Sales, Sales Management

William C. Ward

**** ****** *****, **********, ** 45241

H 513-***-**** C 513-***-**** acqqk5@r.postjobfree.com www.LinkedIn.com/in/BillWardCinti

Summary Sales Executive accomplished in driving revenue and market share growth in competitive markets for Fortune 1000 companies. Expert in:

Strategic Sales & Planning

Competitive Positioning

Regional/Territory Management

New Business Development

Sales Force Management

Penetrating new markets

Developing solution selling strategies

P & L Management

Experience Sales Manager, AbiBow Recycling, Columbus and Cincinnati, OH 2013 – 2014

Recycling division of Resolute Forest Products, $5B publicly held multi-national market leader in forestry and paper products. Division sold to EWJ International.

Responsible for customer service and operations for 1800 customers, including scheduling, routing, payroll and suppliers within OH, KY, and IN.

Drove sales efforts, resulting in $50K growth in sales and 99% customer retention.

Managed 7 CDL/FEL truck drivers, contributing to 90% on-time pick-ups and eliminating employee turnover.

Negotiated with 12 suppliers, ensuring reliability and on-time deliveries and reducing costs up to 5%.

Rerouted collection of recyclable goods, reducing costs by 10% including overtime 8% and fuel 2%.

Resolved OSHA incidents and truck issues, contributing to 100% safety record.

New Business Development, RPI Graphic Solutions, Cincinnati, OH 2011 – 2013

Commercial sheet fed printer specializing in 1 thru 10 color work with digital capabilities and finishing.

Generated over $1.25MM in new sales opportunities throughout the Tri-State area.

Negotiated and closed 5-year deal with Xavier University as their sole source printer.

Advised owners on sales strategies, pricing and plant efficiencies.

Regional Manager - Midwest, Hanna Paper Recycling, Inc. Cincinnati, OH, 2007 – 2010

$100 MM paper recycler operating 9 divisions in North America and serving the commercial print, financial and banking sectors; N.A.I.D. certified for in-plant document destruction. HQ in Ontario, CN.

Generated new sales opportunities and maintained existing business within the Tri-State.

Developed marketing campaigns generating over $2.5MM new business in a highly competitive environment.

Rebuilt sales with new direction after the market downturn in the Fall of 2008, resulting in 55% increase in sales.

Negotiated 5-year agreement with regional division of IRS for document destruction, generating over $150M profit per year.

Applied knowledge of N.A.I.D. compliance and regulations for document destruction to companies following government standards.

Negotiated 10-year contract for equipment installation and services, resulting in over $75K profit per year.

The Merten Company/Westerman Print Company, Cincinnati, OH 1985 - 2006

$9MM commercial sheet-fed printer serving metro Cincinnati. Acquired Westerman Print Company in 2004. Division of Champion Industries, $140 MM commercial printer, business form manufacturer and office products supplier in Huntington, WV.

Account Manager, The Merten Company,

Facilitated the transfer of over 275 accounts from Westerman Print Company to The Merten Company, successfully retaining 100% clients despite service level concerns post acquisition.

Sold over $1.25MM in new business in less than 2 years, meeting sales objectives.

SVP, Sales, Westerman Print Company, (1985 – 2004)

$9MM commercial sheet fed printer servicing Cincinnati, Northern Kentucky and Southwest Indiana.

Responsible for Sales, Customer Service and Estimating, including pricing and profit margins.

Hired and built high performance field sales force of 8, contributing to doubling sales to $9MM over a 5 year period.

Co-negotiated contracts with three industry Trade Unions, contributing to 10% reduction in labor costs over a 3 year agreement.

Co-developed marketing initiatives resulting in $175K in new business and 15% increase in revenue from existing accounts.

Developed business case supporting diversification beyond one major client representing 85% of the business, resulting in $2.25MM new business.

Developed innovative commission/bonus program generating $750K in new sales.

Sold over $28 MM in new business over 19 years; promoted to partner after 2 years.

Participated in sale of business to The Merten Company.

Columbia Graphics, Chicago, IL 1983 – 1985

$4 million commercial sheet fed printer servicing the Chicagoland market.

Advanced from Company Driver to Estimator, then Purchasing Agent and ultimately Customer Service Representative.

Education Bachelor of Science in Business Administration. Marketing, Xavier University, Cincinnati, OH

Systems MS Office (Word, Excel, Outlook), ACT

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