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Sales Representative

Jacksonville, FL
November 07, 2019

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Robert Ellis

Executive Leadership

**** ****** **** *****, ******* Island, Florida 32003 904-***-****

LinkedIn twitter RobEllis_Chats EXECUTIVE SUMMARY

Professional executive businessman with a tested and proven history of success in management of sales, marketing, new product development, innovation, and staff management that owns the ability to sustainably grow a company’s market share while protecting margin. Capable of forecasting business and industry trends leading to early market penetration. A businessman with credibility, integrity, and an unsurpassed work ethic that owns the knowledge, negotiation skills and talent to build relationships within large corporations to independent distributors; from local government to large Federal Government agencies. A businessman with the unique understanding of sales cycles and new product development mixed with operational knowledge. One that has the capabilities to quickly develop relationship internal and external, comfortably access high levels to identify compelling issues, and initiate winning solutions. Entrepreneurial mentality with the capability of consistently exceeding the highest revenues goals while maintaining focus on the companies profitability.

CORE LEADERSHIP / MANAGEMENT COMPETENCIES What I have to offer to you and your company

Sales / Business Development Team Management

Director through VP level

Regional through National

National Accounts

General and Operations Management

Multiple facilities

Innovation and New Product Development Management

Concept through production, launch, marketing, and sales

New Services Development Management

Concept through Implementation

New Market Development Management

Marketing Management

Program - Project Management

Business Strategy Management

Company Turnaround Management

Two companies

Leadership Development - Trainer, Coach, Mentor


Supply Chain Management

Operations Management

Customer Service Management

Special Projects Management


Commercial Products to Heavy Equipment; Commercial to Industrial Services Hedstrom Environmental

December 2018 - Current Covering all North America DIrector of Business Development

Recruited by the CEO at the end of 2018 to establish and grow the Environmental Division.

Designed and implemented a sales program into the industries national and regional accounts.

Designed and implemented a fresh marketing campaign to increase brand awareness.

Designed and implemented a business growth plan through different channels.

Engaged business in industry associations.

Otto Environmental Systems, North America

2006 - 2018 Covering all North America

DIrector of National Accounts - North America

Responsible for all but one of Otto Environmental Systems National Accounts from prospecting to contract negotiations afterwards owning the business relationship at the corporate levels and assisting the National Sales Team at the regional and local levels.

Acquired the largest potential customer in the industry on a national level and negotiated three (3) recurring contracted supply agreements. All with favorable targeted margins which increased both top and bottom line.

Acquired numerous large regional customers covering multiple industries. Negotiated multiple contracted supply agreements and extensions.

Designed, implemented, and tracked a targeted plan for the National Sales Teams to prospect the top one-hundred potential customers in the industry. This equated to large recurring sales, revenue, and margins.

Developed a targeted program for the Municipal Sales Team for large one-time hit sales, revenue, and margins. This market segment historically produces one-time hits with minimal recurring sales.

Consistently exceeded revenue and margin growth expectations for this role on a consistent basis.

High level contract negotiations

Director of Sales - Southern Division

Management / Leadership of six Area Managers covering the Southern Division and a $45M dollar budget. This represents one third of Otto in North America.

Exceeded budget each quarter on an average of 120-125%.

Exceeding targeted levels of margin.

Reduced the cost of sales by implementing travel and entertainment policy.

Trained and coached new Area Managers in region to be able to duplicate others successes.

Leadership Development training, coaching, mentoring. Director of Marketing

Management / Leadership of Marketing Department

Industry research and analytics

Marketing campaigns

Branding strategy and collateral

Industry shows and events

New product launches

Pricing establishment

Director of Market Development and Innovation

Responsible for developing new markets for existing products.

All new product development; from concept to market to product launch.

Relationship ownership of subcontracting suppliers

Management of imported products from overseas sister companies

Management of products distributed for other companies to enhance portfolio, management of specified suppliers, and project/program management.

Developed a full line of of specialty products for the medical waste and document destruction industries through manufactured and distributed products.

Oversaw all product enhancements for manufactured products.

