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Sales Manager

Location:
San Diego, California, United States
Posted:
January 16, 2014

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Resume:

BERNIE J. DeMARKEY

Orange, CA *****, Cell (***) *81- 5875

acb6yn@r.postjobfree.com

REGIONAL SALES MANAGER - Industrial Products

An experienced sales manager selling Industrial Products through

Industrial Distributors and directly to OEM accounts. Extensive

experience training and motivating Industrial Distributors,

Manufacturers Reps and OEM / Factory Direct sales force.

Specialized expertise includes:

1. Approximately 30 years of Industrial Sales Experience with a

track record of consistent sales growth and customer

satisfaction

2. Extensive experience in Distributor sales training and

motivation to increase sales

3. Built and managed a network of Independent Manufacturers Agents

4. Strong regional planning - sales, marketing, forecasting, and

budgeting

5. Excellent computer skills - SalesForce, MS Office, Lotus Notes,

ACT and Blackberry

PROFESSIONAL EXPERIENCE

THE DeMARKEY GROUP, Orange, CA 2008 - Present

Small Business Consultant

Provide consulting services for small businesses in the areas of:

. Field sales training (including territory planning, customer service,

telephone center/order entry, and up-selling)

. Worked with a metal bending operation to determine the cause of the

tube cracking and provide a resolution

. Organizational, marketing, and production analysis

. Warehouse, stockroom, and inventory analysis and reorganization

Recent assignments:

Developed a Marketing and expansion plan for a local Microbrew/Delicatessen

Developed a sale and owner exit plan for an Independent Import Auto Service

Company

Conducted a feasibility study for an Ohio manufacturer regarding

establishing a West Coast warehouse

GOODYEAR ENGINEERED PRODUCTS, Fairlawn, OH 2000 - 2006 and 2007 - 2008

$1.2B Veyance Technologies Company manufacturing industrial rubber

products.

National Sales/Product Manager, Assembly System Technology (2000 - 2006)

6. Product Manager responsible for the marketing, sales, training, and

product line introduction of the Goodyear Insta-Lock Assembly System

7. Met and exceeded sales goals every year

8. Coordinated the efforts of engineering, manufacturing, procurement,

logistics, customer service, and sales for the Insta-Lock project

9. Traveled nationally, with the local Goodyear Sales team sell Insta-

Lock to Key End Users Accounts

10. Created and implemented the Distributor Sales Training Program for

Insta-Lock

11. Conducted a nationwide search and hired a consultant to evaluate the

possible manufacture of a new hose product line

Sales Specialist, Western Region (2007 - 2008)

Worked with the existing Engineered Products sales force to promote and

sell the new Goodyear Hydraulic Hose and Fitting Program in the 13 western

states

12. Surveyed existing end user Hydraulic systems, and made recommendations

for reducing downtime and/or increasing the life of hoses in the

system

Investigated and resolved end user assembly problems to improve

customer satisfaction

HOTCHKIS PERFORMANCE LLC, Santa Fe Springs, CA 2006 - 2006

$6M automotive aftermarket parts manufacturer.

Director of Sales and Marketing

13. Produced the first long-range Sales and Marketing Plan for the company

14. Developed a program designed to improve Distributor Sales by moving

the company from direct sales to distributor sales

15. Created & implemented a system for new product development that

included Sales, Engineering and Production to reduce lead time to

develop and market new products

16. Improved communication with the current Independent Manufacturers

Agents and started on a program to improve commissions for performance

17. Built a Customer Database using ACT Software converting it from MAS 90

18. Reorganized the Production, Warehouse and Sales Office areas to

improve work flow

GOODYEAR TIRE & RUBBER COMPANY, Engineered Products, Akron, OH 2000 -

2006

$1.2B industrial rubber products manufacturer. (See first page.)

CIVACON, Inc., OPW, Division of Dover Corporation, Cincinnati, OH 1994 -

2000

$28M tank truck parts manufacturer.

Product Manager/National Sales Manager - Hose Attachments Group, 1997 -

2000

District Sales Manager, 1994 - 1997

. Recruited, hired, trained and managed a National Sales Team comprised

of Independent Manufacturers' Agents

19. Secured the ARCO Petroleum Transportation account to become the number

one specified supplier of tank truck products for their new fleet of

Gasoline Delivery Trailers.

20. Secured the first order for a new product while still development, for

60% of the first year's total production capacity

21. Took over a territory with significant quality issues and low

Distributor loyalty, and in less than one year salvaged damaged

relationships and rebuilt Distributor loyalty resulting in

significantly increased sales

22. Implemented a major Distributor sales strategy from a pull strategy

marketing program to a primarily push strategy marketing program

23. Coordinated CIVACON booth and hospitality suite at the NAHAD Annual

Conference

24. Served as a liaison for foreign visitors to CIVACON Headquarters when

they are traveling in the Western United States

25. Worked with end users to develop specifications for Dry Disconnects on

specific job sites

26. West Coast Team Coordinator for the purchase and subsequent sale of

Couple-UP Corporation.

CLIPPER BELT LACER COMPANY, Grand Rapids, MI 1989 - 1994

$6M conveyor belt equipment and accessories manufacturer.

Western Regional Sales Manager

. Increase Distributor and end user sales in 8 Western States.

27. Successfully developed a master/sub-distributor plan with key

Distributors, effectively increasing distribution without adding

Distributors by 15%

28. Developed and implemented a Telemarketing program to better serve

marginal Distributor Accounts in the Western States increasing sales

by 25%

EDUCATION and AFFILIATIONS

Bachelor of Business Administration, Pace University, Pleasantville, NY

National Association of Hose Accessory Distributors (NAHAD)

Computer Skills: Windows XP, SalesForce, MS Office, ACT, Lotus Notes



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