Sales Manager

David Gillikin

614-***-**** aco8mm@r.postjobfree.com

Branch Manager Plant Manager Sales Manager

Sales, Branch and Plant Management professional - with 12 years of experience as

Branch Manager accountable for Profit and Loss (P&L) of 7-figure units with up to

61 staff, and 10 years as Manufacturer's Representative within glass and aluminum

products industry - offers start-up/turn-around and major account/national sales

expertise, and strengths which include strategic operations, staff training &

development, and relationship/account management. Career highlights include

building new branch from scratch to $9 million in annual sales, returning branch

to profitability in less than 5 months with 15% revenue growth, expanding

operation market share by 150% - expanding from 2 to 5 states - while raising

sales 100% in 3 years, and cutting costs by $240,000 annually to streamline

operations.

Career Highlights

VICE PRESIDENT OF SALES - PDC GLASS OF MICHIGAN

Raised sales by 100% while simultaneously expanding glass fabricator market share

and operations by 150% - from 2 to 5 states - within only 3 years.

BRANCH MANAGER - ARCH ALUMINUM AND GLASS

Grew start-up brand from scratch to #2 fabricator in state of Colorado, with

sales of over $9 million in only 4 years, earning prestigious "Most Improved

Branch" award in 2006.

CONSULTANT / LOCATION MANAGER - HARTUNG GLASS INDUSTRIES

Transformed unprofitable glass fabricator losing $70,000 monthly to stable firm

with positive cash flow, increasing bottom line sales by 157% to $40,000+ monthly

in only 4 months.

MANUFACTURERS REPRESENTATIVE - Multi-Lines of Residential Construction Glass

Material

Boosted sales of all products sold within State of Ohio by 27%, following

execution of strategic plan to expand visibility of entire product line.

Expertise & Strengths

Major Account/National Relationship Building & Customer Service

Sales Mgt Performance Evaluations

Staff Training & New Market Identification Client/Server Architecture

Development Market Analysis/Research

Client Needs Analysis/Mgt Product Introduction Merchandising/Promotion

Creative/Strategic Selling Sales/Marketing Communications & Follow-up

Business Planning

Professional Experience

JMK Glazing Solutions... Ohio / Western PA, West VA (2012 - Present)

Manufacturers' Representative and Consultant firm to glass industry.

MANUFACTURERS' REPRESENTATIVE

Marketed full line of glass products for manufacturers - including

windows, skylights, panels, glass, shower doors, aluminum, door hardware,

bullet-resistant glass, entrances, handrails, laminated glass, fire

resistant glass and aluminum - traveling across the tri state area to meet

with glass-shop owners or purchasing representative to sell product lines.

Functioned as Location Manager in charge of entire branch with 35 staff

and accountability for P&L for 6-month Hartung Glass contract,

coordinating daily operations of fabrication and distribution facility

producing tempered glass and insulated units, and reporting to company's

Chief Operating Officer. Scrutinized night-shift issues validating order

entries and lead times, meeting with Production and Shipping Managers to

ensure quality output and on-time deliveries to client, reviewing supplier

orders to monitor costs and re-negotiating lower prices, and conducting

routine sales calls to reclaim former customers or convert prospects to

clients.

. Produced overall monthly savings of $20,000 and $7,000 in fuel costs,

by re-working routes to streamline deliveries, eliminating personnel

due to overstaffing, and re-negotiating propane, uniform, and trash

pick-up service contracts.

. Resolved severe overstock situation with thousands of dollars tied up

in sitting inventory, replacing former policy with new protocol

requiring approval for major orders over $500, ultimately significantly

reducing existing inventory and monthly expenses.

. Addressed substantial challenge associated with high-selling product

which incurred significant back-end losses tied to replacements or

refunds - due to easily scratched and sensitive surface area -

ultimately discontinuing product and finding suitable replacement.

VITRO Architectural Products... Denver, Colorado (2010 - 2011)

Multinational organization - with 75 U.S. branches supported by 20,000

employees generating $2.6 billion in revenues - headquartered in Mexico.

BRANCH MANAGER

Acted in Sales Manager capacity, accountable for P&L and sales budget of

debt-free location, with focus on driving sales to increase annual

revenues by marketing and distributing insulated glass, mirror, laminated,

wire, and fire-resistant glass units and shower doors to Colorado,

Wyoming, and Nebraska prospects, closing key Harmon Contract Glazing,

Trainor Glass, A-1 Glass, and Metropolitan Glass sales contracts.

