RICHARD R. SHERMAN

**** ******* *****, ***********, ** 93257 559-***-**** abnpvr@r.postjobfree.com

REGIONAL SALES MANAGER / BRANCH MANAGER

Growth Strategies / Startups / Turnarounds / Business Development / Niche Penetration / Marketing / P&L

B2B & B2C / Territory Development / Key Accounts / Distributor Networks / Cost Control / Customer Relations

Led successful startups and turnarounds, driving consistent revenue production/profitability for industrial and consumer

products companies. Initiated process improvements and better training programs to optimize sales/support team

performance. Established productive distributor networks and strengthened account relationships to foster long-term

growth.

• Led Lucky Distributing’s strong growth cycle, building revenues 78.5% to $12.5M in highly competitive market.

• Turned around Norlift branch, initiating sales strategy that restored stability and tripled revenues to $3M+.

• Revitalized SDI distributor network and sales team, directing successful startup to revenues of $6M.

• Spurred growth of main Billiou’s product line, driving increase in yearly sales from $5M to $8M.

Key Skills: Proven leader/motivator. Strategic and tactical thinker. Make sound business decisions. Win cooperation at all

levels. Instinct for what will sell. Open to new approaches. Source of ideas that work. Drive “out-of-box” thinking.

Effective problem solver. Introduce change smoothly. Exceptional team player. Strong verbal communicator.

Ongoing Professional Development in: leadership, training and management development, solution selling, business

development, change management, customer satisfaction, strategic planning and marketing.

Representative Accomplishments

Led Lucky Distributing’s strong growth cycle, building revenues 78.5% to $12.5M in highly competitive market.

Retailers were not effective in selling main Snapper products and another promising line. Sales were stagnant and the long-

term outlook was dismal. Partnered with Fred Meyer and G.I. Joe’s and Green Machine’s manufacturer, creating

promotional campaign that increased this line’s sales from virtually nothing to $850K. Initiated innovative sales training

program for established Snapper product line, enhancing sales an average of 15% per year.

Turned around Norlift branch, initiating new sales strategy that restored stability and tripled revenues to $3M+.

Lack of an aggressive sales strategy and decreased employee productivity led to a steady decline in branch revenues to less

than $1M. Developed lucrative but previously untapped market niche, restoring a $1M per year account in the process. Re-

built parts and service departments, instilling a sales orientation in new employees to boost revenues from $350K to

$1.13M.

Revitalized SDI distributor network and sales team, directing successful startup to revenues of $6M. Dealer network

was not confident that the new company was viable and their productivity was under goal. Held a series of meetings with

the entire network, quickly establishing credibility through demonstration of a sound strategic plan. Built network from 125

to 200 dealers, doubling sales from $3M to $6M in just years by optimizing product availability and service quality.

Spurred growth of main Billiou’s product line, driving increase in yearly sales from $5M to $8M. Revenue production

for key product was flat and a solution was elusive due to a lack of detailed sales tracking/reporting data. Met with

President of software vendor, establishing an automated reporting solution that quickly fixed the problem. Devised creative

and comprehensive new strategy, stimulating sales of key product line by 18% and overall revenues by 60%.

Career History

Sales Manager, Nail Insulation & Supply, 2007. Recruited to drive business development in Kern and Tulare Counties.

Downturn in construction/real estate industries led to significant retrenchment.

Sales Manager, Billiou’s Inc., 1999 to 2007. Recruited, after earlier stint as a Territory Manager (1993-94). Stimulated

revenues from key product line as well as other product categories for this $8M wholesaler of outdoor power equipment

and electric power tool parts. Developed staff of 12, improving overall performance and reducing costly turnover.

Branch Manager/Sales, Norlift of Oregon, 1994 to 1999. Led seven-person sales/service branch for $11M material

handling equipment company. Responsible for sales, service, inventory and daily operations. Managed budget of $3M.

Owner, Sierra Silica, 1991 to 1992. Grew specialty sand and gravel supply startup to revenues of $2.2M and staff .

Owner, Sherman Distributing Inc. (SDI), 1985 to 1991. Directed startup of Snapper Power Equipment distributorship.

Built revenues in Nevada/northern California territory to $6M, with a sales/service team of nine.

Sales Manager, Lucky Distributing, 1980 to 1985. Developed successful sales/marketing programs and special

promotions, driving revenues from $7M to $12.5M in a very competitive market for outdoor power and agricultural

equipment.

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