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Sales, Sales Management, Operation Manager

Location:
United States
Salary:
95,000
Posted:
April 07, 2018

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Resume:

RALPH H. LOCKLEAR

**** ******* ****** **** ac42fn@r.postjobfree.com

Chapin, SC 29036 Mobile: 803-***-****

Sales / Sales Management / Operations / New Business / Territory Development

Fifteen years of outside sales experience with six years in sales management and a strong background in manufacturing such as stamping (OEM), forging (Aerospace, Automotive, Plumbing), and steel products (OEM). Proven top performer with a track record of meeting and exceeding sales goals. An effective leader in both the sales or customer service department and operations. Proficient with financial statements, hiring and training, writing performance evaluations, and writing sales forecasts and budgets. Recipient of two national awards. Other strengths include:

●Reviewing and ensuring RFQ’s and engineering specifications are processed correctly for accurate quoting (blueprints, supplier manuals, etc).

●Ability to maintain and establish effective relationships with both current and new customers.

●Lead and mentor individuals and teams to high levels of performance.

●Work collaboratively with various departments and other regions to strengthen and leverage the sales and operation structures.

PROFESSIONAL EXPERIENCE

Brawo USA, Laurens, SC 2016 - Present

Sales Manager

Recruited to manage the customer service department and outside sales teams of this international brass and aluminum forging company. Currently revamping the internal sales processes to ensure a more efficient department overall.

●Full management responsibility of the customer service department, and all direct and indirect sales representatives. Focus on achieving target revenue goals of $30 million through coaching, training, and mentoring of staff. Responsible for ensuring that the highest level of customer satisfaction is being met.

●Proactively working with various technical departments on issues related to RFQ’s, production, engineering, and quality. Ensure compliance of all company and ITAR compliances.

●Travel regularly to meet and develop close relationships with companies in the automotive, aerospace, and plumbing sectors such as Avox Zodiac, Delta, Modatek, and Sloan. Continuously monitor and react to competitive business situations.

●Resolve various customer service complaints in a satisfactory manner.

●Responsible for hiring or terminating staff members when necessary. Write annual employee performance evaluations.

●Write both sales strategies and sales forecasts for regional and corporate review.

RALPH H. LOCKLEAR PAGE 2

Hoosier Stamping and MFG, Columbia SC 2013 – 2016

OEM Sales and Operation Manager

Recruited to open and set up brand new facility in Columbia SC and act as regional Sales Manager for the southeastern division.

●Oversee day to day operations of Columbia SC facility inclusive of inventory management, order entry, warehousing, and logistics. Ensure all company safety procedures are being met.

●Lead a team of warehouse personnel. Includes hiring, training, coaching, mentoring, and developing of personnel; conduct annual employee performance reviews; administer discipline or termination when necessary.

●Additional responsibilities include: Identifying and analyzing opportunities with leading OEM such as Honda, John Deere, and Kubota, and aftermarket suppliers throughout the territory to increase sales and profits. Participate in industry trade shows; provide feedback to senior management regarding industry trends.

●Work collaboratively with senior management and inside sales team to resolve customer complaints and ensure wheel projects and designs are managed efficiently, and customer product specifications are met and shipped in a timely manner.

●Sales grew by 6.9% in 2015 (fiscal year ended 7.31.15), reaching $3.93 million.

Batesville, Columbia, SC 2011 - 2013

District Sales Manager

Recruited to aggressively pursue new business in the regions of western North Carolina and western South Carolina for national leader in the funeral industry based on particularly strong record of results in client development and increased sales. Work with 190 accounts; directly in charge of 60.

●Research and review market analyses to assess client needs.

●Develop sales strategies to increase awareness and generate demand in solutions for funeral homes; support key initiatives including new products and promotions.

●Act as a liaison with clients to assist them in improving their business by utilizing company products and services; review new products; conduct training; provide consulting on financial and merchandising.

●Implement consultative selling approach with new and existing customers to develop and increase sales with strategic accounts while helping clients to grow business.

