Sales Manager

WILLIAM C. LEAR “CURT”

**** ******* ******, **. *****

(904) 428 - 2859

*********@*****.***

SUMMARY OF QUALIFICATIONS

Branch and Sales Management Professional with US Army Leadership Skills offering over 20 solid years of experience derived through the construction equipment industry. Professional experienced Branch Manager with full profit and loss responsibilities including sales, rental, parts, service and transportation departments, budgeting, forecasting, risk management with zero recordable incidents, sales management and branch human resources management. Conducted quarterly, semiannual and annual performance reviews to corporate officers. Successfully developed satellite operation with $0 revenue into mature branch with revenues of $5.5M within 2 years. Managed and mentored branch staff of 15 employees. Experienced sales leader. Served as Sales Manager of sales staff ranging from 3 branch sales representative to 11 sales representatives located in 3 multi state locations. Coached, mentored and developed sales staff to grow annual revenues ranging from 43% to 238%. Subject matter expert in sales IQ. Conducted sales ride alongs, sales etiquette, client needs analysis, managed sales CRM, forecasts, budgets, expenses and product training. Proven ability to increase market share and profitability as a Sales Professional. Ranked 8th nationally for 129% 2014-2015 fiscal year over year sales increase for the North Florida and South Georgia territory as a manufacturer’s representative. Presented business plans and promotional programs to dealers and end users, developed dealer product sell through marketing plans, conducted product knowledge training sessions for dealer sales staff and end users, construction job site product demonstrations highlighting product competitive advantages, developed dealer year over year revenue growth plans and built dealer retail showroom product and marketing displays to effectively promote products.

• Branch Management • Organizational Leadership • Client Needs Analysis

• Lean Six Sigma

• Sales Management

• Operations & Planning

• Safety Management • Training Development

• Asset Accountability

• Personnel Conflict Resolution

• Equipment Operator’s Safety • Product Training

• Event Planning

• Team Building

EDUCATION

Bachelor of Science (BS) in Psychology and Counseling (1999)

Liberty University, Lynchburg, VA

Lean Six Sigma and Balanced Scorecards Certification (2015)

United States Army Joint Medical Executive Skills Institute

Lean Six Sigma Quality Management Certification (2015)

United States Army Joint Medical Executive Skills Institute

PROFESSIONAL EXPERIENCE

Manufacturer’s Representative- Industrial – North Florida & South Georgia 2014 – 2015

Makita Industrial Power Tools, Jacksonville, FL. (Discrepancy due to US Army Reservist service)

• Ranked 8th Nationally – Fiscal Year Over Year Sales Growth- 129% over plan, 2014-2015

• Successfully managing sales territory in the North Florida and South Georgia Region.

• Promote Makita Products to Dealers and End Users.

• Conduct Product knowledge sessions to Dealers and End Users.

• Demonstrate effectiveness and production of Makita Power Tools versus competitive tool brands.

• Conduct jobsite demonstrations of the full product line for Makita Tools.

• Present business plans and promotional tool programs to Dealers and End Users.

• Dealer showroom product and marketing display maintenance to effectively promote Makita products.

Sales Representative 2010 – 2014

High Reach 2, Jacksonville, FL. (Pursued Career Advancement with Makita USA)

• Successfully managing sales territory in the Northeast Florida region Jacksonville Branch equipment rental leader within 1 month of employment.

• Established most new clients within a 3 month time frame

• Branch rental revenue leader after first 6 months and to date

• Conduct Aerial Equipment Operator’s Safety Orientation Certification training

Sales Representative

United Rentals Aerial Division, Jacksonville, FL. (Jacksonville branch closed) 2008 – 2009

• Successfully managed sales territory in the Northeast Florida region

• Sales territory averaged $110,000/month rental revenue- increase by 100%

• Assisted Branch Manager with rental market development and sales strategy

• Conduct Aerial Equipment Operator’s Safety Orientation Certification training

Branch and Sales Manager 2006 – 2008

H&E Equipment Services, Inc., Jacksonville, FL. (Jacksonville branch closed)

• Developed satellite branch into full service Aerial Dealership which included Rental, Sales, Parts and Service

• Grew annual branch revenues from $2.7M in 2006 to $5.5M in 2007

Rental- from $2.3M to $3.3M

Sales- from $279K to $1.5M

Service- from $51K to $122K

Parts- from $23K to $97K

Other Revenue- from $213K to $485K

• Sold international used aerial equipment export transaction of $1.3M

• Managed a branch staff of 15 employees and rental fleet of construction equipment worth more than $12M

• Branch Safety Coordinator with zero recordable incidents- 2008

• Selected to committee of 6 out of 58 Branch Managers to participate in Models of Management Course for Vice

Presidents

Sales Manager- Rental Division 2002 – 2006

Duval-Pilot Equipment Outfitters, Jacksonville, FL. (Company sold- no longer in business)

• Established new cold start Terex construction equipment dealership in the Northeast Florida Market

• Total combined annual revenue generated from new equipment sales and rental average of $978,000 per year

• Managed, developed and mentored a sales staff consisting of 2 rental representative and 2 equipment sales

Representatives

• Conducted earthmoving demonstrations, price negotiations and secured equipment financing

PROFESSIONAL TRAINING

Executive Leadership and Management Certification (2015)

United States Army Joint Medical Executive Skills Institute

Conflict Management Principles and Negotiation Certification (2015)

United States Army Joint Medical Executive Skills Institute

Manufacturer’s and Advanced Manufacturer’s Professional Sales Course (2014)

Makita USA, Buford, GA

Primary Leadership Development Course for Non Commissioned Officers (2012)

United States Army, Fort AP Hill, VA

Models of Management (2008)

Signature Corporate Training, Dallas, TX

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