Sales Manager
Resume:
STEVEN G. TERPSTRA
St. Charles, IL
Email: **************@*****.***
PROFESSIONAL SUMMARY
Accomplished Senior Sales and Operations Management Professional with
progressive and diverse business experience, consistently recognized by
executive management for exceeding individual, team and corporate goals.
A customer focused strategic team leader with expertise in generating
incremental sales growth, increasing profitability and implementing cost
reduction strategies. A proven track record of success in National
Account Management across multiple channels of distribution including MRO,
distributors, home centers, hardware co-ops and independent retailers with
solution based selling techniques resulting in strong customer
satisfaction. Experience in effectively handling, both domestic and
international sales and operations. Also, worked and lived in Central
America.
PROFESSIONAL EXPERIENCE
Benjamin Moore & Co. - Carol Stream, IL (a Berkshire Hathaway company)
2004 - 2014
National Accounts Manager / Business Development Manager (2009 - October
2014)
Manage the sales of Benjamin Moore paint products and the
relationships with MROs, distributors and home centers to achieve
national market penetration and sales objectives
. Develop the strategy for the MRO and National Accounts program
consisting of $30M in revenue
. Implement and execute against the strategy to create brand awareness
and profitable sales
. Manage and directly sell to National Accounts through company sales
team and manufacturer reps
Market Implementation Manager (2006 - 2009)
Achieve market penetration and sales objectives in multiple sales
territories through sales personnel and independent distributors
. Provide sales leadership for team sales activities of 450 +/-
independent retail outlets in the Midwest
(Michigan/Wisconsin//Illinois/Iowa)
. Lead a team of 15+ sales professionals, retail merchandisers,
marketing professionals and manufacturer reps
. Responsible for annual revenues exceeding $30 million
. Approve new market distribution in the territory
Territory Manager (2004 - 2006)
Direct the sales and operations activities of twelve (12) Benjamin Moore
(J.C. Licht Company) retail stores in Illinois and Ohio
. Annual revenues exceeding $20 million
. Complete P & L responsibility
. Lead corporate teams on company initiatives such as Developing
Employee Career Paths, Reducing Expenses and Integration / On-
Boarding of Sales Personnel
. Implement a new POS and back office system to streamline operational
and reporting practices
. Improved overall customer service scores within assigned territory
by 5+% (to 94%)
. Performed all human resource functions related to hiring, training,
coaching and termination for 100+ employees
CNG Financial Corporation / The 409 Group (Corporate Office - Mason, OH)
2001 - 2004
Regional Director of Operations - Check 'n Go - Glendale Heights, IL
Direct the sales and operations activities of 70 +/- financial
services retail units in multiple Midwest states (Wisconsin / Oklahoma /
Illinois / Indiana / Missouri)
. Manage 8 District Managers and responsible for 200 +/- employees
. Ensure the safety of personnel and security of assets valued in the
millions of dollars
. Responsible for annual revenues exceeding $17 million
. Increased Revenues by 10.1%, Reduced Payroll by 15%, Improved Net
Contribution by 9.5%
. Reduced overall Operating Expense by 12%; improved other
reportable/measurable operations by 10%
Iron Age Corporation (Corporate Office - Pittsburgh, PA)
2000 - 2001
Regional Operations Manager - Naperville, IL
Direct the sales and operations activities of 15 +/- specialty/industrial
safety shoe retail stores in the Midwest
. Responsible for annual revenues exceeding $10 million
. Perform hiring and training of staff of 60+/- employees
. Manage store inventories through turn-reports, cycle-counts and
annual inventories
STEVEN G. TERPSTRA **************@*****.***
National Seal Company - Aurora, IL (a Waste Management company)
1990 - 2000
International Sales Manager (1999 - 2000)
Achieve market penetration and sales objectives for HDPE and
geotextile products in international sales territories through selected
distributors (Asia, Australia, New Zealand and Israel)
. Appoint distributors for all countries in international territory
. Develop international markets by assisting distributors through
training and product promotion
. Exceeded targeted sales goals for territory by contributing 20% of
total sales and 12% of gross margin in the first year
Director of Safety (1995 - 1999)
Champion all safety and loss control programs for the union and non-
union manufacturing and construction operations
. Initiate and promote corporate wide attitudinal safety change
. Reduced and maintained the number and severity of accidents by more
than 50% over 4 years
. Reduced overall annual worker compensation claims expense from
$500K to $35K
. Interfaced with State and Federal regulatory agencies and
eliminated/reduced citations and fines
. Consolidated purchasing activities for five operating units
resulting in average annual savings of 25-30%
. Created and directed several safety committees, which succeeded in
preventing/reducing/eliminating accidents
Contract Administrator (1990 - 1995)
Perform numerous functions within a corporate legal department
. Negotiate and approve all contracts and purchase agreements
. Streamlined the construction project bidding process, document
review and proposal issuance
. Manage corporate accounts receivables and collection activity
. Develop companywide human resources policies and procedures manual
. Perform other functions including trademark filings, state filings
for parent and subsidiary companies, maintain corporate minute
books, prepare shareholder and director resolutions and serve as
corporate Secretary of affiliated company
Bekins Van Lines - Hillside, IL
1985 - 1990
Manager of Claims Administration
Manage the litigation function of the claims department, including
cargo loss/damage and tractor/trailer litigation. Provide directional
planning and manage claims personnel to ensure compliance with corporate
and departmental policies which accounted for annual spending in excess
of $10 million dollars
. Prepare answers to complaints with appropriate affirmative
defenses, answered interrogatories and provide local counsel with
factual case information
. Appear as company representative for depositions and trials
. Direct all cases to final resolution
CONTINUING EDUCATION
Conducted training/attended/participated in the following seminars:
National Safety Council-Advanced Safety Certificate, National Safety
Council Defensive Driving Course, U.S. Department of Labor-MSHA
Certificate, OSHA-40 hour Hazardous Waste Operations and Emergency
Response Training, Total Quality Management, Americans with Disabilities,
Hiring/Firing within the Law, Illinois Construction Law, American Law Firm
Association - Tractor/Trailer Accident Litigation Seminar
EDUCATION
University of Phoenix - Master's Degree
Northeastern Illinois University - Bachelor of Arts Degree
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