Sales Representative

John Westfall

Email: *********@********.***

Address: **** ********** **

City: Richmond

State: VA

Zip: 23229

Country: USA

Phone: 804-***-****

Skill Level: Management

Salary Range: 150

Primary Skills/Experience:

See Resume

Educational Background:

See Resume

Job History / Details:

John C. Westfall

8401 Ballantrae Court, Richmond, VA 23229 804-***-**** (h) 804-***-**** (c) *********@********.***

Tenured sales professional with management experience offering effective and revenue-generating strategies to stimulate business and outperform competition within existing, untapped, and under performing markets. A proven leader, developing business plans that convert prospects into long-standing customers. Strong ability to translate business plans into double-digit sales growth. Successful executive level sales experience selling technical product and equipment solutions. A decisive and aggressive sales leader with verifiable and consistent bottom-line results.

Effective Direct Sales Management Industry & Competitive Analysis

Market Entry, Development & Penetration Complex Sales Negotiations

Strategic Sales Planning National Territory Management

High Performance Sales Training High Ticket Capital Equipment Sales

Sales & Expense Budget Planning Value Added Sales Solutions

Competitive Pricing Strategies

Recent Revenue and Career Growth Achievements:

Consistently awarded additional responsibilities and product lines while earning promotions through multiple company divestitures and acquisitions based on ability to grow business and effectively manage sales teams.

In 2010, led the Southeast team to 16.06% YOY sales growth ($7.8M to $9.3M) by selling value added products positioning our customers to take market share.

In 2011, directed the sales launch of two underperforming corporate divisions in the Southeast region. Created $1.25M of new business in 10 months by leveraging customer relationships and creating needs.

Despite a 5.2% decrease in 2011 product volumes, increased sales revenue in sealants division 2.1% by driving sales of more profitable value added products to new and existing customers.

In 2011, managed regional sales team to lead NA Division in new account growth for Window Systems Group. WSG serves as the company`s highest revenue and most complex sale.

In 2012, drove the launch of the Vytex measure/install program into the Southeast adding valuable revenue stream to the company.

PROFESSIONAL EXPERIENCE

VYTEX WINDOWS Laurel, MD April 2012- present

DIRECTOR OF SALES

A leading OEM manufacturer of high end replacement windows, recruited by the CEO to spearhead business development and manage the expansion of the company`s dealer network into New England, the Southeast and Midwest. Managed two direct sales reports. Developed targeted business opportunities, jointly created individual business plans, implemented a formal sales process. Grew annual sales by $700K in first 5 months. Drove launch of the company`s measure/install program into the Southeast adding a valuable new revenue stream and securing customer relationship.

QUANEX BUILDING PRODUCTS - ENGINEERED PRODUCTS GROUP Solon, OH 2011 - April 2012

BUSINESS DEVELOPMENT MANAGER, DOOR COMPONENTS - NORTH AMERICA

Managed North American sales for Door Components Division comprised of national and regional door OEMs generating over $20M in revenue. Directed the sales efforts of 10 independent rep agencies to drive new business in underperforming markets. Developed and implemented a target account program for sales team generating over $800K in incremental annual sales within the first 5 months of implementation. Overhauled cost and price strategy to provide a standard cost model with volume price tiers to decentralize the RFQ process, reduce quote lead times, and empower sales team. Evaluated current product offering to target higher volume market segments and generate new sales revenue.

QUANEX BUILDING PRODUCTS - ENGINEERED PRODUCTS GROUP Solon, OH 2008 -2011

REGIONAL SALES MANAGER, SOUTHEAST REGION

Promoted to Regional Sales Manager upon return to Quanex in newly established Engineered Products Group. Lead a regional sales team of three direct sales from separate corporate divisions offering a multitude of engineered fenestration products and productivity solutions totaling $16.2M in annual revenue. Created and implemented strategies to leverage existing customer relationships to drive new business for underperforming brands. Closed $1.25M of new business across all divisions.

