Sales Manager

CHARLES D. FREDERICK

**** ***** **** • Jenison, MI 49428 • Phone 616-***-**** • E mail: abngy1@r.postjobfree.com

EXECUTIVE MANAGEMENT

Dynamic, results oriented executive manager offering more than 20 years of operations and business

development experience within wholesale distribution and service industries. Positive, accountable

leader with talent for building customer focused teams governed by integrity and service excellence.

Strong communicator with ability to relate equally well with team members, customers, suppliers, and

community.

PROFESSIONAL EXPERIENCE

DIRECTOR OF OPERATIONS

GREATER MICHIGAN BIOMET

2007 2009

Grand Rapids, MI

Managed the operation of an $18 million medical device distributor specializing in orthopedic implants,

sports medicine, and biologics supplied and serviced to hospitals and surgical centers throughout

Michigan.

•Negotiated and maintained pricing and service contracts with all hospitals and surgical centers,

extended annual renewals by several years and guaranteed 4% periodic price increases where losses

existed previously.

•Created streamlined processes with staff and administrators through standardized online forms, data

sharing, and inventory control methods that identified over $2 million in redundant consigned

inventories at hospital sites.

•Assumed lead for educating staff regarding and maintaining all AdvaMed guidelines and federally

mandated compliance regulations for FDA and Department of Justice.

GENERAL MANAGER

FASTENERS INC.

2002 2007

Grand Rapids, MI

P&L responsibility for the operation of 7 branch locations and 2 distribution centers, providing direction

and oversight to 12 branch and corporate managers at a $28 million power tool, construction

equipment, and fasteners distributor serving professional contractors as well as the general public

throughout Michigan.

•Reduced operating costs by more than $700,000 in 4 year period, which included the closing of several

unprofitable operations and the relocation of 2 branches that eliminated the need for public storage

requirements.

•Increased overall inventory turns from 2.8 to 4.3, while reducing dead and obsolete inventory from

21% to less than 9%, with overall inventory levels reduced by $1.3 million on 46,000 SKUs in a 30 month

period.

•Reduced annual inventory shrinkage by $630,000 in 15 month period by introducing bin level inventory

control, systematic cycle count procedures, and automated physical inventories which led to a 30%

increase in accuracy.

•Executed the closing of a sister company in Virginia, sold off / relocated assets, and maintained

copyrights and trademarks on proprietary product lines which account for almost $1million in sales

today.

•Resurrected a failing e commerce business by coordinating the redesign and management of the

website (toolauthority.com) that led to over $1.3 million in sales in its first full year.

•Provided direction and support to 30 outside and 9 inside sales representatives. Responsible for all

hiring, orientation, and training programs as well as conducting both regional and company wide sales

meetings.

•Developed incentive plan, performance metrics, and quota system after restructuring commission rate

for outside sales force, increasing profit margin by 4% and saving approximately $350,000 in commission

payroll.

•Introduced sales force automation program which reduced inbound phone calls from reps to counter

staff by almost 85%, allowed order entry in the field, and increased collection efforts, thereby reducing

DSOs by 2 days.

VICE PRESIDENT – BUSINESS DEVELOPMENT

BELTECH INC.

1998 2002

Grand Rapids, MI

Principal in distribution consulting firm providing needs analysis, strategic planning, project

management, best practice training, warehouse design, inventory management, WMS software

selection and implementations, RF bar code technology implementations, 1 2 day training programs and

seminars for distribution business owners, senior executives, and staff throughout the United States and

Ontario, Canada.

•Provided a wide variety of consulting services for wholesale/retail distributors in diverse industries

such as 3PL, Automotive, Furniture, Outdoor Power Equipment, Fasteners, Fluid Power, Pool Supplies,

Construction Materials and Building Supplies, Power Tools, Technical Tools, HVAC/R, Plumbing,

Electrical, Restaurant, Computer, Gaming, and School Supplies throughout the United States and parts

of Canada.

•Developed and conducted 2 day branch/warehouse/office management best practice training

seminars, bar code technology courses, and keynote speeches throughout the U.S., with 20 to 375

attendees per session.

•Worked jointly with numerous software suppliers in developing DRP & WMS software modifications

specific to user requirements, many of which were included as standard in later release levels.

ADDITIONAL EXPERIENCE

•Designed, implemented, and managed highly automated radio frequency barcode WMS that

supported directed putaway and replenishment, and wave pick to belt functions with directed pack

stations. Produced more than 3,000 orders per day for Lowes, Home Depot, K Mart, Wal Mart, Meijer,

Ace Hardware and Do It Best.

•Managed logistics, storage, inventory control and distribution in a 3PL operation which included

10,000+ pallet locations in a 350,000 square foot, 20 door food grade public warehouse and foreign

trade zone.

•Increased functional warehouse cube usage by up to 40% utilizing design and material handling best

practices.

•Negotiated freight tariffs/contracts and payment programs, reducing staff, dock congestion, and saving

an average of $85,000 per year on $1.2 million annual freight budget.

•Purchased and maintained private fleet of 42 delivery vans, box trucks and tractor/trailers.

•Managed renovation project on 10,000 square foot office space and 140,000 square foot distribution

center, as well as numerous branch offices requiring office space, merchandise showrooms, and

warehouse storage.

•Vast experience in setting, monitoring, and managing key performance indicators, service metrics,

goals and objectives, sales growth, and operating and capital budgets for corporate and multiple

business units.

•Grew sales from zero to $1.3 million in 18 months as account manager for a start up public

warehouse/3PL.

•Instrumental in negotiating and developing exclusive new product rollouts with some of the largest

power tool manufacturers in the world including DeWalt, Milwaukee, ITW, Bosch, Porter Cable, Hitachi,

and Panasonic.

•Proven success in coordinating and running Trade Shows, Open Houses, Vendor Days, Major Sales

Events, Golf Outings, and Fundraisers as well as multi media advertising campaigns and promotions.

•Practical experience with delinquent accounts, collections, customer problem resolution, and

managing customer service and order entry departments, focusing on communication and process

improvements.

EDUCATION AND TRAINING

BACHELOR of SCIENCE – BUSINESS ADMINISTRATION

CENTRAL MICHIGAN UNIVERSITY

Double Major – Business Administration and Marketing

Minor – Information Systems

Dave Kahle Sales Management, Brain Tracy Sales Training, Brian Tracy Phoenix Seminar, Brian Tracy

Public Speaking, Dale Carnegie, Zig Ziglar, Gordon Graham, Predictive Index Management, Succession

Planning. Also read a minimum of 18 books per year on Executive Success, Leadership, and Business

Management.

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