Sales Manager

DAVID GRAY

925-***-**** Mobile 530-***-**** Home ***************@*****.***

https://www.linkedin.com/in/dave-gray-1024636

Performance Summary

Results Oriented Regional Sales Manager with a 10 + year career with demonstrated success developing profitable revenue and building or restoring market share in highly complex and competitive business climates. Exceptional at the execution of mission critical initiatives in both stable and unstable environments while accelerating and managing cost conscious business growth. Expert at identifying new revenue opportunities, securing customer loyalty and forging long-term relationships with external and internal business partners that drive results.

Skilled in the following competencies:

Sales Leadership

Business Development

Sales Restructure

Region Recapture

Growth Strategies

Strategic Planning

Market Share Restoration

Sales Development

Territory Restructure

Achievement Categories Detailed

Rain for Rent, Bakersfield, CA 2012 - 2016

Rain for Rent a leading provider of temporary liquid handling solutions including pumps, tanks, filtration and soil containment in the Agricultural Industry serving all 50 states from over 60 locations.

Regional Sales Manager

Scope of Responsibility & Achievement: Responsible for supporting the sales function in 10 branches to achieve revenues exceeding $105M. Worked in tandem with 2 Regional Vice Presidents conceiving, developing and executing sales & marketing strategies resulting in sustainable revenue increase of 25%. Functioned as an H.R. liaison hiring, training (including the instruction of an in-house developed “Solution Selling” program) mentoring both sales and operational roles, resulting in improved branding, merchandising and customer relations. Delivered 25% sales growth while streamlining operational expenses and reducing costs.

Recaptured Sales: Re-engineered sales process eliminating inefficiencies added forecasting skills and sales incentives resulting in a $15 M revenue increase over a 3 year period. Developed a Pipeline/Sales Funnel process winning back 15% of lost market share. Coached Regional Vice President to create a 5-year strategic growth plan and led implementation working with branch leaders (10 branches in 4 states) realigning and upgrading sales talent.

Sales Training: Led corporate-wide training initiative driving new sales and prospecting skills to 100’s of participants. Successfully navigated and overcame a resistant branch leadership, influenced C-Suite leadership to adopt the RAINmaker prospecting program principles. Despite resistance, evangelized and trained the sales force. This program empowered the sales representatives by providing more confidence in products and presentation, contributing to the sales growth above.

ValleyCrest Company, Pleasanton, CA 2010 – 2012

Nationwide leader in landscape design-build landscape construction, maintenance for the commercial market.

Regional Sales Leader Northern CA

Development Strategies: Commissioned by the Leadership team to find ways to slow exponentially declining sales caused by high turn-over and a contracting industry. Re-built the recruiting, training, and onboarding practices, set up the infrastructure, and implemented new strategies while pursuing Marquee Accounts. Within a year, reversed negative trends and actually increased year over year (YOY) sales 17% (through 2011) despite an industry-wide sales decline. This effort set the infrastructure enabling ValleyCrest to restructure its sales department.

DAVID GRAY • Page 2

925-***-**** Mobile 530-***-**** Home ***************@*****.***

https://www.linkedin.com/in/dave-gray-1024636

Rain Bird Corporation, San Ramon, CA 2009 – 2010

Rain Bird Corporation is a large international manufacturer and provider of irrigation products and services.

Regional Sales Manager Northern CA and Nevada

Sales Development / Market Share Capture: Charged with recruiting, training, and mentoring segment sales specialists and to develop key strategic partners for alternate channels of distribution. Created annual sales and marketing program; pipeline development and segmentation. Within 120 days, built brand awareness and restored sales team morale. This effort culminated in a 10% market share increase and established a fully-staffed region capable of driving continued growth.

Corporate Express, (now Staples) Newark, CA 2006 – 2009

Corporate Express Business Interiors a division of Staples Inc., providing commercial office design, furniture and related products.

Market Vice President Northern California / Nevada (5 territories, 3 offices, and 50 field sales representatives)

Market Share Restoration: 5 years declining sales caused Sales Representative apathy and eroded customer confidence and market position. Recruited by the Sr. Leadership team with the commission to restore sales growth and recapture strategic accounts. Rebuilt the team, infrastructure, and strategic plan; recruited, trained and mentored new representatives and instilled a customer-centric culture. This effort restored market share and recovered lost business from competitors. Within 2 years, revenue increased by 28%. This achieved a stable pipeline and restored employee morale.

Marquee Account / Segment Capture: Identified a highly visible, potentially Marquee level Accounts within a new segment that would require a complex customization of our product to win. The primary competitors had targeted this account and were beginning to make inroads. Within aggressive timelines, developed sales strategy, penetrated, presented, and won a multi-million dollar contract ahead of the competitors. The methodology was so successful it was implemented for all Marquee Account strategies going forward.

The Tom Duffy Company, Fairfield, CA ($115 M Division of the B.R. Funsten Company) 2003 – 2006

Wholesale distributor of flooring products, accessories, tools and adhesives serving CA. NV. and AZ.

Director of Sales and Marketing

Sales Leadership: A fragmented, unfocused sales team, with no real defined territories or presentation training, and an overwhelmed in-house customer support team led to customer unrest and lost opportunities. Created and implemented a new sales and marketing plan within 90 days; go-to-market strategies, training, and brand positioning for new products. Annual revenue grew from $71 M to $115 M in a 4 year period. This established a focused sales team with a solid presentation and the infrastructure to support 62% growth.

Education

San Jose State University, San Jose, California

Bachelor of Science in Business Administration/Marketing

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