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District Sales Manager

Location:
Pennsburg, Pennsylvania, 18073, United States
Posted:
October 28, 2016

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GARY S. MIKULA

**** ******* ****

Pennsburg, PA *8073

Cell: 215-***-****

E-mail: acw98p@r.postjobfree.com

PROFILE

Twenty eight years of P&L responsibility, District Sales Management, Branch / Division Operations, Engineering Management and Retail Ownership. Strengths include strategical/tactical selling, 80/20 business analysis, team building, mentoring, and Lean Value Creation. Proven ability to lead sales

teams to achieve multimillion-dollar revenue gains. Offer an in-depth understanding of the sales cycle process and remain focused on customer satisfaction throughout all stages. A Business Leader that understands that the “Voice of the Customer” is the most critical component to every successful business partnership.

PROFESSIONAL EXPERIENCE

2007-2016 WESCO DISTRIBUTION, Norristown, PA

WESCO Distribution is a leader in industrial supply with an extensive offering of electrical, safety, data communications and security, general maintenance, repair, and operating (MRO) and electrical OEM products

2014-2016 District Sales Manager (Central and Eastern PA, Delaware and Southern NJ)

Plan, forecast and execute sales and vendor plans to attain district sales and profit objectives.

Lead effort of eight sales professionals and a project team that generated $50M+ in sales on an annual basis. Increasing year-over-year sales by 23%.

Managed three accounts which generated $5M in sales revenue; 18% year-over-year increase.

Increased year-over-year district sales backlog from $10M to $14M.

Responsible for hiring and training of new and existing sales team associates.

Negotiated and awarded $3M electrical and safety supply contract with national solar contractor.

New Business Development delivered increase of 70% by creating marketing events to support growth of new service segments.

Implemented a ONE WESCO strategy which allowed customers to streamline their supply chains.

Led sales initiatives with sales team and vendor partners with the goal of taking share and customer retention.

2007-2014 Branch Manager (Reading /Lehigh Valley and Norristown, PA)

Combined annual branch sales of $22M; P&L responsibility.

Increased IBT% from 1.9% to 4.5% in two year period.

Reading / Lehigh Valley Branch of the Year in Northeast Region in 2011.

Lead efforts of three Account managers and three Inside Sales Representatives.

Negotiated and awarded three year $3M electrical MRO contract with PP&L

Reading Branch was distribution hub for supporting PSE&G after Hurricane Sandy.

Increased branch sales in Norristown 400% over two year period (2012-2014).

Increased billing margin by 500bps over twenty-four month period.

Increased sales of Top 10 suppliers by 150% over fourteen month period.

2002-2006 AGAPE CHRISTIAN STORE (formerly Lemstone Christian Stores) Warminster, PA

Co-owner/Operator

2003 Lemstone “Rookie of the Year” and member of Lemstone Advisory and Marketing Councils.

Responsibility for P&L, marketing for store and website, employee training, inventory. Management, purchasing, merchandising and shortage control.

Highest percentage rate, of all Lemstone Stores, for capture ratio for customer promotions.

Create store and website customer incentive programs to drive traffic and sales.

2001- 2002 PASS & SEYMOUR/LEGRAND, Syracuse, NY

Fiber Optic Business Unit Manager

Ensured that Pass & Seymour had a complete and strategically positioned line of products that met objectives for sales and profits in the Electrical Distribution Division.

Responsible for P&L of 2000+ SKU’s.

Responsible for leading and managing Product Managers and Product Specialists (10+ direct reports).

Provided engineering support to off-site manufacturing plants.

Developed and integrated a global channel strategy for fiber optic connectivity products; increasing international sales by 150%.

Designed web site product configurator allowing customers to design application specific products.

Responsible for contractor and sales force training programs.

1999-2001WIREMOLD INTERLINK CABLING SYSTEM, Broomall, PA

2000-2001 Division Manager

P&L responsibility for this $13M division.

Leadership of 15 direct-report employees in two states and total staff count of 150+.

Responsible for inter-division business process change teams and initiatives.

Develop yearly division budget and responsible for tracking all significant business metrics.

Consolidated engineering efforts of two Wiremold subsidiaries; improving product development time by 20% while reducing SG&A expenses. Business manager for both locations.

Provided analysis and interpretation of market requirements while determining potential for new global business opportunities.

Directed and managed cross-functional team responsible for new product design, development and launches.

1999-2000 Director of Fiber Optics Business Unit

Responsible for leading marketing and engineering efforts for the FiberSmartÔ line of products.

Conceived and implemented strategies for integrating Radiant Communications Fiber Optic Connectivity business unit into Wiremold.

Designed and launched FiberSmartÔ line of configurable products. This allowed distributors to carry fewer inventories and increased fiber optic product sales from $150K to $3.0M over twelve months.

1988-1999 RADIANT COMMUNICATIONS CORP, South Plainfield, NJ

Vice President Operations/Engineering

P&L responsibility for Interconnect Business Unit.

Responsible for setting long and short term business goals and strategies.

Established strategic relationships to ensure overall corporate brand equity.

Positioned the Interconnect Business Unit for acquisition; unit sold to Wiremold.

1984-1987 DORRAN PHOTONICS/3M, Atlantic Highlands, NJ

Fiber Optic Application Engineer

1974-1984 GENERAL CABLE CORP., Edison, NJ

Fiber Optic Research Technician

PATENTS AND PUBLICATIONS

Designed and developed polymer ferrule ST and SC connectors (patent issued).

Numerous articles published in industry periodicals. Most recent articles were published in January 2002 issue of Electrical Contractor and February 2002 issue of TED.

EDUCATION

Associate of Applied Science in Electrical Engineering Technology 1984

– Brookdale Community College, Lincroft, NJ

ADDITIONAL TRAINING

Continuing education in Marketing Analysis and Project Management

TQM training

Kaizen Initiative Training

Six Sigma Yellow Belt

OSHA 10 Training

COMMUNITY INVOLVEMENT

First Baptist Church of Perkasie - Perkasie, PA

Faith Christian Academy - Sellersville PA



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