Sales Manager

Ross Pearson

****B ***th Pl SE, Bothell, WA ***** / 425-***-**** / ****.*******@****.***

Regional Sales Manager / National Sales Manager

Revenue Growth / Profit / New Market Penetration / Start-Up / Turnaround / Multi-Site

Product Management / Distributor Relations / Training / New Accounts / Relationship Selling

Doubled regional sales, opened new markets, and provided aggressive training that grew revenues during weak

economy for blue chip HON Industries. Built strong relationships with distributors, dealers, and customers.

Motivated internal and external sales teams with a contagious passion for selling and continuous product

education. Consistently exceeded sales goals by targeting new customers, winning national accounts, and

enhancing corporate image.

Grew territory sales 100% within two years for manufacturing company

Exceeded first year forecasted sales by $350K for HVAC distributor

Penetrated untapped market, established profitable customer base for distributor

Increased revenues during economic downturn with superior training efforts

BA, Marketing and Economics, Pacific Lutheran University, 1989. Top Territory Sales Growth Award, 1998.

Selected Accomplishments

Landed national homebuilder contract and doubled territory sales. As District Manager of a manufacturing

firm, created plan to land business of top two U.S. builders. Assembled key team, led proposal development, and

implemented successful strategy to overcome major pricing and distribution obstacles. Signed Richmond Homes

contract. Enhanced corporate exposure with U.S. Homes. Grew territory sales from $5.2M to $10.5M.

Exceeded regional sales by 47% within first year for HVAC distributor. Developed an aggressive strategy to

promote wholesale distributor’s product lines across 8-branch region. Rapidly established key relationships with

corporate staff, field management, and sales teams. Developed and facilitated a highly praised training program on

product features and benefits. Exceeded forecasted sales by 350K+, totaling over $1.1M first year revenues.

Quickly established a strong customer base and provided instant revenue for fledgling office. Recruited to

establish a customer base for I.M. Thrifty Supply Company’s Idaho territory, scheduled to open within the year.

Researched local market, contacted former customers, and executed strategic, high-volume cold calling. Secured

new revenues, enabling lucrative start for this office. Awarded promotion to Corporate Branch manager position.

Key player in training program that boosted company performance during poor economy. Selected for elite

training projects geared to grow sales and technical knowledge of Hearth Technologies dealers and distributors.

Achieved required certifications and subsequently presented well-received classes. Dramatically decreased

troubleshooting calls. Boosted sales 4% when most manufacturing competitors experienced decreased sales.

Career Summary

National Sales Manager, PSG Controls, Inc., 2003-present. Responsible for all distribution sales in North

America through use of independent reps. Work closely with reps in developing a market strategy designed to

achieve significant growth in each market segment we participate in, as well as look for new opportunities. Work

and train in the field to assist in achieving the growth goals from the market strategy.

District Sales Manager, Hearth Technologies, 1996-2002. A subsidiary of $1.6B HON Industries, Inc. Directed

distribution accounts, including 3,000 HVAC dealers, retailers, direct builders, and wholesalers for 5-state Pacific

Northwest region. Provided sales, product and technical training. Doubled sales for separate territory through

account targeting and significant distribution changes. Managed $8.5M budget and 180 sales personnel.

Manufacturers Sales Representative, Len Wozniak & Associates, 1993-1996. Managed Oregon and Idaho

distribution accounts for several manufacturers. Provided product training, sales and technical support. Participated

in national builder and local promotion events. Established strong customer relationships.

Branch Sales Manager, I.M./Thrifty Supply Company, 1991-1993. Managed corporate branch for HVAC

wholesale distributor. Directed operations, sales, and customer service. Promoted specific product lines throughout

distributor locations. Developed new Idaho territory. Exceeded all revenue and operations expectations.

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