Sales Manager

FRED W. DIXON, JR.

**** ********* ****** ? Charlotte, North Carolina 28210

Phone: 704-661-

0339

acclqg@r.postjobfree.com

www.linkedin.com/in/freddixon

SALES & BUSINESS DEVELOPMENT MANAGER (International & Domestic Markets)

Versatile, Performance Driven Sales and Business Development Manager with a

solid record of achievement in the domestic and international marketplaces.

Recognized for opening new markets and building successful, top flight

distributor networks, key direct account relationships and strategic

partnerships with OEMs; and developing technical capital goods and

ancillary products markets. Skilled, methodical decision maker and astute

problem solver with a keen ability to quickly analyze, understand and

conceptualize the total business picture; ascertain needs and goals; design

practical solutions and implement cost effective plans. Adapts thoroughly

and efficiently to new business environments and responsibilities;

assimilates quickly all information, procedures and specifications related

to the task at hand.

An articulate communicator who effectively conveys complex and technical

information in easily understood formats and presentations at all levels of

the corporate structure and in multi-cultural environments. Adept at

leveraging corporate resources into the optimum return on investment. An

adroit and tactful negotiator; attaining corporate objectives with

prudence and cultural sensitivity. Well-accustomed to the unique physical

and mental demands associated with extensive domestic and international

travel; experience encompasses over 65 markets on six continents and all

50 states of the USA..

. Strategic Planning & Implementation

. International / Domestic Sales & Marketing

. New Business & Product Development

. Distributor, OEM & National Account Management

. Market Research, Identification & Intelligence

. Contract Structuring & Negotiation

. TEAM Building & Leadership

. Sales & Technical Training / Coaching / Mentoring

. Hands-on Mechanical & Technical Expertise

. Concurrent Project Management

INDUSTRIAL EXPERIENCE

Capital Food / Meat Processing Equipment, Cutting Equipment & Tools,

Cutlery, Surgical Instruments, Abrasive Blast Systems and Metal Finishing

Equipment, Environmental & Landscape Protection Systems, Plastics,

Industrial Tooling / Components, Extrusion Systems, Rendering Equipment

PROFESSIONAL EXPERIENCE

(1) DELTA SCALE AND EQUIPMENT, Charlotte NC

6/2011 - 1/2014

Purveyor of capital food processing equipment and provider of

repair/maintenance/calibration service

CAPITAL PROCESSING EQUIPMENT SALES MANAGER

Identify leads, qualify and generate sales for company product lines in a

six state region, represent company at regional trade shows, and design

programs and advertising materials to facilitate all marketing efforts.

Conduct product demonstrations at regional trade events. Secured and

assessed market and competitor intelligence. Equipment includes industrial

mixer grinder systems, multiple production forming and portioning machinery

and high volume tumbling systems.

. Sales efforts led to Delta becoming the area's pre-eminent supplier

of capital meat processing equipment.

. Sourced and secured the distributorships for additional equipment to

complement line existing offerings

(2) FCD ASSOCIATES, CHARLOTTE, NC

1/2009 - 6/2011

A provider of international and domestic business and market development

consulting services

FREDW DIXON JR.

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MANAGEMENT CONSULTANT

Research, identify and qualify international and domestic market

opportunities for area businesses and organizations. Conduct cultural and

market training for client personnel designated for overseas assignments.

Locate and qualify potential distributors. Develop and assist in the

implementation of market entry strategies. Advise clients on export-import

issues and compliance with regulations, including licensing and logistics.

Engaged in authoring a text on how to select and establish distributors.

. Developed a market entry strategy for a Midwest based manufacturer of

smokehouses for the Southeast USA and identified potential

distributors in the region. Led to the establishment of eight stocking

distributors and the introduction of their product to key

manufacturers in the region.

. Identified the best overseas markets for a Charlotte based

manufacturer of fastening systems, resulting in the opening of six new

international markets for the company with container load shipments

exported to each market.

. Developed an international market strategy for a Virginia based

manufacturer of capital food equipment, and located and qualified

distributors for them in Asia and Latin America

. Planned, organized and staged the Charlotte Chamber of Commerce's

First Export Resources Forum, exposing potential exporters to public

and private resources available to them.

(3) SVE SALES, Charlotte NC

1/2004 - 11/2008

A manufacturer of polyethylene plastic and fiberglass environmental /

landscape protection and erosion control systems utilized particularly in

HAZMAT /industrial clean-up situations. Services offered included analyzing

of ground surfaces / composition as well as system rentals for construction

and remediation projects.

DIRECTOR OF DISTRIBUTOR AND DEALER DEVELOPMENT - CHARLOTTE NC

Explored market opportunities worldwide, qualified and recruited

distributor/broker prospects. Provided market support and sales training

to distributors and contractors. Conducted product demos and prepared

quotations. National Accounts managed included Disney, CNN, Duke Energy,

Conoco, National Park Service, US Military, United Rentals, Sunbelt Rentals

. Built from ground up a domestic and international network of stocking

distributors and co-op relationships for SVE Sales

. Worked with US Government to establish military specifications for

ground protection systems.

(3) FCD ASSOCIATES, Charlotte NC

1/2002 - 12/2003

A provider of international and domestic business / market development

consulting services.

