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Sales Manager

South Bend, Indiana, United States
November 02, 2018

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**** ***** ****** ***** ****, IN 46617 C: 574-***-**** Skype - tcaverly1 saavedra/10/ba3/520


Highly successful Global Industrial Sales & Marketing Executive with high-level business acumen and a demonstrated ability to deliver sales growth & financial results in both Domestic and International Markets. Competencies include:

Global Sales Organization & Management Distribution Channel Experience

KPI Performance Management Strategic Sales Planning and Execution

Cross Functional Team Management & Engagement Marketing Product Management

Comprehensive Business Plan Development Sales Training and Development

Kaizen Continuous Improvement Fluent in Spanish

P&L Management Danaher Business Systems (DBS) Policy Deployment


MATCO TOOLS - subsidiary of Fortive Corporation (NYSE: FTV) Jan 2016 - Present Matco Tools is a manufacturer and distributor of quality, professional grade automotive equipment, tools and toolboxes. Over 13,000 products are sold to customers through franchise business owner/manager mobile tool operators. Founded in 1946 with headquarters in Stow, Ohio, Matco Tools is a wholly-owned subsidiary of Fortive Corporation, a Fortune 250 company, and has revenues in excess of $300M. Matco distributors operate in all 50 states, as well as in Canada and Puerto Rico. Matco Tools was ranked as the #1 Tool Distribution franchise in 2010 by Entrepreneur Magazine and recognized as Best Automotive Franchise in 2009 by Franchise Business Review. Matco offers its franchise owners industry-leading training, on-going field support, pre-identified customers, and in-house financing. Those thriving in an innovative, supportive, energized organization where continuous learning is the norm will find themselves well rewarded. Automotive Diagnostics Sales Manager

Responsible for the development and closing of Diagnostic sales opportunities with automotive technicians via the building and management of Diagnostic Sales Specialists National Team. This work is performed through the MATCO franchisee

(distributor) network.

KEY RESPONSIBILITIES: Establishes, develops and maintains business relationships with MATCO distribution management, distributors, and prospective end customers in the assigned territory/market to generate new business for the MATCO’s Diagnostic products/services. Generate, qualify and close leads through the use of CRM process while working with MATCO distributors and district managers. Build monthly sales action plan with Diagnostic Sales Specialists after analyzing the territory/market’s potential and determining the value of existing and prospective customers. Perform distributor ride-a-longs to coach, mentor, and build prospect and closing sales skills to continuously build the distributor’s knowledge of diagnostic applications and selling techniques. Develop & Implement distributor and end customer training and selling events necessary to drive sales results. Keep abreast of product applications, technical services, market conditions, competitive activities, advertising and promotional trends through the reading of pertinent literature and consulting with marketing and technical service areas. Coordinate sales efforts with marketing, field operations management, accounting, supply chain and technical service groups. Supply management with weekly visual management reports on performance to forecast/sales plan, customer needs, issues, competitive activities, and potential for new products and services.

Build Team and Execute Sales Plan in National Targeted Trading Areas (TTA) Achieved thru January 2017

Planned 5 person team hired; FULL onboarding August

82.5% Revenue Growth in High Value Maximus Scan Tools

45.9% Revenue Growth overall in Diagnostic Seminar items

35.2% increase in purchase average over Non TTA areas

43% increase in POS rate of sale over Non TTA areas

31% coverage of all districts yet drove 38% of total purchase & POS Diagnostic Seminar items revenue TOMAS SAAVEDRA 2 P a g e