Designed, negotiated, and launched a network program consisting of products from other OEM companies to increase the product offerings in the Otto Environmental Systems portfolio for the solid waste and recycling industry with no capital investment or utilization of the companies production capacity.

Developed proprietary products for customers to meet their unique needs.

Facilitated the import of products manufactured by sister companies overseas.

Grew and managed distributors for products outside the solid waste and recycling industry.

Managed relationships with companies whose products Otto distributes.

Established a network of partners (non-distributors) to produce a product called the Steelite container which is a jointly manufactured product between companies.

Facilitated the development of a WBE program to gain market share into private and public entities.

Facilitated new product launches for manufactured products and provided training to the Sales Team on said products.

Facilitated new service offerings for the companies services group and provided training to the Sales Team on said services.

Managed all suppliers for other manufacturing process; rotational molding and thermoforming. General Manager

Four points of manufacturing

North Carolina, Arizona, Indiana, Missouri

■ Operations Management

■ Supply Chain Management

■ Marketing Management

■ Sales Management

Trail blazed the newly formed Commercial Container Division.

Process and procedure implementation.

An immediate staffing of a Product Management Team to cover the Sales Teams training on the new product line that also worked in the field with the National Sales Team to assist in closing opportunities.

Lead the Product Management Team to facilitate customer acquisition on a national level and to assist the Sales Team in closing new opportunities.

Developed with the Marketing Department an ongoing full push marketing campaign for the new product line.

In the first full year of the Commercial Container Group we grew the category in size to exceed the annual sales of many competitors.

After eighteen months, the growth of the new full product line had grown in annual sales by 1200% over the previous ten years in sales of a single product in this category. This equated to 6.7% of the company’s annual revenue.

After eighteen months, Otto became the largest single provider of commercial containers in this category to the industry.

Established a National Dealer Network that expanded over time to include other products in the company’s portfolio outside of the commercial container category.

Developed sales on an international level.

Developed a second generation of the product line and managed all aspects from concept to production and then managed the business category moving forward throughout my tenure exceeding quarterly budgeted growth 10-15% in a mature market. Waste Management 2003-2006

Covering North Florida

North Florida Market Area Sales

Recruited by the Market Area President to take responsibility for the growth of major accounts within the North Florida market with a focus on the Greater Jacksonville and St. Augustine areas. Responsible for growth in company’s major accounts category. Within a short period of time, exceed and continue to exceed company established revenue and margin goals at 165% of Budget.

Relocated to Florida

Mid-Atlantic Waste Systems 2002-2003

Covering the Mid-Atlantic States

Sales Engineer

Responsible for new business acquisition and the retention of existing business in the area of waste and recycling heavy equipment sales to collection companies end users customers. Responsible for developing, organizing and conducting “Heavy Equipment Sales Schools” for customers. Initiate and completed site surveys, engineering, cost analysis, proposals, negotiations, and trainings for end user customers. Consistently exceeded monthly and quarterly budgets through personal sales and direct mailing programs. Republic Services 1998-2002

Covering the Mid-Atlantic States

Market Area Regional Sales Manager

Promoted by the Area President for new major account customer acquisition within the Mid-Atlantic States. This was a newly created role and was the first ever created by the company. Responsible for the growth of major accounts, government accounts, and broker accounts within a four-division area; Maryland, Washington, D.C., Virginia, and Pennsylvania. Additional responsibilities for the growth in company owned landfill volumes with municipal and special waste streams. Responsible for the maintenance and retention of existing major accounts. On average exceed annual budget at 195%. Sales Manager

Promoted by the Area President at the request of the new Division General Manager for the Maryland marketplace to be an integral part in the companies Turnaround Team. Management replacement and division reorganization for the Baltimore Division. Responsible for the reorganization and development of the entire Division Sales Team. Through recruitment of new personnel and training of existing sales personnel the Baltimore Division established a Sales Team that exceeded budgets consistently through newly acquired customers and retention of existing customers on an ongoing basis. Within a period of a few months, the new Turnaround Team was responsible for turning around a Division that was performing at a –10% margin to an 18% margin division.

