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Sales Manager

Location:
Peoria, IL
Posted:
December 03, 2019

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Resume:

Doug Wright... Strategy + Executive Achieving Breakthrough Business Results

**** ****** ****** • Washington, IL 61571 • C. 309-***-**** • adazk5@r.postjobfree.com

SENIOR Business EXECUTIVE strategically evaluates business positioning, structure and operations leading to implementation of business drivers dramatically improving organizational performance, market share, revenues and profits.

High impact leader in organizational talent recruitment, executive coaching, change management, team-building and performance management.

Versatile and proven expertise in restructuring, turning around, and leading businesses in service and manufacturing industries; Fortune 50 to private firms; industrial, consumer products and service segments.

Exceptional strategic, organizational, financial, analytical and communications talent. Broad executive skill set.

Delivering Results

Talent recruitment & development

Lead recruiter for large integrated supply industrial distributor, building an industry-leading sales management, national accounts, and business development team. Helped define experience and skill set, and refine compensation to attract top talent. Twenty-three placements to date.

Exclusive recruiter for Private Equity explosive growth company, helping complete next generation organizational structure. Consult on organizational structure, role definition, compensation. Roles filled include COO, VP Global Sales, Director of Marketing, Director of Engineering, and HR Manager. Ten placements to date.

Executive & team leadership

Principle in acquisition pursuits at Keystone Steel & Wire

Appointed by Group President to financial crisis management team at Thomas & Betts

Key member of acquisition integration team, securing customers and markets at Thomas & Betts

Leading, building, restructuring, and coaching teams from a few to dozens

Revenue generation

Increased new business acquisition 61% to $300M at Bank of America

Gained market share, sales increased $8.4M first year at Keystone Steel & Wire

Doubled revenues of retail SBU at Thomas & Betts

Marketing impact

New product line launch captured $20M in new business at Home Depot

Consumer affinity program added $10.7M in market share gains

Category management expertise tapped by Wal-Mart to train suppliers

Achieved industry-wide status as “trusted advisor” for category through leading consumer research that accurately represented VOC (voice-of-customer)

Financial improvement

Delivered $50M improved margin at Keystone Steel & Wire

Led business from -10% EBIT to breakeven in first year at Thomas & Betts

Sales operations efficiencies

Improved sales productivity 134% at Bank of America, 28% at National Manufacturing

Re-engineered supply chain reducing operating expenses $2.2M, reducing lead times and maintaining 99.8% order fill rate at Keystone Steel & Wire

Global Recruiters of Peoria

Wholly owned office of recognized industry leading recruiting network (GRN)

Founder & President 2013 – Present

Established full-cycle boutique recruiting firm focused on mid-to-senior level roles on client exclusive or trusted partner basis. Adopted and developed processes and skills to identify, attract, and place top talent in sales, marketing, engineering and manufacturing roles with quality companies nationwide in manufacturing, distribution, and service sectors.

Launched start-up office of Global Recruiters Network, a recognized top professional placement organization. Recruited clients nationally from privately held, private equity, and publicly traded sectors. Establishes long-term “trusted advisor” relationships with senior executives, hiring managers and HR professionals. Consults on business strategy, organizational structure, and talent strategies – including role definitions, compensation practices, and on-boarding and training. Executes full-cycle talent recruitment projects from senior functional leadership (sales, marketing, manufacturing, operations) to individual contributors. Includes identifying passive and active candidates, establishing candidate relationships and trust, presenting compelling career opportunities, recruiting talent, negotiating offers, and coaching during career transition.

Approaching $2 Million in billings.

Over 80% client retention; 93% candidate tenure after 1 year.

Executive Coach for business, non-profit, and religious organizational leaders.

Certified Hogan Assessment administrator, interpreter and feedback coach.

Keystone Steel & Wire Company, Inc., Peoria, IL

$550M public steel products manufacturer

VICE PRESIDENT SALES & MARKETING, CONSUMER PRODUCTS 2006 – 2013

Recruited to rescue failing consumer products business after corporation exited voluntary bankruptcy; business suffered from lack of executive and industry leadership; former premium brand had suffered market share losses, was losing money and couldn’t grow; given broad authority to restructure, reinvest and regain market leadership.

Led sales, marketing and sales operations for company’s retail, wholesale and international fencing business;

$130M revenue, $27M gross profit, $7M expense budgets. Restructured and recruited over 50% of sales and marketing departments, securing industry leading talent and assuring sales and marketing alignment. Pared product lines, exited money loosing product segment, re-priced customer portfolio to improve margins, and established new sales compensation plan to drive new customer acquisition. Created new organizational competencies in branding, affinity marketing, consumer research and category management. Reestablished legacy brand to profitability and market leadership. Pioneered new markets and deployed rational and effective channel strategies.

First year results: grew US market share, increased sales by $8.4M, maintaining profitability.

Financial improvements during tenure: 22% sales increase, 21% sales margin increase, $57.3M operating profit improvement.