MID-CONTINENT COAL & COKE COMPANY Sep 2015 – Jan 2016 Mid-Continent Coal and Coke Company is a privately-held U.S. corporation headquartered in Cleveland, Ohio. It was founded in 1942 as a metallurgical coal and coke producer. Today, Mid-Continent is an international sales organization marketing metallurgical coke, anthracite coal, and petroleum coke, specializing in the sale of small-size coke. Latin American Development Director – Carbon Americas Mid-Continent desired to increase its presence in the carbon business in Central and South America by capitalizing on its model of purchasing, processing and selling carbon products in the iron, steel and chemical sector and expanding to capture a target of 60% of this market in the next 6-8 years. Specific responsibilities/initiatives include: Reorganization of the Carbon Americas operation in Peru; Hire qualified staff, contractors and financial service providers to run and oversee the operations, including coal sourcing and local sales; Develop an understanding of reporting activities required by the local and federal authorities. Establish procedures and assign accountability to perform and monitor those requirements; Follow through with the development of the Barrick Gold/Coal Project and the Carbonifera Project; Finalize the exclusive sales agreement with the two community groups that are allowed to mine on Barrick property; Expand local sales – develop relationships; and Develop and set up a distribution network for coke and anthracite in Mexico.

Executed Termination of Carbon Americas Operations with removal of physical / inventory assets Achieved

30,000 MT of Anthracite -$2.6M; Processing Plant & Equipment; Under Duress of Civil and Environmental Suits ELKHART BRASS MANUFACTURING COMPANY, INC. Oct 2011 - Dec 2014 Elkhart Brass is the manufacturer of innovative firefighting and fire protection equipment. Elkhart products can be found in fire departments around the world, building systems and off-shore drilling sites, as well as in military, marine, and industrial firefighting applications. Elkhart Brass was founded in 1902. Vice President - International Sales

Responsible for all activities related to conceptualizing and implementing a global sales strategy, and ensures the achievement of corporate sales initiatives. Position is responsible for planning, controlling, directing and executing the sales objectives and strategies of the sales force to attain maximum sales revenue and profitability consistent with the Company’s objectives. The role will drive profitable year over year revenue growth through business insight and establish and maintain operating plans and forecasts. Paramount to this responsibility is the ability to sell solutions to C level executives to provide the leadership and direction needed for continued growth. Key success will involve developing international growth opportunities with emphasis on the strategic markets of Brazil, Russia, India, China, and the Middle East. Recruited directly by COO.

Sales Strategy – Develop & execute three year sales plan to sustain growth objectives of 20% per annum Achieved

2012 - YE Revenue Growth - 7.8% Assess and define existing sales needs; fit the team

• India – developing market expanded sales coverage – hired Regional Rep - Mumbai – January

• Developed and introduced Monthly Sales Plan Forecast Model

• Restructured Order Management group to a Customer Service Sales Support model.

• Modified position roles and responsibilities to include engineering/technical ability, technical support, and language competencies.

• Hired two additional CSRs resulting in French, Arabic, and Spanish languages to complement established mandarin language support.

• 2013 - YE Revenue Growth - 42% Expand & Develop team to heighten in country local presence

• Developed and introduced Monthly Quotation Log and Opportunity funnel to support lack of CRM.

• Implemented Bi-Annual Sandler Professional Sales Management Boot Camps.

• 2013 - China - hired Regional Sales Manager - May; added Mandarin to language competence of sales team.

• 2013 - China Sales Growth of 28.9%.

• China – team achieved first company sale of Exclusive Hero Pipe New Product – Sichuan Province FD.

• China – team achieved first company sale of Exclusive Cobra EXM New Product monitor package exceeding entire global forecast – Beijing OEM for Military; 150 units versus market plan of 10 units.

• 2013 - Middle East Sales Growth of 46.4%; key market focus – restructured sales coverage – May.

• 2013 - Europe & Asia Pacific Top graded sales coverage – hired Regional Sales Manager – July; added Portuguese and Hebrew to language competence of team.

• 2013 - Europe & Asia Pacific - Sales Growth of 62.3%.

• Russia - Gazprom approval and certification for European Brand label; National Petrochemical Company.

• Brazil - Restructured distribution to focus on target segments of Apparatus OEM and Industrial Systems and the market development of the mining industry.

• India – Sales growth of 65.2% exceeding Plan Growth objective of 45% (ROI cost of sales).

