Sales Manager

Jerry S. Manzi

* ***** *** *** ****, Saint Charles, IL 60175

H: 630-***-**** C: 630-***-****

*********@*******.***

A high-impact Leader in the fields of Sales, Marketing and New Business Development --

-- With a history of innovation in highly competitive capital equipment environments. Successful at generating

higher sales volume by establishing long term partnerships, tailored to specific customer needs. Especially skillful

at identifying new business opportunities and creating plans to capitalize on them -- managing to successful

completion through long selling cycles. Proven ability to develop strategies and manage teams to penetrate key

markets, analyze the competition, target major accounts, and build sustainable revenue streams.

Extensive professional skills and experience, including:

Maximizing Customer Satisfaction & Retention Providing Innovative Customer Solutions

Over-Achieving Revenue & Profit Targets Planning, Budgeting, Forecasting & Reporting

Negotiating Contract Terms & Pricing Managing Multiple Brands & Products

Maintaining Comprehensive Product Knowledge Improving Key Account Relationships

Hiring, Training, Coaching & Team-Building Developing Major Product Improvements

Closing Large, Complex Transactions Controlling Costs & Boosting Profits

Professional Background

KBA North America, Inc. (Capital Equipment, Graphic Arts) Williston, VT 2005 – 2008

-- Vice President of Sales, Packaging & Label, Central Region, Eastern Region (2007 – 2008)

The Eastern Region was added to my area of responsibility with an additional three District Sales Managers. I now controlled about

100 million in revenue which is 65% of the total company volume.

Implemented a new procedure covering “open issues” at the conclusion of the warranty period. Improved customer satisfaction with

the process while eliminating costs conflicts with service and the factory.

-- Vice President of Sales, Packaging & Label, Central Region (2006 – 2007)

The Central Region with four District Sales Managers was added to my responsibilities. Sales revenue was 125% of quota with an

increase in profit margin of 3%.

Implemented a mandatory policy that finance review all prospects financials prior to incurring any costs for trips or demonstrations.

Eliminated wasting time and money on an unqualified prospect.

-- Director of Sheetfed, Packaging & Label, National Accounts (2005 – 2006)

Produces results that were 140% of quota with 40% of the orders achieved with competitive users.

Developed a new protocol for customer visits and demonstrations resulting in increasing our success rate from 27% to 65%.

MAN Roland, Inc. (Capital Equipment, Graphic Arts) Westmont, IL 1997 – 2005

-- Director of Sheetfed, Packaging & Label, National Accounts (2001 – 2005)

Developed a new sales strategy utilizing and ROI Justification Program. Increased Sales to competitive users by more than 250% and

improved margins by an average of 7%.

Jerry S. Manzi -- page 2 (MAN Roland, continued)

Convinced the leading customer Packaging Association to utilize Man Roland’s corporate demonstration facility for their annual

technical meeting. Resulted in exposing several major competitive users to our technology in an educational environment.

Negotiated an agreement with OEM suppliers that they would match our special warranty terms and conditions a no additional cost to

us. Enabled me to negotiate extended terms with National Accounts without incurring additional costs.

-- Vice President of Sales, Central Region (1997 – 2001)

Took the region from last to first place in eighteen months with the same personnel. Increased sales volume from 12 to 40 million

annually while improving profitability by an average of 5% per order.

Developed and implemented a new sales compensation package based on a stepped volume incentive retroactive back to the first

dollar. Increased fourth quarter intake by more than 400%.

KBA North America, Inc. (Capital Equipment, Graphic Arts) Williston, VT 1994 - 1997

-- District Sales Manager, IL, IN, OH. KY,

Designed a sales program for “Commercial Printers”, KBA’s traditional customer base was packaging, resulted in increasing sales to

that market segment by over 450%.

Sold the first long perfector with in-line coating worldwide.

Miehle-Man Roland, Inc. (Capital Equipment, Graphic Arts) Westmont, IL 1982 – 1994

-- Director National Accounts (1991 – 1994)

Created and implemented a formal National Accounts Program. Increased sales to this market segment by more than 200% while

reducing loses cased by poorly negotiated contracts by $500,000 annually.

Introduced a new program of selling “spare parts kits” with new machinery contracts. Resulted in reducing machine downtime

during the warranty period as well as reducing warranty costs by 10 to 15% per machine.

-- Regional Manager, Central Region (1990 – 1991)

Generated the most large format (50” and wider) unit sales in the company. Restored the region as the top performer within one

year.

-- Sales Manager, New York Metro (1986 – 1990)

Designed the “first of its kind” machine configuration for a very high profile competitive user. Resulted in MAN Roland being the only

supplier of the configuration worldwide for three years generating 180 million in sales. Tripled the sales volume in this difficult market

during my four year term.

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Jerry S. Manzi page 3 (Man Roland, continued)

-- District Sales Manager, IL & IN (1982 – 1986)

Increased Sales volume from 2 to 8 million annually in the territory. Developed an Annual Purchasing Agreement with RR Donnelley

& Sons, the largest printer in the world at the time. Resulted in increasing our annual sales to this account by more 400% over the

next five years

Education & Training

Degree in Mechanical Engineering, Westchester Community College, Valhalla, NY.

Additional training in professional selling skills (e.g. Zig Ziglar), leadership skills, _Dale Carnegie

Industry Associations

LPIA (Label Printing Industries of America) current Member of Board of Directors

PPC (Paperboard Packaging Council) Vice Chairman Suppliers Council

Chicago Litho Club-Member of the Board of Directors

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