Territory Sales Manager
Resume:
Nicholas C. Srogus
Eagle Mountain, UT 84005
**********@*******.***
TOP TERRITORY SALES PROFESSIONAL – MULTIMILLION DOLLAR REVENUE
• Enthusiastic sales professional with 20+ year record of sales and customer relations success within the heavy equipment industry. Always looking for new ways to drive business my direction and grow my skills
• Strong business development skills proved through #1 ranking amongst all salespeople in my division throughout the company’s I worked for most recently in 2017, 2018, 2020, 2021, 2022
• Adept at building a strong bond with each prospect and customer -- from lead generation to close and beyond -- through consultative, solution-based approach.
BOMAG Americas Road Construction Equipment Manufacturer - Western United States Multi-State Territory Sales Manager, July 2022 to present I manage a 9 state territory with 7 active dealer partners specializing in road construction equipment. Responsibilities include directing and coordinating all dealer support efforts, performing research to identify territory needs and opportunities, and overseeing the proper execution of channel and dealer development activities. Forecast annual territory sales and inventory goals, maintain responsibility for sales forecasting, weekly activity reports, business plans and market performance reports I help to identify high potential markets, locate, recruit, establish, and develop dealer partners in these markets facilitate the establishment of company product full line representation. Develop both current and new dealers with the implementation of sound business initiatives (whole goods, parts, service, rental, inventory planning, training) and take action to aid in the implementation of such initiatives.
Bonneville Equipment Kubota Construction Equipment - Sandy, UT Territory Manager Equipment Sales, July 2019 to July 2022 I managed approximately 400 new and existing accounts and was tasked with growing my customer base through networking, referrals, cold calling, and online marketing. I was accountable for meeting sales quotas and maintaining optimal client satisfaction from pre to post sale. My focus was the construction industry where I sold everything from excavators, skid steers, wheel-loaders, tractors, to utility vehicles. I was directly responsible for maximizing revenues through consultative sales and building and maintaining long term relationships.
Selected Contributions:
• Reached 5 million dollars’ worth of sales in my first full 12 months which was 200% more than planned
• Grew my territory from $3,000,000 to $7,000,000 annually, even with growing supply chain challenges
• Increased overall market share in a challenging market in 2020, 2021 and 2022
• At the height of supply chain challenges, I maintained a presold machine list of over 60 machines
• Sold 30% more machines than another salesperson in my company in 2021 and the first part of 2022 Welch Equipment Clark, Raymond, Toyota Forklifts - Salt Lake City, UT Territory Manager Equipment Sales, February 2017 to June 2019 I managed approximately 500 new and existing accounts and was tasked with growing my customer base through networking, referrals, cold calling and sales presentations. I was accountable for meeting sales quota and maintaining optimal client satisfaction. My focus was in the material handling industry where I sold everything from forklifts to small conveyor and racking systems all the way to helping to design warehousing systems. I was directly responsible for maximizing revenues through aggressive networking, cold calling and consultative sales. I was focusing on changing the culture of the sales team through strong customer relationships throughout the territory, accurate monthly reports documenting sales activities and keeping abreast of trends, competitive products and industry developments. Selected Contributions:
• I was a key factor in increasing the company sales growth 20%+ year after year
• Grew my territory from $500,000 to $2,500,000 annually
• Consistently sold over 30% of all used equipment company wide (10+ sales reps) with record margins
• Helped to create and manage the e-commerce division to help grow in to one of the largest equipment dealers in the Intermountain West.
Atlas Copco Compressors LLC - Western United States Regional Sales Manager, August 2011 to January 2017 I was the Factory Direct Service Sales Manager for a territory that includes multiple western states. My responsibilities included managing current dealers, distribution channels and key clients to grow the company by consulting before, during and after the sales process. I had a focus on after-sales and service support on our product as well as competitive equipment to build long lasting relationships. In my management of the network of distributor sales teams I was directly responsible for their meeting sales goals. I worked directly with all levels of management and personnel in purchasing departments, maintenance departments, operation departments and legal departments to set up service contracts and sell ancillary equipment. Most of my sales resulted from an ROI based approach and can take months to survey, construct solutions, present proposals and set up the solutions.
Selected Contributions:
• Reached 125% of my 2016 sales goals and a top ranked performer on my team
• Reached 147% of my 2013- 2015 on average and finished well above increased projections every year
• Between 2011 and 2017 I grew my original territory sales from $530k to $4 million annually Arnold Machinery – Volvo Construction Equipment, Hyster Forklifts -Salt Lake City, UT Territory Sales Manager/ Equipment Sales, Aug 2004 to July 2011 I managed approximately 500 new and existing accounts and grew my customer base through networking, referrals, cold calling, and sales presentations. I was accountable for meeting sales quota and maintaining optimal client satisfaction. My focus was on the Compact Construction Equipment and Material Handling Equipment industry where I sold everything from excavators, skid steers, forklifts to small conveyor systems all the way to helping to design warehousing systems. I was directly responsible for maximizing revenues through aggressive networking, cold calling, and consultative sales. I fostered strong customer relationships throughout the territory, produced monthly reports documenting sales activities and kept abreast of trends, competitive products, and industry developments. Selected Contributions:
• Created sales campaigns that catapulted market-share gains from 14% to 24% to dominate specialized markets within the industry
• Transformed minimally producing territory into one of the company's most lucrative profit generators. Built trust, salvaged damaged relationships, and won back product loyalty
• Became known as a focused "hunter" of new business, leveraging excellent listening skills and talent for articulating the value-add of represented products and services
• Earned "Rookie of the Year" award for top sales results in 2005
• Made the “Presidents Award” for profitability and market growth 4 years in a row
• Grew revenue from $787 thousand to $3.22 million annually in my territory in just 36 months Enterprise Rent-a-Car - Salt Lake City, UT
Area Account Manager, June 1998 to July 2004
Started in the Manager Training Program, moved into management within a short period of 6 months and became known as a person that could turn failing branches into top performers. Due to my success, I was promoted into an outside sales management position where I was a key figure in establishing a new division of the company. Selected Contributions:
• In charge of 15 branches statewide, 5 of which were in the top 10 out of 40 offices in sales
• Responsible for outside marketing, building rapport, and handling referral accounts
• Business to business experience in wide area marketing to various professional industries
• Leading sales representative group wide 99, 00, 01
• Consistently performed above corporate average on the four key areas of business: Profitability, Growth, Employee Development, and Customer Service
EDUCATION
Salt Lake Community College: 1993-1996
SKILLS
Skill Name Skill Level Last Used/Experience
Consultative Sales / Solution Selling Advanced Currently used/22 years Key Account Management Advanced Currently used/22 years Dealer/ Distributor Channel Development Advanced 10 years + Business to Business Sales Advanced Currently used/22 years Client Relations / Customer Care Advanced Currently used/22 years Sales Tracking & Forecasting Advanced Currently used/22 years MS Office (Word, Excel, PowerPoint) Advanced Currently used/22 years Salesforce CRM/ Microsoft Dynamics 365 CRM Advanced 10 years +
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