Account Manager Outside Sales

RAYMOND ACHTERMAN

Glendale, CA ***** C: 818-***-**** ******************@*****.***

Summary

Experienced sales professional with over 34 years in the Entertainment, Industrial, Healthcare, Aerospace, Construction and Government municipalities and facilities. I bring the drive, passion, motivation, commitment and dynamic communication skills to get the job done. Over the years, I've developed a working knowledge of the most effective sales tactics. My success has been at building long-term relationships with a loyal customer base which has helped me achieve and sustain organization sales goals.

Experience

Building Materials Specialist/Outside Sales 09/2021-Current Ganahl Lumber Los Alamitos, CA

• Territory coverage - Los Angeles, Orange county, San Bernardino, Riverside, and Ventura

• Materials include lumber, rebar, firestop, hardware, concrete accessories, tools, and chemicals

• Target construction, industrial, health care, and entertainment industries

• Work with contractors, architects, engineers, and owners on plans and specifications

• Maintain a network of new sales leads and customer prospects

• Strong communication and follow up during sales cycle

• Strong track record of developing trusting and long term relationships with customers and team members

• Meet or exceed monthly sales forecast

• Provide material lists, take offs, and estimates.

• Create weekly action plans; maintain detailed reports; activities include calls, orders, sales, new or lost business Account Manager 03/2018 to 08/2021

Arrow Tools, Building Supplies, Fasteners Van Nuys, CA

• Sales and demonstrations of multiple tools/products to studios, industrial, construction, and government facilities

• Performed monthly training for large vendors; such as, DeWalt, Milwaukee, Bosch, Makita, and Husqvarna

• Converted large manufacturer from Hilti, Inc. to Arrow Building Supply by over $250K in the first two years

• Moved Universal Studios, Warner Brothers, Disney, and Paramount Pictures to Arrow from the competition

• Conducted field sales, as well as front counter Grossing over $1.2 M in 2019

• Opened Blanket Purchase Order for City of Pasadena for $100K

• Created price templates for all large accounts and develop min/max inventory for specific customers

• Wrote specifications for end users, OEM, general contractors, engineers, accounting, architects, and owners

• Performed monthly joint sales calls with management, manufacturers, and suppliers Account Manager 03/1995 to 03/2018

Hilti, Inc. Tulsa, OK

• Coached new employee for Home Depot sales positions/S2 Management

• Directed training and demonstrations of complete cordless tool product line

• Certified UL training and engineering judgments on Hilti, Inc. Firestop products and applications

• Managed a Portfolio of over 200 accounts at $1 million annually

• Healthcare accounts: Kaiser Permanente, Children's Hospital, St. Joseph's and Cedars Sinai

• Studio accounts: Universal, Paramount, Disney, Warner Brothers, Sony, Fox, ABC, NBC, and CBS

• Industrial accounts: OEM, heavy machinery, distributors, rackers, installers, breweries, animation studios, steel and forging (Evolved from Studio Specialist to performing additional Managerial duties of our Fire Protection Specialist; firestop)

• Government accounts: City/County L.A., L.A. County Fire/Police, L.A.U.S.D., U.S.C., U.C.L.A, Pepperdine, U.S. Navy ($0 sales dollars to $600K), Jr. Colleges, City of Burbank, City of Pasadena, and City of Azusa Territory Manager 01/1992 to 03/1995

National Sanitary Supply Co Chatsworth, CA

• Territory coverage: L.A., Van Nuys, Reseda, and Chatsworth

• Provided territory coverage to 100 accounts

• Sold cleaning products, safety equipment, and sanitary supplies to industrial accounts and hospitals Inside/Outside Sales Representative 01/1989 to 01/1992 Golden State Hydraulics Monrovia, CA

• Territory coverage: Glendale to Goleta

• Client base included aerospace (Lockheed Martin, Boeing, Northrop Grumman, Teledyne Sprague) entertainment and theme Parks (Universal Studios, Disney, and Magic Mountain) and multiple industrial firms.

• Sold hydraulic systems, engineered hydraulic power units, products, and supplies

• Exceeded monthly, quarterly, and year-end forecasts of 130% during the last two years of employment Education

Associate of Arts June 1985

Glendale Community College, Glendale, CA

Bachelor of Science: Communications June 1989

San Diego State University, San Diego, CA

Activities and Honors

• Career sales over $25 million

• Avenue of the Giants award for exceptional sales-Building Material Initiative Ganahl 2023

• Designated as first Studio Specialist for Hilti, Inc. North America

• Twenty-five Account Manager of the Month awards, 1996-2017, Hilti, Inc.

• Recognition Award- 20 years of service, 2015, Hilti, Inc.

• Closed the largest military order in Hilti, Inc. history $450K in 2006

• Masters Club Winner for top sales/forecasting achievement, 2006-2009, Hilti, Inc.

• Regional Account Manager of the Year, 1999, Hilti, Inc. Training and Certification

• Hilti, Inc. Firestop Certification

• Sales Skills and Technique

• On Track Asset Management

• Simpson Certification

• OSHPD Training

• BOMA membership

• SSS Situational Leadership Training

• Dale Carnegie & Ken Blanchard Leadership Training

• Sphere 1 Training

• Salesforce.com Training

• Programs: SAP, Word, Excel, Outlook, CRM-7, P21, and Microsoft Suite

Skills

• Double digit growth year over year

• Relationship and consultative selling

• Employee coaching and mentoring

• Contract negotiations

• Territory management

• Strategic account development

Recommendations

"As Manager of General Labor and Operations at Paramount Pictures, I have had business contacts with many vendor representatives servicing the various departments under my purview. Ray Achterman has always provided excellent customer service while establishing the type of business relationship that makes me feel at ease, knowing that what he has to say and offer is in the customer's best interest. I would highly recommend Ray as an asset to any business operation. Sincerely, John Sampogna-Manager, General Labor and Ops-Office: 323-***-**** Cell: 818-***-****.”

"I have worked with Ray Achterman for close to 24 years now while managing a public utility. I have found him to be honest, thorough and resourceful. He was willing to go out of his way to make sure I was successful in what I was trying to accomplish. He always displayed a superb knowledge of who and what he represented in specifications and applications as well as good knowledge of closely related fields such as compliance issues. Please feel free to contact me at 626-***-**** from 7:00AM to 5:00PM if I can be of any further help. Regards, Ron Pascua, Water and Power Division Manager-City of Pasadena.”

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