• 2013 - Booked Margin increase of 2.8% via contract pricing management. TOMAS SAAVEDRA 3 P a g e


• 2014 - YE Revenue Growth - 10.3% Develop Team; Focus on core markets and key product initiatives

• Implemented Sales Cookbook model to drive accountability though measurable action and activity to compliment revenue performance metrics.

• Executed audit of the quality CAR (Corrective Action Report) process to focus on true root cause analysis and containment of cost of quality. Initiative led to a KPI metric based revision and documented process.

• Added Bi-Monthly Sandler Professional Sales Group Calls & Listening Assignments.

• 2014 - China Sales Growth of 33.2%.

• 2014 - China - hired Regional Sales Manager - Mar; added Engineering and written Mandarin to language competence of sales team.

• 2014 - Middle East Sales Growth of 19.3%.

• 2014 - India Sales Growth of 66.3%.

• Cumulative CAGR 2011-2014 Sales Revenue of 20.7%. RITTAL CORPORATION, URBANA, OH Feb 2010 - Oct 2011 World's largest manufacturer of industrial and IT enclosures, racks and accessories, including high efficiency, high-density climate control and power management systems for data center applications. National Manager – IT Channel

Recruited directly by President of USA Operations. Responsible for Revenue Growth, Development of Manufacturer’s Representative Sales Organization, & business planning for the domestic IT business.

• Revenue responsibility of $25M. Realized Growth of 24.5% YE 2010 & 19.8% YE 2011.

• Recruited & hired high-performance sales network of Manufacturer’s Representatives.

• Developed & implemented new Manufacturer’s Representative flat commission contracts.

• Established Action Plans tool & implemented monthly review process for Manufacturer’s Representatives.

• Established Manufacturer Representative Project Funnel tool.

• Developed & Executed IT Channel Strategic Value-Added Reseller (VAR) program encompassing provisions for rebate & coop, terms & conditions, pricing, and account rationalization.

• Developed & managed Manufacturer’s Representative annual sales forecast.

• Active Member of Leadership Team.

• Realized Growth of 24.5% YE 2010 & 19.8% YE 2011. MILWAUKEE ELECTRIC TOOL, BROOKFIELD, WI Jan 2009 - Jun 2009 Industry leading manufacturer and marketer of heavy-duty portable electric power tools and accessories Director of Sales - Electrical Channel

Responsible for Revenue Growth, Development of Manufacturer’s Representative Sales Organization, & business plan development for the Electrical Channels.

• Developed and launched Electrical Channel Strategic Plan.

• Developed & implemented new Manufacturer’s Representative contract.

• Developed & managed integration of Manufacturer’s Representative & direct sales team coverage model.

• Recruited & hired first Manufacturer’s Representative for Electrical Channel – Burrus & Matthews – - covering under penetrated geography of Texas, Oklahoma, & Arkansas resulting in 2x sales growth YE ’10.

• Expanded distribution coverage model to include National Catalogue distribution to support launch of new Test & Measurement platform including Allied Electronics – with feature in the 2010 Catalogue.

• Initiated target account/conversion business plan with Elliott Electric a mid-major Texas based distributor with 97 branches. YE ’08 revenues of $17K resulting in YE ’09 revenues of $500K.

• Initiated target account/conversion business plan for Test & Measurement with Kirby Risk Electrical Supply a mid-major Indiana based distributor with 36 branches. YE ’09 revenues of $250K from a base of $0K revenues prior year.

• Managed Executive relationships with key National Accounts - Rexel, Graybar, IMARK, and Affiliated Distributors (AD).

• Revenue responsibility of $20M.


FLUKE CORPORATION - subsidiary of Fortive Corporation (NYSE: FTV) Dec 2003 - Jan 2009 World leader in the manufacture, distribution, and service of electronic test tools and software. Senior National Accounts Manager – Electronics Channel (2006 – 2009)

Sales Revenue Management Responsibility - $14M.

