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Sales Manager

Location:
Batavia, Illinois, United States
Posted:
April 21, 2017

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WILLIAM HARROD

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

Batavia, Illinois 60510

Cell: (630) ***-**** – aczw0v@r.postjobfree.com

Strategic minded business management professional with a solid background of leading business growth, specifically in specialty chemicals /coatings and electronic components, with over 23 years of B2B and B2C regional sales management experience. Consistently excelled in meeting and exceeding sales objectives of assigned territories by promoting and selling company products through professional sales techniques.

Summary of Qualifications

•Proven success prospecting and moving opportunities through the sales cycle by proposing, presenting, and discussing solutions with C-level and other decision-makers.

•Implemented annual strategic plans, yearly budgets, and long and short term forecasts.

•Developed sales strategy process to improve account penetration into potential customers via solution sales approach.

•Developed multiyear sales and marketing plans/strategic initiatives that addressed the industry and market trends consistent with business unit strategies.

•Developed and communicated value propositions of new and existing products with optimized go-to-market and upselling strategies.

•Experienced in recruitment and management of sales distribution teams.

•Coordinated and interacted with other functional roles, including Product Management, Manufacturing, and Customer Service/Logistics to achieve results.

•Proactively managed customer needs in a competitive external environment.

•Managed appropriate means to market products, utilizing distributor and direct sales.

•Strong commercial, negotiation, organizational, communication, technical, and follow-up skills.

•Exceptional communications skills – verbal, written and formal presentations – routinely demonstrated with customers, sales, manufacturers’ reps and executives.

•In-depth ability to maintain territory and mandatory reports, as appropriate.

Professional Experience

Impact Plastics, Elgin, IL

Manufacturer of parts and accessories for the waste industry

Northeast Regional Sales Manager

May 2016 – Present

Manage multistate region (West Virginia, Pennsylvania, New York, New Jersey, Rhode Island, Delaware, Massachusetts, Connecticut, New Hampshire, Vermont, Maine, Quebec)

Build and cultivate relationships with top customers including Waste Management, Republic Services, Casella and Waste, Waste Connections.

Oversee the negotiation of all Account opportunities, and negotiate long term pricing agreements.

Identify new areas for volume increase, new market development and trends.

Develop sales targets and strategies to help establish Impact as preferred vendor with new and existing accounts.

Assess competitors by analyzing and summarizing information and industry trends to identify potential sales opportunities.

Usalco Chemicals, Baltimore, MD

Manufacturer of aluminum based coagulants for water and waste water industries

Midwest Regional Sales Manager

2014 – 2016

•Increased territory sales from $9.5M in 2013 to $13.2M in 2015.

•Growth in industrial business in excess of 28 percent.

•Technical responsibilities included conducting jar tests, onsite plant trials, and specification/report writing.

•Managed multistate region (Illinois, Indiana, Wisconsin, Michigan, Minnesota, Iowa and Missouri) and cultivated strong relationships with key accounts.

•Sold successfully to water/wastewater municipalities, industrial, and food/beverage wastewater.

•Designed and implemented customized sales strategies at key accounts including, but not limited to, City of Chicago Water Reclamation, Grace Davison, Solvay and Cargill.

•Responsible for the recruitment, selection, hiring, and training of 25 distributors.

•Maintained an in-depth knowledge of key distributors in the local market resulting in buy-in and support to stock and sell Usalco products.

Cortec Corporation, Minneapolis, MN

Manufacturer of Vapor Corrosion Inhibitor chemicals and films

Regional Sales Manager

2005 – 2013

•Increased sales from $1.9M to over $5.1M resulting in the highest revenue territory within the company.

•Exceeded set sales quotas throughout entire region.

•Provided leadership direction and mentored account management team on critical sales strategies and market and competitor trends resulting in achievement of annual quotas.

•Provided direct leadership and support in contract negotiations at top tier accounts.

•Sold successfully into industries including machining, food processing, agriculture, water treatment, construction, and manufacturing.

•Designed-in and specified chemicals at key customers including John Deere, Caterpillar, Case New Holland, and GE Oil and Gas.

•Created chemical drop-down menu for easy product recommendations for customers and distributors.

•Responsible for the management, training, and hiring of distributors.

•Recognized for ability to unify and build strong relationships across multinational teams, leading to a culture of teamwork and collaboration both internally and in working with customers.

•Created training modules currently being used at corporate office for new distributors.

•Extensive product knowledge of corrosion control products including machining fluids, lubricants, coatings, additives, cleaner/degreasers, washing liquids, metalworking fluids, and packaging products.

•Well informed in current industry trends, competition and target markets.

Illinois Tool Works, Chicago Heights & Romeoville, IL (ITW Pancon & Switches)

Regional Sales Manager, East Coast & Canada

1999 – 2005

•Responsible for project identification and gaining specifications with ITW solutions at assigned OEM’s, A&E's, E&C's, and centralized end-user engineering facilities within assigned geography. Key OEM’s included Chamberlain, Medline Industries and Kidde Fenwal

•Built and maintained high level relationships with key account personnel including design engineers, product managers and quality control manager

•Served as the exclusive consultant on all applications involving ITW Gibi terminal blocks for ITW.

•Managed over 60 distributors.

•Implemented training programs with distributors.

•Exceeded quotas on an annual basis.

Phoenix Contact, Harrisburg, PA

Midwest Regional Sales Manager

1993 – 1999

•Responsible for design-in of terminal blocks at OEM’s and contract manufacturers.

•Managed over 30 distributors.

•Performed frequent and detailed performance reviews with key distributors.

•In-depth knowledge of process related products including: WIRELESS, TVSS, MCR ANALOG, NETWORKING and IO.

•Responsible for designing in mil-spec connectors at OEM’s, military/government accounts and contract manufacturers.

•Exceeded revenue objectives on an annual basis

Education

DeVry University

Electronics Engineering Technology

Miscellaneous

•Completed Strategic Enhancement Group Sales Program

•Proficient in all Microsoft Office programs



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