Collaborated with Sales Representatives on sales calls by conducting job

quotes and following up with jobs until contracts secured, often by re-

negotiating terms and conditions until agreement reached, initiating day

by reviewing shipment log deliveries, obtaining status updates from

Production Manager, and interacting with up to 40 employees on as-needed

basis.

. Grew overall revenues by 15% and shower door orders by 23% by

introducing Customized Hardware Program where company received door

hardware specifications and cut materials to order, prior to shipment.

. Returned branch to profitability within only 5 months, cutting labor

hours associated with production of insulated glass units by $14,400

annually by implementing process of compressing secondary unit seals

individually, foregoing requirement of cutting prior to actual

application.

Arch Aluminum & Glass ... Aurora, Colorado (2004 - 2010)

$500 million dollar family-owned Fort Lauderdale, Florida corporation based

with 27 U.S. branches and 1400 employees.

BRANCH MANAGER

Opened brand-new branch with 55 employees and 6 inside/outside sales

staff, Plant Manager, Aluminum Manager and Office Manager direct reports,

hiring initial 3 employees and 30% of remaining personnel over tenure.

Span of responsibilities entailed maintaining and expanding relationships

with large corporate accounts, issuing job quotes, reviewing daily,

weekly, and monthly sales and profits, resolving customer issues or job

challenges, conferring with Managers, and attending local industry

meetings to secure leads or enhance company brand.

. Built business from scratch to $9 million operation, earning "2006 Most

Improved Branch Award" and company-wide recognition for

accomplishments.

. Administered sales, capitol, and operations budgets, overseeing branch

P&L, and servicing of large-scale glass shop clients located in

Colorado, Wyoming, and New Mexico.

. Collaborated with corporate Purchasing Division and Office Manager to

monitor and reduce costs, largely accomplished by reducing workforce

personnel and eliminating truck routes during slow season.

PDC Glass of Michigan ... Plymouth, Michigan (2000 - 2004)

Start-up sister company to PDC Pittsburgh location, with combined sales of

$35 million and 125 employees, and operations spanning states of Michigan,

Ohio, Indiana, Illinois, and Wisconsin.

VP / Sales

Hired only 6 months after buy-out of existing business to initiate

Michigan operations, oversaw inside and outside sales force of 9

individuals and corresponding sales budget. Core accountabilities included

conducting job quotes, managing projects and personnel, coordinating

orders with production staff, assisting inside sales staff with customer

concerns, and notifying sales staff of new developments.

. Spearheaded growth of market share by 150% - from presence and

operations in 2 states (Pennsylvania and Michigan) to 5, following

organization of existing branch and establishment of stable operation

with consistent cash flow.

. Expanded bottom-line sales by full 100% in only 3 years through

expansion, mobilizing Sales, Production, and Transportation Departments

to execute original strategic growth plan.

Olson Architectural Products (OAP) ... Temperance, Michigan (1993 - 2000)

Start-up Manufacturer's Representative firm subcontracting with suppliers

to re-sell products to glass companies.

MANUFACTURERS REPRESENTATIVE

Began as 1 of 2 representatives marketing PDC glass product line - calling

on Michigan and Ohio glass shop prospects - becoming company partner

within only 4 years. Secondary duties encompassed accompany customer to

job sites to inspect glass product, evaluate goods often damaged by

improper installation, and rectify situation.

Early Career History

Sales Manager - Dykstra Glass ... Burnips, MI (1991 - 1993)

Doubled sales in 1 year by expanding market into new territories and

establishing satellite office, partnering with Manufacturer's

Representatives and sales personnel to attain sales objectives, overseeing

all inside and outside sales personnel.

Sales Manager - Thermaglas Corporation ... Saginaw, MI (1989 - 1990)

Developed new territories in Michigan and Ohio, coordinating implementation

of new tempering furnace, quoting jobs of all sizes and ranges, and

purchasing specialty glass on job-by-job basis, working closely with

independent Sales Representatives.

Shipping Manager / Inside Salesman - Howe Martz ... Detroit, MI (1983 -

1989)

Directed ordering process from initial contact to product shipment, forming

and supervising new Glass Door Department, quoting jobs and entering orders

while delivering outstanding customer service.

Education

B.S. in Business Administration with Advertising & Marketing Major - Ferris

State University ... Big Rapids, MI

Professional Activities

President (former) & Member - Construction Specifications Institute

Vice President & Member - Colorado Glazing Contractors Association

Member - Glazing Contractors Association of Detroit

Certifications

Nutrition & Physical Health Certificate - University of Pittsburgh

Certified Running Coach - Road Runners Club of America

CPR/First Aid Certified

Computer Skills

Axapta ( Cognos ( Word ( Excel ( Outlook

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