Sales, Service, Delivery, Location manager

Scott D Beckman

(***) - *** - **** *************@*****.***

**** ***** ****** **** *******, IL, 60553

STRONG NEGOTIATOR – STRATEGIC THINKER – RELATIONSHIP BUILDER

Seasoned energy sales professional with 25+ years of leadership experience in the petroleum and refined fuels industry. Hands-on, results-oriented, analytical individual with proven success in meeting and exceeding company goals and job objectives. Complex regional operations experience. Innate ability to proactively identify and resolve problems – reverse negative sales trends, control costs, maximize productivity, and deliver profit increases.

Ethical and loyal. Strong negotiator, an effective communicator, recognized

as a motivational team leader. Troubleshooter who thrives on a challenge, initiates action, and is able to seize opportunities. Tactful and diplomatic, capable of critically evaluating and responding to diverse sales patterns. Works diligently and patiently to resolve business issues

and achieve measurable results within ever-changing environments.

PROFESSIONAL EXPERIENCE

PROPANE DIVISION MANAGER

ConservFS, DeKalb, IL Jul 2014 – Feb 2020

Directly responsible for the overall profitability, growth, retention, and sales of propane gas products and services to residential, agricultural and commercial customers for a $160+ million full-service cooperative located in Northern Illinois

Propane gas sales of 6.9 million gallons across 9 locations

Manage service and delivery routes for maximum effectiveness, achieving highest gallons sold per full-time driver (1.134 million gallons) across FS Wisconsin, Iowa and Illinois Region

FS ASP Award Winner, recognized for exceeding Annual Sales Goals in 2015 and 2018

Thorough understanding of competitive landscape throughout the service territory

Determine type and quantities of products according to consumer demand

Responsible for the implementation of marketing programs, including the Fixed Price Contracting, Summer Fill and Keep Full Programs

Identify, reach out and successfully establish dialog/relationship with prospects in the service territory

Initiate sales calls on new and existing customers, promoting company relationships and trust

Take point on customer complaints and bring to mutually agreeable resolutions as quickly and efficiently as possible

Build a work environment characterized by high expectations, high internal motivation, accountability, open communication, and teamwork

Provide leadership for delivery, service, installation, and fleet

Responsible for location(s) staffing needs, formal annual performance reviews, and any discipline issues

Ensure all employees are properly trained and are safely performing their functions in accordance with company policy and all applicable codes

Trainer and Proctor for the National Propane Gas Association’s Certified Employee Training Program (CETP)

PROPANE DIVISION MANAGER

United Cooperative, Beaver Dam, WI Apr 2005 – May 2014

Oversee purchasing, sales, contracting and delivery of propane gas and services for a $643 million full-service cooperative offering feed, grain, agronomy and energy products throughout south-central Wisconsin

Contributed to the growth of propane gas sales of 7.15 million in 2005 to 12.7 million in 2012, equating a growth of 77.62%

Personally coordinate details related to the merger of propane gas and refined fuels sales, service and delivery on four separate occasions when the company acquired 7 other southern Wisconsin cooperatives

Responsible for management of existing propane gas accounts while focusing on new business development for all 14 branch locations throughout southern Wisconsin

Principal contact for all propane gas bidding and contracting

Thorough understanding of finance, operational controls, and business planning

Oversee purchase, maintenance, and disposal of fleet vehicles, fuel transport equipment, petroleum and propane gas equipment, and storage tanks

Schedule employee/driver workload for maximum efficiency and savings

Maintain proficiency in accounting and reporting for internal and state agencies

Develop & execute the overall price positioning strategy capturing maximum value on both rack sales and forward contract programs

Ensure the entire energy division remains compliant with company safety policies and procedures and follows applicable laws and regulations

Extensive knowledge of OSHA, DOT, and Hazardous Materials Regulation as well as compliance issues and Employee Drug and Alcohol Testing Programs

SERVICE CENTER GENERAL MANAGER

Ferrellgas, Detroit Lakes, MN Jan 2001 – Mar 2005

Maneuver the company through complex re-engineering and turnaround, resulting in reversed long-term losses and turned profit, increasing operating cash flow 138% of budget in just one year

Build the customer center to achieve #1 performance rankings in customer service, operating cash flow, customer retention, and shrinkage reduction

Chosen to be one of the first 3 centers in the country to introduce Project Renaissance, a customer-driven, state-of-the-art technologies initiative focusing on sales and service

Pilot the merger of the ND/MN area service center, including 10,000 customers and 25+ team members with operations in Detroit Lakes, Wadena, Fergus Falls, Moorhead and Barnesville, MN, and Fargo, ND

Successfully instrument the takeover of Suburban Propane in Barnesville, MN and Fargo, ND

Develop and execute safety, health, transportation and risk management programs

Elevate individual training, personal accountability, and motivation among team members, heightening morale, increasing safety records and reducing employee turnover

Establish and execute the service center’s business plan to best utilize resources, produce desired efficiencies and achieve budgeted cash flow

Select, train, coach and develop team members while providing leadership consistent with company values

PETROLEUM MANAGER

Enerbase, Minot, ND Jan 1996 – Dec 2000

Halt customer attrition and renew profitable relationships by strengthening efficiency, customer responsiveness, and quality of services

Champion the takeover of the retail division of Farstad Oil Company while ensuring employee loyalty and customer satisfaction

Spearhead the development and implementation of the first bulk oil delivery system for Cenex of Minot

Selected to manage the first RFD (Refined Fuels Distribution) program in the state of North Dakota which provided tank monitoring and consumption billing

Design, implement and evaluate the strategic marketing plan for the RFD program

Personally direct all petroleum and propane gas acquisitions and sales while maintaining favorable margins

Pioneer the strategic planning process and set performance targets for the company and its employees

Successful leadership experience overseeing service stations, bulk petroleum products, propane gas, and heating and air conditioning products and services

Past Vice-President and Director for the North Dakota Propane Gas Association and Transportation Director for the Minot Chamber of Commerce

GENERAL MANAGER

Farmers Union Oil Co., McVille, ND Jan 1993 – Dec 1995

Re-establish financial control, leading company from severe financial losses to strong and sustaining bottom-line profitability within the first 12 months

Control expenses within the scope of authority granted by the coop board

Responsible for automotive and farm service repair shop, service station, bulk petroleum products, propane gas, convenience store, and Hot Stuff Pizza fast food operations

Increase fuel gallons 47%, lubricant gallons 56%, LP gas gallons 16% and sales 16.5% in the first 2 years

Documented record of successfully meeting and exceeding sales goals set forth by company directors

Vice-President for the North East Cenex Managers Association of North Dakota

ADDITIONAL SKILLS

Team Building & Leadership New Business Development Bidding & Contracting Negotiations

P&L Management & Accountability Organization & Communication Skills

Customer Relations & Satisfaction Union Negotiation Experience

Sales & Marketing Coordination Margin/Sales Analysis Forecasting & Planning

Cross Functional Collaboration Change Management Employee Training & Preparedness

Streamlining of Systems/Processes Problem Solving Capabilities Risk Mitigation

Opportunity Identification Safety Compliance

EDUCATION

Bachelor of Science

UNIVERSITY OF NORTH DAKOTA, Grand Forks, ND

Major in Public Administration (AACSB Accredited)

Associate of Arts

BISMARCK JUNIOR COLLEGE, Bismarck, ND

Major in Electrical Lineworkers Program

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