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Sales Manager, VP of Sales, Sales Director, New Product Development aI

Location:
Orange Park, FL
Posted:
June 11, 2018

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Resume:

ROBERT S. ELLIS

**** ****** **** ***** 904-***-****

Fleming Island, Florida 32003 ac5t3v@r.postjobfree.com Dear Hiring Professional:

Please allow me a moment to introduce myself to you. My name is Robert Ellis and I am addressing you today with over three decades of experience in operations, sales, product development and management. My skill sets have been tested and found extremely successful in both service and manufacturing industries. I suspect that you are bombarded with other applicants searching a role with your company and I understand that this is a daunting task. Choosing the right person that ultimately fits the role the best, works with the team the most effectively and owns the ability to assist the corporation in its goals and mission is paramount when selecting the right candidate. This is why I am communicating with you today. My Resume which follows this introduction will illustrate to you that I am the person you are searching for.

As you review my Resume you will discover that I possess the skill set and abilities to:

• Product Development

• Effectively grow product portfolios.

• Effectively launch new manufactured products.

• Effectively launch new distributed products.

• Effectively launch new product enhancements.

• Sales Management

• Effectively exceed sales budgets.

• Effectively manage P&L lines associated with sales.

• Effectively work with the Management Team.

• Effectively lead teams through sustainable growth and/or change.

• Sales

• Effectively over achieve goals and budgets.

• Effectively penetrate existing customers with additional products and/or services.

• Effectively maintain existing business.

• Effectively develop fully implemented programs for customers utilizing a network of professional organizations.

Once you have had the opportunity to review my Resume, I will make myself available at your convenience to discuss in further detail how I am the best fit to fulfill your needs. In the interim, if you desire any additional information or have any questions please let me know and I will get a response back to you as quickly as possible. Thank you for your consideration and have a wonderful day, Robert Ellis

Robert Ellis

ROBERT S. ELLIS

2194 Harbor Lake Drive 904-***-****

Fleming Island, Florida 32003 ac5t3v@r.postjobfree.com POSITION OBJECTIVE

Product Development Management / Sales Management / National Accounts position ranging from Director Level to Vice-President Level with a secure organization offering opportunities for increasing responsibilities and professional advancement. Specifically interested in a position where I can utilize my skill sets and abilities to assist in the areas of business growth by increasing the company’s market share while at the same time increasing the company’s margins. A position that incorporates staff training/development, problem solving, marketing, and other business management functions to ensure the company realizes sustainable growth. EXECUTIVE SUMMARY

A professional executive businessman with 30 years of successful experience in sales, marketing, product development, and staff management that owns the ability to sustainably grow a company’s market share while maintaining margin.

A professional executive businessman capable of forecasting business and industry trends leading to early market penetration. A businessman with credibility, integrity, and an unsurpassed work ethic that owns the knowledge, negotiation skills and talent to build relationships within large corporations to independent distributors; from local government to large Federal Government agencies. A businessman with the complete understanding of sales cycles and product development mixed with operational knowledge. One that has the capabilities to quickly develop relationship, comfortably access high levels to identify compelling issues, and initiate projects for winning solutions. Capable of consistently achieving the highest quarterly and annual net revenues goals while focusing on the company’s profitability. As important, the skill set and the talent to duplicate these abilities through training others to do the same.

A professional executive businessman well connected throughout the industry possessing an Outlook Rolodex with over 1,200 contacts. An established network that if I do not know someone, I do know someone that can open the doors.

PROFESSIONAL EXPERIENCE

OTTO ENVIRONMENTAL SYSTEMS, NORTH AMERICA 2006 to Present Director of Market Development North America

Director of Marketing

Based on the results from my previous role as General Manager for the Commercial Container Group, I was promoted to Director of Market Development. Responsible for developing new markets for existing products, designing enhancements to existing products, new product development, relationship ownership with sub- contracting molders, management of imported products from overseas Otto companies, growth and management of products we distribute for other companies to enhance our portfolio, management of specified suppliers, and the ownership of three National Accounts all of which are the largest in their perspective industry. Accomplishments included:

With numerous projects accomplished the listing below highlights a portion of the programs that added growth to the company at significant margins:

• Developed a full line of medical waste containers through manufactured products and distributed products.

