Sales Management

STEPHEN C. NORRIS

***** *. *** ** #**** Temecula, CA 92592

951-***-**** *************@*****.***

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SUMMARY:

Fortune 500 Executive, Vice President of Sales with leading industrial

products manufacturers. Sell through major wholesale distributors into

multiple channels including Lighting/Electrical, Retail, Commercial,

Industrial and more. Highly successful relationships, channel

diversification and brand switching,

QUALIFICATIONS:

. Sales Management-Direct & Reps . Competitive

Assessment & Conversions

. National Account Management . Business Development

. Brand Management . Marketing, Packaging,

Pricing

. New Product Introduction . Policy,

Program Creation & Implementation

. E-Commerce Team Management . Microsoft Office,

PowerPoint, Excel

. Start-up Experience-Divisional . Strategic

Planning

. P & L Responsibility . Sales & Operations

Manual Development

. Acquisitions Due Diligence . Outstanding

Communications Skills

. Product Management . Excellent Presentation

Skills

MAJOR CUSTOMERS:

. Affiliated Distributors . Rexel

. Graybar . Grainger

. CED . Sonepar

. Crescent . CES

. Platt . Border States Electric

. North Coast . IMARK

. Governments . Municipalities

(Many more)

PROFESSIONAL EXPERIENCE:

TRAEGER INDUSTRIES, Wilsonville, OR 2008 to Present

A privately held manufacturer of commercial & industrial products sold

through wholesale.

Vice President of Sales & Business Development

. 18% annual growth past two years of branded, private label & sub

branded products.

. Added 163 new customers generating $3.8MM in incremental sales.

. Create & execute promotional programs for brand switching.

. Developed key partnerships with major customers for growth.

. Secured Orgill, HD Supply & Grainger's as new customers.

. Head commercial/industrial nationally.

. Recruit, train and coach the sales team (20) & rep. agencies (3).

KLEIN TOOLS, INC., Chicago, IL 2000 to

2008

A privately held manufacturer of products sold through

commercial/industrial wholesale.

Zone Vice President-USA

. Increased sales by over 12% annually every year; 39% in the last 36

months.

. Grew sales revenue to $79MM annually from $29MM; adding $50MM.

. Built up to 9,000+ distributor customers from 3,000 including online &

Select Pro.

. Diversified distribution channels from four to sixteen.

. Recruited a dynamic, highly effective direct & rep. agent's sales

force.

. Developed strong customer relationships west of Mississippi river

(zone).

. Exceeded new product goals by leveraging relationships, training and

competitive conversions adding significant growth to the top line

annually.

. Created new sales procedures, curriculum and processes to increase

performance, add accountability, built call frequency models, call

planners and promotional initiatives.

. Created a highly successful distributor council, end user and field

sales councils.

. Streamlined sales processes for faster go to market strategies,

quicker approval levels, which increased margins and net profits by

$4.7MM.

GREENLEE-TEXTRON, INC., Rockford, IL 1983 to 2000

A Fortune 500 manufacturer of products sold through commercial/industrial

wholesale.

Regional Sales Manager-West

. Grew sales an average of 16% annually in eleven western states.

. Added several new major retail & wholesale distributors for $21MM in

additional sales.

. Developed strong relationships with all major customers in all

channels.

. Increased market penetration 178% by growing brand awareness.

. Recruited, trained and mentored field sales team and rep. groups.

BLACK & DECKER-DEWALT, Towson, MD 1980 to 1983

A Fortune 500 manufacturer of consumer products sold into retail and

commercial wholesale.

Sales Account Representative-California

. Grew the territory 58% the first year and double-digit growth every

year afterward.

. Added over 100 new home centers, hardware stores and retailers

throughout California.

. Converted competition with brand switching programs adding $2.7MM to

territory.

. Attended trade shows and industry conferences.

EDUCATION:

Cal. State Fullerton B.S. in Business Administration

Xerox Professional Management Skills Course 1, 2, & 3

General Electric Management Training Course 1 & 2

Zehren-Friedman Professional Presentation Skills Course

References:

Stu Mechlin-Senior VP Affiliated Distributors Marketing Group 610-***-****

Bruce Beebe-VP Klein Tools 800-***-****

Dave Tawney-personal friend 602-***-****

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