Successfully Managed Key Accounts - Allied Electronics, Cole-Parmer/Davis Instruments, Digi-Key, & Mouser Electronics.

Develop and execute comprehensive business plans covering Fluke Portfolio (Fluke, Amprobe, & Pomona) to attain and exceed revenue objectives.

Sales bookings CAGR of 24.7% YE ’08.

Sales POS CAGR of 25.5% YE ’08.

Grainger National Account Manager (2005-2006)

Sales Revenue Management Responsibility - $56M.

Managed executive interface between respective organizations including sales leadership, channel marketing, segment marketing, government, & branch management.

Developed and executed comprehensive business plans covering Fluke Portfolio (Fluke, Amprobe, & Pomona) to attain and exceed sales plan revenue goals resulting in:

Sales revenue growth of 15% YE 2006 resulting in 103.6% performance to plan.

POS Sales revenue growth of 21% YE 2006.

Core Products revenue growth of 11.6%.

Thermography & Power Quality (PdM – Predictive Maintenance) revenue growth of 64.9%.

Healthcare & Indoor Air Diagnostics (IAD) revenue growth of 250%.

Pomona growth of 11%.

National Business Manager – Pomona Electronics / Fluke Corporation (2004-2005; 2006-2009)

Sales Revenue Management Responsibility - $15M.

Led & coordinated all aspects of the Pomona business including budgeting & forecasting, channel program development, marketing plans & promotional initiatives, advertising, product road map & rationalization, & sales management.

Developed Manufacturer’s Representative financial & territory justification plan enabling investment in the business

Recruited & hired network of 14 Manufacturer’s Representatives providing National coverage.

Signed on major Global Electronic Catalogue distributor to carry and market core product offering – Digi-Key.

Secured catalogue position at the three major Electronic catalogue distributors for NEW Pomona Brand Broadcast product portfolio – Newark Electronics, Allied Electronics, and Mouser Electronics.

Grew vertical markets via establishment of split-commission program. Program resulted in inclusion of Pomona into various Fluke channel compensation programs leveraging the Fluke “Brand” and presenting Pomona as a complementary accessory line to the Fluke line whereby both direct sales and manufacture’s benefitted on Pomona sales.

Designed report structures for Brio software management reporting tool. Reports included performance by region, by channel, by state, by customer, by product portfolio, by products, and by margin sales.

Designed Sales Dashboard structure to capture real-time daily, monthly, and yearly metrics of the business.

Developed and executed comprehensive business plans to attain and exceed revenue and margin objectives for the Manufacturer’s Representatives and National Electronics Distribution resulting in (below):

Manufacturer’s Representative Sales CAGR of 9.8% YE ’08 covering period of ’04 thru’08. Results achieved in lieu of exit of circuit component business in ’06 and decline of sales in ’05 due to lack of direct Sales Manager in same year. GREENLEE / TEXTRON, Rockford, IL Sep 1999 - Dec 2003 International Leader in the manufacture and supply of Electronic and Telecom Tools. Central Division Territory Manager (2001-2003)

Sales Revenue Management responsibility of $3M.

Top Salesman for the Central Division over this period; Top quartile nationally among all Territory Sales Managers.

Presented and executed a two-year exclusive conversion program on the storage product line for Kendall Electric - $250K.

Executed two product line conversions at Kirby Risk Electrical; hole making and test & measurement products - $75K. Senior Product Manager: Material Handling, Conduit Bending, Storage Boxes (1999-2001)

Manage $56M P&L.

Created a company product plan, inclusive of: Sales Revenue Forecasting (by channel), new product introduction, product promotion strategies, MARCOM planning, expenditures, and international product development plans.

Improved forecasting by opening communication between Marketing, Operations and Sales. TOMAS SAAVEDRA 5 P a g e


Increased revenues 39%, to $16M, by executing a “storage box product-positioning project” with 45 product redesign initiatives and 10 new products.