●Perform merchandising, present and negotiate contracts; handle credit issues.

●Conduct customer presentations and training to increase awareness and generate demand for new services and products; set up new accounts through new contracts and offering rebate plans; set up new merchandising rooms.

●Work collaboratively with strategic account managers to ensure alignment of goals; meet and exceed sales quota, currently $2.2 million territory; 127% of plan on BI (Weblink Sales), 137% on Options Product Sales; rank number 2 in region for promotions and 90% on burial products.

●Collaborate with strategic account clients to respond timely to trends negatively impacting customer satisfaction, growth, or profitability.

RALPH H. LOCKLEAR PAGE 3

Binswanger Glass / Vitro Group, Columbia, SC 2005 – 2010

Eastern Division Sales Manager

Promoted to manage a team of 12 Account Executives primarily in the eastern portion of the U.S., aggressively pursuing new business opportunities on a regional and national level to achieve a sales plan of $20-25 million. Customer base consisted of military installations, commercial contractors, insurance offices, dealerships, and body shops.

●Responsible for managing a team of Account Executives, and cultivated new and existing national account business. Sales in the region grew from $20.5 million to $24.3 million between 2005 and 2009.

●Hired, trained, coached, mentored, and developed sales team. This included monitoring key performance indicators, conducting annual employee performance reviews, and administered termination and discipline when necessary.

●Developed and updated both a new sales rep training manual and monthly sales reporting system to improve sales performance.

●Participated in meetings with CEO and senior management on a quarterly basis regarding sales performance and operational changes; met with managers at 35 company stores throughout the territory to evaluate whether operational sales budgets are being met and offer guidance.

●Evaluated and approved large fleet and insurance contracts.

●Created and disseminated information throughout the region regarding sales forecasts, branch productions numbers, and material cost analysis.

●Position was eliminated in 2010 as a cost saving measures from the corporate offices.

Binswanger Glass / Vitro Group, Columbia, SC 1998 – 2005

Account Executive

Recruited after acquisition of Harding Glass to dramatically improve sales in a declining territory. Reversed declining sales and restored profitability within three years. Managed $2.6 million in revenues. Consistently exceeded sales and profit goals through new business development and effective management of key accounts.

●Developed national accounts including insurance agencies, body shops, dealerships, and fleet customers; expanded successful efforts by providing territory leadership; planned organized, and developed the sales process using a consultative sales approach.

●Consistently ranked nationally among the top ten sales producers in the company for three consecutive years.

●Attained record growth: 2001 (27.2% est.), 2002 (28.5%), and 2003 (28.8%).

●Received both Sales Person of the Year and Sales Excellence award for 2002 and 2004.

Nucor Steel / Nucor Cold Finish, Darlington SC 1987 – 1998

Production, Shipping, Quality, and Sales

Worked in various positions during my tenure at Nucor and earned my Bachelors of Science in Economics (Company Sponsored and paid)

●Worked as a shipping clerk which required processing Bill of Ladings, scheduling shipments, and order filing.

●Worked as a production operator on both a straightener machine at the Nucor Cold Finish plant, and drove an overhead crane while working at the Nucor Steel melting and casting department.

●Worked as a Quality Assurance Clerk while attending college at the Nucor Cold Finish plant. This required cutting samples, assisting the metallurgical and production team on various non-conforming issues and corrective action procedures. Maintained and inspected all calibration tools and equipment.

●Worked as Inside Sales Representative after college. Responsible for reviewing and processing all open orders in a timely manner, scheduled shipments, pro-actively looked for new opportunities through regular contact with my accounts. Each quarter traveled and met with OEM accounts.

EDUCATION / TRAINING / LICENSURE / CERTIFICATIONS

Francis Marion University, Florence, SC – B.S. Economics – 1993

Dale Carnegie Graduate – 1998

COMPUTER SKILLS

MS Office: PowerPoint, Excel, Word

MILITARY

Honorable Discharge, US Navy – Obtained Top Secret Clearance - Awarded Expeditionary Medal



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