• Developed product enhancements for manufactured products for the secure document destruction industry.

• Developed distributed products for the secure document destruction industry.

• Developed and launched a portfolio of distributed products to increase the offerings in the company’s portfolio for the solid waste and recycling industry.

• Developed specific products for customers to meet their change in unique container needs.

• Facilitated the import of products manufactured by sister companies overseas.

• Facilitated the export of products manufactured to sister companies overseas.

• Ownership of three National Accounts; Waste Management, Stericycle, Iron Mountain.

• Grew and managed distributors for products outside the solid waste and recycling industry.

• Managed relationships with companies whose products we distribute.

• Established a network of partners (non-distributors) to produce a product called the Steelite container which is a jointly manufactured product between companies.

• Facilitated the development of a WBE program to gain market share into private and public entities.

• Facilitated new product launches for manufactured products and provided training to the Sales Team on said products.

• Facilitated new service offerings for the companies services group and provided training to the Sales Team on said services.

For a period of time in this role I was also tasked with a second role as the Interim Director of Sales for a period of one year covering the Southern Division (one-third of the country). For this period of time the Division met or exceeded quarterly budgets and reduced the cost of sales all while I was performing a dual role with the company; Director of Market Development and Director of Sales. General Manager Commercial Container Group North America Based on the results from my previous role as Director of Sales National Accounts, I was promoted into a newly created role of General Manager for the Commercial Container Group with responsibilities to launch a full collection in a new product line of distributed goods. Accomplishments included:

• An immediate staffing of a Product Management Team to cover the Sales Teams training on the new product line.

• Lead the Product Management Team to facilitate customer acquisition on a national level and to assist the Sales Team in closing new opportunities.

• Developed with the Marketing Department an ongoing full push marketing campaign for the new product line.

• In the first full year of the Commercial Container Group we grew the category in size to exceed the annual sales of many competitors.

• After eighteen months, the growth of the new full product line had grown in annual sales by 1200% over the previous ten years in sales of a single product in this category. This equated to 6.7% of the company’s annual revenue.

• After eighteen months we became the largest single provider of commercial containers of our type to the industry.

• Established a National Dealer Network that expanded over time to include other products in the company’s portfolio outside of the commercial container category.

• Developed sales on an international level.

• Developed a second generation of the product line that we manufactured rather than distributed.

• Developed product enhancements to fit specific needs of larger customers.

• Exceeded budgeted growth quarterly.

Director of Sales National Accounts North America

A newly developed position created specifically for me by the CEO four months after he and I first met while he was on a business trip in Florida. Responsible for the growth of new customer acquisition at the National and Regional account levels and the ownership of the relationship between their corporate levels and our organization. The main purpose of this role was to enhance our portfolio of customers and to pass the daily sales requirements to the Sales Teams. This was truly a hunter role with very little account management. This positioned morphed into a second role of special projects as well.

Accomplishments included:

• Acquired the largest potential customer in the industry on a national level.

• Acquired the third largest potential customer in the industry for portions of our portfolio that were not under contract with another supplier. (The second largest potential customer in the industry was already a customer)

• Acquired numerous large regional customers.

• Developed a targeted plan with the Sales Teams to prospect the top one-hundred potential customers in the industry.

• Developed a targeted program for municipal sales of underutilized services within our portfolio.

• Developed programs for the Sales Team to promote undersold products and services in our portfolio.

• Exceeded expectations of this role.

*Reason for considering a change: It is not my desire to leave Otto Environmental Systems, North America nor is it anything that the company or I have done that places me in a position to search for another opportunity. I am however covered by a Confidentiality Agreement executed in 2006 that will not allow me to disclose matters at hand within the organization.

WASTE MANAGEMENT OF FLORIDA 2003 to 2006

North Florida Market Area Sales North Florida Market Area Recruited by the Market Area President to take responsibility for the growth of major accounts within the North Florida market with a focus on the Greater Jacksonville and St. Augustine areas. Responsible for growth in company’s major accounts category. Within a short period of time, exceed and continue to exceed company established goals. 165% of Budget.

