Sales Customer Service

SCOTT GROVES, MBA

*** ***** ***** ****** 916-***-****

Roseville, CA 95747 abnj0y@r.postjobfree.com Home 916-***-****

SALES M ANAGEMENT

Highly motivated, goal-oriented and dedicated sales professional with 17 years of marketing and management

experience. Proven track record increasing market share, sales revenues and profitability wit hin the

water/wastewater, irrigation and plumbing industries. Extensive experience in developing, motivating and

managing sales teams to meet clearly defined sales goals and objectives. Credited with excellent interpersonal

skills to communicate the organizational culture, direction and vision. MBA in Business Administration and

Bachelor of Science in Business Administration with an emphasis in Marketing. Core competencies include:

Profit & Loss Responsibility Public Relations

Strategic & Business Planning Forecasting & Budgeting

Product & Market Development Customer Relationship Management

Market Research & Competitive Analysis Employee Training, Development & Coaching

PROFESSIONAL EXPERIENCE

General Manager 7/07 - 6/09

Mainline Sales, Inc. (Division of Christy’s Enterprises), Anaheim, CA

Leading manufacturers’ representative in the water/wastewater, irrigation and plumbing industries covering CA,

NV, HI, AZ and NM. Managed all functional areas of the organization including; strategic planning, profit and loss

responsibility, budgeting, sales management, vendor management, market development, product line acquisition

and contract negotiations. Total sales $74M with 25 employees (20 direct reports). Member of Leadership Team,

which included Ownership and Chief Financial Officer.

Influenced, facilitated and managed the separation of Mainline Sales from parent company in order to

strengthen the financial position and valuation of both organizations. Results: Successfully retained

customers, employees and principles. Created transparency which improved net income by $500,000.

Instrumental in the acquisition and integration of manufacturers’ representative firm based in Phoenix,

Arizona. Results: Increased company’s total sales by $15M. Expanded trading region to include Arizona

and New Mexico. Acquisition added key manufacturers to com pany’s overall product offering and value

proposition. Expanded distribution center locations to include Anaheim, Sacramento and Phoenix.

Improved profitability through company restructure and cost-cutting initiatives. Company restructure

improved inter-departmental communications and identified cost overruns. Results: Reduced operating

expenses by 20%.

Vice President of Sales 1/03 - 6/07

Christy’s Enterprises, Anaheim, CA (Relocated to Highlands Ranch, CO)

Promoted to Vice President of Sales. Responsible for all marketing activities, strategic planning, profit and loss

responsibility, budgeting, channel management, market penetration and prod uct development. Increased sales

revenues, market share and brand awareness of Christy’s products into water works, irrigation and plumbing

wholesalers throughout the United States. Managed operating budget of $7M with annual sales of $32M.

Expanded, developed and managed an independent sales network to provide national sales coverage

and market penetration into wholesale distribution. Created a highly trained and motivated sales team of 25

independent sales organizations. Results: Increased total sales from $20.2M in 04’ to $32.3M in 06’ - 60%

increase in two years.

Negotiated vendor agreements with industry buying groups and key wholesalers . Created highly

competitive rebate programs and marketing cooperatives. Results: Became “Preferred Vendor” with TDG

and Virtual Rain Buying Groups. First year sales increased from $1.8M to $2.6M – 44% increase.

SCOTT GROVES

Page Two

Spearheaded the development of a new product offering to penetrate the utility market. Conducted

market research, competitive analysis and demand forecasting to determine market potential. Created

marketing plan to successfully launch product line into the utility market. Results: First year sales of $1.6M

with gross profit margin of 40%.

2/96 – 12/02

Regional Sales Manager

Christy’s Enterprises, Anaheim, CA

Responsible for the sales, marketing and management of 20 leading manufacturers in the water/wastewater,

irrigation and plumbing industries. Developed a network of wholesale distributors, contractors, municipalities and

engineering firms in California, Nevada and Hawaii. Managed a direct sales team of 7 sales professionals.

Trained, developed and coached a direct sales team in all aspects of business development. Focus

included; goal-setting, effective sales techniques, account acquisition, market analysis, performance

evaluations, product training and cost-benefit analysis. Results: Increased sales from $22M in 2000 to

$34M in 2002 - 54% increase in two years.

Demonstrated effective interpersonal skills in customer relationship management . Gained customer

confidence through constant communication and identification of core competencies. Results: Increased

market share and sales revenues through strategic alliances with key wholesalers such as; HD Supply,

Ferguson Enterprises, Groeniger Pipe and Supply, John Deere Landscapes and Ewing Irrigation.

Developed, implemented and evaluated employee incentive programs. Administered programs to inspire

and motivate employees to focus on short and long-term organizational goals. Established both individual

and group incentive programs. Results: Improved morale and communication, which created a sense of

collaboration among the inside and outside sales teams.

Sales Engineer 11/92 - 1/96

Advanced Drainage Systems, Madera, CA

Responsible for the sales, marketing and specification of corrugated high-density polyethylene (HDPE) pipe to

water works wholesalers, underground contractors, public works departments, water districts and private civil

engineering firms throughout Northern California.

Established successful distribution network to inventory, promote and redistribute a complete line of

products to better serve the underground construction industry. Strengthened distributors’ commitment

through marketing activities such as pricing policies, rebate programs, pull -through strategies, sales support

and customer relationship management. Results: Increased total sales from $700,000 to $1.5M. Also,

received timely and accurate market information from the distributor network, which helped the organization

become more proactive in decision-making.

Pioneered approval of large diameter HDPE pipe for storm drain applications with the California

Department of Transportation (CALTRANS). Results: Helped to lower labor costs by 20% and material costs

by 10%. Recognized for achievement because of high-profile product approval and $150,000 Highway

Realignment Project with CALTRANS in Livingston, CA.

Interviewed, hired and trained inside sales personnel for western regional sales office. Trained inside

sales team on all product lines, as well as the implementation of the AS400 operating system. Results:

Improved lines of communication between outside and inside sales personnel. Arranged a group of inside

sales professionals that were efficient, knowledgeable and committed to providing t he highest level of

customer service.

SCOTT GROVES

Page Three

EDUCATION

MBA, Business Administration (Graduate Honors): Regis University, Denver, CO - 2003

BS, Business Administration (Dean’s List): California State University of Fresno, Fresno, CA – 1992

TRAINING

Certified Professional Manufacturer’s Representative – 2009

Sandler Sales Institute - 2007

Growth Dynamics – Managing for Success - 2004

Miller Heiman – Strategic and Conceptual Selling – 2002

Tom Hopkins – How to Master the Art of Selling – 1995

PROFESSIONAL/CIVIC AFFILIATIONS

The Distribution Group – www.tdg.coop

The Irrigation Association – www.irrigation.org

Virtual Rain Buying Group – www.virtualrain.com

American Water Works Association – www.awwa.org

American Society of Irrigation Consultants – www.asic.org

W ater and Sewer Distributors of America – www.wasda.com

Association of Independent Manufacturer Representatives – www.aimr.net

International Association of Plumbing and Mechanical Officials – www.iapmo.org

Contact this candidate