Sales Manager

*Charles J. Failes*

Mobile 913-***-**** e-mail: *******@*****.***

LinkedIn profile

<https://www.linkedin.com/profile/view?id=4457689&trk=nav_responsive_tab_profile>

*Profile*

Results-driven *Sales and Marketing Executive* with broad-based experience

in profitability growth, strategic partnership development and business

process reengineering. Accomplished professional who has earned a

reputation for consistently meeting and exceeding aggressive

objectives. Effective

communicator possessing excellent interpersonal and relationship-building

skills. Expertise includes:

Business Development & Expansion

International Sales/Development

Sales Management (B2B/B2G)

Contract Negotiations

Strategic Partner Development

Cost Reductions

Quality Integration and Management

Business Process Reengineering

Positioning/Marketing Strategy

Associate Development

Professional EXPERIENCE

Decisiv

*Regional Services

ManageR

*2012-Current

Responsible for Product Deployment and Service Delivery of a Start-Up

Service Relationship Management (SRM) platform in the Heavy Equipment

space. Responsible for management of various OEM relationships, deployment

to multiple networks of Service Locations as well as regional and national

fleets

-

Responsible for revenue/program growth in the Scheduled Maintenance

markets, yielding significant growth in preventative maintenance programs

for trucks, trailers, generator/field equipment and ancillary equipment

-

Opened new markets and crafted a scalable process for implementing major

OEM’s resulting in a reduction of 80% in time to market

-

Led high performing team, responsible for supporting 500+ domestic and

international deployments

-

Improved internal process driving a 14% increase in Gross Margin by

eliminating redundancies while driving increased production

-

Drove new processes/tool development, implementation, management and

measurement in a startup environment

IFCO SYSTEMS

*GENERAL

MANAGER

*2011-2012

*Recruited by IFCO to oversee and manage total operations of a shipping

platform manufacturing facility. Led a successful turn-around of the

facility, including: enhanced manufacturing operations, transportation

efficiencies and successful sales and marketing. *

-

Grew Sales by 37% in first year

-

Responsible for: P&L, Sales, Marketing and Human Resource functions

-

Negotiated contracts with several suppliers resulting in a 28% reduction

in core costs resulting in significant material savings as well as a 12%

savings in fuel costs

-

Increased regional market share by 37%

-

Expanded production of facility by 29% and 33% in materials processing

-

Managed sales team, operations and resources to deliver profitable growth

Multi Service Corporation

*Client Relations

Manager

*2009-2011

*Responsible for Government contracts supporting the US Warfighter’s

deployed globally. Main area of focus was to ensure acquisition of fuel,

ancillary support products by developing and managing a worldwide network

of suppliers for both contract and spot purchases. Additionally,

responsible for development of a Commercial Marine program and go to market

strategies, including developing relationships with a syndicate of banks to

provide credit facilities to support program, marketing/messaging to global

clients. Managed a high performing team of Program Managers, responsible

for systems, marketing and relationship management to support multiple

programs.*

-

Led contract renegotiations and managed relationship with US Government

Department of Defense

-

Managed multiple relationships with foreign militaries to drive a 48%

YOY increase in fuel transactions increasing segment revenues, annual

revenue stream of $180MM

-

Negotiated fuel contracts at Fixed Based Operators worldwide

representing 5,600 locations around the globe

-

Responsible for acquisition of complimentary providers in market place

to create a robust commercial marine fuel program

-

Managed rollout of a commercial aviation fuel program exceeding

financial projections by 29%

-

Re-branded and Re-launched Marine fuel program

-

Grew first year sales 8% over forecast, reduced loss (credit risk) by

1.5% thru process improvement in underwriting processes

-

Developed standard operating procedures for all facets of operations

eliminating inefficiencies and improving customer satisfaction

Vance Publishing/Red Book Marketing

*general

manager

*2005 – 2008

-

Grew advertising revenues by 28% through expansion to new audiences as

well as significant product enhancements in both print and digital products

-

Guided numerous joint venture opportunities, domestic and

internationally, resulting in a 32% increase in new international revenues

-

Reorganized a team of direct sales, tele-sales and inbound/outbound

customer care agents to focus on entire customer experience, increasing new

and add-on sales; increased customer satisfaction results by 7%

-

Oversaw the successful execution of the migration of a traditional print

subscription based business operation to a web based platform improving

revenues and significantly reducing costs by $350K in the first 18 months

-

Reversed year over year financial declines yielding the division’s first

year of growth in over five years

Sprint Business Solutions

*Wireless Market

Manager

*2003 – 2005

-

Spearheaded implementation of first wireless retention program for

business customers, reducing customer segment churn by 27%

-

Developed rapid response team to quickly react to competitive threats in

the market place

-

Served as a key leader in effectively managing 28% growth in key product

revenues

-

Managed Vendor Co-Op Funding for divisional initiatives

*General Manager Leasing Operations/Product Manager*

1998 – 2003

-

Managed sales force for global leasing program growing revenues from $9M

to $45M in three years

-

Negotiated a 3rd party pass-through facility that reduced capital budget

by 40% and increased revenue by 17%

-

Structured industry leading program that bundled both services and

equipment surpassing financial objectives by 140% in first year

-

Managed vendor relationships with multiple Fortune 500 vendors

-

Led business process improvement efforts using Six Sigma Methodology

that:

-

Improved account penetration by 19%

-

Improved accounts receivables by reducing invoice aging by 38%

-

Resulted in a $2M savings by implementing improvement recommendations

-

Successfully consolidated four inside sales centers into a single center

supporting nationwide sales, increasing sales revenue by 16% in the first

four months; first year cost savings were 9%

EDUCATION

Avila University

*Bachelor of Science – Business Administration*

Contact this candidate