Sales Manager
Resume:
Don FraserJr.
Email: *********@********.***
Address: *** ******** **
City: Colorado Springs
State: CO
Zip: 80904
Country: USA
Phone: 719-***-****
Skill Level: Director
Salary Range: $130,000
Willing to Relocate
Primary Skills/Experience:
See Resume
Educational Background:
See Resume
Job History / Details:
DONALD R. FRASER, JR.
946-A Fontmore Road, Colorado Springs, Colorado 80904
*********@********.***
www.linkedin.com/in/drfjr
REGIONAL SALES MANAGER
Business Services / Construction / Environmental / Sustainability / Waste Management
Leadership ~ Territory Management ~ New Business Development ~ Differentiation
Channel & Solution Sales ~ Strategic & Tactical Planning ~ Communication ~ Training
CRM ~ Budgets & Forecasting ~ Process Improvements ~ Policies & Procedures
Product Launches ~ Market Optimization ~ Marketing Campaigns ~ Sales Team Management
Account Retention ~ Contract Negotiations ~ Problem Resolution ~ Partnership Alliances
> A highly motivated, profit driven sales leader with a solid background in sales, marketing, business development, strategic planning, and sales team management. Demonstrated ability to manage major territories, developing successful sales teams in multiple locations, and improving sales revenue growth.
> Ability to create strategic vision and achieve goals, while consistently exceeding sales objectives by motivating and leading teams to perform at optimum levels. Recognized for excellent communication and presentation skills, creative problem solving, and developing profitable relationships, while maintaining a comprehensive understanding of the "big picture".
> Key abilities include optimizing resources to successfully increase market penetration, capture new business, and differentiate from the competition; with a solid background in the full-scope of sales management including persuasive presentations and aggressive objectives.
* B.S., Business Services: University of Toledo; Toledo, Ohio
* Associate of Engineering: University of Toledo; Toledo, Ohio
KEY ACHIEVEMENTS
* Aggressively targeted previously ignored customers, gaining their confidence using excellent follow through skills while also delivering results. Projected a likable personality increasing technical sales revenue by more than 88%, from $360K to $680K, in first year covering the territory.
* Oversaw all aspects of sales performance by establishing training programs, and leading a team to improve net income loss of $65K. Eliminated slow moving low margin inventory, reduced billing errors by 20%, sold and bid at required levels for profitability, and improved delivery schedule productivity. Achieved a profitable net income turnaround of $133K in two years.
* Recruited, oriented, trained and supervised a staff of technical sales people, achieving a sales increase from $0 at start-up to $2M in 20 months.
* Attained President's Club distinction achieving 138% over net new sales goals the first year in the district, by analyzing the competition and offering prospective customers a differentiated consultative approach.
* Achieved President's Club distinction a 2nd time upon relocating to a new geographic region by attaining the highest percentage of 292% over net new sales goals, and also ranked as the top 5 sales qualifier within the company using a quality over quantity selling approach.
* Provided extensive sales team training support for a new incentive program involving the integration and implementation of three aggressive rate increases in one year; more than $2.5M in gross annual revenue was realized with less than 8% customer cancellation losses.
* Improved employee morale issues as well as customer retention and sales growth problems. Created a recognition score board for the sales team to acknowledge positive results, and implemented a cancellation retention procedure that was adopted company-wide. Saved 74% of commercial business cancellation
requests, and produced the top customer retention performer in the region; which earned the President's Club distinction award.
* Managed all commercial and residential sales activities for Colorado and developed improved training and mentoring guidance. Established an aggressive annual gross revenue goal of $32M and attained goal 2% over budget.
* Selected and trained a call center staff to contact residential customers during evening hours, offering a discount to new customers if they sign up for a minimum of three months. The successful program added 15,000 customers and an additional $1.5M in gross revenue.
* Expanded sales and market penetration by introducing a new formulation of a single-ply thermoplastic roofing membrane that had previously failed during the past 10 years of installations. Repaired broken relations by conducting boxed lunch seminars for architects, engineers, roofing contractors, and owners; accounting for over $750K in new sales the first year.
* Wrote a thorough marketing and business plan for future investors and distributors, together with a guide for internal objectives for a startup company. Selected and trained distributors, in addition to marketing directly to customers, and first year sales reached more than $100K.
* Evaluated a client refuse compactor scheduled on a three time a week service with their waste disposal hauler. Negotiated lower haul rates with the vendor, and also requested the installation of a compactor pressure gauge allowing the client to determine accurate waste volume levels. Changed service to an as needed service resulting in a 75% monthly cost reduction and an annual savings of more than $60K.
* Identified client combining cardboard with their trash. Initiated a program to separate the cardboard and negotiated lower trash collection service rates as well as a recycling rebate buy-back for their cardboard; resulting in more than $35K in annual savings.
* Chosen to assess light bulb purchases for a large 5 star resort, and identified an excess inventory of light bulbs due to a purchase program managed by their supplier. Selected new suppliers and converted incandescent bulb usage to Compact Florescent Light bulbs (CFLs) as well as other more efficient lighting alternatives. Achieved an annual savings of more than $90K in addition to a dramatic annual energy rebate of $450K by the City Utilities Group.
MEMBERSHIPS
Greater Colorado Springs Chamber of Commerce
Catamount Institute
Pikes Peak Sustainable Business Network
VIBeS (Visually Impaired and Blind Skiers of Colorado Springs)
CAREER SUMMARY
Founder and President:
Waste Recoveries; Colorado Springs, Colorado
Vice President of Sales and Marketing:
J. Hummel Company, Inc.
Colorado Divisional Sales Manager
Browning-Ferris Industries
Area Branch Manager:
MPM Companies
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