Sales Representative

Charles McKain

**** *. ****** #***** 206-***-****

Tucson, AZ 85750 U.S.A. E-mail; ***********@*******.***

*/****-*/**** ***** Commercial, Inc. Opa Locka, FL.

Western Regional Manager,

Responsible for management and development of the Western Region. Work directly with the

manufactures’ representatives, Foodservice Consultants/Specifiers, National Accounts, Schools

and Collages, Key Dealer Accounts and major end-users in Foodservice and retail market

segments.

Accomplishments:

• Became an “A” Vendor for Standard Restaurant Supply was Vendor of the Month for June 09

by leveraging 2 rep groups, creating a personalized sales program, and personally involving

management and staff at Standard and selling them on the idea of a new player in the US

market, Fagor

• Established training program for the Consultant Community for prime specifications

• Successfully launched new Refrigeration product line and doubled sales in 2008

• Starting launch of new Cooking product line and have a complete Cooking Suite sold

• Developed Key Dealer program increasing sales revenue and profit (increased sales 50%)

• Establish incentive programs for regions

• Manage Gorilla Marketing for region and nation obtaining free publicity for company

• Recruited 3 new Rep Groups and multiple Service Companies

o 1st group sales increase 1000%

o 2nd group sales increase 300%

o 3rd group sales to new to evaluate

• Established Fagor as an alternate for MOHAVE (buying arm for Arizona schools)

2003-2007 MDK ENTERPRISES, INC. Tucson, AZ

National Sales Manager;

Territory, United States and Canada. This start-up company manufactured a new filtering

device/concept extracting FOG (Fat, Oil and Grease) from waste water for the food equipment

industry, including QSR’s, chains, schools (K-12), Collages & Universities, food retail, bakery,

commercial food plants, and grocery stores. Training the Consultant/Design community was

paramount in pioneering MDK. Responsibilities include P&L, establishing sales organization

structure, marketing strategy and execution including pricing, promotion, advertising, web site,

literature, spec sheets and all other collateral.

Accomplishments:

• Built national sales organization, (independent reps/distributors) increasing exposure, sales

and covered approximately 80% of the US

• Grew sales 380% over three years

• Gained acceptance by Consultant/Design community by showing them how end users would

improve their Business by saving money and labor by capturing FOG more efficiently and

expanding the Consultants scope of a project

• Recognized by industry for new product innovation

• Presented to MAECO at NRA show 2004 expanding contacts and exposing product to niche

market resulting in sales to Hardee’s

• Received UPC and UL certification in industry record time

• Developed new ASME standard with IAPMO for the U.S. for Active Grease Extractors

allowing easier sales and a unique product standard and testing procedures for MDK’s

product

1996-2002 BELSHAW BROTHERS, INC. Seattle, Washington

Manager, Concession Sales; Territory, United States.

Grew new market by researching, designing, and launching a complete Turn-Key business

package. Responsibilities included P&L, product and logo design, pricing, trademark registration,

advertising development and distribution strategy. The package and components are targeted to

Theme Parks (Universal Studio’s, Six Flags, and Disney), C-stores, Grocery’s, Street Side

Concessions, Cruise Lines (Norwegian, Holland America) Schools, and others. The sales structure

is both direct to end-users and through dealers. Additionally sold existing products to grocery

stores and wholesalers, (Casey’s, Supervalu, Giant Eagle, Associated Grocers and UPC).

Accomplishments:

• Developed new turnkey package

• Grew business by double digit rates each year in a highly competitive, mature market place

• Gross margin 10 points over company norm

• Headed group that redesigned Ventless Hood™ System with NSF approval

1994-1996 BERNARD FOOD INC. Evanston, Illinois

Territorial/Institutional Sales Representative; (Washington, Northern Idaho, Alaska).

Responsible for direct sales of specialty and standard food products through sales channels

consisted of schools, hospitals, prisons, and retirement facilities. Successfully opened new sales

channels including groceries, restaurants, shipping and cruise lines.

Accomplishments:

• Increased client base by 25% and sales by 30%

1989 -1993 HOBART CORPORATION, Troy, Ohio

Territorial Sales Representative (Eastern Washington, Northern Idaho, and International).

Responsible for direct sales to end users, indirect sales through the dealer network, architects, and

consultants. Additional responsibilities included training and continued education of client's

personnel. This included two national accounts, Groceries, Schools (K-12) and Universities.

Accomplishments:

• Increased territory sales 350%

• Worked with consultants with new construction and remodels

• Ranked in top 20% of US sales force each year

• Ranked #8 among 400 sales reps.

1984 - 1989 SMITH AND GREENE COMPANY, Seattle, Washington

Sales representative; (Restaurant Supply Company). Responsibilities included sales to national

accounts and regional chains (Red Robin, Frederic & Nelsons, Northwest Orient Airlines),

independent restaurants, schools, and government agencies. Sales facilitated through cold calling,

computer presentations, audio-visual presentations, and other aids required to close the sale.

Accomplishments:

• Achieved 110% to 140% of quota each year

• Achieved 20% increase in gross margin

EDUCATION:

UNIVERSITY OF WYOMING, Laramie, Wyoming

Majored in Petroleum Engineering and International Affairs

ST. CLOUD STATE UNIVERSITY, St. Cloud, Minnesota

Majored in International Affairs

AMERICAN INSTITUTE OF BAKING, Manhattan, Kansas

Advanced Donut Production Program

HOBART CORPORATION, Troy, Ohio

Sales Training Program and extended product training

Pima Community Collage, Tucson, AZ

Business Administration, continuing my education

MAFSI, NRA & NAFEM

Member

Currently,

• Studying for CFSP certification

• Current MAFSI Committee Member

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