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Sales Manager

Location:
Louisville, Kentucky, United States
Posted:
January 10, 2018

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Anthony (Tony) Varda

Louisville, KY ***** T: 502-***-**** E: ac3zd6@r.postjobfree.com

Dynamic Sales and Marketing Leader with International Sales Management and Operations Experience

He fully comprehends the complex nature of Custom Engineered Capital Equipment sales, specifically Complex Finishing/Painting, Complex Automation, packaging units, and Robotics. He is particularly interested in Automation technologies, trends and corresponding industries and His experience encompasses over 20 years of international sales management, project management, and B2B new business development experience, of Custom Engineered Industrial Capital equipment with multiple European based companies, and has worked with great autonomy. He has direct experience in all aspects of sales management, marketing management, international distributor channel development. He has extensive big ticket sales experience ($10MM plus) involving sales cycles of 6 months to 48 months. He has turned start-up companies into a profitable and productive multi-million-dollar companies and turned around underperforming companies into profitable enterprises. He possesses the ability to interpret and resolve complex issues competently, thoroughly and quickly.

ACHIEVEMENTS:

Has extensive knowledge and experience with multiple different manufacturing industries, specifically in Material Handling, Processing, Robotic Automation, Pallet Conveyor Systems, Fluid Handling and Dispensing, and has developed sales strategies to address each industries’ specific needs for the most effective sales and marketing campaigns.

Has successful worked automously before, working directly with European Offices and interacting daily with European colleagues, being completely self-directed and interacting with customers in the USA, Canada and Mexico.

Established lasting relationships with major accounts such as: Magna, Toyota, Herman Miller, Steelcase, G.E., Electrolux, Haier, Raytheon, Flextronics, Georgia Pacific, Boeing, Ikea and others. Ensured account loyalty and multiple purchases from each company.

Three times, within less than a nine-month period, I have turned underachieving sales organizations into profitable and productive multi-million dollar businesses. In 2012, increased bottom-line growth of 12% within a three-month period after my hire date, and had a sales growth of 22% within the last ten months.

Increased sales volumes during 2016 by 530% over 2015 sales. In 2012, increased bottom-line growth of 22%, and in the years of 2000-2003 and 2005-2006 saw increased sales in territory by 240%.

Identified, directed and implemented new marketing strategies for multiple business sectors within North America. Achieved immediate ROI in those areas and brought the company new and unexpected business.

EXPERIENCE:

IGP North America LLC.

Louisville, KY July 2014-September 2017

Vice President of Sales and Marketing North American

Directly lead all operations of IGP North America LLC., which is a division of IGP Pulvertechnik AG of Wil Switzerland. It is a North American start-up for IGP VOC Free and environmental friendly Powder Coating products. IGP’s first expansion outside of Europe into North America. Responsible for increased sales in 2016 530% over 2015 sales and making a Start-up revenue positive. Full responsible for all marketing, sales management of all new business development, International B2B sales and all targeted marketing programs. With overall operationally responsibility for the budgeting, P/L, warehousing, freight forwarding, and distribution channel management. Interacts with the European offices (daily) and reported directly to the CEO and Board of Directors.

KMI Systems Inc. (now known as Engineered Finishing Systems, LLC)

Crystal Lake, IL (based in Louisville, KY) July 2013- July 2014

National Sales Manager, reports to the President of the company

National Sales Manager, directly responsible for all sales management activities, new business development throughout North America, B2B sales, sales management for a Custom Designed and Engineered OEM manufacturing company of Capital Equipment (including Automated Material Handling Systems, Robotics and CNC operated equipment) for the finishing (painting or surface application and drying/curing systems) of the metal, wood and plastics industries.

Sold over $6 Million worth of equipment in the time I was at KMI, largest system to date for KMI at GE Appliance in Louisville, KY and the most advanced.

Developed new partnerships and distribution agreements with Vendors and Sub-contractors for KMI.

Specialty Manufacturing (aka: Specialty Tool & Machine Co. Inc,)

Louisville, KY December 2011- July 2013

Vice President of Sales and Marketing, reported to President

Brought in to develop new sales processes within a Family run company to improve effectiveness of sales representatives to articulate the company’s completive advantage to the marketplace, which resulted in immediate positive bottom line growth. Within less than a nine-month period, turned an underachieving sales organization into a profitable and productive multi-million dollars, increased bottom-line growth 12% in a three-month period and sales by 22% in 10 months.

Overall responsibility for the sales, sales management, marketing and distribution channel management for a family based, custom fabrication manufacturer and custom machine shop. Directly responsible for new business development, B2B sales and targeted marketing programs. Developed new markets with OEM Customers such as Fives Intralogistics Corp, Beumer Group, Vanderlande, Dematic, Santa Rosa Systems and Intelligrated Systems in the AS/RS industries to name a few. Worked directly with them on Projects and Project Management of the projects in US and Canada.

