Sales, Sales Management, Account Management, National Account MGMT
Resume:
Mark Peterson
Charlotte, North Carolina 28277
Cell: 704-***-****
Email: *********@*****.***
Sales Professional pursuing a position in Sales, Business Development or Account Management with a Manufacturer or a Distribution company in the Electrical Industry. Experience
Houston Wire and Cable Company, Charlotte, NC 12/2004 - 6/2016 National Account Manager Electrical Distributors (11/2010 - 6/2016)
Achieved 40% Sonepar US Sales growth within 3 years.
Collaborated with HWC Regional Vice-Presidents, Regional Managers, Technical Sales and Project Management to support sales.
Created and managed customer business agreements, including incentives and commercial terms.
Developed business strategy, including business plan as well as explaining HWC value proposition.
Served as single point of contact for Sonepar US. Primary Sonepar corporate contacts were VP of Procurement and Cable Product Strategy Specialist.
Met annually at the minimum to review HWC performance against business plan, Key Performance Indicators by product group and commercial agreement.
Participated in sales calls on distributor regional and local distribution centers and branches. National Account Manager Shaw Group ( C B & I) (6/2008 - 12/2011)
Led Houston Wire and Cable (HWC) sales teams at 3 Shaw Power office locations.
HWC Team successfully managed the cable on 5 power plant projects 2008-2011.
Coordinated Team presentations of Cable Product Solutions and HWC Cable Management Solutions to Shaw Power Engineering, Procurement and Project Management.
Managed the Shaw Group business agreement.
Presented Key Performance Indicators to Shaw Power VP of Procurement and Director of Procurement. Technical Sales Representative (12/2004 - 6/2008)
Promoted to National Account Manager for Shaw Group, 6/2008.
Increased project business from $200K in 2005 to $2.9M in 2006. $3.15M in 2007.
Ranked #6 of 40 Sales Representatives in project sales in 2006.
Grew Targeted Distributor Sales from $4.6M in 2005 to $6.6M in 2006.
Managed electrical distributor, end user and contractor accounts in North Carolina and East Tennessee markets.
Obtained Houston Wire and Cable branded product specification position. Eaton/Cutler-Hammer, Kansas City & St. Louis, MO; Greenwood, SC 12/1990 - 9/2004 Sales Manager, Medium Voltage Distribution - Greenwood, SC (11/2002 - 9/2004)
Increased Metal Clad Switchgear sales Nema market share 1% 2003/2002.
Grew Metal Clad Switchgear backlog $8M 2003/2002.
Key Performance Indicators: Negotiations, orders, sales volume, backlog growth, NEMA market share growth, cost to sales ratio, operating profit, analyzing market and competitors.
Managed all pricing and commercial aspects of $70m+ Medium Voltage Vacuum Breaker and Fusible switchgear product lines manufactured in Greenwood plant. Mark Peterson - cont'd Page 2
Led team of 7 in-plant Sales Engineers responsible for quotations and orders for domestic markets, along with interfacing with remote project pricing and packaging sales engineers to support Canadian and South American markets.
Coordinated with Engineering, Customer Service, Supply Chain and Quality groups to facilitate meeting customer requirements and product line goals.
Developed and implemented training for internal sales, channel sales partners as well as external customers.
Collaborated with field sales and key customers to gain an understanding of customer product and non-product deliverable requirements.
Led internal team to develop process for value pricing for wiring of outsourced electronic relays used in medium voltage switchgear.
Coordinated approval drawing and final inspection/testing meetings for customers. Area Sales Manager, General Sales Force - Kansas City, MO (9/1997 - 10/2002)
Promoted to Sales Manager, Medium Voltage Distribution, 11/2002.
Sales Team consistently achieved over 100% of annual sales goal, 1997-2001.
Sales Team ranked in top 10% of Company and was awarded “Cutler-Hammer Pinnacle Club” status in 1997, 1998 and 1999 for generating largest percentage increase of orders over goal.
Increased annual sales at key regional distribution account (in top 20 of Cutler-Hammer) more than 70% over two-year period, functioning as Primary Account Salesperson.
Led team to grow sales in KC Market 33% over 3-year period.
Variable Frequency Drive Industry Specialist in market led all Eaton VFD industry specialists in sales 1997-2001.
Managed sales in Kansas City metro area, Kansas and Western Missouri markets. Led team of nine consisting of 5 local Sales Engineers, 1 Remote Sales Engineer, 1 Application Engineer, 1 Inside Salesperson, and 1 Administrative Assistant.
Led strategic planning process at distributor and end user accounts.
Managed all circuit breaker and control product customer specific pricing agreements for Area.
Served on Board of Directors of Electric League of Missouri and Kansas (12/2001-11/2002). Sales Engineer - St. Louis, MO (10/1990 - 9/1997)
Promoted to Area Manager 9/1997.
Received “Top Performer Award” 2x (Top 20% Sales Engineers).
Consistently ranked in Top 3 Sales Engineers in St. Louis market. Ranked in Top 5 in District and Top 15 in Midwest Zone.
Annually achieved over 100% of sales goal.
Managed project negotiation, stocking programs, distributor planning and distributor training.
Developed distributor and end-customer accounts.
Assigned by District Manager to Mentor Sales Trainees in St. Louis office. Education and Credentials
Over 500 Hours Sales & Customer Service Training
B.S. Degree - Business Major, Emporia State University, Kansas Proficient in Microsoft Outlook, Excel and PowerPoint. CRM Software, SalesForce.
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