MANAGEMENT CONSULTANT

See above tenure under (1) (2008-Present)

(4) KASCO CORPORATION, St. Louis MO

11/1996 - 12/2001

Manufacturer of industrial / commercial food processing equipment as well

as cutting equipment, industrial tooling, edges, and machined components

utilized in other industries including the construction, agriculture,

metalworking, public utilities, textile, plastics, surgical, wood and

printing industries. The company also provided MRO and technical services

to clients.

NATIONAL SPECIAL PRODUCTS MANAGER & DIRECTOR OF INTERNATIONAL SALES

Profit and loss responsibility for two sales divisions. Formulated and

implemented strategic sales and marketing plans, territorial analysis,

recruitment and management of the distribution/broker network, and sales

and service functions to direct accounts. Other responsibilities included

sales forecasting, analyzing statistics and sales performance, preparation

of quotations, sales and technical training, gathering and assessing market

intelligence, structuring and negotiating contracts, and the identification

of potential strategic alliances. Provided market assistance and other

support functions to over 500 global distributors, brokers and National

direct accounts. Directed company efforts at key trade exhibitions and

business forums. Conducted product demonstrations and presentations for

distributor sales teams and industry trade groups. National Accounts /

OEMs managed included Hobart Corporation, Black & Decker, Milwaukee Tool,

Porter Cable, IBP, Hormel, Conagra, Smithfield Foods, Boeing. Four direct

reports.

FRED W DIXON JR

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. Spearheaded the successful turn-around of the Special Products

Division into company's strongest via the

re-evaluation of product offerings, pricing and cost structures,

and market/technical support programs.

. Sold out the excess manufacturing capacity of the company within

two years of joining the company

. Increased divisional sales 387% within 18 months; attained 60%

share of US domestic market and

38% internationally.

. Added over 60 new international and domestic points of distribution

including opening of markets in China, Brazil,

Argentina, the UK, Russia, Japan, Italy, South Africa, Saudi

Arabia, Mexico and Australia

. Led company to position of industry quality leader by securing 12

key OEM endorsements

. Introduced over 50 new/custom products into the global marketplace

. Trained, coached and mentored over 1500 sales and technical

distributor personnel worldwide

(5) CONTOUR SAWS, Des Plaines IL

8/1994 - 12/1995

Manufacturer of band saws, cutting fluids and other edge products /

equipment for use in a diversified industrial base. It is part of the DO-

ALL Corporation.

NATIONAL SALES MANAGER

Managed a network of stocking distributors in the USA & Canada. Located &

qualified new distributors. Provided market assistance and sales/technical

training to customer base. Formulated market entry and maintenance

strategies and provided market intelligence.

. Added over 30 new distributors in the USA and Canada

(6) ATLANTA SAW COMPANY, Atlanta GA

6/1985 - 8/1994

Manufacturer of industrial food equipment, cutting equipment for diverse

industries, industrial tooling, product assemblies, and custom machined

metal components. MRO & technical services were also included in the

company's portfolio of products.

REGIONAL DIRECTOR FOR NORTH AMERICA AND THE PACIFIC RIM

Located, qualified and supervised distribution and direct sales channels,

and trained distributor/OEM sales and technical personnel. Formulated,

implemented and directed sales strategies to penetrate new markets and

expand existing markets. Generated sales budgets and forecasts and

analyzed performance. Produced and delivered product presentations and

demonstrations.

. Achieved a 420% increase in sales volume within five years with a

corresponding 31% reduction in cost-of-sales.

. Took the Pacific Rim market region from the company's least

productive to the company's largest and most profitable by

adapting product to meet local standards and implementing

aggressive market strategies

. Attained market share of 35% in the highly competitive Japanese

market on primary product lines

. Instrumental in receipt of the President's "E" Award for

international market excellence from President Reagan

(7) BLAST-IT-ALL, INC, Salisbury, NC

6/1983 - 6/1985

Manufacturer of CNC capital equipment (abrasive blast systems, metal

finishing equipment and dust collection systems) utilized in the

construction, automotive, aviation, metalworking and other industries

(including the US Military)

DIRECTOR OF MARKETING & BUSINESS DEVELOPMENT

Gathered and assessed market research and intelligence. Negotiated and

administered government contracts. Developed and managed advertising and

sales presentation programs. Prepared quotations. Management liaison with

domestic and international network of stocking distributors and government

procurement sources.

. Organized, supported and administered company international sales

division, with stocking warehouses established in

Malaysia, Mexico, Saudi Arabia and Sweden.

. Worked with US Military to codify and finalize MILSPECS on abrasive

blast systems

FRED W DIXON JR

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EDUCATION/ASSOCIATIONS

UNIVERSITY OF NORTH CAROLINA - Greensboro, NC MBA Coursework

TULANE UNIVERSITY - New Orleans LA Bachelor of Arts Degree

HARGRAVE MILITARY ACADEMY - Chatham VA College Preparatory Diploma

American Management Association: Managing the Distributor Sales Network,

Building International Sales, Conceptual Selling. Karras-Negotiating. Zig

Ziglar-Selling.

. EAGLE SCOUT

. TOASTMASTERS INTERNATIONAL

. NORTH CAROLINA ASSOCIATION OF MEAT PROCESSORS

TQM Certified, Certified sausage maker, Bilingual (Japanese, Spanish)

Proficient in MS Office Programs plus many others (i.e., Salesforce, S2K,

Goldmine, Oak Street)

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