Sales Manager

Jeffrey A. Frazier

**** ******** ****** *******, ******* 30024

404-***-**** (c) ****.***********@*****.***

SALES AND BUSINESS DEVELOPMENT LEADER

Accomplished Sales Executive and Sales Professional who exemplifies success, specializing in boosting profitability by selling brand value. Skilled at assessing organizational needs and executing actions that gain a competitive edge. Experience in negotiating contracts for national accounts, national distributor stocking programs and capital equipment sales. Uses strong commercial acumen to drive account retention by working with customers, sales teams, product development and marketing to ensure customer needs and company objectives. Expertise in developing and maintaining national sales representation with Corporate Sales Teams, Manufacturer Representatives and Rep Agencies. Have held direct account responsibility for End Users, National Accounts, Distributors, Specifiers, Agents, Dealers and Manufacturer Representatives. Surpassed organizational objectives in both sales hunter and sales leadership roles by developing and executing creative strategic initiatives and have had P & L responsibility for over $60 million in sales. Key competencies for organizational success include: Sales Leadership Customer Relationship Management P&L Responsibility Product Development Organization & Talent Management Strategic Planning Business Development Performance & Productivity Improvement Lean Tools & Metrics Finance & Budgeting Process Improvement Negotiation Skills Professional Experience

PORTAFAB Atlanta, GA 2016 – 2017

Southeast Regional Sales Manager

Manufacturer of modular in-plant and clean room buildings. I’m responsible for sales growth through Select Distribution in five states. Focusing on MRO (Grainger, MSC), Material Handling, General Line, Dock Equipment, Conveyor and Forklift distribution. Key customers include manufacturing, healthcare, warehouse, distribution centers. Emphasis placed on educating and driving specifications thru Architects, Engineers and General Contractors in my territory.

• 30% regional sales growth for FY16

Millennium Mat Co/Guardian Floor Protection Atlanta, GA 2014 - 2016 National Manager of Business Development/National Account Manager Developing brand awareness and sales for Millennium in the JanSan (American Building Maintenance), Food Service, MRO

(Grainger, HD Supply, Interline) and Industrial distribution networks which where new market segments for Millennium Mat Company. Millennium Mat product supply efforts could not meet the demand for both the product development needs and quality control needs to meet customer mandates for the JanSan, Food Service and Industrial markets.

• Developed a national network of Rep Agents to represent the Guardian Floor Protection line of products

• Created a national sales program to enhance sales and support growth

• Developed marketing programs to support new distributor partners and influence brand awareness

• Led effort for product development to enhance sales into the JanSan, Food Service and Industrial Markets Formetco Atlanta, GA 2012 – 2014

Director of Sales

Had responsibility for the development of their Commercial Division for LED digital products which included the implementation of a national sales program thru key sign companies domestically. The commercial Division was sold after developing a National network of Sign Dealers that represented the Formetco product line.

• 10% Sales growth

• Generated national brand awareness and sales

• Developed a national service warranty program

Jeffrey A. Frazier Page 2

Acuity Brands Lighting Conyers, GA 1999 - 2011

Vice President of Sales, National Distribution

$60M P & L responsibility for sales through national catalog distribution companies who specialized in the commercial, industrial, healthcare, government and hospitality segments. I had management responsibility for sixteen national, regional and territory sales managers and determined the sales and marketing strategies for market penetration and sales growth.

• 25% sales growth on non-stock products by focusing on new product introductions

• 5% year over year gross margin improvement through effective price management

• Generated 20% of additional sales by integrating an aggressive Ecommerce strategy

• Led Acuity’s efforts to retain the existing Grainger business during the 2010 line review Director of Sales

I managed the sales activities of sixteen sales managers and three inside sales specialists. National sale responsibility for Grainger Industrial Supply, which included the marketing and sales strategies for the sales of lighting fixtures thru the network of 2000 sales professionals concentrating on commercial, national account, healthcare, government and hospitality end users. Main focus was in energy saving lighting renovation in both commercial and industrial accounts.

• 43% Sales Growth through new product introductions and market penetration

• ABL received Grainger’s 2008 “Partnership in Performance” award for overall performance

• Developed a comprehensive lighting renovation program to enhance field support nationally Regional Sales Manager/National Account Manager

Sales accountability for the Eastern United States and for all national account customers assigned to the Grainger industrial Supply National Accounts teams. Sales direction of seven sales managers.

• 10% year over year sales growth by integrating energy saving lighting renovation programs

• $4M increase in national account sales by capturing national renovation projects with companies such as UPS Manager of Market Development

I was recruited to help develop marketing and promotional programs, conduct product training and promote sales activities for Lighting and Showroom Agents across the United States. Concentrated on targeting architects, engineers and distributors for specifying and selling newly introduced products. Two Direct Reports

(Kaufel Group) Columbia, SC 1998 – 1999

Regional Sales Manager

Promoted Lightalarms Emergency Lighting products through Lighting Agencies, Distributors and Lighting Showrooms. Created distributor stocking programs to enhance product sales and increased new construction sales through effective engagement with specifying engineers and architects. The Kaufel Group was sold to Thomas and Betts Smith & Nephew Orthopedics Columbia, SC 1995 – 1998 Orthopedic Sales Specialist

Sold orthopedic products for reconstructive hip, knee, spine and trauma surgery through orthopedic surgeons and hospitals. Success came from effectively training surgeons and their surgical assistants on the use of the Smith & Nephew implants and surgical instruments as well as supporting them in the Operating Room during surgery. Education, Professional Development and Awards

Bachelor of Science, Phillips University, Enid Oklahoma, Phillips University - Baseball Scholarship

Acuity Brands Lighting – LEAN training and certification Acuity Brands Lighting – Zinger Miller Frontline Leadership Training Acuity Brands Lighting – Jack Carew Dimensions of Professional Selling Smith & Nephew Orthopedics – Spine, Trauma, Hip & Knee Replacement Training Smith & Nephew Distinguished Ted Miller Award for excellence in education

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