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Sales Manager

Lawrenceville, Georgia, United States
December 22, 2015

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**** ********** **. *** **** ***/***-0009

Duluth, GA 30096


Successful leadership track record managing Sales and Marketing activities for Industrial, OEM, Contractor, Electric Utility, Power Generation and Renewable Energy markets. Background in Distributor account acquisition and conversions, deal negotiations and new product development. High-capacity management experience with direct sales reps as well as independent manufacturers representative groups (NEMRA). National Distributor Account experience cultivating and managing business in coordination with corporate and regional offices of large national or regional Electrical Wholesale distributors.

Results-focused background for developing plans to grow business with existing accounts and to penetrate new accounts. History of exceeding sales quota while meeting controllable expense budgets.

Organize, support, and train sales force to execute sales strategies including the creation of Key Performance Indicators for measuring progress and reporting results to management.

Applying knowledge of customers business to develop marketing strategies and advertising plans for execution with distributors.

Constantly driven towards achieving maximum sales performance. Multi-tasking talents in team building, organization, product knowledge, market trend review and attention to detail in growth-oriented business environments.


New Business Development ● Client Relationship Building ● Strategic Planning & Execution ● Contract Negotiations

● Quota Achievement ● Team Leadership ● Solution Selling ● Account Retention ● New Product Launch ● Program Implementation ● Staff Development ● Training ● Territory Management ● Executive Presentations ● Business Analysis ● Product Marketing ● Repeat Business ● Microsoft Outlook and Office Software EMPLOYMENT & ACCOMPLISHMENTS

Dialight – Farmingdale, NJ (home base – Atlanta, GA) 2013 - Aug 2015 Regional Sales Director - Southeast

Start up territory, Southeastern U.S.- Hired, trained and supervised a team of 6 new Regional Sales Managers for this $150 million division of a manufacturer of Industrial grade LED light fixtures.

Developed a network of NEMRA type manufacturers rep agencies for the region

Developed a distribution channel for the Region

Identified key vertical markets for strategic sales focus

Produced $15M in NEW revenue in first year. $22M goal is set for 2015. Graybar – Atlanta, GA/Greenville, SC 2012 - 2013

Sales Manager, Industrial / OEM Business

Accountable for the overall performance of the Industrial Sales team (6 Sales Reps; Project Specialist; Quotations Specialist; and an Automation Specialist). Reporting directly to the Director of Sales providing timely reporting on the creation and execution of a sales plan for Northern Georgia and upstate South Carolina.

Developed a value proposition for the sales force to deliver and execute in the marketplace.

Established sales training events, with manufacturer suppliers, intended to: help the sales reps identify additional opportunities to sell product at existing customers; and, find additional customer targets.

Established focused targeted markets based on growth opportunities: Automotive; Food & Beverage; Printing/Packaging; Waste Water; Pharmaceutical; Warehousing and Cold Storage.

Coached sales reps to refine their sales approach and to enhance their ability to deliver a value proposition presentation.


Burndy - Manchester, NH (homebased – Atl, GA) 2006 – 2012 Regional Sales Manager

Built, trained and supervised a team of 18 sales reps in a Southern US territory, representing $40 million in annual revenue, for this $250 million manufacturer of electrical wire connectors for commercial and industrial markets. Acquired and directed a network of electrical distributors, expanding and owning relationships at local, regional and national levels. Succeeded in generating the largest territory growth percentage in the company 4 of 6 years, along with mentoring the company’s top sales performers for 3 of 6 years. Territory travel time between 50% - 75%.

Increased regional revenues from $25 million to $38 million during difficult market conditions, while decreasing total headcount by 2; also hired, mentored and replaced staff as needed.

Managed and developed distributors for the purpose of increasing sales by providing valuable technical services to specifiers and end customers.

Littelfuse Inc., Des Plaines, IL 2004 – 2006

National Accounts Manager U.S./Canada

In charge of opening up new market spaces in North America, while driving sales of “Powr-Gard” products in Canada, for this $45 million producer of circuit protection devices for industrial and OEM applications. Cultivated business with WESCO/Carlton Bates as well as A-D and IMARK groups. Closely liaised with 4 regional sales managers in the US to improve revenue through new and existing distributors.

Personally converted business with national industrial distributor Fastenal as well as grew business with other industrial distributors such as MSC and Barnes Distribution.

Closed a $200,000 deal as part of an engineered services strategy for an audit of a Goodyear Tire manufacturing plant in Ontario.

ERICO, Solon, OH 1997 – 2004

National Accounts Manager

Responsible for administering $120 million in yearly revenue for a portfolio of national distributor accounts in the US for 3 divisions with this $450 million manufacturer of high-tech products for different market niches. Accounts included Affiliated Distributors, Graybar, WESCO, GEXPRO, Rexel, Anixter, Hughes Supply, and IMARK Group.

Earned #1 Preferred Supplier status for 80% of all major electrical wholesalers in North America.

Created, managed and executed all Affiliated Distributor JMA’s and SSP events nationally.

Utilized point-of-sale data from distributor partners to revamp the sales compensation platform and improve staff morale levels.

Initially hired as a National Marketing Manager to utilize Manufacturers Rep force to sell ERITECH® Grounding Products into commercial and industrial and utility market sectors in the US and Canada.

Quickly expanded revenue from $21 million to $35 million by positioning the division as the #1 Preferred Supplier to 7 national electrical wholesale and 4 national “big box” companies. PREVIOUS EXPERIENCE

* Held management and professional positions in product marketing, regional sales, territory development and divisional accountability for Kearney Company and ILSCO. Managing Manufacturers Rep sales force calling on distributors focused on commercial, industrial, and utility markets.

* Consistently met or exceeded business targets, sales goals and company objectives for a wide array of product offerings and multi-industry clients.

* Gained hands-on abilities in sales presentations, new product design, pricing structures, customer service, market analysis and quality assurance.


Bowling Green State University, Bowling Green, OH

B.S.B.A. - Dual major in Production & Operations Management and Procurement & Material Handling.

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