Sales Representative

V ERNON E . L YTER C: 206-***-**** • acb4qk@r.postjobfree.com

***** ** **** ****** ********, WA 98006

O UTSIDE S ALES /P IPE & S TEEL I NDUSTRY

Industrial/Steel Pipe/Tubular Products • Commercial Construction • FF&E Manufacturer

REVENUE DRIVER, CLOSER, MOTIVATIONAL MENTOR,

Top-producing, customer-driven regional sales management professional with over 22 years experience

identifying and capitalizing on opportunities to increase revenue growth, expand market penetration, and win

market share in competitive, high-growth environments.

Areas of expertise include: Strategic Sales Planning & Execution; Regional/Territory Planning &

Development; Identifying, Training, & Mentoring Sales Reps.; P&L Responsibility; Leadership &

Organizational Development; Showroom Management & Planning; CRM; TQM & Best Practices.

C AREER O VERVIEW

• Distributor Manager, Rain Bird Corporation: Realigned Manage distribution in 4 states

• Business Development Director, Haworth Incorporated: Career marked by winning and retaining

marquis accounts

• Sales Representative, Marmon/Keystone: Successfully turned around a failed territory

• Western Regional Product Manager, Marmon/Keystone: Increased market share 25% by

relocating major inventory hub

• Sales Representative, Exterior Wood Corporation: Launched vendor managed inventory program

• Sales Representative, Marmon/Keystone: Increased sales by 35% which accounted for 65% of

branch revenue

E XPERIENCE A CHIEVEMENTS

A ND

DISTRBUTOR MNANAGER, RAIN BIRD CORPORATION Seattle

2009–Current

Global manufacturer of construction & irrigation products for commercial, residential, contractor, golf and agriculture.

Re-aligned distribution in to better position Rain Bird for long term growth and market share

expansion

• Responsible for managing the selection, development, annual sales planning for 150 distributors in a 4

state area

• Maintain sales travel budget and promotional budgets

• Develop marketing programs for the 4 SBU’s while gathering market share information

• Ensure proper merchandising strategies are in place and achieving the targeted outcome

• Attend industry trade events and shows to build the brand and create awareness

• Work with marketing and product managers to determine any unmet needs are identified and properly

targeted

BUSINESS DEVELOPMENT DIRECTOR, HAWORTH INCORPORATED Seattle 2004 –

3/27 2009

Second largest global contract furniture products manufacturer, with 36 manufacturing plants worldwide, sales exceeding $1.6B

Re-aligned the sales team and re-defined the territories in a matrix organization to better focus

resources in the top four markets thereby reducing expenses, increasing sales, and

reestablishing presence and brand.

• Increased sales by 15% year one and 16% year two. Currently YTD sales are 105% of a 28% increase

in quota over 2008

• Responsible for a 30M region with up to 7 sales representatives, 2 technicians, and 1 showroom

manager

• Managed a seven state region, four time zones, 10 dealers and 4 Floor Contractor’s in four key markets

• Highest profit margins per sale for the last 5 years

• Recognized for the 2nd highest ‘at bats’ in the company and 3rd highest closing rate, equivalent to

64%

• 30% of all top line revenue in the region was New Business Development

• Won 4 competitively held accounts for a total sale of 10Mdollars in 2008

• Managed core customer relations including negotiating all contracts terms and pricing for top 20% of

customers’.

• Traveled throughout the area calling on key accounts building relationships at all levels within client

base

• New business development activities including extensive networking and prospecting

V ERNON E . L YTER C: 206-***-**** • acb4qk@r.postjobfree.com

17364 SE 58th Street Bellevue, WA 98006

MARMON/KEYSTONE COMPANY Seattle 1998 - 2004

Worldwide leader of Pipe & Tubing products in a global distribution Corporation; part of $7.5B Marmon Group

Increased market share year over year by 10 - 25%

SALES REPRESENTATIVE - (2003 –2004)

Transitioned to sales role due to acquisition. Asked to rebuild Pacific Northwest territory.

• Inherited a failing territory and doubled sales and increased gross margins from 18% average to 35%

in 14 months

• Recaptured three major OEM accounts for a total of 2.5M

• Refined steel tubing product mix in Washington state warehouse thereby increasing transactional sales

by 20%

WESTERN REGIONAL HRSST, PIPE & TUBING PRODUCT MANAGER - (1998 –2003)

• Increased revenue, profit margins, revenue and on time delivery by relocating the major metal product

inventory hub from Chicago to Salt Lake City

• Traveled throughout the Western United States developing and maintaining large OEM accounts

exceeding 1M

• Responsible for M/K services and Industrial, semi finished products and Fluid Power product line, high

margin, equivalent to 10-12% of top line revenue

• Mentored account managers on issues of pricing, product development, product analysis, and trends

• Identified and attended trade shows which increased brand awareness and market share

• Negotiated price and delivery with Pipe & tubular steel mills helping lower inventory costs

• Complete product line management across all assigned product lines

• Developed pricing strategies that increased top line revenue by 15% year over year

EXTERIOR WOOD CORPORATION Washougal 1996 -

1998

Regional value added distributor of treated wood and construction related products for the building industry.

First to market to launch a vendor managed inventory program which eliminated our clients’

inventory challenges.

SALES REPRESENTATIVE

• Increased sales 18% in 18 months

• Marketed to mass merchants thereby developing relationships with building supply distributors and

small independent hardware and lumber yards throughout the Western Region

• Conducted training & selling seminars for store managers and customer’s sale force which included

distributors and mass merchants

• Attended trade shows to drive customer engagements and introduce new products

MARMON/KEYSTONE COMPANY Seattle 1987 - 1996

Worldwide leader of industrial/technical metal tubing products in a global distribution Corporation; part of $7.5B Marmon Group

Major contributor to team who increased sales from 22 M to 120M in 8 years.

SALES REPRESENTATIVE

• New business development and base account responsibilities in a 2 state territory

• Increased profits from $640,000 to $1.9 million in less than 3 years by targeting large OEMs

• Recognized in top 1% for sales, company-wide, for 1993, 1994, 1995

• Improved territory sales by 35%, which accounted for 65% of branch total by 1995

V ERNON E . L YTER C: 206-***-**** • acb4qk@r.postjobfree.com

17364 SE 58th Street Bellevue, WA 98006

P ROFESSIONAL P ROFILE

MBA, Technology Innovation, Management, Pacific Lutheran University 2003

EDUCATION:

BS, Business Administration, City University 1988

PROFESSIONAL

BOMA, IIDA, BIFMA

ASSOCIATIONS:

Marquis Sales Award for 10 years at Marmon/Keystone

AWARDS:

President’s Club

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