Sales Manager

Larry Horton 309-***-****

***** **** **** **. ****: 309-***-****

Geneseo, Illinois 61254 *************@*******.***

Summary of Qualifications

Results driven Sr. Management Leader with a distinguished career building organizations, developing

management teams and significantly improving operational performance. Highly skilled in managing the

efforts and activities of people, capital, and equipment resources to reduce costs, improve productivity,

and enhance operating efficiencies. Demonstrated exceptional leadership abilities with the capacity to

build, train and mentor highly productive marketing, sales and operational teams. Change agent with

outstanding strategic vision, leadership, communication and organizational skills, which have proven to

be critical assets in developing a positive work environment, managing people, and exceeding company

goals. Possesses a unique blend of expertise in technical knowledge, growth strategy development,

strategic business planning, coordinating operations and establishing/leveraging existing partnerships.

More than 15 years of progressive leadership and management experience involving:

Leadership Sales

Change Agent Catalyst Key Client Development/Retention

Team Building Key Account Presentations

P&L/Budget Customer Service

Performance Management Performance Management

Training and Leadership Development Recruiting / Training

Operations Management Marketing

Operations Analysis Strategic Business Planning / Development

Organizational Design/Development Vendor Relations/Contract Negotiations

Process Performance Improvements Brand/Product Marketing

Professional Experience

ETC Inc. / Vermeer 2007 -

Business Development Manager - Managed Sales and Rentals in Europe, Middle East, & Africa

In charge of sales for Europe and 42 Dealers. Develop initiatives that deliver revenue growth, market

share, and market penetration. Recruit and train new dealers.

• Recognized business development opportunity to increase global sales. Conducted market

analysis, identified marketplace needs, developed, and implemented sales strategy within 90

days. Successfully built new dealer network that resulted in exceeding the annual sales plan

within six months.

• Long delivery times to UK were negatively affecting sales. Analyzed and evaluated situation,

created and implemented a consignment inventory stocking program within 30 days. Resulted in

doubling the dealer’s sales within the next 9 months.

• Recognized marketplace opportunity to increase sales. Partnered with dealer, developed sales

strategy to introduce new product to market, presented to senior management and secured buy-in.

Executed strategy which resulted in obtaining initial sales order of $500,000.

Otis Eastern Pipeline Construction 2006

Purchasing Manager - Contract position

Directed activities for Planning, Scheduling, Inventory control and the ordering of materials for $50

million project. Worked with cross functional teams of 5-20 people.

Larry Horton Pg. 2

• Tasked with supporting $50 million multi site project installation. Analyzed and identified

project requirements, worked with vendors to secure project materials, and coordinated delivery

of supplies. Resulted in successfully completing project on time and under budget by 15%.

Long term relationship became basis for generating future sales.

• Identified opportunity to reduce cost. Defined business needs, solicited, and negotiated with

vendor on construction equipment and maintenance program. Resulted in reducing

maintenance and overhead costs which increased profitability.

Sunland Construction Pipeline 2005 - 2006

Business Development Manager

Worked with municipal Water Authorities, engineering companies and utility and energy clients on

construction projects such as natural gas, liquids, LNG, compressor and meter stations, pipeline integrity

work as well as automation and electrical. Negotiated T & M contracts with customers, monitored the

progress of projects, made sure the customers were happy with our quality and completion of the project!

Set up Joint ventures between Our Engineering and Utility companies on smaller to medium projects.

Worked with cross functional teams of 5-20 people.

• Tasked with increasing business from existing customers. Assessed marketplace, analyzed,

and evaluated existing customer base, developed and implemented business development plan to

rebuild customer relationships. Within the first year increased sales from $300,000 to over $2

million.

Horton International Equipment & Supply Inc. 1994 - 2004

CEO / President (Part Owner & Founder)

Directed employees within sales, operations, and administrative roles. Administered and operated a

multi-line distributorship with 500 accounts. Developed and managed budget objectives for revenues,

expenses, and profits for each business entity. Analyzed market trends and prepared sales forecasts

accordingly. Hired, trained, and supervised up to 100 people. Managed financial tasks spanning from

budget control and payroll to invoicing and billing.

• Tasked with supporting start – up of new business. Conducted marketplace assessment,

defined potential target customers, developed and implemented sales strategy. Resulted in

exceeding first year sales plan. Over the next 10 years generated over $60 million in sales.

• Needed to increase sales in a highly competitive market. Researched and analyzed

competition, identified potential new markets, developed and implemented international sales

plan. Resulted in successfully opening new markets which minimized competition’s impact

while driving new sales growth.

247 Equipment Company Inc.

Senior Vice President

Managed and trained 12 employees with shipping and receiving, purchasing and accounting while

overseeing the logistics of this $ 6 million distributing company. Served as a liaison between clients,

engineering, and construction projects.

Education / Associations

Business - ALDERSON BROADDUS COLLEGE, Philippi, WV

AWWA Association

NACE Short Course

NUCA Member

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