Sales/Account Manager

Confidential

Ripon, WI ***** 920-***-**** **********@*****.***

Profile: Key Account / National Account Sales Manager

Outstanding track record of developing strategies and tactics that drive

revenue growth, market share, and profit margins to meet and exceed

corporate targets.

Distinguished 20-year career of dramatically surpassing peers and

overachieving on sales goals. Strategic hunter with solid history of

winning business with major national accounts and achieving #1 market

share. Proven success in formulating strategies and actionable plans to

capture business with targeted key accounts, introduce new products,

respond to competitive risks, and capitalize on market opportunities.

Empowering leader skilled in setting goals, clarifying expectations, and

working with sales teams to develop and execute plans.

SKILLS & CAPABILITIES INCLUDE:

o Developing and implementing targeted account, targeted product,

competitive risk, and opportunity capture strategies; contributing

insights regarding competitive information, customer trends, and pricing.

o Preparing annual customer strategic review for senior management team and

key account executives.

o Maintaining and coordinating CRM activity with District Sales Managers,

Regional Managers, and executive-level sales leaders.

o Planning and implementing corporate strategies, leading tradeshow

participation, making product, service and program recommendations, and

controlling costs for best use of company resources.

o Establishing and aligning goals and objectives with corporate goals and

strategies.

AREAS OF EXPERTISE INCLUDE:

Regional Sales Management - Key Account Management - Strategic Planning -

Sales & Marketing Strategies

New Product Launch - Brand Messaging - Distribution Network Optimization -

Sales Force Development

Contract Negotiations - Pricing Strategies - Customer Acquisition &

Retention - M&A Integration

Tradeshow Presentations - Training, Mentoring & Coaching - Sales Budget

Management - Customer Care

Professional Experience

Laundrylux, Inc.; Ripon, WI July 2011-July 2014

Executive Vice President (EVP) of Sales - North America

Recruited to turn around declining sales trend for family-owned

distributor. Developed and implemented comprehensive sales strategy

including targeted marketing messages for diverse customer segments. Led

North America network of 70 independent distributors through team of three

Regional Business Managers. Managed sales goals and expenses to budget.

Key Achievements:

o Drove 30% sales growth over three years by realigning distribution team,

revamping go-to-market strategies, and expanding field sales staff with

several new hires.

o Ranked #1 among team of two peers in 2014 with 18.8% increase in sales

year-to-date (YTD) by developing and introducing revolutionary go-to-

market concept. Peers achieved 0.3% and 4.0% YTD sales growth.

o Fueled revenue generation by recruiting and acquiring several chain

accounts including PetSmart and NuVision Long Term Care.

o Optimized distributor performance and productivity by coaching and

mentoring regional leadership team to effectively manage and motivate

distributor representatives.

Alliance Laundry Systems, Inc.; Ripon, WI January 1996-July 2011

North America Sales and Marketing Manager

Promoted through ranks from Director of Distribution Development and

Regional Sales Manager to provide strategic direction and motivational

leadership to $60M sales and marketing organization. Drove business

development efforts to meet revenue and profit targets. Collaborated with

product managers and advertising teams to execute brand messages. Led team

of six direct reports in organization of 40 distributors and 100

distributor sales reps.

Key Achievements:

o Propelled company to #1 market share at 45% in highly competitive and

saturated market by leading development of industry standard marketing

story, brand message, and website.

o Transformed sales organization from feature-benefit selling to solution

selling focus by consulting with customers to assess and address their

issues with needs-based solutions. Transformation led to ~38% increase in

profit margins and contributed to market share growth.

o Played instrumental role in merging acquired brand, UniMac, improving

post-sales support, and winning trust of critical distributors by

analyzing existing sales and distribution partners and leading successful

initiative to restructure both distribution and sales teams.

o Managed industry's largest national account program to represent 10% of

total sales. National accounts included five of ten largest nursing home

chains, all top hotel brands, largest prison operator, and largest

carwash operator in the country.

o Built reputation among management, peers, and customers as trusted sales

leader with track record of making sound business decisions, employing

positive leadership style, and implementing creative solutions that

delivered results.

o Achieved more than 15 years of consistently meeting and/or exceeding

sales goals.

Education

University of Wisconsin - Stout

Bachelor of Science in Hotel and Restaurant Management

Professional Development

Sandler Sales Training Max Sacks Sales Training

Honors

UW Stout Outstanding Young Alumni

Outstanding Wisconsin Jaycee

Affiliations

Member, Board of Directors, Textile Care Allied Trade Association

Past President, Ripon United Way Board of Directors

Computer Skills

MS PowerPoint MS Excel Goldmine Epicor

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