Sales Manager

JOHN F. JOHNSON

***** ****** ** ********, ** ****1

Cell 951-***-**** Home 951-***-**** ******@*******.***

WESTERN REGION SALES MANAGER

Results focused Sales Management Professional with 18+ year’s progressive experience. Proven ability to

identify and capitalize on market opportunities to drive revenue and profit growth across diverse industries

in highly competitive marketplace.

Solid reputation of forging strong working relationships based on a foundation of trust and integrity. Skilled

in monitoring market trends, identifying prospects, closing new accounts and leveraging technology to

expand market penetration.

Core Competencies

Sales & Marketing ~ Business Development ~ Strategic Market Planning

Account Development, Management & Retention ~ Product Development ~ Strategic Partnerships ~

Negotiations

Brand Management ~ Communications & Presentations ~ Value-Added Selling ~ Market Research &

Analysis

Broker Management ~ Customer Relationship Development

PROFESSIONAL EXPERIENCE

J.R. FILANC ENGINEERING CONTRACTORS, Escondido, CA 2000 to 2008

Western Region Sales Manager

Retained to build and manage client relationships for new $8M service based operating division of $250M

regional engineering construction company. Identified and prioritized potential client targets for Process

Equipment upgrades; spearheaded sales and marketing programs to achieve revenue goals & implemented

ACT! (Client Management Software) to facilitate client retention and account penetration.

• Expanded revenue opportunities from $750K to $8M+ through direct client contact.

• Achieved 20% profit margin annually through targeted client business development.

• Increased client base 500%+ from initial client base of 15-20 in Southern California to 100+

throughout California and Arizona.

• Attained 300% sales growth first 3 years; maintained 15% annual sales growth subsequently.

• Positioned company on select bidders list for 40+ clients. Top line clients added include: Orange

County San. District, San Margarita Water District, City of Phoenix, Coachella Valley Water District,

City of San Diego, City of San Clemente and Eastern Municipal Water District.

• Transitioned division from public bidding to a branded service division to increase gross profit

margins from 12% to 20% on average.

NOVELIS (formally Alcan Foil Products), La Grange, GA 1995 to 2000

Western Region Sales Manager

Managed network of 30+ Foodservice/Packaging Manufacturing Representatives and responsible for all

sales in the 12 Western States for $50M+ division of industry leader in manufacture and distribution of

aluminum & plastic packaging to Foodservice, Packer Processer, Club Store and Retail markets.

Supervised and trained reps; established sales goals and reviewed results; analyzed and approved all

pricing for region. Coordinated new product / packaging updates with marketing department.

• Grew top line sales from $11.3M to $20M+ over 5 years.

• Attained highest profit margin for division throughout tenure.

JOHN F. JOHNSON PAGE TWO

Cell 951-***-**** Home 951-***-**** ******@*******.***

• Increased distributor sales from $4M to $6.3M and broadened customer base from 80 to 150

distributors.

• Personally brought on Costco as client generating $6M over 4-year period by implementing club

packs.

• Collaborated with marketing department on development of value-added packaging modifications to

increase sales at Smart & Final from $5.3M to $7.7M annually.

• Additional key accounts managed include:

• Recognized as Region Sales Manager of the Year 1997 by Access Group Southern California

(formally Orfila Sales).

WILKINSON MANUFACTURING CORPORATION, Fort Calhoun, NE 1993 to 1995

Territory Sales Manager Southern California and Arizona

Expanded sales and market presence for innovative $50M “Top 3” aluminum and plastics packaging

company serving the Foodservice, Pack Processor and Club Store markets.

• Increased top lines sales from $2M to $5M+ in 2 years.

• Achieved target of bringing Price Club (now Costco) on as client with annual sales of $250K.

• Consistently achieved sales goals and growth targets through direct selling to wholesales

distributors.

• Propelled new sales revenue by identifying and adding 6 new territory distributors.

Early Experience:

Purchasing Manager, Packaging & Grocery - ($28M responsibility) U.S. Foodservice, Vista, CA (formally

Joseph Webb Foods. Managed all Packaging and the Grocery purchasing, sheltered income/growth

programs as well as active inventory for over 200 product lines.

Territory Sales Manager Sweetheart Cup Corporation, Owings Mills, MD., Paper & Plastic Containers

Managed a $3 Million Dollar territory exceeding sales objectives by 15% each quarter adding 6 new

distributors over 18 months.

Major accounts managed include: Sea World, San Diego Zoo and Service America (Qualcom Stadium)

EDUCATION / ADDITIONAL INFORMATION

Bachelor of Science in Business Administration / Management Information Systems

SAN DIEGO STATE UNIVERSITY, San Diego, CA

Professional Development

Principles of Sales Management

The Secrets of Power Negotiating

Professional Affiliations / Memberships

California Water Environmental Association Southern California Water Utilities Association

Inland Counties Water Association Orange County Water Association

Arizona Water & Pollution Control Association

Computer Skills

Microsoft Office (Word, Excel, PowerPoint, Outlook); Citrix Remote Client Software, ACT!

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