Sales Manager
Resume:
DAVID W. RICE
Phoenix, Arizona
*****.****.*****@*****.***
Sales / Marketing Professional
Drive continuous revenue growth and profitability.
Offer a dynamic combination of strategic and tactical B2B acumen with
exceptional vision and leadership to propel sales and achieve sustainable
revenue gains, market share and customer loyalty in challenging markets.
Recognized for success in identifying new opportunities, building
influential internal and external relationships and revitalizing business
channels; improve efficiency, set goals, promote value, apply solution-
based sales methodologies. Demonstrate expertise in areas of:
B2B / B2C Sales ... Planning / Forecasting... Marketing ... Branding ...
New Business Development ...
Channel / Distribution Management ... Key Account Development ...
Presentation / Negotiation ...
New Product Introduction / Product Line Management ... Strategic Alliances
...
Trend / Competitor Analysis ... Continuous Sales Improvement ...
EXPERIENCE
Waterworks - Municipal, County, Government, Industrial, GSA, Marine,
Water Treatment Distribution Systems...Pipe-Valves-Fitting...Backflow
Prevention...Irrigation Systems...Water and Industrial Meters
Control Instrumentation...Hydraulic/Pneumatic-
Pumps/Cylinders/Accumulators
Office Supply Products...Writing Instruments and Components...Digital
Imaging
WORK EXPERIENCE
INK TECHNOLOGY CORPORATION, Cleveland, Ohio / Phoenix Arizona Sales
Office 2007 - 2009
Manufacturer and formulator of digital imaging inks and toners sold
globally.
Vice President Sales and Marketing
Provided vision and leadership to build a multimillion-dollar global
marketplace, leveraging relationships / network of SMB aftermarket
cartridge manufacturers.
* Analyzed market trends and competitor activity, then researched new
product opportunities and developed the technical value proposition,
ultimately adding incremental business in new niche markets
representing 5% to top-line sales.
* Introduced sales and marketing strategy; delivered client
presentations at all levels; conducted product quality testing to meet
customers specific needs; and negotiated pricing / closed sales.
IJR, INC., Phoenix, Arizona 2005 - 2007
Manufacturer of consumable digital imaging products sold to the office
supplies industry.
Sales and Marketing Vice President / General Manager
Championed change and vitalized incremental business by increasing dealer
/ distribution channels and OEM contracts while developing new retail
imaging revenue streams. Increased revenues 40% in less than 2 years.
* As market shifted, identified need to make changes to retain $14M
Kodak business:
*
- Worked with Kodak teams to improve manufacturing processes,
orchestrating a cross-functional Six Sigma Kaizen event to develop
continuous improvement initiatives.
- Assisted with owner / vendor pricing negotiations which increased
margins / profitability.
* Redesigned product packaging and overhauled marketing collateral to
accelerate brand awareness:
* Capturing retail office supply business (contract with Office Max,
representing $9M in new revenue
DAVID W. RICE
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SENSIENT IMAGING TECHNOLOGY, Escondido, California
1996 - 2005
Manufacturer and formulator of digital imaging, industrial and writing
instrument inks.
Director of Global Sales (1999 - 2005)
Sales Manager / General Manager, Writing Ink (1996 - 1999)
Led global sales organization into newly emerging digital imaging markets
after corporate sale of market-dominant writing inks division.
* Developed strategic marketing plan, built a team of seasoned sales
professionals and cultivated a worldwide network of value-added
resellers, B2B accounts, and OEM manufacturers.
- Opened North American market for new industry product with initial
sale of $300K, growing annual recurring revenue to $1.6M with a
solution-based technical service approach.
- Changed brand name / redesigned logo, establishing brand awareness
in global markets (Europe, Asia and South America).
- Built market presence with strong advertising campaign in trade
journals as well as participation in multi-national trade shows.
* Grew overall sales from $2M to $16M within 4 years; unit sales /
market share 40%; and gross profit margins 50%.
PREMEC USA, Waterbury, Connecticut
1992 - 1996
Manufacturer of writing instruments and pen components sold B2B in the
office product industry.
General Sales Manager (1993 - 1996)
Sales Manager (1992 - 1993)
Turned around an underperforming / bleeding company, identifying profit
leaks, implementing process improvements and reducing costs across the
board while growing sales 33%.
* Brought P&L to breakeven point within one year.
Established alliance with Pilot Pen increasing revenue by $1M within
one year.
Prior
Held Field Sales, District, and Regional Sales Manager positions for
Fluid Controls Manufacturers:
Clayton Control Valves [Cla-Val] / Toro Irrigation / R&G Sloan Pipe-Valve-
Fittings / Sensus Metering
Greer Hydraulics & Pneumatics and Instrumentation
Market Segment Experience:
Waterworks Municipal Utility, County, Government, GSA, Industrial,
Water Treatment, Irrigation, Oil & Gas
A&E Firms, Petro Chemical, Pulp & Paper, Semi Conductor, Nuclear
Power, Contractors, OEM's,
Distributor Management, Manufacture Rep Management
EDUCATION
Orange Coast College, Santa Ana College, Ventura College, Moorpark
College, California
Business Administration Major / Water Utility Science Minor
PROFESSIONAL DEVELOPMENT
. Business / Sales Extension Courses - University or Irvine (California)
. Xerox Account Development Program
. IBM Sales and Management Development Program
. National Fluid Power Association Courses
. American Water Works Association Seminars
Contact this candidate