Sales Manager
Resume:
HENRY C. KERSTETTER
Canal Winchester, Ohio 43110
************@*******.**.***
Senior Sales Executive
Results oriented professional senior sales executive with over 20 years experience planning, building, and
managing national accounts and territories. Orchestrated the growth for a start-up company, profitably
planning, building, staffing and managing a large multi state territory. Spearheaded new account
acquisition growth in the industrial and commercial arena, where I ranked in the top 2% of sales personnel
companywide. Generated a performance turnaround with one of my company’s largest account increasing
market share from 20% to 100%. Strengths include:
National Territory Management Sales Process Planning and
Implementation
Strong Relationship Building Skills
Strategic Planning
New Business Development
Management of Distribution Channels
New Product Development
C-Level Executive Relationships
MBA Degree \ BS in Accounting, Marketing, and Logistics
Consistent over Quota Achievement, Start Up Expertise, and Superior Management Skills
Professional Experience
Openonline 2006-2009
National Sales Manager
Created and managed new marketing & sales programs for updated technologies and new products
launch for this internet based business services company.
Built and managed new sales & marketing organization, streamlining functions, while increasing
market coverage.
Created sales metrics and sales compensation structure to measure and manage sales progress.
Corle Building Systems 2005-2006
District Sales Manager
Recruited and managed partners, growing the market area; directing the partners in best practices to
maximize sales and profits.
Train all partners in correct utilization of software and marketing tools to enhance productivity in
market area.
Waste Management, Columbus, Ohio 2002- 2005
Major Account Executive
Spearheaded acquiring environment services from large industrial, commercial, and government
accounts. 223% of quota last year.
Managed the sale and lease of capital equipment used in waste removal and recycling operations,
Directed customers on environment compliance issues and methodology
Emerald Club winner as one top salesman in company, top 2%
2000 –2002
Vectris Corporation, Columbus, Ohio
Regional Sales Manager
Established and managed a distribution network of sales managers, business partners and agents in
the Midwestern US to sell data networking solutions. Built the most productive region in company.
Created initial budgets, procedures and processes to insure the timely and efficient delivery of
superior service through this expansive channel.
R. G. Barry Corporation, Columbus, Ohio 1987–2000
National Accounts Manager
Established company as the dominant consumer products supplier in our category.
Managed the sales and distribution in several retail channels domestically and internationally.
Managed major accounts in US, such as Target, Wal-Mart, Kmart, Dollar General, CVS, and regional
players in various channels
Last two years was 115% and 120% over quota, while capturing 100% market share from largest
account.
Supervised groups of manufacturer’s representatives in various US locations, establishing sales
measurement systems to monitor and improve sales efficiency.
Manager of Sales Administration
Oversaw the sales planning and the administration of a consumer product line. Established sales
plans, auditing them as the season progressed, taking corrective action where possible. Responsible
for all inventory forecasting and control, directing our manufacturing facilities as to product demand
and priorities.
Reorganized sales territories, increasing coverage at a reduced expense.
Corporate Accounting Manager
Responsible for accounts payable, accounts receivable, general ledger, corporate fixed assets, and
the corporate financial statements.
Established and communicated policies to divisional accounting personnel. Served as the liaison
between corporate finance and the systems and data processing department.
National Medical Care, Columbus, Ohio
Controller
Auditor of State of Ohio, Columbus, Ohio
Auditor
Education
MBA Marketing
Capital University, Columbus, Ohio
BSBA Marketing, Accounting, and Logistics
The Ohio State University, Columbus, Ohio
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