Sales Manager

Thomas Forst

Resourceful Sales/Marketing Consultant

*.*****@*****.***

Summary

* Sales * Marketing * Business Development Executive with acuity of judgement in identifying and opening

new market segments; aggressive / creative in rejuvenating flat or declining market share; expert consultation in

smoothly resolving product issues; analytical capacity that brings clarity to opaque issues; quick study / mastery

of technical material; unflagging energy; leadership by consensus and inspiration; and genial interpersonal style

that relates comfortably with all levels of the organisation.

* Market Developer that seeks and uncovers high potential opportunities leading to new applications for

products and services. Focus on long term client and customer relations providing strong gross sales and profit

growth.

* Business turnaround and rejuvenation that strengthens market presence, increases gross sales, grows

profitability, energizes share price, and R.O.I. Competitive analysis with evaluation on how to meet and beat

competition. Discover new vertical markets for sales expansion. Promote long-term relationships with clients

and customers. Identify and develop strategic partners for enhanced market coverage.

Specialties

Multi-million, multi-year contracts; C-Level relationship building; niche marketing; competitive analysis;

public speaking; team building that creates motivation; sales leadership; new client research; detailed account

planning; professional facilitation; event planning; strategic partnerships; LEED Green product and spec.

writing skills; outside rep. hiring - field training; brand managemment; advertising for B2B, consumer, energy,

OEM components, hardware and ERP software.

Experience

Management and Business Strategy Consultant at Castle Woods Butler

February 2010 - Present (4 years)

Relationship Selling Specialists: Develop and activate new business strategies for customer base expansion.

Strategic Marketer: Research and penetrate top vertical markets with active value-added initiatives.

Team Building Leadership: Mentor and energize staff to increase sales / profit goals plus beat competition.

Partnerships & Product Promotion: Results driven brand combinations that delight clients and customers.

Consulting for positive change in the growth of market and sales expansion. Expertise in positive energy

infusion for any organization focusing on short and long term growth. Projects include local retail,

transportation logistics, product introductions, Green recognition, architectural and engineering marketing,

media advertising, and agricultural real estate development. Motivational presentations for groups seeking

higher sales goals and winning market strategies.

Sr. Market Development Manager at The Chamberlain Group

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October 2006 - April 2009 (2 years 7 months)

Initiated Architectural and Engineering marketing program that prompted downloads of new products into

construction bids. Wrote/re-wrote 43 CSI 3-Part product specifications plus provided tools necessary for

simplified product selection.

Gained an excellent response for newly provided online CAD details; then gathered over 3,600 new architect

and construction project engineering leads and converted to outbound marketing program to advertise

products, features, accessories, services, and integrated system combinations.

Created new application bundles in hardware/software products covering site security and building

management markets. It resulted in $ales targeting new highly profitable niche markets.

Developed a competitive edge for the sales force by submitting and qualifying Chamberlain products as

LEED Green from the US Green Building Council. Competition missed sales opportunities as they did not

understand the detailed process procedures for product qualification.

5 recommendations available upon request

Director of Sales and Marketing at Aurora Circuits

January 2000 - October 2006 (6 years 10 months)

Completely reorganized this firm's sales and marketing operation after auction from scratch. Hired new sales

team and targeted new customers in several developing vertical markets. Won multi-million dollar contracts

with consumer, transportation, and automotive products companies within two years. Grew sales from $2

million to $14 million while expanding profit by 33% through custom engineering and new inventory supply

chain management techniques that pleased customers. Top customers: Ford, GM, Toyota, Lear, Tyco,

Harley-Davidson, Deere, Whirlpool, Methode, Cooper Industries, Saia-Burgess, Carrier HVAC, and the

Chamberlain Group.

1 recommendation available upon request

Division Sales and Marketing Manager at Methode Electronics

December 1996 - January 2000 (3 years 2 months)

Rescued Power Interconnect business unit from sales collapse of 65% of business loss during 1995-96.

Added and re-trained sales and marketing staff to promote new products and customer care initiatives.

Initiated new Go to Market Plan from scratch that included fresh sales literature, trade show displays, media

releases, product promotions, website improvements, solutions marketing, and a winning attitude for

inside/outside sales staff. Grew sales from $4 million to $18 million in 3 years; increased profit margins from

3% to 22% in 2 years. Top customers: Chrysler, GE, ABB Power, Rockwell, Motorola, NASA, IBM, Boeing,

Lockheed Martin, Northrup Grumman, Schneider Square D, and Siemens.

Market Development Director at Numetrix, Inc.

February 1996 - December 1996 (11 months)

Identified, researched, approached, and signed new Fortune 500 process industry clients seeking supply chain

solutions software.

Delivered over $2 Million in new contracts in 1st year.

