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Sales Manager

Location:
Pooler, GA
Posted:
January 21, 2020

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Resume:

Stephen J. Von Waldner

*** ******* ********

Savannah, GA 31322

Tel: 864-***-****, adbdq2@r.postjobfree.com

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Profile

Twenty-eight year marketing and sales professional with a global manufacturer leading to progressive growth and responsibilities.

Utilizes customer consultative selling approach to establish, grow and maintain business relationships resulting in long term partnership status while delivering sales goals. Dedicated to customer satisfaction.

Outstanding field sales expertise, product marketing skills, distributor development, sales personnel management experience and proven sales training experience.

Experience

Dunlop Aircraft Tyre, Inc

Birmingham, UK

North American Airline Region Sales Manager

Savannah, GA July 2018-Present

Charged with increasing share of market of North American commercial airline business utilizing Dunlop aircraft tires and Repair and overhaul capabilities.

Identifies and short and long term customer opportunities. Initiates and builds customer relationship while Developing sales strategy to deliver share, and revenue targets. Current customer base includes Delta Airlines, Republic Airlines, Express Jet, Horizon Air, Lockheed Martin, Embraer. Responds to customer RFQs and submits unsolicited commercial sales programs centered around 3,5 and 10 year exclusive

Contracted sales agreements.

Liaison between customer supply chain, engineering, legal and finance departments. Responsible for scheduling and attending major commercial and defense contractor operator domestic and international tradeshows

Desser Holdings, LLC

Sales and Business Development Manager

Savannah, GA June 2017-July2018

Responsible for selling logistic services, aircraft landing overhaul and repair and PMA capabilities to identify and close business opportunities.

Develops and implements complex aircraft tire sales and logistic contract programs. Designs cost per landing/”power by the hour” programs for regional commercial airlines operators. Targets creates business proposals for business aviation operators, MROs, FBOs, and flight schools. Responds to OEM RFPs, airline operator RFQs. Liaison between customer engineering and product development. Maintains direct contact with key government contractors (L3, Lockheed Martin, Dyncorp, S&K Aerospace) Provides added value maintenance training programs per FAA annual requirements for aircraft maintenance teams. Michelin Aircraft Tire

Commercial/Regional/General Aviation Sales Manager Greenville, SC Marc 2009 to June 30, 2017

Charged with achieving annual sales and margin targets for commercial, regional and general aviation tires sales for North American markets.

Current customer base: Delta Airlines, Jet Blue, Express Jet, Gulfstream Aerospace, Honda Aircraft, Piper. Responds to RFQs, and negotiates multi-year contracts with airline and OEM customers. Conducts extensive general aviation market analysis for OEM trends and after-market consumption. Responsible for maintaining distributor network and analyzing distributor footprint through market analysis for general aviation market.

Created and maintains on-line loyalty program (MAPP, Michelin Alliance Partner Program) to drive pull through sales. Creates implements and manages quarterly and annual distributor programs, and periodic sales promotions. Conducts distributor sales training and technical training. Deals directly with key charter fleets, MROs, FBOs, national flight training schools. Manages major trade show events, several regional trade shows and acts as conduit for major industry trade organizations

(NBAA, AOPA, ADMA, and EAA Air Venture)

Region Fleet Sales Manager

Savannah, GA Feb 2006 to Mar 2009

Responsible for delivering regional business plan for commercial heavy truck tire and off-road truck tires sales in Georgia, Florida and Puerto Rico. Region business plans goals: unit sales =146,558; total gross margin= $43.4m Develops and implements local market sales campaigns to achieve sales targets. Manages daily activities of 8-member sales staff.

Responsible for coaching and development of sales team, conducts semi-annual and annual performance reviews. Maintains direct sales contact with strategic end user fleets and dealer network. Builds and manages SGA budgets Sales Training Manager-Southeast Zone

Greenville, SC Jan 2001 to Feb 2006

Responsible for sales training development for 72 field sales force sales and sales administrative personnel in 8 southeast states. Managed $300K annual sales training budget. Creates content for sales training modules for all commercial products, customer value creation, sales processes, and distributor sales training programs.

Works in conjunction with region sales managers to evaluate needs and conduct specific training curriculum to for field sales personnel.

Facilitates 13-week new hire trainee classroom/field training program: product knowledge, cold call skills, features- advantages-benefit of products, value creation and consultative selling Conducts distributor training courses consisting of basic selling skills, negotiations, management training, and strategic account sales.

Proficient in multi-media delivery of training programs, MS Word, Power Point, Access and Excel. Product Manager

Greenville, SC Sep 1998 to Dec 2001

Responsible for developing Michelin Retread Technologies, Inc. (MRT), multi-year North American product marketing plan supporting market share goal of 15% from launch. Developed customer driven product definitions with Product Development group. Created dealer and field sales promotions generating first time customer sales. Provided national field sales management with market and competitor analysis. Responsible for all sales literature, selling tools, video and web page content.

Region Sales Manager

Seattle, WA Nov 1994 to Sep 1998

Responsible for delivering regional business plan for commercial medium and off-road truck tires sales in Washington, Oregon, Alaska and Northern California. Achieve regional gross and net margin goals, dealer network growth plans and territory manager development. Signed northwest largest commercial dealer to multi-year distribution agreement. Developed and delivered favorable variance $540k annual SGA budget. Assisted 7-member sales team in achieving individual territory business plans. Maintains direct sales contact with dealer network, and strategic fleet end users. Sales Training Instructor

Greenville, SC Dec 1992 to Nov 1994

Coordinated in house sales training program for sales trainees, distributor sales personnel and fleet managers. Directed 13 week sales trainee program: cold call skills, features-advantages-benefit and consultative selling. Supervised average trainee class size of 10 new hires. Developed field based dealer network training modules. Territory Sales Manager

Sacramento, CA Feb 1990 to Dec 1992

Responsible for sales of passenger, light truck, and commercial truck tires generating revenue of $15.3M through dealer network and key national accounts. Sales call coordination with partner dealer network personnel. Conducted customer product sales and product safety seminars. Provided key customer base with life cycle cost data and product performance.

Education

Georgia Southern University

Statesboro, GA

Bachelor of Business Administration

Management and Information Technology

References

Available on request



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