VYTEX WINDOWS, Laurel, MD 2007 - 2008

REGIONAL SALES MANAGER, SOUTHEAST US

Window and Door OEM ranked among the top 100 manufacturers in North America. A long standing Truseal customer, I was personally recruited by the CEO to expand presence in the Southeast, developing a profitable dealer network.

Closed over a half dozen new accounts and over $1.2M in incremental business in first 9 months. Developed a top 5 sales revenue customer that also maintained the highest margins in the company. Established a solid foothold in the region for Vytex before leaving for a better career opportunity.

TRUSEAL TECHNOLOGIES, INC. - A Quanex Building Products Company. Solon, OH 2000 - 2007

SALES REPRESENTATIVE, MIDSOUTH TERRITORY

Sold full line of industrial and commercial sealants (insulating glass spacers, silicones, urethanes, and butyl-based sealants) to OEM manufacturers in the residential and commercial fenestration industry. Through direct sales efforts sold automated glass processing equipment to support lean manufacturing. Built solid reputation within industry.

Spearhead 5-state sales territory from West Virginia to South Carolina by offering strategic vision, formulating plans / goals, and effectively executing sales strategy by utilizing sales / marketing tools, competitive product / economic analysis and team of field engineers. Managed customer base built over career consisting of corporate and multi-facility operations. Implemented high-impact sales strategies to stimulate growth to new levels.

Selected Priorities and Achievements - TruSeal Technologies, Inc.:

Consistently ranked in top five in business closures, exceeded sales targets, and boosted sales 21% for all six years while continually accepting more territory to manage distressed regions, including underdeveloped and neglected territories covering cities such as Charlotte, Baltimore and Washington, DC.

Earned Sales Achievement Awards recognizing exemplary sales achievements.

LUCK STONE CORPORATION - Sterling, VA 1996 - 2000

OUTSIDE SALES REPRESENTATIVE - ARCHITECTURAL STONE DIVISION

Responsible for direct sales, service, marketing and project management of architectural stone products covering the Washington, DC / Northern Virginia territory. Managed 253 accounts including architects, homebuilders, kitchen designers, big box stores and general contractors. Jointly developed and marketed turnkey stone countertop installation program for Home Depot locations in Northern Virginia. Increased stone countertop sales by $1.23M or 24%. Grew territory to largest revenue producer within the division.

Selected Priorities and Achievements - Luck Stone Corporation:

Annual Commitment to Excellence Award, 1997-recognizing leadership, commitment and a positive attitude.

Excellence in Sales Award, 1997- Awarded to sales personnel who surpass annual sales and new account goals.

LUCK STONE CORPORATION - Sterling, VA 1996

INSIDE SALES REPRESENTATIVE- ARCHITECTURAL STONE DIVISION

Responsible for non-architectural stone sales, project management and customer service. Managed daily operations of the inside sales counter and dispatch responsibilities. Sales team achieved 137% of aggressive annual sales goal. Promoted to outside sales.

Selected Priorities and Achievements - Luck Stone Corporation:

Quarterly Commitment to Excellence Award, 1996 - recognizing leadership, commitment and a positive attitude.

Excellence in Sales Award, 1996 - Awarded to sales personnel who surpass annual sales and new account goals.

CRESTAR MORTGAGE CORPORATION - Richmond, VA 1993-1996

ACCOUNT ADMINISTRATOR

Responsible for customer relationship and profitability of mortgage loan servicing team. Administered fiduciary regulations of company's insurers, investors and other regulatory bodies.

EDUCATION

Virginia Military Institute, Lexington, VA 1989-1993 - Bachelor of Arts in History, Minor in English

Varsity Lacrosse - Walked on 1990. Earned athletic scholarship 1991.

Professional Development: Executive Sales and Leadership Assessments (Growth Dynamics), Huthwaite Performance Improvement sales training, Dale Carnegie - Sales Advantage sales training.

Computer Skills: Microsoft: Excel, Word, PowerPoint, ACT, and proprietary CRM applications.

References available upon request.

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