Manager Sales

Christopher T. Gunderson, MBA

Turnaround Specialist & Change Agent

**** ***** *** *****, ***** City, OH 43123

Ph: 614-***-**** ■ ***************@*********.***

Summary of Qualifications

Proven track record of “fighting fires,” reengineering operations, troubleshooting and resolving long-

standing issues, and generating unprecedented revenue and profitability gains. Keen ability to perform

organizational diagnostics, identify inefficient operations and business practices, and outline and

execute action plans to streamline systems and bolster productivity and performance.

Energized by opportunities to turn around operations and sales results, train and motivate staff, and

implement best practices to drive achievement of shared goals. Strong communication and

interpersonal skills facilitate swift enterprise-wide change acceptance and adoption.

Core skills include:

Operations & Logistics Leadership Program & Process Development

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P&L/Cost Center Management Organizational Effectiveness

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Relationship Cultivation Inventory Control

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Business Development MS Office & SAP

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Select Commendations

“…brought many years of strong customer relations to our industry…in fact, our previous

representatives had been unsuccessful at target accounts that Chris was able to convert on an

aggressive timeline.”

“…relentless in following up on all matters for his customers…always looking for ways to better serve

his customers…”

“…one of the most motivated…works late preparing for the next day…I can always expect professional

consideration, efficiency, and attentiveness…outstanding corporate citizen.”

Excerpts from recommendation letters

Professional Experience

Valley National Gas, A Division of Matheson Tri-Gas, Columbus, OH

District Manager ■ 2009

Defined the short- and long-range plans to grow branch sales through a combination of new business

acquisition and existing account growth, maximizing the performance of a $6M+ portfolio. Provided 17

production and sales associates with the direction and support to secure increased market penetration

in a highly saturated field. Performed an organizational diagnostic review to identify opportunities to

strengthen business processes and practices, fueling the redesign of select systems to improve

organizational effectiveness, reduce expenses and write-offs, and bolster bottom-line performance.

Drove 12% sales growth in 3 months, taking total branch sales from $6M to $6.7M, by

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identifying and capturing key new business and increasing penetration of existing accounts.

Slashed overtime expenses 34% by redesigning the logistics lifecycle, improving organization,

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streamlining processes to eliminate inefficiencies, and creating a labor tracking tool.

Eliminated inventory write-offs, taking losses from 10% ($228K) on $2.5M in inventory in FY

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2009 to $0; designed practices to better secure inventory and increased accountability through

frequent counts on high-dollar items. Branch regarded as “flagship of the Midwest Region.”

Page 2 of 3

Christopher T. Gunderson, MBA

Turnaround Specialist & Change Agent

Ph: 614-***-**** ■ ***************@*********.***

Quench USA, Columbus, OH

Business Development ■ 2007-2009

Exclusively focused on new business development in the Greater Columbus area, identifying,

qualifying, and converting commercial accounts to utilize Quench water purification systems. Gained

entry into key accounts through avid prospecting and developing an incentive program for referrals.

Developed first-time marketing collateral to better target senior decision makers and gain entry into

accounts enterprise-wide. Completed and presented cost breakdowns to illustrate total program

expenses, warranties, and special offerings targeted to clients’ needs.

Augmented sales 18% through design of a referral program, and related sales pipeline

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management system, providing clients with incentives for recommending Quench services.

Captured $600K in new business with contracts averaging 43 months, providing

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sustainable income through service revenues and long-term agreements.

Facilitated training on best practice techniques, ranking as a leader in close percentage,

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first-call commitment, percentage of 60-month agreements, and unit cost.

Received client comments demonstrating commitment to delivering solutions that met

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clients’ needs: “Chris asked the right questions to determine what type of system was best for

each branch. He did not try to sell me a system that was not the right fit for me just to sell a

more expensive or elaborate system.”