Gained $4 Million in new contracts my second year through solutions seminars and demos (Monsanto,

Cargill, General Mills, Farmland, ConAgra, Kellogg, Atchison Grain, AgProducts, Continental Bakeries,

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Bayer, Anheuser-Busch, Ralston Purina).

Developed key alliances and partnerships with the Big 6 accounting/consulting firms and banks.

Regional Manager at Zenith Electronics

1987 - 1993 (6 years)

Skills & Expertise

Strategic Partnerships

Engineering

Segmentation

B2B

Key Account Management

Sales Management

Trade Shows

New Business Development

Competitive Analysis

Market Development

Market Planning

P&L Management

Market Research

Contract Negotiations

Product Development

Marketing Strategy

Pricing

Direct Sales

Business Strategy

Negotiation

Team Building

Customer Relations

Marketing Management

Strategic Planning

Operations Management

Contract Negotiation

Product Launch

Team Leadership

Cross-functional Team Leadership

Budget Management

Business Planning

Cost Reduction

Strategy Development

Product Management

Budgeting

Sales Presentations

Forecasting

Channel Management

Promotions

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Consultative Selling

Product Marketing

Market Analysis

International Business

Lead Generation

Process Improvement

Sales Operations

P&L

Account Management

B2B Marketing

Change Management

Education

Elmhurst College

B.S. Business Administration, Business, Mathematics, Economics

Activities and Societies: Concert Band,

Transportation Logistics Club,

Photography Fanatics

Lyons

Activities and Societies: Concert Band

President: Lyons Township Society of Model Engineers

LTHS Track and Field Team

Interests

New Green LEED technology and solutions driven products/services addressing telecommunications,

agriculture, energy, transportation, electronics, process industry, construction, manufacturing, and other related

industries.

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Thomas Forst

Resourceful Sales/Marketing Consultant

*.*****@*****.***

6 people have recommended Thomas

"Tom’s energetic focus and business development expertise led Chamberlain to expand into new vertical

markets that previously had been challenging to acquire. He developed 3DCAD drawing/ spec tools for

online architectural specifiers, created media solutions for customer product selection and initiated high-result

sales lead programs while adding new strategic partners furthering product sales goals. Tom was also

successful in winning the LEED Green product brand recognition for all product lines. Beyond his business

development activities, Tom is a pleasure to collaborate with as he seeks the best solutions for customers and

the company."

Linda Carter, Director - Technical Services & Customer Solutions, The Chamberlain Group,

Inc., worked with Thomas at The Chamberlain Group

"I have known Tom for 20 years as a top sales, marketing, and business development professional. During

that time I have watched him step into positions where sales were stagnant or declining. In each case he has

been able to rebuild a sales force, turn sales around, expand market share, and rejuvenate revenue and profit

growth. I have watched him aggressively generate new long term contracts and relationships with both old

and new key customers. Tom is enthusiastic and always gives 110% effort at maintaining existing business

lines while energetically developing new major market segments. In addition to the above, Thomas pays close

attention to cost control and profitability. I am sure any forward thinking sales or marketing organization

would benefit from his employment Paul Nash"

Paul Nash, Director Operations Planning, Washington Group International, was with another company

when working with Thomas at The Chamberlain Group

"Tom has a great passion for what he does. When I worked with Tom at The Chamberlain Group, Inc., he

was always in pursuit of new opportunities and new markets for the company's products and services. Tom

was dedicated to researching, networking, and building relationships that would strengthen the company's

position. Tom's initiative would be a great asset to any organization."

Cynthia Wojdyla, CME, Marketing Coordinator, Chamberlain Group, Inc., worked with Thomas at The

Chamberlain Group

"Tom is a talented market development manager, always giving 110% to his endeavors, ever searching for

unique solutions to extraordinary problems, all the while keeping mindful of the company’s bottom line.

While at Chamberlain, Tom expertly used his years of business experience and industry knowledge to

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identify potentially profitable new vertical markets for key product lines. Over the past two years I had the

pleasure of working with Tom on numerous market development projects. Following Tom’s lead, I

researched various aspects of the newly identified potential markets to support Tom’s business propositions.

Tom skillfully converted my research into actionable market development plans for the organization."

Madeline Sullivan Krey, Market Research, The Chamberlain Group, Inc, worked directly with Thomas

at The Chamberlain Group

"I worked recently with Tom and have come to appreciate his energy, his enthusiasm, and his insights into

Chamberlain's markets."

Al Skat, Sr. Design Engineer, The Chamberlain Group, Inc, worked with Thomas at The Chamberlain

Group

"Tom Forst is a hardworking, intelligent, honest, persevering, marketing and sales professional. He is a strong

opener, excellent account manager and can close big and small contracts. He has particular skills at finding

appropriate markets. I recommend him. James Rubenstein, President Alert Consultants Inc."

James Rubenstein, President, Alert Consultants Inc., managed Thomas indirectly at Aurora Circuits

Contact Thomas on LinkedIn

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