Sales Manager

RANDY LORENZEN

**** ***** ***** ****** *****, Nebraska 68164

Cell: 402-***-**** Home: 402-***-**** Email:

abncid@r.postjobfree.com

OBJECTIVE

Seeking further career opportunities in national account sales and

account management. Willing to travel up to 50% to accommodate

opportunity.

SUMMARY OF QUALIFICATIONS

Offer the potential employer a degreed and passionate professional

with a career ladder of demonstrated success in business-to-business

(B2B) sales, sales management, marketing, business development, market

expansion and client retention, characterized by demonstrated

achievements in prospecting, closing and managing complex business

processes that have dramatically increased revenue, slashed costs and

catapulted profitability for company and customer.

Competencies include:

Account Management: Treat consultive business-to-business

management as a profession, and professional in approach.

Proactive in problem solving. Demonstrated success in building

rapport and improving business relationships; Committed to building

lasting client relationships and referral business by understanding

and exceeding customer needs. Project a positive company image of

company and self.

Communication: Articulate as a platform speaker, presenter,

negotiator, trainer and writer. Perceptive as an interviewer.

Possess the necessary poise and credibility to present before key

decision makers. Project an enthusiasm that is genuine and

contagious. Provide a viable liaison between diverse disciplines,

professions and support staff.

Project Management, Vision & Leadership: Willing to

conceptualize, champion and pioneer new ideas "outside the box."

Adept at successfully integrating objectives, opportunities, and

resources to structure and execute customer service programs from

conception to successful implementation. Capable of delegating and

prioritizing tasks and workload, scheduling personnel and projects,

conducting staff meetings and navigating an entire organization to

mission completion.

Human Resource Development: Team builder, recruiter and team

player. Successful at matching talent to need. Recognized for the

ability to design and implement insightful training programs to

motivate and empower human resources to new levels of productivity

and success. Lead by example as a group instructor and as a side-

by-side manager.

Versatility: Known as a "hard charger," an innovator and a high

performer who produces results, not excuses. Motivated to "hit the

ground running" by quickly developing knowledge of product and

industry, competitive position and corporate culture, to identify,

target and generate new leads and national account prospects.

PROFESSIONAL EXPERIENCE & MILESTONES

Boise Cascade Office Products/OfficeMax Enterprise Solutions, Kansas

City, Kansas January 1997 to October 2009; Over 12years of B2B sales

and management experience

District Sales Manager: Position based in Omaha, Nebraska with

travel up to 40% of time, January 2007 to October 2009.

Managed and motivated a diverse team of Business Relationship

and Business Development Representatives in Nebraska, Iowa,

Kansas and Missouri with an emphasis in medium, large and

national accounts. Officed out of home, planning own travel

itinerary and communicating with direct reports, clients and

senior management by phone and email. Submitted sales, prospect

funnel and activity reports via computer.

Hands-on sales leadership allowed teams to build and

reinforce B2B relationships with medium, large and national

accounts; provided seamless ongoing rep and account support

through proactive problem resolution and process

improvements; sales strategies enabled team to maintain and

expand market share, identify sales growth opportunities.

Imparted and implemented corporate strategy for

identifying, prospecting and capturing new business clients

in the small to large commercial market segment.

Ensured that team members met and/or exceeded company

goals for sales growth, margin growth and client retention.

Participated in client appointments and reviews as needed.

Evaluated and reviewed individual member performance.

Participated in ongoing business reviews and consultations

with client decision makers with national Fortune 500

companies such as Union Pacific, ConAgra and Garmin, as well

as other medium and large regional clients.

Consistently met or surpassed company expectations on

annual sales quotas ($31MM quota for 2009) winning awards and

excellent commissions.

Accolades from senior management included annual

performance reviews that consistently met or exceeded company

performance goals.

Received awards, commissions, and excellent evaluations

for outstanding performance toward sales and margin

attainment goals

Dates and specific positions held as District Sales Manager:

Business Relationship District Sales Manager from January to

June, 2007 and July 2008 to October, 2009. Business Development

District Sales Manager from July 2007 to June 2008.

National Account Business Relationship Manager: Position based

in Omaha, Nebraska. Promoted from Sales Representative in

January 2005. Managed $13MM territory that included large

regional and national account clients. Implemented short and

long-term client strategies to drive incremental business within

account base.

Established relationships with key customer contacts to

support dynamic business expansion and retention priorities

while incorporating "hunter/farmer" sales strategy to

indentify and cultivate growth of national accounts.

Proven track record of increased sales and profit; Average

annual sales volume nearly 112% of quota from 2001-2006;

lowest level of performance was 100.2% of quota.

Experienced selling both commodity based products and

technical based solutions. Collaborated with internal

departments in order to research and resolve customer

problems and questions, gaining access to opportunities

enterprise-wide.

Worked to develop 5x5 relationship matrix within assigned

account base, meeting with multiple levels of contacts

ranging from CEO/CFO/COO down to end-users.

Six time "Inner Circle" Sales Achievement Award winner in

sales/national account sales

2001 National Sales Council Member "Best of the Best"

sales recognition.

Received excellent commissions and annual performance

evaluations for outstanding performance toward sales and

margin attainment goals

Diesel Power Equipment Company, Omaha, Nebraska June 1989 to January

1997

Marketing Manager: Responsible to coordinate and direct the

company's wide-ranging local and regional marketing program.

Traveled as needed to coordinate company advertising,

merchandising and public relations materials, programs and

events for three locations, nine departments and over 30

manufacturers represented by the company.

Structured and executed company-wide business and

marketing plans.

Collaborated with the Sales Manager in defining

competitive strategies for sales and pricing.

Administered company/vendor sales, finance and marketing

programs.

Provided sales and marketing support, including inventory

management, sales control, customer/database management and

financing/leasing quotations.

Dealership received the national Mark of Excellence award

four consecutive years, 1989-1993.

International Business Machines (IBM), Office Copiers Division,

Lincoln, Nebraska July 1987 to June 1988

Marketing Support Assistant: One year Internship Program.

Executed all duties and tasks pertinent to promoting a full line

of high-volume office copiers for new and existing B2B clients.

Was entrusted with developing and implementing a customer

maintenance program to ensure satisfaction with IBM photocopier

products and services.

Conducted on site customer maintenance calls for over

fifty businesses.

( Conducted on-site copier training seminars for employees

and managers of new clients.

ACADEMIC DEGREE

Bachelor of Science, Business Administration 1988. University of

Nebraska at Lincoln.

Coursework included Business, Finance and Music classes.

Internship at IBM.

Chaplain and Treasurer, Pi Kappa Phi Fraternity.

PROFESSIONAL DEVELOPMENT

Maintain ongoing professional currency as an avid reader of

business and industry oriented books and publications.

Have participated in numerous professional and industry

seminars; details available.

Contact this candidate