Sales Manager

Charles D. Blizard

*** ******** *****

Palm Coast, FL

386-***-**** **************@*****.***

Professional Profile:

Business leader with 25 years of experience in product, market, sales, and brand management. A proven track record of delivering sales growth and meeting financial targets. Highlights of career include the following:

Successfully expanded market share in 8 different territories covering the eastern United States, increasing sales from $22MM to $62MM

First year KWS Sales grew from 8.1 million to 25.4 million dollars

Experienced in Distribution Sales, Channel Sales, Key Account Sales, and Manufacturing Sales models

Implemented SalesForce.com and other Customer Relationship Management tools (SAP, RSMUS to name a few) to import legacy data, track sales leads, and increase sales productivity

Designed pricing strategy to bundle products into “buying opportunities”, thereby increasing profit margin by 27%

Expanded sales force with a combination direct hire and manufactures representatives by 40% to exploit weakened competitors, resulting in immediate sales growth

Expanded, improved and maintained relationships with suppliers in China, India, and Brazil to improve quality in product reliability and optimize delivery

Produced new product market specific catalogs and industry specific technical bulletins, initiated website redesign project making solutions easier to find, with goal of increasing company website traffic

Reduced freight costs by 11% by negotiating better term with main carriers, while also reducing carriers from 20 to 8

Recognized as Top Salesman 17 out of 20 years

Created and expanded “Linesman” Energy and Utility hoist market to include Original Equipment Manufacturers accounts and expanded distribution network to this unique industry through trade shows, utility rodeos and tabletops show room demonstrations

EXPERIENCE

Sales Professional

January 2016 - Present

Epperson & Co. a Division of Motion Industries – Jacksonville/Tampa, FL

Manage sales territory and develop sales strategy for geographic area

Ensure sales goals are met by calling on end users including Georgia Pacific, Cemex, Argos, CMC, Progress Energy, and many others.

Interact with C-suite executives, Marketing department, Logistic Planners, Engineering department, Purchasing Managers – providing forecasts, service planning and technical data on product performance. Reporting on monthly and quarterly goals and achievements.

Mentor new salespeople to ensure their success in planning their activities, building relationships with current accounts, and prospecting for new accounts

Organize seminars and trade shows for; sales training, product training, safety training –. Trade Show activities included booth lay out, media/display planning and booth construction for national shows, national account meetings and local distribution events

Responsible for creating and maintaining training activities providing complete maintenance training program for end users and distribution repair centers

Vice President of Sales

March 2014 – January 2016

Epperson & Co. – Jacksonville/Tampa, FL

Managed the sales force and Customer Service team

Realigned sales force territories to better represent markets and available growth opportunities

Implemented a new CSM software roll out to better service customers and assist in maintaining higher profit margins from each account

Broadened product mix to take advantage of ancillary profit opportunities while expanding sales force training on core products

Hired 2 additional sales people to complete territory assignments

North American Sales, General Manager and Marketing Manager

January 2012 – April 2014

KWS/Thiele Inc. – Tulsa, OK/Beaver, WV/Iserlohn, Germany

Completed first calendar year with 314% growth from 8.1 million to 25.4 million over previous fiscal year (same period) and 32% increase in overall profit

Managed Sales Force, Customer Service, Marketing, Branding, P&L, Strategic Vision and Operations teams for two continents (North America & South America)

Completed “Lean Warehousing and Distribution Operations”

Responsible for all property, vendor, and supplier contracts, including negotiations and building relationship platforms

Implemented a system for cross-checking all possible freight costs in order to maintain savings

Introduced EM selling to KWS spear heading growth into different vertical market segments

Established SalesForce.com protocol for salespeople, increasing Sales Leads’ turn over

Founded a mentoring program to foster learning and development of growing salespeople, promoting employee longevity in company culture

Revamped marketing and advertising budget to reduce redundant advertising spending

Increased brand and market association participation getting the sales force “out in front of customers” added distribution and warehouse points in the Northwest and Southwest areas of North America to support additional distribution sales efforts

Area Sales Manager

May 1990 – December 2011

Columbus McKinnon – Amherst, NY

Advanced progressively from Territory Sales, Product Manager, Regional Sales Manager, to Area Manager

Responsible for $16 million in export rigging sales to Central and South America

Accomplished 19 consecutive years “under projected sales budget and over projected sales quota”

Completed “How to Effectively Implement Lean at your Location”.

Trained & mentored new sales associates with sales technique and technical product training

Established and chaired a distributor advisory board focusing on new products, market growth and distributor profitsManaged Distribution networks, OEM supply networks and specific channel networks

Provided training and education in dozens of safety training sessions each year for distribution, channel partners and end users

National Account Manager to multimillion dollar accounts – Grainger, Motion Industries, Fastenal and McMaster Carr

Developed and orchestrated numerous trade shows per year, including sales lead generation and follow up

Successfully built a repository of hundreds of end users

Member of AWRF and SC&RA

Business Analyst

May 1987 – May 1990

Crum & Forster – Morristown, NJ

Resolved issues and conflict within operational business flow

Oversaw product recovery following major fire and water damage

Executed workflow resolution, creating a smoother production process and implementing new procedures as needed

Business Analyst

August 1983 – May 1987

Goldman, Sachs & Co. - N.Y., N.Y.

Reviewed partner and associate trading to ensure all regulations were followed

Distributed AT&T divestiture stock

Oversaw Trade and Market Margin for numerous accounts

EDUCATION

Kean College Union, NJ

Area of study: Economics September 1980 - December 1983

AFFILIATIONS

Knights of Columbus member

Volunteer Fireman

Former Board of Education Member

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