producers.
* Recognized as a Forest Products expert by "Barron's Weekly", and quoted
on a regular basis.
Wickswat Hardwood Lumber Agency Waterloo, Belgium Marketing
Manager 1978 - 1985
*Managed and directed all sales agents sales and marketing activities in
North Europe and South Africa.
Established the sales and marketing goals per geographic region. Annual
sales exceeded $5.0 M.
*Established the Benelux and South Africa as new markets with sales volume
in excess of $2.0M
Developed an Agency Network in the UK and Ireland. Established new
business objectives in each
geographic region. Directed all sales activities in each region, with
business plan and target account
program.
. Developed specific Sales Programs targeted at supplying US Building
Products to various European custom applications.
. Increased sales volume in custom applications to $1.5 MM.
. Established targeted accounts to build long term relationship with all
end users.
Education:
MBA Marketing & Management Fairleigh Dickinson University,
Teaneck, New Jersey
BA Economics Furman University,
Greenville, South Carolina
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