Sales Manager

SALES MANAGER • STRATEGIC LEADER • CLIENT LIAISON

PROFILE & VALUE

Effective and accountable sales development manager with a verifiable record of achievement in forming strategic partnerships with new and existing clients to identify and deliver solutions that fuel lasting growth and profitability.

Innovative leader and strategic thinker with a unique facility for identifying and capitalizing on opportunities to grow sales and increase revenue. Conduct market research to realize potential new business and negotiate collaborative relationships that expand efforts in domestic markets.

Consistently deliver exceptional results through the development of sales tools and strategies that dramatically increase sales. Recognized for the ability to generate enthusiastic acceptance of new ideas.

Drive the acceptance of valuable processes that are implemented as best practices. Leverage innovation, creativity, and critical thinking to review opportunities for change while mitigating business risk.

QUALIFICATIONS & EXPERTISE

New Business Development & Management

Competitive Market Research & Analysis

Cost Analysis, Reduction & Control

Team Leadership & Communication

Corporate Strategy Implementation

Formalized Sales Procedures

Sales & Marketing Expertise

Strategic Negotiation Skills

Training & Development

Innovation & Creativity

Motivational Leader

PROFESSIONAL EXPERIENCE

Uniboard – Chicago, IL 2015 – Present

Director of Sales, United States

Sales Director and individual contributor responsible for developing and implementing new initiatives with the sales team that are strategic and drive long-term profitable growth. The position directs the development of sales plans, strategies, objectives and procedures that conform to broad organizational sales and marketing objectives with a $127mm forecast.

Key Achievements:

Established strategy to secure and complete distribution across the US.

Directed team training and responsible for driving CRM implementation.

Improved sales team focus for “pull through sales” to end users in addition to typical “push” only distribution sales.

Increased margins by 10% after 1st year with Uniboard.

Masonite – Chicago, IL

North American Sales & Marketing Manager, Remodeling 2014- 2015

Maximize Masonite’s penetration into the Repair & Remodel (R&R) segment through wholesale distribution by developing growth strategies that focus on increasing engagement with down channel clients. Educate the distribution channel, assist with pull through efforts with remodel contractors, and work with marketing to ensure Masonite has the right solutions to target the R&R segment. Create strategies to support existing and new customer opportunities while defining future elements of the program. Work cross-functionally with other business units to help develop and implement solutions, collateral and training modules needed to support the segment strategy.

Key Achievements:

Created R&R strategy for exterior door business.

Negotiated consumer and contractor multi-year campaign with Angie’s List to build contractor engagement and consumer awareness.

Developed Masonite branded campaign to assist contractors with third party referrals and specifications.

Secured funding from Masonite board to fund first ever down-channel engagement program.

Mentored new hires and key distribution personnel in the builder/contractor sales process.

Louisiana Pacific – Chicago, IL

Territory Sales Manager / Channel Manager 2009-2014

Lead the planning process to achieve sales budgets and execution of sales and marketing strategies. Manage, coach and hire the territory sales teams to achieve the plan. Maintain and build strong customer relationships working with marketing teams to craft programs that drive sales and build preference and loyalty. Manage distribution channels in local territories within corporate strategies and assist the marketing department in managing pricing and rebate models. Manage channel conflict in a professional manner representing the company and provide "best in class" support to all channel partners. Prepare accurate and timely sales reports. Gather field intelligence, as well as maintain customer information within company systems to assure open and accurate communication lines to the marketplace. This includes development and

maintenance of a dealer sales professional database, including the customers they sell. Provide customer management i.e. planning, the establishment of expectations, sales training, joint field sales calls and a measurement metrics to assure successful relationships. Guide the sales for to create demand and increase sales for LP specialty building products by developing various pull through marketing and sales campaigns in the Illinois, Wisconsin, Indiana & St. Louis markets.

Key Achievements:

Won the “Master’s Award” for exceptional sales results in 2011 & 2012.

Successfully initiated market strategies resulting in year over year sales growth from $8MM to $25MM.

Lead member of LP national R&R strategy team responsible for identifying and targeting next generation focus markets.

