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Sales Manager

Location:
Boxborough, Massachusetts, United States
Posted:
May 24, 2018

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Resume:

Confidential

*** ******* ******* **.

Cottleville, MO 63304

SHAWN P. HALLEY Mobile:314-***-****

ac5lox@r.postjobfree.com

SALES AND ACCOUNT MANAGEMENT PROFESSIONAL

Customer Expansion and Market Share Growth Expertise Sales and Marketing professional with 20+ years of experience in the Industrial, Medical Research, University and Safety industries. Enthusiastic and inventive with excellent analytical and communication skills. Exceptional ability to work under high pressure, consistently exceeding business objectives and offering strategic sales and marketing programs. Solid project and account management experience with ability to build high level client loyalty and referrals. Strengths in:

• Strategic Plan Development & Execution

• Large Account Management

• Conflict Resolution

• New Business Development

• Internal Strategic Development

• Client Database/Reporting Management

• Wholesale Distribution Expertise

• Product and Sales Training

• RFP / Contract Negotiation

• Mentoring and Coaching

PROFESSIONAL EXPERIENCE

MSC INDUSTRIAL SUPPLY – ST. LOUIS, MO 8/2015 – Present Business Development Executive

• Responsible for identifying, pursuing, signing, and transitioning medium and large manufacturing customers by proactive prospecting, modeling internal analytics and developing compelling value based proposals.

• Identify and qualify targeted account prospects and maintain a robust funnel capable of delivering incremental revenue above annual goals via salesforce.com software. Consistently maintain $25M in total funnel, $6M in development stages, $3M in final stages.

• Full P&L and detailed financial model forecasting on account performance over life of agreement. Communicate financial performance expectations across leadership teams.

• Past 12 month new business signings: Innovative Machining ($875,000); Prince Manufacturing ($1.2M); Reliable Turbine ($400,000); HF Rubber ($1.4M); Demmer Affiliates ($2.5M); Owen Industries ($1.2M); Vi-Jon Laboratories ($1.2M). Proposals in final negotiations: Ehrhardt Tool ($1.2M); Mark Andy ($650,000); Standard Machine ($1.2M)

VWR INTERNATIONAL, LLC – ST. LOUIS, MO 3/2013 – 8/2015 Director, Business Development

• Acquired sales growth and contractual commitment of high potential public and private universities and Medical Research facilities. Wins: Georgetown University ($4M), U of Kentucky ($9M), U of Louisville ($5M), Ohio State University ($4M). Cornell University ($2M).

• Implemented two new sales programs to promote rapid growth and open new doors for contract discussions - '360 Planning Program' and 'Project Disruption.'

• Developed and implemented strategies with Regional Sales Managers and their Sales Representatives to elevate customer relationships, find new paths to sales, and unify our internal resources toward specific tactics that deliver our larger goals. Weekly rep calls, monthly team calls, and Quarterly Business Reviews are the methods we employ.

• Growth of $4.8M was achieved in 2013 on base of $26.4M. Aggressive proposal development pipeline in 2015 targeting 22% growth over PY.

• Selected as member of VWR Kaizen Continuous Improvement Team.

• Mentored three high potential sales representatives.

• Designated ACE selling process leader with in the Eastern Region. Confidential

KIMBERLY Corporate Account CLARK Manager PROFESSIONAL – ST. LOUIS, MO 12/2006 –3/2013

• Responsible for 2 of the top 3 KCP Accounts – OKI Bering and ORS Nasco ($32M combined). Also managed the second and third largest Industrial Gas Distributors in the United States – Praxair and Matheson ($9M combined). Previous responsibilities include R3 Safety, Lagasse (Safety), Ferguson, MSC Industrial, Orgill, VWR, Thermo Fisher, and United Rentals.

• Managed overall corporate, marketing, and field sales relationships. High potential and ‘at-risk’ accounts totaling $35.8M of revenue (2012) with actual growth to $40.3M.