Stiles Machinery Inc.,

Grand Rapids, MI (based in Louisville, KY) November 2008 – August 2011

Director of Sales; Finishing Technologies Group, reported to President and EVP of the company

Directly responsible for new business development, B2B sales, sales management and targeted marketing for an OEM distribution company of Custom Engineered Capital Equipment (including palletizers and depalletizers, packaging and material handling Units, and Robotics) or the finishing (painting or surface application) of woodworking, glass, metal, and plastics industries. Brought in to develop a new “group” or business unit within the company.

Evaluated and selected Suppliers from Europe and Asia (Germany and Italy in Europe and China and Taiwan in Asia) to represent and to launch, as a start-up, in North America (the territories defined as the United States, Canada and Northern Mexico.)

Trained and directed all dealers/distributors within North America (over 100 in total,) as well as sales management and reviewed all contracts for US, Canada and Northern Mexico sales representatives and operations.

Managed a team of direct regional sales representatives for each business sector (33 throughout the US and Canada,) while reporting directly to the President and Executive Vice President.

Successfully developed, implemented and launched a new distribution business unit, consisting of competitive machinery Suppliers from Germany, Italy, Taiwan and the US.

Developed, identified, directed and implemented new marketing strategies for new market sectors (specifically injection molded plastic painting) within the USA and Canada, achieving immediate ROI in those areas targeted.

Jefferson Audio Video Systems, (Now known as Justice AV Solutions)

Louisville, KY July 2007 – November 2008

International Director of Sales and Marketing, reported to the COO and President of company

Responsible for the sales, sales management, marketing and distribution channel for an American, family owned and operated, OEM custom manufacturing and Distribution Company of audio and video recording equipment for the Government, Judicial, Corporate and University institutions.

Within less than a nine-month period, turned an underachieving sales organization into a profitable and productive multi-million dollars ($ 10.7 million in 2007 from below $9 million in 2006 fiscal) company.

Administered all sales, sales management and established, negotiated, contracts with, and directed all dealers/distributors Worldwide.

Standardize formal bid process (RFP, RFI and RFQ,) particularly at the state government level and established a pending GSA contract.

Developed the programs to recruit, train and develop sales representatives and the beginnings of a successful international dealer network which today (2011 sales figures provided by the CEO) represents over 45% of their annual turnover.

Identified, developed and implemented new market opportunities within the USA and internationally and achieved nearly instant success in those areas targeted.

Cefla Finishing America, Inc. (Now known as Cefla North America)

High Point, NC (based in Louisville) March 2004 – July 2007

Regional Manager for Northern US Territory, reported to the VP of North America

Territory included Northeast/Mid-Atlantic and Midwest Regions of US, Eastern Canadian Provinces of Ontario, Quebec, Nova Scotia, New Brunswick, PEI and New Foundland)

Responsible for the sales, sales management and marketing for a division of an Italian based import and OEM manufacturing distribution company of Custom Engineered capital equipment (including Material Handling and Robotics) for metal, woodworking, glass, and plastics industry.

Administered all sales, sales management and directed all dealers/distributors within a 23-state region.

Managed all sales representatives and operations within these borders.

Within less than a nine-month period, turned an under-performing market into a profitable and productive multi-million dollars ($ 6,250,000.00 in 2007) sector.

Increased sales volumes during 2005-2006 over 2000-2003 by 240%.

Recruited, trained and developed sales representatives, Identifying and Developing New Market Opportunities

Giardina Finishing Systems U.S.A., Inc. (Now known as Giardina USA)

Louisville, KY July 1996 – March 2004

Vice-President of Sales and Marketing, reported to President and CEO

Founded, at age 26 and a minority Partner, a new North American start-up, responsible for the overall sales management of a North American division of an Italian based import and OEM of Custom Designed and Engineered capital equipment for (including Material Handling and Robotics) woodworking, glass, metal and plastics industry.

Administered all sales management and reviews all contracts for US, Canada and Northern Mexico sales representatives and operations. Interacts with the European offices (daily) and reported to the President.

Recruited, trained and developed sales representatives and international dealer network

Developed and administered a full budget program ($ 1.3 million in 2001, $1.7 million 2002 and est. $1.8 million for 2003) consistently maintained cost within budget

SKILLS:

Languages: functional German and functional Italian, Elementary Spanish, beginning French

Advanced skills in Microsoft Office Suite, Adobe Acrobat and Photoshop, AutoCAD,

CRM: Salesforce.com, Sage ACT, Goldmine, Microsoft Dynamics CRM, QuickBooks Pro and Great Plains.

Presented at National and International conferences, Expo events and sales training events to groups larger than 200 people for more than 1 hour at a time.

Extensively traveled North America, South America, Europe and Asia (China, Taiwan and Japan.)

EDUCATION:

University of Louisville, Louisville, KY - 1993

Bachelor of Science in Business Administration, Management



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