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Sales Manager

Middlebury, Indiana, United States
May 12, 2019

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Rick Carter

Middlebury, IN ***** 269-***-****

National Sales Manager / Vice President of Sales

Polished, persuasive, highly-motivated sales and management professional with a reputation as a top performer alongside demonstrated expertise in driving sales and revenue growth while providing visionary sales leadership in highly competitive markets. Solid track record securing key clients and increasing product distribution to grow market share through infiltrating new markets while maintaining existing clientele relationships.

Tenacious in building new business, securing customer loyalty, and forging strong relationships with external business partners. Skilled at identifying high-potential opportunities and innovative markets. Exceptional mentor and coach; combine business acumen with innate leadership abilities to recruit, build, and retain top-performing sales teams.

Sales and Management Competencies

Risk Management

Strategic Market Positioning

Profit and Revenue Optimization

Sales Programs and Development

Executive Negotiations and Presentations

Sales Analysis and Forecasting

Board Level Liaison and Reporting

Sales Performance Management

Career Experience

Fairway Building Products, Mount Joy, Pennsylvania

National Sales Manager, 1/2015 – Present

Oversee corporate sales of the Pro Channel division for a leading innovator in exterior building products with 200 employees and annual revenues exceeding $75M. Perform direct sales and business development functions, including new product rollouts, key account management, customer relationship development. Conduct cross-functional team training, coaching, and mentoring. Lead direct sales managers and independent representatives located throughout the U.S. and Canada to be effective at creating and fulfilling demand.

Key Contributions:

Secured 12 additional stocking distributors valued at $2.1M.

Met or exceeded all quotas throughout tenure; averaged over $30M in annual sales across North America.

Achieved an additional $1M in new business with current distribution.

Boosted sales revenues at distribution by 22%.

Hired, trained, and mentored two regional sales managers, adding $1.8M in new sales.

Midwest Tool and Cutlery, Sturgis, Michigan

Vice President of Sales, 2/2010 – 12/2014

Rapidly promoted from Distribution Sales Manager to Vice President of Sales to direct product and national sales operations for the USA’s leading manufacturer of pro grade metal and vinyl cutting tools. Served as Advocate and Subject Matter Expert for key retail and distribution partners. Identified new penetrable markets to increase revenue streams. Developed and managed programs at Menards, The Home Depot, True Value, R.E. Michel, AI Fares Trading, Sears, and Johnstone Supply, and additional accounts. Oversaw annual sales of $22M.

Key Contributions:

Obtained contract with Menards to stock 20 tools to all locations, adding over $1 million in purchases.

Secured $1.2M in new purchase orders from newly added international distributors.

Increased stocking dealers by 33%.

Developed and launched a line of fence hand tools, adding approximately $500k in purchases.

Grew tool sales by 42% over the incumbent supplier at two regions of The Home Depot stores.

CertainTeed Corporation, Valley Forge, Pennsylvania

Western Regional Sales Manager, 1/2007 – 2/2009

Hired to lead the charge in moving the regions business forward. Tasked with creating a sales culture that maintains accountability. Developed a sales strategy and business priorities that focused on revenue and profitability drivers. Managed existing customer base of $17M in purchases. Trained and mentored 4 direct reports and 14 independent representatives. Called on fence fabricators and distributors with identified gross revenue amounts of $500k to $50M.

Key Contributions:

Instrumental in complete turnaround of under-performing sales teams; set higher expectations and instituted individual accountability, resulting in 20% revenue increase over two years.

Lifted sales growth from $17M to $21M.

Orchestrated a multi-channel distribution expansion that drove sales up 19%.

Key contributor to the development of a Sales Playbook for sales team member.

Carney Timber Company, Barrie, Ontario, Canada

National Sales Manager, 8/2005 – 1/2007

Selected to develop the sales strategies, team, and path to profitability of a startup alternative deck division of a large west coast distributor. Developed a national distribution network for start-up composite decking division. Managed product development and distribution growth. Launched national sales network with ten commissioned rep firms and internal sales teams. Created strategic marketing program to promote new products and increase existing sales.

Key Contribution:

Grew company sales from start-up to $9.4M within 12 months.

Taught and led best practice selling skills across teammates to secure additional revenue streams.

Re-aligned original product offering to include upgraded features and benefits unheard of at the time.

Additional experience as a National Sales Manager at Kommerling USA, Precision Composites, Inc., and Plastics Research Corporation, and as a Distribution Sales Manager at GSW Thermoplastics Company.

Education and Credentials

Bachelor of Science Business Administration, Major in Finance and Minor in Marketing

Central Michigan University – Mount Pleasant, Michigan

Professional Training

Dale Carnegie Sales Course Graduate

Dr. Pfau Public Speaking Graduate

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