Sales Manager
Resume:
LANCE FLANAGAN
abnkbp@r.postjobfree.com
Summary of Experience
An accomplished Sales Management professional with over 20 years of experience in industrial sales. Strong
background in the MIG and robotic welding, automated and manual plasma cutting systems and die sets and
punches. Proven track record of increasing sales through strategic business development with key accounts,
distributors and end-users. Excellent project management skills coupled with the ability to work effectively with
customers, distributors and in-house staff at all corporate levels. A competent leader utilizing expertise to train
personnel in effective sales methods to increase sales and market share.
Core Competencies
Business Development Sales/Project Management Direct/Distributor Sales
Market Share Growth Strategic Planning/Profitability Budget Management
Forecasting Key Account Development Sales Training
2007 to FLAME TECHNOLOGIES, Austin Texas
Present A leading provider of innovative cutting torches and tips.
West Coast Regional Manager. Report to Vice President of Sales and Marketing. Responsible for
California, Nevada, Arizona, Utah, Washington and Oregon
• Continually strive to achieve domestic sales and market share growth
• Increased territory sales by 100% and developed 10 new key accounts
• Ensure proper distributor representation for complete product line
• Develop and implement sales strategies to consistently meet/exceed sales forecasts
• Established 15 new accounts and increased sales to existing accounts.
2004 to TREGASKISS LTD., Taylor, Michigan
2007 A leading provider of innovative MIG welding products.
Regional Business Manager. Reported to Director. Responsible for California, Nevada,
Arizona and Utah sales and business development.
• Continually strove to achieve domestic sales and market share growth.
• Increased territory sales by $450,000 and developed 15 new key accounts.
• Promoted teamwork among all members of the field sales organization to support company
strategies and objectives.
- Managed 95 distributors/indirect sales reps.
• Ensured proper distributor representation for complete product line.
- Coordinated and increased distributor training activities that generated $150,000 in
additional sales.
• Created annual sales forecasts.
• Developed and implemented sales strategies to consistently meet/exceed sales forecasts.
• Established 30 new accounts and increased sales to existing accounts.
• Demonstrated products and introduced services to distributors and end users through on-site
visits and trade shows.
1995 to ALEXANDER BINZEL CORPORATION, Frederick, Maryland
2004 An industry leader in robotic welding products.
LANCE FLANAGAN PAGE 2
District Sales Manager. Reported to President. Responsible for sales to Arizona, California,
Nevada and Utah, including customer service, business development and implementation
of strategies to increase sales and market share.
• Improved key account sales performance in all aspects of business.
- Grew sales from $5000 to $500,000 over 3 years.
- Increased new customer base by 100 %.
- Improved customer purchase frequency by 1000 %.
• Developed and implemented new strategies to grow customer base.
- Utilized training, open houses, plant tours to increase awareness level of product line with
potential customers.
• Improved sales force retention from 0 % to 100%.
• Improved relationships with several key distributors in the 4 state territories while working
closely with their management and sales personnel to achieve maximum results.
• Created end user customer value by providing product, technical, and field expertise.
• Developed and implemented business plans that increased sales revenue and profitability by
100% at existing distribution and OEM accounts.
• Prospected and closed 4-6 additional distribution accounts with a $100,000 in annual purchasing
potential.
• Analyzed customer needs and interests, determining and implementing solutions to achieve
maximum sales potential.
• Conducted market analysis (or competitive analysis) and made recommendations to Corporate
Management.
• Managed $500,000 in annual sales volume.
• Sustained an annual growth rate averaging 25% per year.
1994 to MILWAUKEE PUNCH CORPORATION, Milwaukee, Wisconsin
1995 A leader in the manufacture of die sets and punches.
Sales Manager. Reported to the President. Responsible for supervising the entire field organization
to ensure that goals and objectives were achieved.
• Improved key account sales performance in all aspects of business.
- Grew sales from $20,000 to $300,000 during tenure in position.
- Increased new customer base by 50 %.
- Improved customer purchase frequency by 100 %.
• Developed and implemented new strategies to grow customer base that included training, open
houses and plant tours.
• Improved relationships with several key distributors in a 2 state territory while working closely
with their management and sales personnel to achieve maximum results.
• Created end user customer value by providing product, technical, and field expertise.
• Developed and implemented business plans that increased sales revenue and profitability by 75 %
at existing distribution and OEM accounts.
• Analyzed customer needs and interests, determining and implementing solutions to achieve
maximum sales potential.
• Conducted market analysis (or competitive analysis) and made recommendations to Corporate
Management.
• Evaluated distributors and made final recommendations to the President relative to additions and
deletions to distributor base.
• Managed all aspects of trade show participation (National and Regional), as well as distributor
open houses, maximizing product visibility with distributors and end users.
• Performed internal administrative functions such as price list maintenance, order entry and
quotation processing.
LANCE FLANAGAN PAGE 3
• Increased gross margins by 30% with improved pricing and increased profitability by 20%
through implementation of expense control strategies.
• Developed and managed the annual field expense budget of $100,000.
1990 to ARONSON INC., Buffalo, New York
1994 A manufacturer of welding, positioning and plasma cutter equipment.
General Sales Manager. Reported to the President. Responsible for achieving domestic sales
growth and domestic share growth in all product lines.
• Generated $3 Million in new account sales and increased market share by 25% during tenure.
• Increased territory sales by $25% and developed 17 new key accounts.
• Responsible for an annual field expense budget of $20 Million, reviewing, approving, and
rejecting all field expenses and monthly expense reports.
• Coordinated vehicle lease for all field sales and service personnel in addition to monitoring and
controlling all associated monthly expenses.
1983 to THERMAL DYNAMICS, St. Louis, Missouri
1990 A worldwide leader in innovative and performance proven plasma cutting system products for manual or
automated cutting applications.
1988 to Regional Sales Manager. Reported to National Sales Manager. Responsible for supervising 7
1989 district sales representatives.
• Increased revenues by 35% within a 9 month operating period.
• Responsible for all budgeting, forecasting, P & L and hiring.
• Trained and inspired distributors, increasing individual account revenues.
• Controlled inventories and sales representative’s expenses.
1986 to District Sales Representative. Reported to Regional Sales Manager. Responsible for the Northern
1988 Illinois and Wisconsin territories.
• Increased sales by 30% during tenure.
1983 to District Sales Representative. Reported to Regional Sales Manager. Responsible for the New
1986 Mexico, Southern Texas and Southern Louisiana territories.
• Increased sales by 27% in the first year.
• Achieved the most sales and product demonstrations in the territory.
REFERENCES:
Kirk Merica
Five Star Gas & Gear
Doug Seaman
Phoenix Welding Supply
Chuck Lehman
Economy Steel
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