TerrItory Manager

Recruited by the Area President and the Sales Manager to develop a newly expanded market area, Washington, D.C., for the third largest waste removal and disposal services company in the country. Responsible for new business growth in all operations of the business in a competitor dominated market area. On average exceeded annual budget at 305%. Waste Management 1996-1998

Covering State of Maryland

Senior Account Manager

Responsible for business development and market growth within a newly expanded market area in the State of Maryland for a national and Fortune 500 Company. Responsible for new business growth in all operations of the business in a competitor dominated market area. On average exceed budget at 255%.

Browning-Ferris Industries (BFI) 1991-1996

Covering Washington, D.C., Maryland Metro Area

Sales Representative

Responsible for the growth in market share with new business acquisition and for the retention of the existing customer base. Responsible for approximately 1100 existing customers and eight million in revenues on an annual basis. Responsible for establishing, developing, and maintaining a professional relationship with larger customers. Targeting and acquisition of new customers within a specific sales territory. Developed and implemented price increase strategies within sales territory along with referral and network sales, for this national and Fortune 500 Company. On average exceeded annual budget at 235%. Atwoods, LLC 1983-1991

Covering Baltimore, Maryland and Metro Area

Sales Representative

Responsible for business development and market growth within a newly expanded market area, Baltimore, Maryland. Responsible for new business growth in all operations of the business in a competitor dominated market area. On average exceeded annual budget at 175%. Operations Manager

Responsibilities included operations, dispatching, routing, customer service, reporting, management of forty-five (45) route drivers and support personnel. EDUCATION

Bachelor's Degree in Architectural Engineering –

University of Maryland, College Park, Maryland; AACC, Arnold, Maryland; Marietta College, Marietta, Ohio CONTINUING EDUCATION AND TRAINING

Extensive continuing education and training in the areas of sales and marketing, customer service, customer management, leadership training, negotiating skills, effective communication, employee relations, and computer software.

Dale Carnegie Courses

Sandler Training

(Participant and Facilitator) Miller-Heiman Professional Selling Skills, Professional Sales Strategies, Professional Negotiations

Guerilla Marketing

Miller-Heiman Train the Trainer

Six Sigma (Desired and next in line to achieve)


NWRA National Waste and Recycling Association

WASTEC Waste Equipment Technology Association

SWANA Solid Waste Association of North America

NAID National Association of Information Destruction

EREF Environmental Research and Education Foundation COMPUTER SKILLS

Microsoft Office, Lotus Notes, CADD, SAP, Syteline, ACT, multiple CRMs, Microsoft Access, Microsoft Publisher, Adobe, Solidworks, Coral Office, Star Office, Commercial Management Systems, Residential Management System, Trucks, Soft-Pak, Rainbow Systems, Customer Relation Management System, Desert Micro, Project Management Software, and many other software programs. ACCOLADES:{The following are statements said about me over the past several years} CEO in a phone conversation a couple years after he had left the company

“In all my years in business you are one of the best hires I have ever made and one of my most favorite people I have ever had the pleasure to work with”

CEO in an email to the Director of Human Resources during hiring process

“We need Ellis more than he needs us, let’s get him onboard” CEO in an email to the Vice-President of Sales

out of all the reports I get the only two I trust come from Ellis and (Vice-President of Operations)” Vice-President of Sales in an email while working with him

“You are absolutely one of if not the hardest working people on our Team” Director of Business Development in a Management Budget Meeting

“Rob is like mortar between bricks holding us all together” Director of Sales at an airport after a meeting where he and I executed a supply agreement

“It is a pleasure to watch you work a deal”

Vice-President of Operations in a Direct Report Meeting with the CEO

“Give it to Ellis, he can get it done, he has endless bandwidth” Director of Supply Chain (National Level Customer) at a conference table when executing a new supply agreement

“No one has ever taken the effort to do that for us” Director of Operations (National Level Customer) in an email to our Vice-President of Sales at the time

“I am not sure how he pulled off the impossible but what is next, the flying car”

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