Sales Manager
Resume:
Ken Gluck
Email: *********@********.***
Address: ** ******** ***
City: Brunswick
State: OH
Zip: 44212
Country: USA
Phone: 440-***-****
Skill Level: Management
Salary Range: 100
Primary Skills/Experience:
See Resume
Educational Background:
See Resume
Job History / Details:
Kenneth Gluck
(C)440-***-**** Email: *********@********.***
Summary of Qualifications
A senior level sales manager with over 15 years of experience in developing teams and exceeding revenue and margin targets that my team was accountable for. I am a tenacious leader with the ability to effectively manage teams through challenging and uncertain situations with no loss of unwanted human capital. I am energetic and a dedicated mentor focused on the development and coaching of teams to perform at their highest level.
Core Competencies
a National Sales Management
a Enterprise Sales Management
a Sales Process Training
a P&L Ownership
a International Sales Management
a Revenue Development and Strategy
a Forecasting and Budgeting
a Presentation Skills
Change Management a Managed through 5 leadership and compensation changes for my team with zero unwanted terminations of employees
Team Building a Part of new management team hired to rebuild customer confidence and loyalty in a 30 million dollar market. Moreover, asked to do the same in 6 additional markets over a 6 year period. Accountable for over 100 million dollars in revenue that encompasses 8 states.
Opportunity Identification aThrough relationship building, a consultative approach, and solid understanding of the sales process, my teams consistently set sales records and exceeded their quotas.
Professional Experience
Iron Mountain Mid-Atlantic 2006-Present
Manager, Account Services
Responsibilities:
Assess and define department training needs and participate in cross training, on-the-job training and new hire training. Administer HR policies including constructive discipline. Develop and monitor individual action plans. Develop a high performance teams by acting as coach and mentor Meet individually with employees to jointly develop and agree upon goals, objectives, training, performance management and career development plans
Key Accomplishments:
a Executed training on negotiations, sales process, and customer retention that resulted in exceeding margin, 40% decrease in customer terminations, and exceeding quota every year since 2007.
a Leadership was expanded to cover new teams in 8 states that were struggling and implemented vision and strategies to each team. Each area is now ranked at the top of their metrics and exceeding quotas.
a Developed individuals to maximize their potential through leadership and led them to bea rookies of the yeara, and numerous chairmanas club winners.
a Led initiative to rebuild customer confidence and loyalty by focusing team efforts on consultative selling which resulted in over $25 million in revenue
a Developed new sales strategies and campaigns to grow additional revenue which resulted in exceeding quota by over 30%. Moreover, these strategies were adopted across North America.
Pragotrade Inc. Cleveland, Ohio 2004-2006
Vice President of Sales and Operations
General Manager
Responsibilities:
Accountable for all national and international sales teams quotas. I established strategic sales offices in North America and China. Negotiated pricing with factories in 4 countries and managed all operations teams to maximize sales and profits. Sales went from $18 Million in 2004 to over $42 million by February, 2006.
Key Accomplishments:
a Managed Pragotradeas largest accounts across the US and abroad and grew revenue by 20 million dollars
a Worked closely with over 20 factories in China on price, quality, and inventory, and was able to negotiate payment plans that increased cash flow by 50% or $750,000 a month
a Personally responsible for acquiring many of our largest accounts
a Trained sales staff and manufacturing representatives on our products and services.
a Helped develop web site improvements in which we realized 26% sales growth and 18% margin increase.
Coyne Textile Services Cleveland, Ohio 2002-2004
Sales Manager
Responsibilities:
Grew revenue through sales process training, targeted marketing and the proper use and understanding of feature/ benefit sales. I personally trained 250 couriers and 25 sales representatives on negotiations, sales process, closing and the proper use of feature benefit sales. I was also the lead on our largest accounts, such as AK Steel and MTD.
Key Accomplishments:
a Increased revenue by 28% in first year or $250,00 from existing customers and $125,000 on new customers
a Created PowerPoint presentation that the entire sales organization utilized to present our services. This enabled my team to grow our services provided by 15%
a Revamped sales training for my area of responsibility to encompass feature/benefit sales, needs analysis, and closing techniques that help our area to be ranked number one out of 6.
Fastenal
Sales Representative / General Manager Cleveland, Ohio 2000-2002
Responsibilities
Achieve new business quota and manage largest customers in Cleveland. Promoted to General Manager and owned P&L. Accountable for national accounts that had headquarters in Cleveland. Growth of branch went from $60,000 a month in revenue, to over 200,000 a month in revenue from new and existing customers.
Key Accomplishments
a Grew branch revenue $60,000 to $200,000+ a month
a Grew profit margin from 40% to over 50% by training value add instead of price sales.
a Obtained largest accounts in branch history and promoted to General Manager in 6 months
Education
Cleveland State University a BA Marketing 1993-1998
United States Marines Twenty Nine Palms, California 1989-1992
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Military Honors
a Navy Commendation, Sea Service, Southwest Asia, Navy Achievement Medal, Combat Action, National Defense, Navy Commendation for Valor in Desert Storm, Good Conduct, Honorable Discharge 1992
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