Re-engineered supply chain planning and collaboration with major customers, reducing operating expenses $2.2M annually.

Launched ground breaking consumer affinity program adding $10.7M incremental sales in two years.

Improved order lead times 50%, maintaining 99.8% order completion rate.

Represented company on national fundraising advisory board for largest national affinity organization.

Stanley Black & Decker/National Manufacturing Company, Sterling, IL

$190M private residential hardware manufacturer, acquired by Stanley Black & Decker

VICE PRESIDENT SALES, NATIONAL ACCOUNTS 2001 – 2006

Recruited to replace sitting Vice President to establish new core competencies necessary to secure large strategic customers critical to stability, growth and profitability of entire business. Key member of “culture-change” team. Key executive for acquisition integration in Mexico and Canada, managing in-country resources.

Led sales teams managing critical relationships in North America; $90M revenue, $11M net profit, $6M expense budgets. Recruited industry leading national account and category management resources. Established new to company strategic account budgeting, planning, presenting and management skills and mindset. Introduced sophisticated analytical category management processes and disciplines. Drove account team concept to include sales, marketing, customer service, operations, IT and finance.

Increased sales productivity 28%.

Produced $8M in incremental sales in two new sales channels.

Awarded Category Manager role at Wal-Mart US, Canada and Mexico. Led supplier training of CM processes in Canada; “on call” resource for US divisional CM and forecasting supplier training needs.

Awarded Vendor of the Year status at Home Depot (Mexico), Sears and Tractor Supply Company (three times).

Designed forecasting processes to assure high product fill rates (99.5+ %) and merchandising materials for key customers growing 10+% retail outlets per year.

Represented company on Vendor Advisory Councils for largest customers.

Thomas & Betts Corporation, Memphis, TN

$3B public electrical components manufacturer, acquired by ABB Group

VICE PRESIDENT, SPECIAL MARKETS 2000 – 2001

VICE PRESIDENT SALES & MARKETING, RETAIL 1998 – 2000

VICE PRESIDENT SALES & MARKETING, ELECTROLINE (acquired by T&B) 1995 – 1998

Recruited as critical leader of new strategic retail market initiative at T&B, vital role in acquisition of subsidiary company (1998). Established industrial giant’s credibility in retail channel securing new business from country’s largest retailers, Home Depot, Lowe’s and Wal-Mart. Restructured industrial businesses to improve profitability through pricing, cost improvements and revenue growth.

Led multiple business units’ sales and marketing teams in retail and industrial distribution; $95M revenue,

$20M net profit, $5M expense budgets. Managed large corporate customer relationships including Wal- Mart,

Home Depot and W.W. Grainger. Selected as one of twelve worldwide executives for strategic leadership

development program. Appointed by Group President to financial crisis management team following Y2K

systems collapse. Received President’s Award for Strategic Advancement at worldwide management meeting

for the key operations improvement initiative.

Increased selling gross margin 18% in first 60 days of new responsibility, bringing business profitable.

Reduced selling and distribution expenses 7% within same time period.

Improved P&L 40% in first year.

Strategically realigned brands across fifteen product lines, reducing brands by 35%.

Integrated major retail acquisition, leading strategic realignment of sales, marketing, customer service and distribution functions.

Retail Products Marketing, Placentia, CA

Private consulting in sales, product licensing, new business start-up

PRINCIPAL 1992 – 1995

Bank of America, Anaheim, CA

Fortune 50 public financial institution

VICE PRESIDENT, MIDDLE MARKET SALES MANAGER 1989 – 1992

Recruited by Executive Vice President to bring effective sales and marketing competencies to financial services, re- establishing dominant market position with CFOs of medium to large retail businesses. Increased sales and profits on new customer acquisition for $7 billion turnaround commercial division. Managed $300M new revenue stream, $1.6M in expenses. Rapidly promoted from district to regional to business sales management in one year.

Redesigned compensation plan to attract and retain top sales talent. Recruited and trained new resources to replace 75% of existing personnel.

Increased sales effectiveness with new solution-based products, new presentation tools, and product and sales training. Increased sales efficiency, new business closure rate through laptop-based sales automation. Reduced budgeted staff 31%; improved sales productivity 134%.

Increased new business acquisition 61% to $300M annually. Acquired division’s largest new account ($30M) in prior six years. Doubled market share in targeted market segments. Improved profitability on new business acquisitions 183%.

EARLIER CAREER PROGRESSION

Nortek Inc., Regional Sales Manager Omark Industries, Marketing Manager Proctor & Gamble, Sales

EDUCATION & TRAINING

Masters of Theology, Southern Evangelical Seminary

BA Business Administration/Marketing, Washington State University

Sustainable Business Strategy – Harvard Business School Online

Business Strategy: Achieving Competitive Advantage – Cornell Johnson Graduate School Online

Leadership Development Program – Center for Creative Leadership

Situational Leadership II – Blanchard Companies

Certified Executive Coach – World Coaching Institute

Certified Hogan Assessment Administrator – Hogan Assessments



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