John R. Qualters

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

Waltham, MA 02453

617-***-****

ad39h1@r.postjobfree.com

Sales Executive

Extensive operations, sales and general management experience, with achievements including:

Managing over $20 Million in sales and installation with various national retail accounts

Complete P&L responsibilities

Overseeing strategic plans to improve day to day operations.

Complete interface with key accounts from project development to completion

w Built a sales/distribution beverage business from start-up to $50 million in sales, employing 280 people throughout New England and New York

Achieving the highest sales and profit plan in the history of a consumer goods company.

w Exceeding annual corporate sales and profit margin goals, without exception, by focusing on expense control, debt collection, service, and aggressive new business generation.

Employment summary

General Manager- American Gas Products 2021- 8/2023

Northeast Regional Manager – Madix Inc. 2008-2021

Regional Sales Manager – Boston Retail Products 2001-2008

Director, Business Development – Etchomatic, Inc. 1996-2000

Regional Manager – Perrier Group of America 1982-1995

Areas of Responsibility

Management: Extensive background in developing and implementing strategic plans and initiatives and in providing overall general management of various size organizations in diverse businesses. Experienced in both centralized and multiple location operations, successfully implementing controls that resulted in substantial cost savings and reduced bad debt.

Sales: Key account management (CVS, Wegmans, Big Y Supermarkets, Staples, Bed Bath & Beyond); pitch book development; recruiting and training aggressive representatives; interfacing with brokers, large retail chains, manufacturers, distributors, O.E.M.’s, and wholesale clubs. Consistently exceed sales and profit plans.

Staff Development: Coordinated employee training and sales development programs; established company policies and procedures; structured sales compensation and incentive packages; held regular meetings to solicit employee feedback to improve every area of the business.

Marketing: Experienced in market analysis, product design and development, product launch, category and brand management, ROI analysis to ensure profitability, trade shows and special events.

Financial: Total responsibility for annual budgeting, forecasting, and weekly flash reporting; 5-year sales and profit projections; capital disbursements; quarterly/annual presentations.

Facilities: Developed short- and long-term facility plans; acquired multiple locations, designing each location according to customer and employee needs, recognizing changing market conditions and the economics of the business; purchased equipment and directed maintenance.

Skills and expertise

T.Q.M. Continuous Improvement; Interactive Management; Public Speaking; Interviewing & Hiring; Labor Relations; E.E.O.; LEAN Certified; Start- Up Experience, Sandler Sales Training

Employment

American Gas Products – Everett, Massachusetts 2021-present

GM- Overseeing all aspects of operations within the Industrial Gas Business providing a keen sense of focus revamping a cultural change that can lead a fast growing $60M family business into the next decade. Introducing a proactive approach to all aspects of sales, service, and a GENERAL REBUILDING theme that will lead to long term growth and profitability for the foreseeable future.

Madix Inc. Terrel, TX 2008-2021

Northeast Regional Manager - Develop Target accounts throughout the Northeast Market while ensuring quality design, installation and layouts of all products and services. Support customers changing facilities needs and ensure accurate timely results. Meet and secure our position in the market place with multiple different levels off support people throughout the entire process of sales to final building design. Ensure all quality requests are met and exceeded to guarantee timing, and completion of every project. Manage the process from start to finish. Projects may range from $30K to $1M in value to the end user.

Boston Retail Products Medford, MA 2001-2008

Regional Sales Manager – Manage the sales of the company’s full line of plastic extrusions, custom metals, and modular wiring systems to key OEM accounts nationally as well as to New England and Mid-Atlantic territory accounts including major supermarket chains, the home center industry and specialty retailers. Responsible for the entire sales cycle from initial contact through relationship development, proposal preparation, pricing, negotiation, closing, and installation support. Acquired and continue to maintain in-depth product knowledge, enabling me to effectively understand customer needs and provide immediate solutions without having to rely on engineering resources. Further, am able to enhance profit margins by providing the best value solution to the customer.

Results:

Tripled sales revenue ranking as the #1 producer in the company, substantially increasing the OEM sales segment through successful management of the entire sales cycle.

Etchomatic, Inc., Waltham, MA 1996-2000

Director, Business Development – Held overall responsibility for all business operations of the printed circuit board/screen print areas of this long-established business with over 500 customers. Managed special projects, facility planning and the reorganization of the distribution system.

Results:

Achieved double digit sales increases while leading several operational initiatives.

Perrier Group of America, Poland Spring Water Co., Framingham, MA 1982-1995

Regional Manager – Promoted to Northeast Regional Manager with general management responsibility for sales, distribution, service, and financial performance. Developed short- and long-term business goals and implemented strategic planning. Revised the structure from a decentralized operating environment to a centralized operation to take full advantage of a changing economic environment. Selected managers and other personnel, building an organization of 280 people, 130 trucks in 7 locations, and a telemarketing customer service group that handled 800,000 calls a year. Managed the merger and acquisition of competitors throughout the region. Implemented compensation and incentive programs for a commercial sales force of 40 representatives in the region. Facilitated multiple task teams and special projects company-wide. Designed training programs for all sales and supervisory personnel to enhance productivity. Managers from my organization achieved numerous promotions to positions of increased responsibility within Perrier.

Results:

w Grew the business from $12 million to $50 million, never missing a sales or profit plan, with the best customer retention rate nationally, the best safety record company-wide, and controlling bad debt to less than 1% of sales.

Education

Massachusetts Bay Community College, Wellesley, MA 1972-1974

Associates in Business Administration

Framingham State College, Framingham, MA 1975-1977

Bachelors in Business Administration

Contact this candidate