Sales Manager

Eric G. Fjone

Festus, Missouri *****

****.*****@*****.*** • 636-***-**** • LinkedIn

Sales Director

Motivated and entrepreneurial industrial service and equipment sales leader with progressive experience utilizing different selling models and revenue streams to ensure customer satisfaction and encourage employee development.

— Areas of Expertise —

Training & Coaching Strategy Development Team Building & Leadership

Relationship Management Business Development Client Satisfaction & Retention

Consultative & Solution Selling Exceeding Revenue Goals Sales & Marketing

— Career Accomplishments —

Established and launched customized training programs that were implemented company wide.

Closed deal for 450-units to a single customer; one of the largest lease deals in the company.

Grew sales $3.6M in a single year by assisting sales team with developing new and existing accounts.

Professional Experience

Contract Leasing Corporation Piscataway, New Jersey

National Sales Director 2017 – Present

Direct all company sales nationally and directly contribute to 11-states in the Midwest territory for a company that leases, sells, and purchases semi-trailers. Recruit, hire, train, and mentor all inside and outside sales representatives spread across the country. Develop and implement marketing strategies for sales, social media, and tradeshow events. Address team to support the progress of deals and prospective deals with clients that include Wayfair, CH Robinson, Sherwin Williams, TQL, and YRC Worldwide. Provide personalized coaching and mentorship to team members to assist with relationship development and business growth. Develop and negotiate contracts to secure optimal terms for all parties.

Key Accomplishments:

Expanded company business into new markets across the country by analyzing research and marketing data and collaborating with team to address successes and opportunities.

Guided transfer to new CRM, including delivery of training for all employees to ensure smooth transition.

Executed the second largest lease deal for the company in 2018, with over 450-units going to a single customer.

Konecranes Terex Corporation Crane America Services, 2007 – 2017 Westport, Connecticut

Regional Sales Manager 2016 – 2017

Led sales and expanded business for a region that included all states west of the Mississippi River and Illinois on behalf of a Fortune 300 company that sold and serviced cranes, aerial lifts, and mining equipment. Oversaw 12-staff members across nine branches to promote account growth and deliver organizational objectives. Delivered real time training and coaching to team while observing their client relations. Supported teams with the closing of major deals to address and resolve any issues. Delivered presentations to customers and team to support organizational objectives.

Key Accomplishments:

Expanded sales $3.6M in 2016 by providing coaching and training to sales team on successful use of CRM, territory management, closing, consulting, prospecting, and presentations.

Recognized for leading the region to be ranked #1 for new business generation and for producing 30% of all US orders.

Grew base business retention rates 5% and equipment sales 20% by adding regional resources, including a sales associate and specialist to assist with renewals and proposal development.

Developed and executed regional training sessions that improved sales staff abilities, promoted organizational growth, and were applied company-wide.

Key Account Manager 2014 – 2016

Promoted business growth through the development of large accounts for major corporations that included Caterpillar, General Motors, Nissan, AK Steel, BlueScope Buildings, Anheuser-Busch, Cargill, and US Steel. Developed and maintained relationships with C-suite leadership and coached, trained, and mentored sales staff to ensure the highest-level service to customers. Determined terms and conditions, scope of work, and pricing, and distributed to local account managers.

Key Accomplishments:

Added $6.5M in new business by closing seven new national accounts, and expanded 23 existing accounts 16%, from $18M to $21M.

Delivered $4M in new business year-over-year by developing collaborative relationship with sister business that developed SOP’s and increased cooperation between business lines.

Established and implemented customized training programs that provided key sales executives with personalized mentoring and were rolled out at the branch, regional, and national level.

Territory Sales Manager 2007 – 2014

Oversaw sales for the St. Louis office as well as Missouri, Illinois, Arkansas, and Iowa. Managed major accounts that included: Cargill, Caterpillar, Anheuser-Busch, B.P Pipelines, US Steel, International Paper, Nike, and the US Army Corps of Engineers. Trained and mentored sales staff to promote organizational objectives and support professional development. Identified and addressed customer needs by developing and presenting proposals. Composed contracts, negotiated terms, and adhered to monthly and yearly order budgets.

Key Accomplishments:

Grew annual sales by 183%, from $1.2M in 2010 to $3.4M in 2013 by prospecting and expanding business with new and existing customers.

Expanded customer base 140% in three years by prospecting and monitoring the CRM to ensure follow-up.

Four-time recipient of President’s Award for exceeding new order generation and budget goals.

Additional experience as an auctioneer for Dean Wilson Auction Services.

Education

Bachelor of Science in Business Management & Administration

Missouri Baptist University – St. Louis, MO

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