• Responsible for corporate level contacts, business planning, rebate programs, RFP’s, special program development, sales growth and training.

THERMADYNE HOLDINGS CORP. – ST. LOUIS, MO 2/2002 – 12/2006 National Accounts Manager – Linde Gases (Americas) & Northeast US (Mar 2006 – Dec 2006) National Accounts Manager – Wholesalers and Buying Groups (Sept 2004 – Mar 2006) Regional Sales Manager (Apr 2002 – Sept 2004)

• National Accounts Manager for North and South America relationship with Linde Gases and the Northeastern regions of Airgas and Praxair. High profile accounts totaling $31M of revenue (2005) - Responsible for corporate level contacts, business planning, rebate programs, and special program development and training. Managed corporate relationship in conjunction with 23 field sales personnel at 250 retail locations.

• National Accounts Manager for Wholesalers, Buying Groups, and Government accounts totaling $75M of revenue

(2004) - Grew business from $72M in 2004 to $85M in 2005.

• Regional Sales Management of Specialty Gas Equipment through Thermadyne Industrial Sales Managers with sales of

$5.2M.

• Created and presented proposals to Distributors, End-users, and OEM customers. Assisted in negotiations and finalization of contracts with large National Distributor Organizations.

• Directed the Specialty Products Business Unit and Focus Factory (Assembly). Consists of managing the JDE system, parts production, assembly, and personnel management.

• Chairman’s Leadership Award (Thermadyne) – Q3 & Q4 2005, Q1 2006 HBE CORPORATION – ST. LOUIS, MO 7/1999 – 4/2002

Marketing Manager / Sales Manager – Hospital Sales

• Directed and lead the Hospital Sales Division, with direct report to the CEO. Responsible for National sales efforts.

• Successfully implemented new Contact Management System to support 9 Sales Vice Presidents in prospecting and reporting activity ($75M sales revenue).

• Completed Hospital Sales Department restructuring. Consisted of new hiring focus for sales team and complete evacuation and re-hiring of entire support staff.

• Managed and coordinated all marketing and advertising needs for the hospital sales division including agency management, in-house productions, databases, Request For Proposal's, presentations, research, competitive information, and trade show attendance and content. THERMADYNE HOLDINGS CORP .– ST. LOUIS 12/1996 – 5/1999 Regional Sales Manager - (OCT 1998 – MAY 1999)

Manager of Marketing Development – (DEC 1996 – OCT 1998)

• Managed products, pricing, and literature for region of 11 North Central states.

• Customized promotional programs and training for distributors in order to help them market our products.

• Designed and created product and sales literature.

• Constructed and maintained databases of end-users and distributor locations. Confidential

EDUCATION

FONTBONNE UNIVERSITY 5/1997

Bachelor’s Degree – B.S. Marketing Advanced level courses. Graduated with B.S. in Marketing ST. LOUIS UNIVERSITY HIGH SCHOOL 6/1991

High School Graduated June, 1991 – College Preparatory ADDITIONAL INFORMATION

SKILLS

• Challenger Selling Methodology

• Microsoft Office Suite

• Business Warehouse

• JD Edwards

• Salesforce.com

• Qlikview

• SAP

• Essbase (Excel)

• OGSIM Sales Planning

• Experienced in developing, monitoring, and adhering to project and travel budgets PROFESSIONAL TRAINING

• MSC – Insight Selling (Challenger Sales – CEB)

• MSC – CSP Selling Program

• Kimberly Clark, Professional Selling Skills Training

• Patrick Henry International, Sales Side Negotiation Skills Training

• “The Culture of Accountability” by the Partners in Leadership

• “The Challenger Sale” by the Corporate Executive Board

• OSHA 10 Hour Certification through the University of New York (Accredited Safety sales Professional)

• Advancing the Customer Experience – Ninety Five 5 Sales Consulting

• GROW Coaching Model – Inside Out Development

• Kaizen Process Excellence Team Member



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