Sales Representative

SALES PROFESSIONAL PROFILE

Solid accomplishments in Sales, and Sales Management. Strong sales skills with bias to action coupled with energetic personality. Experience includes delivering top line sales growth and increased net margin financial results. Sales experience is B2B with National Account Direct Sales, Dealer Sales, Consultants, Manufacturer Representatives, and Distribution.

EXPERIENCE

ACP

Cedar Rapids, IA

VP of Sales and Marketing 12/2017 to 5/2019

ACP is the leader in Advanced Cooking Solutions in the product category of Microwaves and High-Speed Cooking Ovens with the brands, Amana Commercial; and Menu Master.

Lead the U.S ACP Sales team, Manufacturer and Distribution Sales Team

In fiscal 2018 achieved the plan and exceeded the net margin objectives

Implemented sales channel and compensation changes to better support end user and sales channel sales efforts on high margin, high sales effort products

WELBILT - Welbilt Foodservice 5/2010 to 12/2017

Welbilt Foodservice is a $1.6B global manufacturer of the world's leading brands in Food Equipment.

VP of Sales Operations Welbilt Foodservice 11/13 to 12/2017

Direct reports were Brand Product Sales Managers that managed their Brand Sales personnel. Brands during my tenure that I had sales responsibility for were Manitowoc Ice, Delfield, Kolpak, Servend, Cleveland, Garland, Lincoln, and Frymaster. $500K+ sales and margin responsibility for assigned brands.

Refocus Kolpak sales focus and sales support team as prior to my involvement Kolpak was losing customers and was not a profitable business. Within a year the sales plan and net margin goal was exceeded.

Incredible success at Manitowoc Ice launching a new additional brand of ice machines, Koolaire. In December 2014 the new Koolaire Ice brand exceeded sales plan and market share target..

Manitowoc Ice achieved its highest trailing 12-month market share in December 2014 of 45.9% per AHRI U.S. market share data.

Frymaster (fryers) and Delfield (refrigeration) were the chosen supplier for a Taco Bell roll out of over $50M+ in 2017

Vice President of Sales and Marketing Frymaster 1/12 to 11/13

$100M - $250M sales and margin responsibility for Frymaster. Reported to GM.

Product Management, Sales personnel, and Customer Service Managers were direct reports

Developed and implemented dealer sales stocking plan achieving 18+% growth in 2012 and 2013

Initiated and lead two innovative product development projects that have been commercialized:

oFilter Quick, automated filtering fryers

oOil Quality Sensor for low oil volume fryers. The oil quality sensor automates the oil life testing. An industry first and exclusive

Senior Product Manager Delfield 5/10 to 1/12

$50M - $100M sales and margin responsibility for assigned Delfield product lines. Reported to V.P. Marketing

Developing long range product plans for all Covington Delfield products. Key participant in the development of the Delfield Global Refrigeration Strategic Plan.

Team leader of the 2 new product development projects (NPI)

Patent holders of the 4400 Prep Table Series Dual level pan guide patent

Reduced SKU’s by rationalizing low volume/low margin non-strategic products and product families resulting in increased net margin

Re-launched existing new product line of 4400 Series Prep Tables

PRINCE CASTLE 5/05 to 5/10

Prince Castle is a global foodservice equipment manufacturer that specializes in developing new and implementing existing technologies to solve common operational issues in multi-unit foodservice operations

Director of Key Accounts – Prince Castle & Q-Matic 1/08 to 5/10

Director of Sales Prince Castle 5/05 to 1/08

ITWFEG 1984-1990

1994-2005

ITWFEG is a division of Illinois Tool Works globally manufacturing and selling retail and foodservice equipment

Product Line Manager – Traulsen Refrigeration 2002-2005

Product Line Manager – Hobart Refrigeration 1999-2002

Sales Development Manager – Hobart Refrigeration 1997-1999

Food Service Sales Representative – Hobart Brands 1984-1990

ADAMATION 1993-1994

Independent Sales Representative Warewashing Systems

ABBOTT LABORATORIES 1990-1993

Pharmaceutical Representative Sales

EDUCATION

B.A. Economics, The College of Wooster, Wooster, OH

TRAINING

Welbilt Product Management Course-Kelly School of Business

Producing Results with Others

Fundamentals of Finance and Accounting for non-Financial Executives

Improving Your Project Management Skills: The Basics for Success

Strategic Marketing: Developing a Competitive Edge, University of Chicago

Pricing for Profitable Growth, University of Chicago

Consultative Selling

PATENTS

Patent 876382, Delfield Dual Level Pan Guide

Patent 6550259, Chiller Control System

ITW Patent Society Member – 2004

VOLUNTEER ACTIVITY

Past President of the Fairbanks at City Front Plaza Condominium Association

oSet Strategic Direction and ensure on-site Manager and Assist Manager operate building, staff, and $2.2M budget to Illinois Condominium Law and the Board Directors direction.

Council Member of the Employee Business Resource Group for Young Talents (Millennials) – Welbilt – 2017

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