Linde Gas, LLC, Columbus, OH

Senior Sales Representative ■ 2002-2007

Catapulted territory sales 16-fold in 5 years by designing targeted marketing plans, by industry, to

increase clients’ manufacturing productivity. Wrote and presented comprehensive proposals

demonstrating the value of using Linde’s specialty and processed gases, safety equipment, welding

consumables, and MRO products. Cultivated account relationships to secure sustainable business

and increased account penetration throughout tenure.

Named “Top Sales Rep” out of 200 associates nationwide, far surpassing 6% goal in this

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mature industry; signed a high percentage of 3- and 5-year contracts to protect sales base.

Grew sales from $125K to $2.1M in 5 years, in part through developing robust customer

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relationships, touring clients’ manufacturing facilities, and taking an interest in presenting

value-based solutions that exceeded clients’ productivity and profitability goals.

Closed accounts other reps deemed “impossible” to convert, securing 12 accounts in 12

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months that were previously sought after and not acquired by Linde’s sales reps.

Designed a user-friendly e-commerce system to further differentiate Linde from competitors.

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Operations Manager ■ 2000-2002

Managed P&L, inventory control, purchasing, operations, and customer service delivery for a $6M

branch including a retail store and distribution center with 17 associates. Coordinated daily logistics

of material handling, scheduling, and delivery for an average of $30K in inventory being distributed

daily to 35+ clients. Ensured compliance with FDA, ODOT, and OSHA requirements as the designated

Compliance and QA Officer. Solicited, reviewed, and negotiated competitive vendor contracts.

Led branch to finally achieve profit and revenue goals by identifying inefficient business

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practices and implementing streamlined distribution systems; yielded $130K in immediate

savings and an additional $270K in projected soft-cost savings.

Improved the effectiveness of the vendor qualification process, taking control of writing

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Request for Quotation (RFQ), Request for Proposal (RFP), and Statement of Work (SOW)

documents, and evaluating proposals based on cost, schedules, and key performance criteria.

Page 3 of 3

Christopher T. Gunderson, MBA

Turnaround Specialist & Change Agent

Ph: 614-***-**** ■ ***************@*********.***

RentWay Incorporated, Columbus, OH

Deputy Regional Manager ■ 1998-2000

Manager-in-Training (M.I.T.), Assistant Manager, & Store Manager ■ 1997-1998

Progressed swiftly from M.I.T. to Assistant Manager in 45 days, and to Deputy Regional Manager

within 12 months, holding total P&L responsibility for the management of one retail center with

dotted-line accountability for two others. Provided management support for 14 stores in the absence of

the Regional Manager. Hired, trained, and motivated a staff of 20 to provide service-centric support to

retail and commercial customers. Tracked and identified trends via performance auditing in the areas

of cost of goods, labor, utilities, and inventory transfers.

Increased branch sales 204%, from $590K to $1.2M, by developing a first-time marketing

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plan focused on penetrating the commercial market, providing sustainable income and no

issues with collections or past-due receivables. Strategy also grew sister branch sales 39%

and 47%, from total combined revenues of $1.2M to $1.7M+.

Cut turnover from 75% every 6 months to 26%, a dramatic improvement in an industry

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plagued by the inability to retain quality personnel. Focused on providing career counseling,

skills training, and clear path for progressing throughout the organization.

Additional Experience:

National Accounts Manager ■ Intertek ETL Semko, Columbus, Ohio ■ 2007

Brought in to save key client relationships that had been neglected while the organization went through a

period of explosive growth, working with accounts including GE Consumer, Trane, Goodman, Tutco,

U-Haul, Ryder, and Viking, some of which represented multimillion-dollar annual revenues.

Innovated new services to bolster offerings and competitiveness, creating all

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accompanying collateral, market segmentation analysis, and business development strategies.

Academic Background

Master of Business Administration ■ 2003

Capital University, Columbus, Ohio

Bachelor of Science in Health Services Administration ■ 1997

Franklin University, Columbus, Ohio

Contact this candidate