Accomplishments included:

• Developed and implemented a “One Stop Shop” program for the company regarding accounts that overlaid territorial boundaries.

• Targeted, prospected, developed and implemented a growth plan in the major accounts sector customer base of the industry.

• Successfully utilized a partnering process which allowed the company to expand into customer segments previously untouched.

• Negotiated the company into a portfolio of the largest accounts available in the market place.

• Increased the companies revenue on long term contracts by over $.5 million+/- annually, a majority of which was above industryv average margins.

• Provided guidance to the Sales Managers in the Market Area and assisted in the training of sales representatives.

• Upon departure of the company, with an additional $3 million annual revenue in the pipeline that was successfully transitioned to a counterpart through a maintained relationship to help secure.

*Reason for leaving: A forth coming consolidation of Market Areas and an opportunity to experience a different segment of the industry. Departed the company and maintained with management my credibility and integrity which allowed the acquisition of them as an account for a salesman at Otto Environmental Systems, North America (the company that I moved to).

MID-ATLANTIC WASTE SYSTEMS, INC. 2002 to 2003

Sales Engineer Mid-Atlantic States

Washington/Baltimore/Northern Virginia Market Area Responsible for new business acquisition and the retention of existing business in the area of waste and recycling equipment sales to hauling companies end users customers. Responsible for developing, organizing and conducting Compactor Sales Schools for Sales Representatives of customers. Initiate and completed site surveys, engineering, cost analysis, proposals, negotiations, and trainings for end user customers. Consistently exceeded monthly and quarterly budgets through personal sales and direct mailing programs.

*Reason for leaving: An opportunity that positioned my families relocation to Florida; a sought after desire for two years prior.

REPUBLIC SERVICES, INCORPORATED 1998 to 2002

Regional Territory Manager Mid-Atlantic States

Washington/Maryland/Virginia/Pennsylvania Market Area Promoted by the Area President for new major account customer acquisition within the Mid-Atlantic States. This was a newly created role and was the first ever created by the company. Responsible for the growth of major accounts, government accounts, and broker accounts within a four-division area; Maryland, Washington, D.C., Virginia, and Pennsylvania. Additional responsibilities for the growth in company owned landfill volumes with municipal and special waste streams. Responsible for the maintenance and retention of existing major accounts. 200% of Budget.

Accomplishments included:

• Developed and implemented a “One Stop Shop” program for the company regarding the brokers of the industry.

• Targeted, prospected, developed and implemented a growth plan in the government sector customer base of the industry.

• The successful sales and partnering process which allowed the company to expand into customer segments previously untouched.

• Negotiated the company into a portfolio of the largest accounts available in the market place.

• Provided guidance to the Sales Managers for the operating divisions in the Mid-Atlantic States.

• Assisted in the training of sales representatives for the operating divisions in the Mid-Atlantic States.

• Increased the company’s revenue on long term contracts by over $5 million annually, a majority of which was negotiated above industry margins.

• Upon departure an additional $5 million annual revenue in the pipeline that was transitioned to the Sales Managers.

Sales Manager June 1998 to January 2002

Baltimore Division

Promoted by the Area President at the request of the new Division General Manager for the Maryland marketplace to be an integral part in the management replacement and division reorganization for the Baltimore Division. Responsible for the reorganization and development of the entire Division Sales Team. Through recruitment of new personnel and training of existing sales personnel the Baltimore Division established a Sales Team that exceeded budgets consistently through newly acquired customers and retention of existing customers on an ongoing basis. Within a period of a few months, the new Division Management Team was responsible for turning around a Division that was performing at a–10% margin to an 8% margin division. Accomplishments included:

• Developed and implemented the first sales and marketing plan within the division.

• Developed and implemented the first customer prospect data base.

• Developed and implemented the first uniform sales compensation plan within the division. Prior to this point the Sales Representatives were each under a different commission plan.

• Developed and implemented the first customer retention plan within the division.

• Assisted in the development and implementation of the first customer service plan within the division.

• Assisted in the development and implementation of the Sales-Operations Team Work Program.

• Developed and implemented the first customer lead program within the division.

• Replaced individuals not willing to or capable of going through the Division change plan

• Hired, trained and developed a team of highly successful Sales Representatives.

