Territory Manager Sales

J. Scott McCallister

Grants Pass Oregon

**************@*****.*** • 916-***-****

Territory Manager

Growth-focused, results-oriented sales leader with 20+ years’ accomplishment stewarding accounts to ensure loyalty, satisfaction, and increased year-over-year spend

— Areas of Expertise —

Territory Management & Expansion Account Development & Growth Ongoing Needs Assessment

Consultative & Solution Selling Exceeding Revenue Goals Long & Complex Sales Cycles

Skillful Negotiations Client Satisfaction & Retention

Soft Surface Hard Surface Mainstreet & Specified Commercial

Flooring Sundries and Supplies

— Career Accomplishments —

Increased sales by 500% managing a portfolio of national and regional accounts.

Achieved 100% client retention by regularly visiting to explore new projects.

Consistently ranked in top 10 in sales at weekly company reviews.

Professional Experience

Happy Feet International

Territory Sales Manager

8/31/2020-12/31/2022

In charge of pioneering and opening new accounts, display, and sample placement in Northern and Central California as well as Northwestern Nevada. Met with 35 to 45 accounts per week resulting in 86 new accounts and 159 displays sold in a 12-month period. Created a residential and commercial property management program.

Lead generation, cold calls, sales training, relationship building.

Multi-media marketing, product presentations, customer relations

Sample- display distribution and set up. sales forecasting and reporting, goal setting

Quarterly sales reviews with accounts, created promotions to enhance sales.

Performed Product knowledge session for all accounts on a regular basis, addressed and resolved issues, tracked, and responded to market conditions and competitive pricing.

1/30/19 Laid off due to Covid-19

Classic Design Interiors- New Northern California Division

Territory Sales Manager 10/2019 -1/30/19

In charge of creating a new residential, property management, commercial and builder division.

Sales forecasting, advertising, generating leads, customer relations, building a customer data base.

Generating sales through new leads and longtime business relationships.

Monitoring market activity and competive pricing. Meeting with 20 + potential customers per week.

Tom Duffy Wholesale Flooring Distributer Sundries, Supplies, Unfinished Hardwood

Territory Manager 6/2018 - 4/2019

Managed sales forecasting, goal setting, and performance reporting for all accounts, including development of competitive comparison tables of pricing, fees, ratings, category, and product performance to improve sales in account calls. Monitored market activity and competitive pricing.

Key Accomplishments:

Met with an average of 35 to 45 clients per week, resulting in 100% client retention.

Aggressively pursued sales targets to successfully achieve growth in sales and profits.

Accomplished sales goals resulting in company bonuses.

Achieved training certification form Ardex Americas,Mapei and Schlueluter Systems.

Beaulieu Residential Soft and Hard Surface, Hollytex Commercial

Territory Manager 9/2014 – 11/2017

Oversaw sales forecasting, goal setting, and performance reporting for all accounts, including development of competitive comparison tables of pricing, fees, ratings, category, and product performance to improve sales in account calls. Increased profit margins by monitoring market activity and competitive pricing.

Key Accomplishments:

Aggressively pursed sales targets to successfully achieve rating in top 10 performers in monthly company reviews.

Turned sales from 70% roll stock (low margin sales) to 70% cut order sales (high margin).

Met with an average of 30 clients per week, resulting in 100% client retention.

Royalty, Camelot, PacifiCrest Carpet Mills

Territory Manager 5/2008 – 7/2014

Managed sales forecasting, goal setting, and performance reporting for all accounts. Increased sales volume by adding numerous accounts in Sacramento Valley and Northwest Nevada regions. Developed a central database of key contacts, risk rating, financial impact, and key issues affecting each account. Established competitive comparison tables of pricing, fees, ratings, category, and product performance needed to achieve success in account sales calls. Created numerous proposals for new and repeat customer business transactions.

Key Accomplishments:

Grew overall sales by 26% and profit margins by 8%.

Expanded builder base by 22%.

Shaw Industries

Retail Account Manager, Builder Specialist 6/1994 – 5/2008

Managed a portfolio of national and regional accounts totaling $4.5M in sales. Achieved elevated profit margins by monitoring market activity and quoting prices based on market. Oversaw sales forecasting, goal setting, and performance reporting for all accounts. Maintained central database of key contacts, risk ratings, financial impact, and key issues.

Key Accomplishments:

Grew base from $900K per year to $4.5M.

Named Salesperson of the Year twice.

Promoted to builder specialist / design center account manager.

Retained 100% of clients by meeting with average 30 clients per week.

Education and Credentials

Associate of Science in Business

American River College – Carmichael, California

Associate of Science in Business

Marconi Technical Institute – Sacramento, California

Ardex Academy- Stockton California

Mapei Academy- Stockton California

Schluter training- Reno Nevada

High School Diploma

Del Campo High School – Fair Oaks, California

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