Sales Manager

Kevin J. Pawlak

***** ******* **. 309-***-****

Mackinaw,IL. 61755 *********@*****.***

Creative, versatile business leader with over 21 years

of sales & management experience in Electrical Distribution

Summary of Qualifications

More than 9 years of management experience

More than 17 years of outside sales experience

Proven ability to lead effective sales teams

Exceptional interpersonal & communication skills

Proficient in all financial aspects of business management

Proven ability for strong customer, vendor, and manufacturer relationships

Hard working, able to multi-task effectively

Professional Experience

TDI/Design Systems Inc. 2013 to present

Position: Engineered Sales

• Developed new Industrial, and Commercial accounts throughout Central Illinois and Northern Iowa by

relationship building and penetration at all levels of accounts.

• Managed project proposals and worked with Engineering to complete Fabrication and Machine work

drawings.

• Increased Sales and Market share throughout region with thorough follow up and service.

• Provided detail reporting of activities, forecasting, and planning of account penetration tactics.

• Increased Sales margins in over 37% of top accounts by at least 50 basis points.

Wesco Distribution 2007-2012

Position: Branch Manager (2010-2012)

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•• • Plan, develop and implement specific actions and programs in accordance with the WESCO

management sales plan, identify the market potential by industry and update annually

• Developed, implemented and adjusted as necessary as branch sales plan designed to increase market

penetration

• Hired, deployed and managed outside salespersons to provide coverage of total branch

geography/assigned market segments while assuring adequate potential for individual territory

development

• Developed outside salespersons by providing sales technique and product training through personal

example, coaching and timely formal and informal training sessions. Managed yearly employee

reviews based on performance against measurable objectives

• Support and breed winners in all district, region and headquarters' programs, campaigns, and

promotions and utilize them as "tools" to improve sales, margins and overall performance

• Developed a team working relationship between all employees clearly defining each member's primary

and secondary responsibilities and how each relates to others within the branch

• Conducted quarterly reviews with outside salespersons to focus on performance against objectives by

account, product code and provide counseling, help and motivation to achieve objectives

• Assisted the Branch Operations Manager in the selection, hiring, development, promotion, demotion

and/or dismissal of non-exempt employees

• Called on customers, managers and principals of key accounts to foster growth and ensure adequate

coverage, penetration and customer service. Developed and maintained cooperative relationships

consistent with good commercial policies with regard to selected suppliers

• Established and controlled pricing levels while implementing policies and programs to improve

margins Ensured the branch was taking an active role in negotiating lower costs and extended payment

terms from our key suppliers

• Oversaw inventory administration by Branch Operations Manager to ensure adequate stock to provide

excellent customer service, while maintaining an acceptable month's supply

Wesco Distribution

Position: Account Manager (2007-2009)

• Responsible for the development, growth and maintenance of new and existing accounts.

• Relationship building with vendors and customers to include product demonstrations and

differentiators.

• Growth of Market share in existing territory for entire 15 month employment.

• Managed project and bid quotes to completion for assigned account package.

• Worked with Co-Ops and Municipals at multiple levels and expertise to provide value and expertise

with professionalism.

Kirby Risk Electrical Supply 2001-2007

Position: Products Specialist /Account Manager

• Drives- Area Manager for two years; responsible for the development and growth of Allen Bradley

Variable Frequency Drives in Central IL.

• Responsible for training and development of customer base product expertise.

• Transitioned seamlessly into Account Management position responsible for third largest account

base within Central and Northern IL.

• Responsible for penetrating accounts at all levels producing product and margin growth at

established and new accounts.

• Managed all aspects of business development and goals to include time in territory management.

• Worked with Professors to develop 4 million dollar Illinois State University Industrial Technology

lab.

• Directly responsible for helping Illinois State University receives grants and educational discounts

from Caterpillar Tractor and Rockwell Automation.

Foremost Industrial Technology 1997-2001

Position: Account Manager

• Responsible for new territory growth in Northern and Central IL.

• Consistently achieved or exceeded sales, profit and return on investment goals every year.

• Lead sales department in growth and product sales in third year.

• Directly responsible for expansion and direction of growth in company.

• Developed strong cold calling skills promoting service and product solution sales at large Industrial

accounts.

• Required duties included trouble shooting, design improvement, and fabrication of current systems.

Thrall Distribution/Ferguson 1991 - 1997

Position: Engineered Products Manager / Product Specialist

• Managed a team of six individuals and all aspects of department related duties.

• Actively called on and developed excellent relationships with customers.

• Responsible for maintaining stock orders and repair parts in a timely manner to meet or exceed

repair and production deadlines.

• Instrumental in training and development of employee skills.

• Responsible for all aspect of product service, and sales to include traveling to job site to trouble

shoot, size, and engineer pumping units and controls.

Eastern Airlines 1989 – 1991

Avionics / Ground Power Technician

• Responsible for maintaining entire fleet of Aircraft ground power systems at Atlanta's Hartsfield

International Airport.

• Promoted in 6 month period to lead technician.

• Recommended and accepted position to maintain power systems unsupervised at remote hubs

throughout United States.

• Responsible for ordering, shipping, and scheduling repairs on aircraft or power systems throughout

the United States.

• Strong work ethic and self starting skills often putting in over 60 hours in four day work week.

United State Air Force 1984-1988

Active Service

• Sergeant Honorable discharge.

• Performed maintenance and installation of aircraft liquid fuel systems to include pipes, valves, tanks,

separators, pumps, and controls.

• Nominated Airman of the quarter second quarter of 1987 by Strategic Air Command (SAC)

Inspector General.

• Responsible for development of subordinate technical training and safety procedures.

• Lead squadron football team to championships in 1986 and 1987 and held team record for most

touchdowns in a game.

Education

• U.S.Air Force Technical School (civil engineering)1984-1988

• Burks, Peerless, and Grundfos pump and controls school 1994-1996

• I.C.C. East Peoria, Illinois; Electronic technicians course 1995

• Toshiba Variable Frequency Drive school 1999,2000

• Toshiba Motor training course 1998-2000

• Turck sensor training 1998,2000,2002

• Banner Sensor training 1998,2000,2002

• Benshaw Soft Start training 1999

• Allen Bradley Variable Frequency Drive school 2000

• Allen Bradley Motor control center school 2001

• Allen Bradley Industrial controls School 2002, 2003,2006

• Allen Bradley factory automation technical courses 2005,2006,2007

• Philips lighting course 2011

• Siemens building automation training 2011

• Eaton drives training 2012

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