Sales Leader, Business Developmet
Resume:
Jim Manning
Elmhurst, IL ****6
********@*****.***
Career Summary
A successful sales and business development professional as both an individual contributor and sales leader with a successful history including developing and motivating sales teams to deliver their expected business results. Experience in developing and executing strategic sales plans to achieve top and bottom-line growth. Expertise includes knowledge and insight with procurement, supply chain and sourcing functions.
Core Competencies
Sales Leader * Complex Contract Negotiation * Strong Analytical Skills
*Strategic Business Planning *Sales Forecasting and Planning* Solution Selling
*Lean Manufacturing *Effective Strategy Execution *Problem Solving Skills
*Excellent Communication Skills
CFS Brands (formerly Carlisle Food Service Products) March 2017-January 2019
A leading provider of innovative, professional grade solutions to the foodservice, healthcare, and janitorial markets with annual sales of over $350 million.
Director of Sales, Healthcare Systems March 2017-January 2019
Responsible for growing sales of product solutions to the healthcare market through the foodservice distribution channel. Developed and executed sales strategy with large health systems and sponsor groups that utilized Premier and Vizient GPO contracts along with Department of Veterans Affairs. Created marketing and promotional collateral to increase brand awareness while coordinating with representatives.
Grew case sales in 2018 to VA customers by 23% through US Foods distribution. In 2019, was able to secure contract addition of San Jamar brand to VA pricing agreement.
Helped grow overall sales to Premier customer base in 2018 by over 15% to $15.5 million through successful strategy execution.
Improved product sales to Vizient customers through multiple distributors by 12.3% to $3.6 million in 2018.
Integral part of healthcare sales leadership team that successfully grew market sales by nearly 12% in 2018.
Jim Manning Page 2
Encompass Group, LLC August 2000 – March 2017
A leading privately-held manufacturer and marketer of reusable textiles, professional apparel, disposable and single patient use medical products with annual sales of over $150 million.
Regional Director of Sales, Acute Care November 2013- March 2017
Responsible for leading a team of 6 sales reps that sold products through multiple distributors and directly to end users throughout an 18-state region. Developed and negotiated contracts with large IDN’s along with private label dealers. Worked closely with marketing teams to ensure successful product focus and go-to-market strategy. Represented Encompass Group at various national conferences, GPO trade shows, and distributor sales meetings.
Developed largest private label opportunity in company history that resulted in over $3,000,000 of additional annual sales for Alba division.
Secured and managed footwear sales contract, increasing annual revenue by over $360,000 and gross profit of $115,000.
Accelerated 2016 sales by over $764,000 resulting in improved gross profit of $156,000, during a period of significant pricing pressure due to challenges of the implementation of the ACA.
Reorganized team structure and responsibilities resulting in a cost reduction of over $55,000.
Sales Representative August 2000- November 2013
Managed a sales territory that included Illinois, Indiana, and Michigan for all four (4) product divisions calling on Acute Care, Government, and Laundry customers.
Named “Midwest Sales Rep of the Year” growing gross profit dollars by over $200,000.
Closed and managed uniform program outfitting staff for large Chicagoland three hospitals IDN generating over $250,000 of new incremental sales.
Achieved “Gold Level Territory” by increasing gross profit dollars to over $1,000,000, making it the 2nd most profitable territory in the country.
Jim Manning Page 3
BG Industries July 1999- August 2000
Leading manufacturer of healthcare therapeutic support surfaces. Later acquired by Encompass Group, LLC in 2001.
Sales Manager July 1999 – August 2000
Responsible for sales of sleep support surfaces in a four-state territory calling on clinicians, EVS Directors, and material managers.
Produced the largest single hospital order of “Accumax” pressure relief mattresses generating $120,000 in revenue.
Edward Don and Company August 1997- July 1999
World’s leading distributor of food service equipment and supplies.
Sales Representative August 1997- July 1999
Sales professional calling on various hospitality providers including restaurants, hotels, and country clubs.
Received “Rookie of the year award”
Consistently achieved and exceeded monthly sales goals
Grew territory by over 18% year over year
Marriott Healthcare Management March 1993 – August 1997
Contract management company focusing on delivering exceptional quality food for healthcare facilities while working with client’s budget requirements.
Food Service Team Leader June 1995 – August 1997
Managed all food service operations including patient, retail, catering for a large hospital in west suburban Chicagoland area.
Education
Santa Clara University,
BS, Finance 1987
Contact this candidate