• Developed and implemented the first program to work with brokers within the industry.

• Developed the first Government Bid tracking Program within the division. Territory Manager

Washington Metro Market Area

Recruited by the Area President and the Sales Manager to develop a newly expanded market area, Washington, D.C., for the third largest waste removal and disposal services company in the country. Responsible for new business growth in all operations of the business in a competitor dominated market area. 305% of Budget. Accomplishments included:

• Serviced and expanded existing commercial and industrial customer base by utilizing sales, negotiations, and communication skills. Within a short period of time and on a consistent basis, achieved higher than budgeted goals and was consistently in top sales representative rankings. Focused on profitability and return on investment.

• Within the first two months, demonstrated my abilities and had my personal quota doubled. Performed sales and marketing in a virgin territory with no advertisement.

• Matched or exceeded the division office’s 18 sales representatives combined monthly total net growth for more than 50% of the months in this position.

• Unofficially the Salesman of the Year for the division.

• Unofficially ranked in the top two sales representatives in the nation, 300 representatives..

• Raised the benchmark for other sales representatives and helped them to achieve.

• Facilitated training of new sales representatives.

• Increased the companies revenue on long-term contracts by $1.62 million annually, a majority of which was above industry average margin. (Average typical net new business quota in a territory, $235,000 annually.)

*Reason for leaving: The Company sold operations in the State of Maryland and consolidated other locations. After six months of commuting a daily round trip of four hours I began to look for something closer to home. WASTE MANAGEMENT OF MARYLAND 1996 to 1998

Senior Account Manager

Baltimore, Maryland

Responsible for business development and market growth within a newly expanded market area, Anne Arundel County, Maryland for a national and Fortune 500 Company. Responsible for new business growth in all operations of the business in a competitor dominated market area. 255% of Budget. Accomplishments included:

• Serviced and expanded existing commercial and industrial customer base by utilizing sales, negotiations, and communication skills. Within a short period of time, achieved budgeted goals. Focused on profitability and return on investment.

• Facilitated training of new sales representatives.

• Developed and positioned a new territory for significant growth.

*Reason for leaving: The uncertainty of a merger between Waste Management and USA Waste, a Non-Compete had expiring and the expansion of Republic Services into my previous marketplace with an extremely lucrative compensation package.

BROWINING-FERRIS, INCORPORATED 1991 to 1996

Sales Representative

Capital Heights, Maryland

Washington/Maryland Metro District

Responsible for the growth in market share with new business acquisition and for the retention of the existing customer base. Responsible for approximately 1100 existing customers and eight million in revenues on an annual basis. Responsible for establishing, developing, and maintaining a professional relationship with larger customers. Targeting and acquisition of new customers within a specific sales territory. Developed and implemented price increase strategies within sales territory along with referral and network sales, for this national and Fortune 500 Company. 235% of Quota.

Accomplishments included:

• Serviced and expanded existing commercial and industrial customer base by utilizing sales, negotiations, and communication skills. Within a short period of time and on a consistent basis, achieved higher than budgeted goals and was consistently in top sales representative rankings. Focused on profitability and return on investment.

• Awarded Salesman of the Quarter, district wide, numerous times. Consistently top ranked sales representative in the district office.

• Chairman’s Club Award.

• President’s Club Award.

• Consistently in the top 7 put of 450 sales representatives nationwide.

• Consistently grew the territory high six figures annually.

*Reason for leaving: Survived a company re-organization and re-structuring of the National Sales Team and eventually was not pleased with the direction the company was heading in. EASTERN WASTE INDUSTRIES / AN ATTWOODS COMPANY 1983 to 1991 Sales Representative Annapolis, Maryland

(Acquired by above company, Browning-Ferris Industries, Incorporated) Responsible for business development and market growth within a newly expanded market area, Baltimore, Maryland. Responsible for new business growth in all operations of the business in a competitor dominated market area. 195% of Quota.

Accomplishments included:

• Serviced and expanded existing commercial and industrial customer base by utilizing sales, negotiations, and communication skills. Within a short period of time and on a consistent basis, achieved higher than budgeted goals and was consistently in top sales representative rankings. Focused on profitability and return on investment.