Assisted in designing and implementing Authorized Contractor and dealer training across multiple markets.

Assisted in coordinating multiple in market media campaigns resulting in increased brand awareness among targeted customers.

Led efforts to create company-wide training for LP sales personnel and distribution partners for end users and specifiers.

Sales lead in the national strategy for SmartSide Preferred Prefinished Program.

Coordinated and led efforts in multiple territories to develop ongoing training programs for the Architect & Engineering community.

RAINBIRD – Chicago, IL 2008-2009

Contractor Manager

Led efforts to develop pull through sales and marketing programs to successfully convert contractors to Rain Bird products and services in the Illinois and Wisconsin markets. Conduct product and sales training with distributors, contractors and architects to increase mindshare and sales. Establish relationships with architects, municipalities, distributors & contractors to strengthen Rain Bird presence in local markets.

HILTI – Chicago, IL 2002-2008

Regional Sales Manager (2007-2008)

Leverage entrepreneurial skills, vision, and strong managerial experience to successfully direct sales and new business development efforts for a team of 8 sales professionals and 2 store personnel in the Chicago area for a global leader developing, manufacturing, and marketing products for professionals in the construction industry. Establish the tone for a proactive team environment and continuously serve as a mentor and guide to enable sales professionals to achieve continued profitability and growth of the territory.

Key Achievements:

Successfully led a $3.6 million territory that experienced 11% growth over the preceding year. Analyzed and recommended strategies to facilitate continued growth, and encouraged the sales force to employ a critical and creative approach to generating new and driving increases in existing business.

Hired, trained, motivated, and guided the professional development of staff. Delivered performance evaluations and provided constructive feedback to achieve sustained positive results. Promoted an environment predicated on meritocratic principles and accountability resulting in a high performing team.

Identified and accurately assessed potential sales opportunities that met with customers’ short and long-term goals. Maintained ongoing awareness of industry trends, competitive landscape, and opportunities for business growth.

Readily shared new information with the sales team to devise and implement strategies that ensured a continuous market leadership position.

Product Sales Manager (2006-2007)

Developed, coordinated, and implemented market expansion strategies within Chicago. Effectively led the continued growth of field personnel to build technical and functional competencies in product knowledge and service delivery to exceed customers’ expectations. Increased brand awareness and account penetration through the implementation of marketing and sales programs. Established partnerships with the local regional sales manager and sales representatives to drive business. Expertly managed Program Specialty Contractor key accounts.

Key Achievements:

Sold direct to contractors through 25 account managers and 4 specialty contractors, which resulted in delivering sales that achieved 24% growth from 2005 to 2006 and resulted in 30% growth in 2007.

Served as a key liaison for the sales force. Provided ongoing education and training regarding sales strategies, marketing opportunities, and client interactions to form strategic alliances.

Worked to promote Hilti’s products were the preferred manufacturer in architecture and engineering specifications.

Account Manager (2002-2006)

Achieved profitable sales and provided job site support to customers to facilitate continued development and awareness of the company’s products.

Key Achievements:

Won the 2004 ‘President’s Club’ for exceptional sales and client service and nominated as a member of the National Peer Council to represent account managers before senior management.

Created process using Microsoft Outlook and Map Point to analyze the territory as part of implementing a daily program to increase sales and improve account managers’ product knowledge. Process was implemented as a best practice throughout the US and Canada.

Established relationships with local and national trade associations to generate new business, and successfully obtained business from one of Chicago’s largest drywallers.

Previous Experience:

SEMOTUS SOLUTIONS – Major Account Manager, Chicago, IL (1999-2002)

METROLOGIC INSTRUMENTS – Major Account Manager Chicago, IL (1996-1999)

ENTERPRISE RENT-A-CAR – Branch Rental Manager, Chicago, IL (1993-1996)

EDUCATION & TRAINING

Masters of Business Administration – PURDUE UNIVERSITY

Bachelor of Arts in Human Relations – GOLDEN GATE UNIVERSITY

TRAINING: Power Base Selling; Hiring and Selecting the Right People; Effective Sales Management; Mastering Impactful Communication; How to Communicate with Diplomacy, Tact and Credibility

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