Kevin J. Phillips

***E ***S

Valparaiso, IN *****

Phone: 219-***-****

ad4jn0@r.postjobfree.com

Experience:

KP Recycling Solutions Owner Jul 2017-Present

Started a new business brokering recycled commodities, selling recycling equipment and supplies, offering consulting services.

Products: Recyclable paper, plastics, and scrap metals. Compactors, vertical and horizontal balers baling wire.

Markets: Printers, converters, manufacturers, distribution centers, recyclers, and municipalities. Accomplishments:

• Retained 80% of customers from previous business relationships.

• Identified and earned new customers.

• Built up significant contact database.

Metro Recycling Account Executive Mar 2014-Jun 2017 Managed a newly formed division within the company created to focus on recycling paper and plastics. Utilized experience and contacts to develop new customer base. Involved in all stages of identifying potential business. Conducted extensive studies of prospect’s waste and recycling programs resulting in opportunities to reduce waste and improve recycling rates. Products: Recyclable paper, plastics, and scrap metals. Compactors, vertical and horizontal balers.

Markets: Printers, converters, manufacturers, distribution centers, recyclers, and municipalities. Accomplishments:

• Grew paper/plastic recycling sales from $100K to $1.25M in three years.

• Earned additional sales revenue ($100K per year) by selling equipment for processing recyclables or waste.

• Used negotiating skills to increased profit margin of material sold by 12%.

• Awarded additional responsibility of selling waste services to prospective customers. Allan Company Midwest Sales Manager Jan 2000-Sep 2012 Successfully managed the Midwest territory by increasing revenue, client base, and profitability as a broker for recycled commodities representing over $15 million in annual sales. Conducted sales planning, prospecting, needs assessments, presentations, negotiations, closing and account management activities. A trusted business partner who educated customers on ways to increase recycling revenue and decrease waste expenses. Continued to grow the territory using a customer-centric approach to service with quick resolution of customer issues, providing value- added products, and services.

Products: Recyclable paper, vertical and horizontal balers. Markets: Printers, converters, manufacturers, distribution centers, recyclers, and municipalities. Accomplishments:

• Increased sales volume 50% from a client by effectively marketing recyclables for one plant and was awarded two additional plants.

• Consistently achieved high profit margins and low expenses.

• Recognized by senior management for performance excellence, “His performance during this time has proven to be valuable to us to maintain this business”. Balemaster District Sales Manager Mar 1995 – Dec 1999 Promoted to lead a team of Balemaster Regional Managers and multiple international Sales Representatives to increase market share and profitability. Built a network of manufacturers’ representatives, providing comprehensive sales training to effectively market the features and benefits of all equipment in order to capitalize on market opportunities. Served as the International Sales Manager who expanded Balemaster’s market share in South America, Australia and New Zealand by identifying business opportunities and effectively closing deals often resulting in innovations within the industry. Developed marketing campaigns designed to generate new leads and sales.

Products: Horizontal manual tie and auto tie balers, shredders. Markets: Corrugated box plants, converters, printers, distribution centers, manufacturers. Accomplishments:

• Promoted from Regional Manager to Sales Manager within two years at company.

• Increased international representative base from one rep to five reps in first year.

• Achieved a 75% market share in the corrugated box industry within Australia and New Zealand.

• Sold the largest and fastest baler to ever be put into service in a corrugated box plant. Balemaster Regional Sales Manager 1993 - 1995

Actively recruited and trained Manufacturers Representatives within the region. Made sales presentations directly to end user when necessary. Generated new leads by contacting potential customers and attending industry trade shows.

Products: Horizontal manual tie and auto tie balers, shredders. Markets: Corrugated box plants, converters, printers, distribution centers, manufacturers. Accomplishments:

• Increased Representative base by more than 50% within first year.

• Elevated territory from sixth place to second within a year and a half.

• Recruited a competitor’s best performing Representative. EDUCATION AND TRAINING

Purdue University – W. Lafayette, IN: Bachelor of Science Industrial Management, Minor in Aeronautical Engineering.

University of Wisconsin, School of Business – Madison, WI: National Account Management

Intensive Training for New Salespeople

Successful Cold Call Selling

Customer Connection

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