Steve Abbs

Executive Technical Sales Management

Boonsboro, MD 21713 USA 301-***-**** ad05i2@r.postjobfree.com LinkedIn Profile

Professional Profile

Accomplished business leader with over 20 years’ experience at all levels of business in government, commercial, institutional and industrial sectors.

Builds and develops cohesive and collaborative teams, known for continually delivering beyond expectations.

Analytical and perceptive, capably handles all aspects of financial management, market research, competition, branding, service delivery and client relationships.

Consistently grows new and existing business, leveraging an in-depth understanding of customer needs and priorities.

Key Skills

Sales Management

Key Account Management

Business Development

Contract Negotiation

Leadership & Development

Relationship Management

Direct Sales

Inventory Management

Pricing Strategy

Project Management

Purchasing

Sales Operations

Sales Presentations

Solution Selling

Strategic Planning

Education & Training

Grinnell College – start 3/1/1981 end 11/2/1996

Business Administration

FCC – start 5/1/1982 end 11/4/1996

Business Management

Professional Selling Skills

Sonepar USA Management Training Program

Certified Mentor/Facilitator - The 7 Habits of Highly Effective People (Franklin Covey)

IT Skills

Word, Excel, PowerPoint & Outlook; SAP, ECLIPSE, Salesforce, SHIMS

Career Summary

GRAYBAR ELECTRIC SUPPLY [Baltimore, MD]

Manager - Electrical & Industrial Automation 01/2020 - present

Tasked with turning around departmental performance, working with primary vendors to reestablish a presence in the market

-Developed short- and long-term business plans for departmental sales objectives, including all sales plans for associates

-Utilized national accounts (Procurement Advisors, Omni Private and Public) to secure MRO and Government business

-Defined service offering and recruited Field Applications Engineers

-Created a work services group to add value to MRO accounts

-Provided turnkey capital projects, managing products, sub-contractors and financing

SHEPHERD ELECTRICAL SUPPLY [Frederick, MD]

Area Manager - Western Region 09/2018 - 01/2020

Headed sales and marketing of commercial construction material, gear and lighting, recruited to lead expansion into Western MD and WV

-Increased annual sales by 28% to $70M

CAPITAL TRISTATE [Upper Marlboro/Hagerstown, MD]

Director of Industrial & Automation 09/2014 - 08/2018

Led account managers to grow sales to 15% of total company sales

Negotiated with vendors to improve product offering and margins

Managed Central PA (York Area), MD, VA, WV, N&S Carolina

-Developed service offering and values for billing of Application Engineers field services

-Oversaw kitting/assembly facility for OEM, with $6M sales pa

-Worked with Head of VMI to add service value to MRO accounts

-Developed an Industrial Recourses Portal for access to all industrial manufacturers, training, and news releases

-Developed Industrial Sales Directory web portal and hard copies

-Reclassified and consolidated pricing levels within operating system to improve profitability and effectiveness for company/associates…

-Implemented Quality and Compliance protocols, hired staff and documented procedures and policies to meet federal requirements

-Grew sales from $55M to $63M (2015), $67M (2016) and $103M (2017) (GM 23%, OEM 39% MRO 23%)

Regional Sales Manager 06/2010 - 08/2014

Managed all P&L responsibility for Hagerstown MD region, with 7 branches, and a distribution hub

Led and developed a complex team of 9 external sales people, District Counter Manager, Operations/Internal Sales Manager, Commercial Project Department Manager, 3 Branch Managers, and 86 employees

-Grew sales from $59k to $65k despite bankruptcy of 3rd, 4th, and 5th largest customers in 2010 - 2011

-Transformed Commercial Projects from $4M @ 11% GP to $13M @ 19% GP, and raised overall GP from 17% to 23%

-Managed a 65% Commercial/Residential: 35% Industrial ratio

Director of Operations - Western Maryland 09/2000 - 06/2010

Oversaw construction of the first start up for the newly formed Sonepar Groups acquisition of Capital Lighting, (16,000 sq ft) in Frederick, MD

Hired all employees and secured premises and leases

Purchased and managed installation of all racking and shelving

Specified all products and negotiated construction contract and lease

Quoted and negotiated gear and lighting projects

Sold, conducted VMI and consignment inventories services

-Built sales from $0 to $12M on 10 years, with 9 employees

-Took on Winchester VA and Gaithersburg MD locations in 2005

-Total sales of all locations $25.5M in 2010, with 18 employees

-100% commercial/residential accounts focus

Contact this candidate