• Awarded Salesman of the Quarter, company wide 45 representatives, numerous times. Consistently top ranked sales representative in the Division.

ASSISTANT OPERATIONS MANAGER

Eastern Waste Industries / An Attwoods Company

(Acquired by above company, Browning-Ferris Industries, Incorporated) Responsibilities included operations, dispatching, routing, customer service, reporting

*Reason for leaving: The Company was acquired by Browning-Ferris Industries (company listed above this one). EDUCATION

Degree in Architectural Engineering –

University of Maryland, College Park, Maryland; AACC, Arnold, Maryland; Marietta College, Marietta, Ohio CONTINUING EDUCATION AND TRAINING

Extensive continuing education and training in the areas of sales and marketing, customer service, customer management, leadership training, negotiating skills, effective communication, employee relations, and computer software. A representation of these courses is listed below:

• Dale Carnegie Courses

• Sandler

• Miller-Heiman Professional Selling Skills

• Miller=Heiman Professional Sales Strategies

• Miller Heiman Professional Negotiations

• Creative Sales and Selling tactics

• Guerilla Marketing

• Customer Service Management

• Various industry specific vendor training’s

MEMBERSHIP IN PROFESSIONAL ORGANIZATIONS

• NWRA National Waste and Recycling Association

• WASTEC Waste Equipment Technology Association

• SWANA Solid Waste Association of North America

• NAID National Association of Information Destruction COMPUTER SKILLS

• Software

Applications

:

Microsoft Office, Lotus Notes, CADD, Netscape, ACT, Microsoft Outlook, Microsoft Access, Microsoft Excel, Microsoft Word, Microsoft Power Point, Microsoft Publisher, Coral Office, Star Office, Fax-works.

• Mainframe

and

Server-Based

Packages:

Commercial Management System, Residential Management System, Trucks, Soft-pack, Rainbow Systems, Customer Relationship Management System, Desert Micro, Syteline Multiple AS400 Applications.

ROBERT S. ELLIS

2194 Harbor Lake Drive 904-***-****

Fleming Island, Florida 32003 ac5t3v@r.postjobfree.com REFERENCES

*References Contact Information Available Upon Request Employer References

• Previous CEO Otto Environmental Systems, North America

• Previous Vice-President of Sales Otto Environmental Systems, North America

• Previous Director of Business Development Otto Environmental Systems, North America

• Previous Vice-President of Operations Otto Environmental Systems, North

• Previous Division Manager Previous National Company. Industry References

• Vice-President of Sales International Equipment Company

• President Industry Consultant Company

• CEO National Equipment Distributor

Customer References

• National Director of Operations International Customer Partner/Supplier References

• Partner Regional Equipment Manufacturer

• President International Component Manufacturer

• National Sales Manager International Component Manufacturer ACCOLADES

The following are factual statements that over the past couple of years have either been said to me or about me verbally or through emails.

CEO in a phone conversation a couple years after he had left the company

“In all my years in business you are one of the best hires I have ever made and one of my most favorite people I have ever had the pleasure to work with” CEO in an email to the Director of Human Resources during hiring process

“We need Ellis more than he needs us, let’s get him onboard” CEO in an email to the Vice-President of Sales

“out of all the reports I get the only two I trust come from (Vice-President of Operations) and Ellis” Vice-President of Sales in an email while working with him

“You are absolutely one of if not the hardest working people on our Team” Director of Business Development in a Management Budget Meeting

“Rob is like mortar between bricks holding us all together” Director of Sales at an airport after a meeting where he and I executed a supply agreement

“It is a pleasure to watch you work a deal”

Vice-President of Operations in a Direct Report Meeting with the CEO

“Give it to Ellis, he can get it done”

Vice-President of Supply Chain (National Level Customer) in an annual supplier review

“Rob you’re the only supplier who’s name self populates in my outlook when I go to send an email, everyone else is within our company or family”

Director of Supply Chain (National Level Customer) at a conference table when executing a new supply agreement

“No one has ever taken the effort to do that for us” Director of Operations (National Level Customer) in an email to our Vice-President of Sales at the time

“I am not sure how he pulled off the impossible but what is next, the flying car”



Contact this candidate