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Sales Manager

Location:
Buford, Georgia, United States
Posted:
October 05, 2016

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Carl W. Buchanan

**** ********* ******** ****** 770-***-**** Cell 470-***-****

Dacula, GA 30039 acwxdn@r.postjobfree.com

SUMMARY

A proficient and focused Sales and Marketing professional with considerable experience in national account management with the expertise to direct activities and programs increasing market penetration and profitability in the industrial minerals, coatings and specialty chemical arenas. Consistent record of profitable growth. Aggressively pursues new and incremental business opportunities and drives new product development, line extensions, product modifications and accompanying pricing strategy based on the identified channel needs across all product lines. Widely experienced in Executive Level Sales. Strong interpersonal and leadership skills. Ability to handle difficult situations and interact exceptionally with all levels of management and customer contacts.

Marketing and Sales Management * Customer Development

Industrial / Building Product Sales * National Account Sales Management

Product Development * Computer Skill Proficient

Executive Presentations * Relationship Management

Value-Added Selling * Analytical Problem Solving

PROFESSIONAL EXPERIENCE

SELECT SANDS CORPORATION, Vancouver, BC / Houston, TX 2015-Present

An industrial Silica Product company developing its wholly-owned silica sands property located in Northeast Arkansas. Select Sands’ objective is to become a key supplier of premium commercial silica sand and industrial fracturing sand to the North American markets.

Senior Sales Consultant

Directly responsible for all aspects of industrial and commercial sales of the company.

Responsibilities include the Sales and Product Development of all industrial grades along with the accompanying Marketing, Pricing, Logistics and Technical Data compilation for industrial products.

U.S. SILICA COMPANY, Frederick, MD 1998-2014

An $800 million leading producer of silica sand and other industrial minerals used in the manufacture of glass, paints, metals, coatings, ceramics and building products.

Regional Manager

Directly responsible for the Sales and Management of a seven-state territory, making regular contact to the current customer base with emphasis on building market share and maintaining strong corporate and regional relationships.

Territory revenue portfolio at approximately $26M.

Full accountability for management of the contracted and exclusive distributors within the territory. Directly responsible for the management and profitability of the company’s largest distributor, with revenues exceeding $5M annually through 12 facilities located nationally.

Directly responsible for National Account sales for major Building Product and Glass Customers. Companies include: Owens Corning Roofing & Insulation, St.Gobain, CertainTeed, Gardner Asphalt, Mapei, Sto Corporation, LG Hausys, Anchor Glass, and Atlas Corporation.

Full accountability for establishing and negotiating annual contracts, maintaining existing associations, cultivating new relationships at the Headquarter and Plant levels and leveraging day-to-day senior-level affiliations to advance new business.

Increased Building Products sales revenues by 40% in establishing the Building Products market as the quickest emerging sector in the company.

SPECIALTY CONSTRUCTION PRODUCTS, Atlanta, GA 1996-1998

Company is a privately-owned distributor of construction related tools and products with annual revenues approaching $27M. The Company was eventually acquired by HD Supply White Cap.

Sales Representative

Responsible for the sales of building products, specifically to the major waterproofing contractors and major commercial construction contractors in the Atlanta area.

Territory revenue portfolio at approximately $1.0M.

Sold to a diverse general contractor base that included some of the top regional and national firms, including: Holder Contracting, Beers Contractors, Balfour Beatty Contractors, Brasfield-Gorrie, Turner Construction, Archer Western Contractors, LTD and Skansa, USA.

Responsibilities include oversight of the specialty waterproofing product line promoting the proper mix of products to contractors. Emphasis on elastomeric urethane coatings, two-part urethane caulks, urethane insulations, concrete additives, and chemical sealers.

Increased the Waterproofing Product sector 35% in a period of one year.

Increased the General Contractor sector 22% in a one-year period.

CIM INDUSTRIES, Peterborough, NH 1991-1996

Company is a manufacturer of high performance coatings, lining, and waterproofing systems used in industrial, municipal and commercial applications worldwide. Annual revenues approaching $25M.

The company was eventually acquired by Chase Corporation, a 60-year old leading manufacturer of protective coatings for high reliability applications.

Sales Manager

Company manufactures a specialty two-part asphalt-modified urethane coating originally designed and purchased from Chevron for the use in primary and secondary chemical containment, waste water systems, potable water containment, concrete and pavement repair and roofing applications.

Directly responsible for the identification, training, sales, management and profitability of exclusive distributors in a 12 state region of the Southern United States. The annual commercial

revenue responsibility was $6M, first year – approaching $9M by year four.

Established the Southern Region distribution group, authenticating eight contracted exclusive distributors in the region. Prominent distributors included Kenseal, Guaranteed Supply and Coastal Construction Products. New business development sales included:

oDow Chemical

oMobil Exxon

oKodak

oU.S. Navy

oFord Motor Company

Grew territory revenues by 35%, exceeding contribution margin targets by working closely with the exclusive distributor management teams, developing a sales pipeline, optimizing product and personnel performance, cultivating effective alignments with the specifying, consulting and engineering community as well as increasing market share and new business closures.

As a member of a Product Development team, worked collaboratively with Technical Managers, Senior Chemists and Strategic Technical Management within the municipal and commercial water industries to assist in the development and launch of product line additions.

Identified and developed close relationships with key specifying engineers within the Miami-Dade County Water Authority that resulted in the successful first use of product within a major project at the agency. The successful usage resulted in customer confidence to specify similar product(s) in future projects, resulting in sales approaching $1M with repeat project work.

Increased the sales and profitability of the region each year.

Education BA - Georgia State University

Professional

Associations ACI – American Concrete Institute

ICRI – International Concrete Repair Institute

AFS - American Foundry Society

SSCT – Southern Society for Coating Technology

ACS - American Ceramic Society



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