Sales Manager
Resume:
Thomas W. Watson, Jr.
Gilbert, AZ 85295
******@***.***
SUMMARY An innovative sales and marketing manager with proven success
in optimizing organizations, improving machinery sales
through direct and independent distribution channels and
developing high performance teams through effective
leadership, coaching, change management, vision and
strategy execution. Major functional strengths include
business unit integration, P&L, sales/marketing, channel
and distribution development and product life cycle
management.
EXPERIENCE
2/2002 - Current GEHL COMPANY, West Bend, WI
(Wholly owned subsidiary of Manitou B.F. with $1.8B in
total revenue)
A global leader in the manufacturing and distribution of compact
equipment serving the agricultural, construction and
rental markets with 2008 sales in excess of $400
million.
Distribution Development Manager, Southwest Region
Responsible for the development and implementation of a
business strategy ensuring revenue growth and profitability
for Gehl and Mustang brands, and the dealer network in a 8-
state region with annual machinery sales of $32.6M and
parts sales of $2.3M.
. Direct, manage and lead a team consisting of 1 Product
Specialist, 1 Sales Finance Manager, 1 Sales Support
Specialist and 1 Aftermarket Support Manager whose
primary roles were to assist me in executing the
business plan, develop and strengthen distribution,
territory profitability, improve market share and
customer satisfaction.
. Responsible for southwest region's development and
execution of the annual and long term distribution
business plan.
. Accountable for new dealer applicants, dealer expansion,
buyouts, succession plans and compliance with Company
policy and procedures. Since 2002, successfully secured
new dealer representation for 27 markets representing
cumulative wholegoods revenue of $29M and parts revenue
of $1.2M.
. Co-lead a cross functional team consisting of two
Strategic Accounts, Rental Service Corp (RSC) and H&E
Equipment Services, Product Management, Engineering and
Manufacturing and Product Specialist whose role was to
define and execute product development and marketing
strategy for our new compact Telehandler; RS5-19.
Successfully launched in January 2007 resulting in both
market share and revenue gains.
. Instrumental in the design and implementation of the
Gehl and Mustang brand strategies and supporting
advertising initiatives, including our sports marketing
programs with Grand Prix of Long Beach, Rahal Letterman
Racing, Newman-Haas-Lanigan race team driver Graham
Rahal and Free Style Motocross rider Ronnie Renner.
. Participated in the vision, strategy and formation of a
new training department which resulted in 90% dealer
participation, further augmenting our market share
gains.
. Responsible for the development and implementation of a
rental channel strategy which led to substantial sales
growth of both Dealer and select Strategic Accounts such
as Northridge Rentals (later acquired by Sunbelt
Rentals) and Sunstate Equipment .
. Successfully increased year over year (2005 thru year-to-
date 2009) market share growth for all major product
lines (excavators, skid loaders, telescopic handlers,
track loaders).
. Recipient of "Top Gun" award for recognition for
outstanding sales performance achievement and value
creation in 2003, 2005 and 2006.
7/1997 - 2/2002 CNH GLOBAL, N.V., Racine, WI Manufacturer of
Construction and Agricultural Equipment
Case Construction Equipment Division
Sales Support Manager, Eastern Region (August 2000 to
February 2002)
Responsible for the development and implementation of a
business strategy designed to reduce market risk while
capitalizing on distribution opportunities in a 13-state
region with annual machinery sales of $244M and parts sales
of $57M.
Thomas W. Watson, Jr.
Page 2
. Accountable for growth in retail sales, wholesale
ordering, parts and service sales, customer
satisfaction, profit and cash flow for both high risk
and non-performing distribution entities.
. Optimized product distribution and delivery of units
with a retail and market share focus by assisting the
dealership concerning availability, sales/finance
programs, and rental / lease programs.
. Organized business development processes for
dealerships, with responsibility to motivate and counsel
dealership management for optimal dealership
performance.
. Matrix manage the field organization's dealer
development initiatives for high profile markets.
Customer Account Manager, North America (July 1997 to
August 2000)
Responsible for the development and implementation of a
parts strategy designed to increase deport stocked parts
and direct part shipment revenues, dealer recruitment and
dealer balance to ensure North American parts sales goal
achievement.
Instrumental in the design and development of the Long Range Parts Market
Plan.
Responsible for the development, administration and compliance to the
Dealer Standards & Certification Program, including the proper execution by
field personnel resulting in improved dealer performance.
Co-chairman for development and implementation of the consolidated Global
Parts System for both New Holland and Case brands, as well as compliance
for Y2K. Successfully launched new parts system on November 8,1999 with
ideal results.
- Identified and implemented the testing process for
design team.
- Created the vision and formation of the Global Parts
User Manual.
- Personal instructed 9 support platforms,
consisting of 400 plus employees within 8
countries.
- Implemented daily reports which defined system
performance and operation.
7/1996 - 7/1997 MCCANN POWER & EQUIPMENT, Wheeling, IL Distributor of
Construction Equipment
Branch Manager
Responsible for total branch performance, development and
implementation of territory business plan; new account
development; account management; maintenance of positive
customer relations.
. Direct, manage and lead a team consisting of 2 Parts
counter, 3 Sales representatives and 4 Service
Mechanics.
. Implementation of new procedures which resulted in
achieving:
Increased parts inventory levels from $45k-175k,
which
Increased over the counter part sales from 31-84%
Increased machinery inventory turnover from .9 to 3.1
. Streamlined order processing which improved turnaround
time for customer orders from 3-1 day and implemented a
sales proposal process resulting in a 75% closure rate.
EDUCATION Criminal Investigation, 1995
College of DuPage, Glen Ellyn, IL
Business Management, 1990 - 1991
Western Illinois University, Macomb, IL
Business Management, 1988 - 1990
Carl Sandburg College, Galesburg, IL
REFERENCES References will be furnished upon request.
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