Sales Representative
Resume:
LOUIS J. TIRRENO
Beaver, PA 15009
**********@*****.***
SALES MANAGEMENT / GLOBAL ACCOUNTS DEVELOPMENT
Resourceful decision-maker brings strong leadership and organizational skills to direct and drive performance
Strategic business planning
Profit and loss management
Product mix and pricing strategies to achieve goals
Team development and training
Market analysis, penetration & expansion strategies
Global contract negotiations
Recruiting & staffing initiatives to build strong teams
Forecasting, budgeting and cost controls
PROFESSIONAL EXPERIENCE
REICHHOLD CHEMICALS INC Durham NC
Results driven executive with full sales and profit responsibility with a $1 billion global supplier of industrial specialty resins and coatings serving automotive, aerospace composites, building / construction, wind energy, mining, marine and nuclear power industries
NA Sales Director Composite Business (2015 to Present)
Accomplished and profit driven leader with full sales and profit responsibility for a $260 million business, $4.2 million sales expense budget and 17 people which includes 2 Regional Managers, 12 Sales Representatives, and 3 field tech service people. Increased focus on driving margin and contribution dollar growth has generated significant improvements across NA in both direct and distribution business. Designed and introduced a unique sales incentive program increasing motivation on high margin business.
Increased Distribution Business $ contribution margin by 11.3% to $23.6 million.
Increased Direct Business $ contribution margin by 10.5% to $55.6 million.
Regional Sales Manager Eastern US & Canada (2000 to 2015)
Profit and loss responsibility for a $145 million region. Direct regional sales force to exceed profit and volume goals; Region was the top performing region in NA for 15 years contributing 45% of the volume and 42% of gross profit.
Led competitive SWOT analysis that increased North American market share.
Implemented target account program to increase distribution business by 33% in three years
Improved profit performance through improved product mix, price management and industry wide price increases.
National Accounts Manager (1995 to 2000)
Develop value added corporate programs for multi-location national accounts then implemented these successful strategies in other parts of the business
Developed growth plans with key national accounts to expand global positioning
Established global and North American supply agreements with American Standard, BMCI, IDI, ITW, Premix, Maax, Bombardier, Marine Industry Manufacturers IBBI, and DuPont.
Senior Account Executive (1991 to 1995)
Sales of specialized premium resins including molding resins, flame retardant, corrosion resistant and vinyl ester in the automotive, construction, transportation and composite production segments of plastic marketplace
Salesman of the Year 1993 for new business sales exceeding $5 million
Salesman of the Year 1994 for largest profit increase of 35%.
Technical Sales Representative (1989 to 1991) Increased sales by 52% and grew new business by 45% in this $12 million territory
TIRRENO Page two **********@*****.***
PRIOR PROFESSIONAL EXPERIENCE
NALCO CHEMICAL COMPANY
District Sales Engineer
Top Salesperson, Pittsburgh District, 112% of goal and 110% of goal
Top Salesperson, Eastern North American Region, 130% of goal
EDUCATION and ADDITIONAL TRAINING
UNIVERSITY OF PITTSBURGH Pittsburgh, PA
Bachelor of Science Environmental Sciences / Chemistry
Developmental Seminars and Workshops:
SAP training
Xerox Professional Selling Skills I, II and III
Dale Carnegie Sales Program
Managing Effective Sales Strategies
Kepner-Tregoe Problem Solving and Decision Making
High Yield Management: how to sell at higher prices
The Art and Science of Selling and Negotiating
Computer Experience
Microsoft Office Suite
SAP 4.6
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