Sales Manager
Resume:
MICHAEL B. DOWDY
Roanoke, Virginia 24018
*********@***.***
OBJECTIVE
A sales/sales management position in an organization where an extraordinary record of creative sales, managerial and motivational skills, and marketing expertise would be needed. SUMMARY OF QUALIFICATIONS
Thirty five years of experience in regional and multi-state operations management, strategic market planning, acquisitions, corporate restructuring, new start ups, budgeting, forecasting and sales as part of multi-million dollar service companies.
Extensive knowledge of non-alcoholic beverage sales and vending services to restaurants, hotels, health care facilities, industrial manufacturers, convenience stores and independent operators in six states.
Effectively supervised and motivated staff from middle management to entry level employees to achieve company goals.
Personally involved in five company buy-outs, one a 3-state operation, involving pre- purchase review of account base, assets, personnel, and interfacing new acquisitions into corporate structure.
Skilled in the management of sales efforts across divisional lines and in developing bundled product programs for shared customers.
Supervised management of $3/4 million in physical equipment, as well as equipment installation, leasing and maintenance aspects.
Utilized “Needs Satisfaction Selling”, “Integrity Selling”, and “Coffee Foundation Training” (Sara Lee) to build exceptional sales force and develop attractive sales incentives, tracking, and reporting guidelines.
Personally created and implemented a unique sales training curriculum based upon real- world sales experience in the beverage service industry.
Personally sold 809 new coffee customers in the past fourteen years which contributed a cumulative total of over $6 million in top-line sales.
Excellent background in interacting with a wide range of clientele and translating their needs into sales.
EXPERIENCE
Shenandoah Valley Water & Coffee Company, Staunton, Virginia 2014 - 2015 Coffee Division Sales Manager 2014 - 2015
Hired to reorganize, develop and build the company’s coffee service division.
Updated and enhanced the coffee and allied product selections based on current trends and customer needs. Worked directly with our roasters and suppliers in product selection and packaging.
Established a divisional pricing matrix for coffees and allied products to enhance profitability, empower the salesforce, streamline the proposal process and gain more control on pricing overall.
Started to establish better relationships with roasters and suppliers in order to gain better pricing and product support.
Began a formal sales training program with coffee sales representatives to improve their selling skills, customer relationships, and overall performance.
Published a weekly “sales lesson” that was sent out to all employees to help everyone to think and act in a positive way to enhance our customers’ experience.
(Due to a Non-compete issue with my previous employer, I was forced to resign my position with Shenandoah Valley Water & Coffee after 5 months.) NCB Corporation, Roanoke, Virginia 2000-2014
(dba Quality Coffee Co., H&C Coffee, Mountain Springs Water) Vice-President - Sales 2011-2014
Responsible for oversight of all aspects of customer sales for both coffee and water divisions of the company and supervising seven route sales representatives, two sales supervisors, one service manager, and one service technician.
Directed daily operations, staffing, training, customer service, credit collections, equipment installation and service.
Worked directly with the President in strategic planning, development, and budgeting.
Directly responsible for targeting and acquiring new accounts.
Involved in development of marketing plan, implementation, and review.
Directly responsible for new account sales training and coordinating the efforts of the Sales Team.
Created and implemented a unique sales training curriculum based upon real-world sales experience.
Implemented route sales budgets and goals as designed by CFO and reviewed monthly progress with salesmen.
Reviewed customer accounts for profitability and proper equipment utilization.
Managed account receivables with office manager.
Prepared or approved all quotes and proposals.
Coffee Sales Manager 2000-2011
Responsible for merger of assets, personnel, and customer base from purchase of H&C Coffee into QCC corporate structure.
Redeveloped route sales staff to better mesh with new corporate philosophy.
Revitalized the existing customer base with new product introductions and better service expectations.
Improved route profits through up-selling better coffees and higher-quality allied products.
Directly involved in a re-branding program of the H&C Coffee brand of coffees.
Moved the company’s focus on new business to include food service and c-store venues.
Arranged for the company to increase its exposure in local shows and events.
Helped to re-develop the company’s retail presence in grocery stores with the H&C Brand.
Developed an H&C Coffee point of sale program to assist in the marketing of products in the Convenience store industry and managed its roll-out.
Successfully concentrated an effort on new account sales and customer retention. SUPERIOR COFFEE (SARA LEE), Richmond, Virginia 1997-2000 Key Account Sales Manager – Food Service Sales 1999-2000
Sales and service to PYA-Monarch Distribution Centers in Salem, Virginia and Zebulon, North Carolina.
Provided food service selling solutions for Sara Lee beverages to Sara Lee owned distributors.
Developed and implemented sales incentive programs and spiffs for distributor sales force.
Provided effective product training to distributors.
Handled product logistic issues between distributors and shipping warehouse. Territory Sales Manager – OCS/Vending 1997-1999
Managed sales to OCS/Vend customers in West Virginia, Virginia, and North Carolina.
Provided product and sales training to OCS/Vend customers within my territory.
Set sales goals for each customer and helped them track and manage their progress.
Met or exceeded corporate projections for my territory.
Handled customer complaints and billing issues within my area.
Assisted in the conversion of the customer base in two major acquisitions by Superior Coffee. (Wechsler, Continental).
Worked with OCS/Vending distributor chain in new product roll-outs.
Provided Company representation at local, regional and national product shows. S&D Coffee, Inc., Richmond, Virginia 1979-1997
Regional Manager 1991-1997
Responsible for oversight of $2 million in sales, serving 1100 customers, with assistance of four sales representatives, an operations supervisor, and a key account sales manager.
Directed all operations, sales, staffing, training, customer service, credit approval/collections, equipment, service, and equipment installation.
Full charge of strategic planning, development, budgets, and forecasts. Worked closely with key account manager to target and acquire new accounts.
Reviewed sales growth, salesmen’s achievements, and new product roll-outs.
Assisted in merger of three divisions and management teams into one in major company restructuring. I was appointed Regional Manager for all sales and service operations in Richmond and 100 mile radius.
Regional Sales Manager – OCS Division 1986-1991
Managed operations and sales personnel in six states (Va, NC, MD, PA, WVA, and OH) with a staff of 26. Consistently exceeded sales, gross profits and net contribution projections.
Assumed direction of special projects, sales promotions, and presentations as directed by top management.
Opened new Ohio territory; assisted in acquisition of a $15 million Tennessee firm and its customer conversion, asset management, and employee evaluation and training. District Sales Manager – OCS Division 1982-1986
Oversaw management of five routes throughout Virginia including route sales and new customer sales rep recruitment and training, equipment installation, and coordination of delivery schedules to ensure operational efficiency.
Developed and monitored pricing and overhead, equipment inventory, and product flow. District Sales Director – OCS Division 1980-1982
Aggressively built successful new routes in Northern Virginia/DC area, hired and trained new sales representatives to service customers in the new market area.
Opened and managed new satellite warehouse, eliminating unnecessary trips to Richmond to pick up inventory and equipment, a savings of $20,000. Sales Representative – OCS Division 1979-1980
Took over and expanded territory 340% in the sale of fresh-brewed coffee, tea, and juices.
Appointed to the Sales Advisory Council.
EDUCATION
B.S. Biology, Roanoke College, Salem, Virginia
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