Boosted revenues 111% to $1.3M by developing “Special Color” and “Select Account” programs; these reclaimed and expanded market share through key account conversions.

Marketing MVP Award Recipient chosen from among six other Sr. Product Managers.

Appointed to President’s Advisory Council Member (3-year term) for special projects. NIBCO INCORPORATED, Elkhart, IN Aug 1991 - May 1999 Worldwide manufacturer of flow control products for residential, commercial construction, industrial, and irrigation markets Product Manager: Multi-turn Valves (1998-1999)

• Managed $128 P&L.

Initiated component design changes resulting in cost savings of $227k derived from low pressure valves of $90k; commercial check valves of $47K; and a fire protection trim valve of $70K.

Increased frost proof valve market share from 12% to 38% or revenues of $1.52M thru product redesign and strategic market introduction of 1/4 Turn Frostproof valve.

Managed product-rolling monthly financial forecasts for wholesale, retail, MHRV and irrigation channels.

Facilitator, cross-functional new product development teams consisting of purchasing, logistics, distribution, and sales, manufacturing and engineering representatives.

Product Manager: Low Pressure Valves (1996-1998)

• Managed $30M P&L.

Improved 1st quarter ‘99 operating income by $185k through strategic pricing and redirection of the production process for efficiency improvements.

Managed product line rationalization effort that identified & realized $1.2M YE ’09 in inventory cost savings and resulted in turns improvement of 25% from 4 to 5.

Increased low-pressure valve operating income by $296k thru import valve strategic price increases and cost revisions.

Introduced the new “Husky” hose bib line, which grew the ‘98 West Coast market share from 5% to 40% ($400k total).

Enhanced ‘98 low-pressure ‘classic valve” margins by 6% through valve bonnet redesigns.

Improved ‘98 hose bib valve margins by 28% or $130k by redesigning the garden valve.

Grew ‘97 multi-turn valve sales by 11.5% and gross margin dollars of 12.3% through strategic pricing strategies. International Sales Manager (Mideast, Caribbean, Central America, U.S. Export) 1991-1996

Sales Revenue responsibility $16M

Responsibility included both wholesale and retail distribution, with sales responsibility for the entire product breadth.

Coordinated advertising, promotion and product seminars through local distribution, media, and local agents.

Highest sales revenue % growth for two consecutive years with sales exceeding $9M in ’03 (28% Growth) and $13M in

’04 (31%). Assumed territory in 1991 with baseline sales of $6.5M.

Averaged 35% Thermoplastic Gross Margins (1993-1994), exceeding the company average by 2%; exercised pricing discretion on agency and volume rebates with very positive results.

Restructured and added distribution partners in Puerto Rico in 1994 to sustain $3.2M territory. Model changed from exclusivity to assignment by product segment strength.

Grew 1992 Puerto Rico territory sales revenue 31% to $3.2M via business planning and inventory management programs.

Managed 1995 Rep Sales efforts in Central American territory resulting in 60% growth to $2.2M. PROFESSIONAL DEVELOPMENT

• Fortive Situational Leadership Training - Matco Tools

• Fortive Leadership Essentials - Matco Tools

• Sandler Sales Management Training – Leadership & Management Training - Elkhart Brass

• Microsoft SharePoint 2010 Foundations Level 1 - Elkhart Brass

• Danaher Business System (DBS) Value-Added Selling - Fluke

• Danaher Business System (DBS) Leadership Training - Fluke

• SAP, Financial Reporting, Financial Information Systems, Sales and Operations Planning - NIBCO

• Goldratt Institute, Theory of Constraint Training - NIBCO EDUCATION

• MBA, International Business and General Management, University of Chicago, Chicago, IL - 1999

• BBA, Marketing, University of Notre Dame, Notre Dame, IN - 1991 NON FOR PROFIT & COMMUNITY ORGANIZATIONS

• South Bend Education Foundation Mentor Program - 2015 Term

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