Sales Representative

Edward R. Furman

**** ***** ***** **., ********, MI 49441 ● Phone 231-***-**** ● Cell 231-***-****

E-mail: *******@***.***

Sales or Sales Administration

Senior entrepreneurial sales executive with more than 20 years of experience

managing sales and major accounts within district, regional or national markets. Have extensive

business development abilities and relationship building skills on a start-up basis and established account enhancement. Through diverse sales management have increased sales from 35% to 85% in every market involved in.

Qualification Summary

P&L Management Sales & Business Development Budget & Expense Control

Presentation & Training Key Account Management / Retention Inventory Control

Contract / Pricing Negotiations Staff Development & Motivation Blue Print

Evaluation and Job Take-Off Experience Lighting Design and ROI Evaluation

Professional Experience

Presently working as independent sales representative and part-time @ Home Depot,

Plumbing and Electrical Departments.

Vice President of Operations, Advanced Energy Management, Inc. – Montague, MI

2013 to 2014

Took over all operations of lighting retrofit, energy evaluations and major

account interface. Specialized in closing the major projects with 90% closure rate.

Responsible for realigning company for a new direction into the solar

market, developing new partnerships and vendor relationships.

Comprehensively realigned market priorities to establish better A/R & A/P cutting

turns from 120 days or more to 30-60 days, which established better projections.

Director of Procurement & Design, Advanced Energy Management, Inc. – Montague, MI

2011 to 2013 ***Was Promoted***

Developed relationships with vendors and reps for induction, fluorescent

and LED lighting. Cut project costs by 35% over previous levels and maintained

higher gross margin on projects because of buying direct from manufacturers.

Designed lighting for industrial and commercial customers to meet expected

energy reductions, light levels and energy company rebates. Presenting customers

with payback analogy, ROI to consummate project proposal. Saved customers dollars

on engineering costs to enhance energy cost reductions.

Worked on major projects to establish continuity of approach from inception of

design parameters to presentation and closure of contract.

Called on architects and engineering to recommend products for upcoming projects.

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Account Manager, American Copper & Brass: Electrical Div. – Hillsdale, MI

2006 to 2009

Developed sales strategies for market expansion to include western

Michigan, northern Indiana and Ohio.

Doubled gross margin dollars on assigned accounts and defined

abilities as a primary source for electrical products and controls for local

accounts.

Established respectability with vendors utilizing joint ventures and joint

sales calls.

Account Manager, United Electric Supply – Grand Rapids, MI

2005 to 2006

Attempted to add credibility to this struggling electrical distributor.

Primary goal was to build inventories back up to present daily need

requirements.

Increased profitable sales to enhance bottom line.

Effort was too late for corporate impressions, they closed operations.

Sales & Marketing Manager, Erickson Companies, Inc. – Grand Haven, MI

2003 to 2005

Established market plan for bid opportunities, joint venture opportunities and turnkey

projects for local industrials.

Designed and implemented capabilities brochures for defining direction for

customers and general contractors.

Presented power evaluations for industrials and made recommendations for

power reductions including power factor corrections and new lighting.

Managed joint venture projects with Light Corp. Lighting retrofits for energy saving

fluorescent lighting.

Sold NEC Telephone Systems to area businesses and did prospecting for new business

ventures.

Territory Manager, Leeds Electronics, Inc. – Indianapolis, IN

2002 to 2003

Increased market share by expanding on sales to MRO’s, OEM’s and Systems

Integrators in Michigan and northern Indiana.

Established national exposure with MRO agreements with major industrial.

Grew their market of control and sensor business with government and medical systems manufacturers.

Brought on several new lines of materials for fiber optics and LED sales.

Senior Account Representative, Graybar Electric Supply – Grand Rapids, MI

2000 to 2001

Brought on board by this national distributor to obtain the market that I was dominating in.

Documented all viable contacts within this shoreline market and presented with proactive plan

of acquiring substantial market share there.

Territory started at zero sales and upon departure they were doing between $60,000 to $75,000 total revenue per month.

Signed up new contractor accounts and signed them to a contracted pricing via Square D. Page 3

Fitzpatrick Electric Supply Company – Muskegon, MI 1981 – 2000

***Now Owned by Kendall Electric

Director of Commercial – Contractor Sales,

1997 to 2000

Developed a Contractor Advisory Board for presenting customer views on our service,

product offering and meeting customer needs.

Increased total revenues by these customers by 35% and grew the account base

by 40% and was responsible for $3.5 million in sales annually.

Doubled our output of sales quotations and project bid opportunities.

Senior Sales Representative,

1987 to 1997

Developed sales strategy to provide dramatic growth

Presented Plus One in progressive years growth of company’s

over-all gross margin concepts.

Grew personal total sales revenue from $800,000 to $2.5 million

within 3 years.

Was in the top 5 for total sales for 10 years running out of 40 Reps.

Was awarded a Diamond Ring for the Presidents Club for extensive market development

in my region.

Lighting Specialist,

1983 to 1987

Negotiated contract pricing on stock and project materials.

Chose most competitive product lines for marketing promotions.

Evaluated industrial, commercial facilities and sport fields – determined the most

economical and most efficient means of lighting.

Developed innovative layouts and lighting designs for end users and contractors.

Drew up and presented proposals and quotations for all electrical materials.

Customer Service Representative,

1981 to 1983

Serviced principle accounts amounting to over $5 million in total sales.

Served as adviser for exceptions reporting on corporate pricing issues.

Filled in for quotations for special projects.

Education

Bachelors of Science in Business Administration, Central Michigan University

Have attended several technical training schools such as: Allen-Bradley, GE,

Square D, Eaton, Sylvania and NAED.

Contact this candidate