WILLIAM HARROD

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

Wheaton, Illinois 60189

Cell: 630-***-**** – adc31u@r.postjobfree.com

Strategic minded business management professional with a solid background of leading business growth, specifically in specialty chemicals /coatings and electronic components, with over 25 years of B2B and B2C regional sales management experience. Consistently excelled in meeting and exceeding sales objectives of assigned territories by promoting and selling company products through professional sales techniques.

Summary of Qualifications

•Proven success prospecting and moving opportunities through the sales cycle by proposing, presenting, and discussing solutions with C-level and other decision-makers.

•Managed sales / service team covering a tristate territory.

•Managed a network of manufacturer rep organizations throughout the United States and Canada.

•Implemented annual strategic plans, yearly budgets, and long- and short-term forecasts.

•Developed sales strategy process to improve account penetration into potential customers via solution sales approach.

•Developed multiyear sales and marketing plans/strategic initiatives that addressed the industry and market trends consistent with business unit strategies.

•Developed and communicated value propositions of new and existing products with optimized go-to-market and upselling strategies.

•Proven ability to lead sales teams resulting in multi- million sales gains

•Experienced in recruitment and management of sales distribution teams.

•Coordinated and interacted with other functional roles, including Product Management, Manufacturing, and Customer Service/Logistics to achieve results.

•Proactively managed customer needs in a competitive external environment.

•Managed appropriate means to market products, utilizing distributor and direct sales.

•Strong commercial, negotiation, organizational, communication, technical, and follow-up skills.

•Exceptional communications skills – verbal, written and formal presentations – routinely demonstrated with customers, sales, manufacturers’ reps and executives.

•In-depth ability to maintain territory and mandatory reports, as appropriate.

Professional Experience

KETOS, San Jose, CA

Startup tech manufacturer of qualitative and quantitative device’s providing real time water quality data analytics

Regional Sales Manager/Industrial Specialist

June 2019 – Present

Grew territory from zero sales to $4.2M in 2019

$5M in signed contracts ytd March 2020

Vertical specialist: steel industry, power plants and cooling towers

New account development penetration and lead generation

Manage and forecasting of target accounts

Developed competency and qualification plans for partners/resellers

Responsible for onboarding of new partners and resellers

Work with partners/resellers in pipeline review and management activities

Work with development, marketing and service teams to achieve revenue goals

International Dioxcide, North Kingstown, RI

Manufacturer of sodium chlorite and generator systems for the production of chlorine dioxide

Midwest Territory Manager

Nov 2017 – June 2019

•Increased territory sales from $1.2M in 2017 to $2.5M in 2018

•Received corporate sales recognition award for April 2018 and January 2019

•Led entire sales team in sales of proprietary generator unit

•Created training presentation and piloted overview of chlorine dioxide in the brewery industry

•Managed multistate region (Illinois, Wisconsin, Iowa, Indiana, Minnesota, Nebraska, Kansas, Michigan, Ohio, Oklahoma, Kentucky, Tennessee, Missouri, West Virginia)

•Key customers include Coco Cola, Tyson Foods, Darling, Ecolab

Dow Chemical Clean Filtration Technologies

Manufacturer of filters for the wastewater industry

Midwest Technical Sales

Jan 2017 – Oct 2017

•Responsible for the sales and technical support on the Tequatic Plus filter for Illinois, Indiana, Wisconsin, Iowa, Minnesota, Missouri, Michigan, North Dakota, South Dakota

•Responsible for the addition of partnering OEM’s, manufacturer reps and engineering firms

•Sold into target markets including meat/food processing, dairy and cheese, truck/carwash, metal plating.

•Key customers include Cargill, ADM, Great Lakes Cheese, Blue Beacon.

•Evaluate plant operations and ensure proper plant operation in accordance with Dow Clean Filtration Technologies treatment program.

•Improved the operations of all phases of production, quality and maintenance of the wastewater plant

•Maintained and kept record of all equipment and chemicals used in the plant.

Usalco Chemicals, Baltimore, MD

Manufacturer of aluminum-based coagulants for water and wastewater industries

Midwest Regional Sales Manager

2014 – 2017

•Increased territory sales from $9.5M in 2013 to $13.2M in 2015.

•Growth in industrial business in excess of 28 percent.

•Technical responsibilities included conducting jar tests, onsite plant trials, and specification/report writing.

•Managed multistate region (Illinois, Indiana, Wisconsin, Michigan, Minnesota, Iowa and Missouri) and cultivated strong relationships with key accounts.

•Designed and implemented customized sales strategies at key accounts including, but not limited to, City of Chicago Water Reclamation, Grace Davison, Solvay and Cargill.

•Responsible for the recruitment, selection, hiring, and training of 25 distributors.

•Maintained an in-depth knowledge of key distributors in the local market resulting in buy-in and support to stock and sell Usalco products.

Cortec Corporation, Minneapolis, MN

Manufacturer of Vapor Corrosion Inhibitor chemicals and films

Regional Sales Manager

2005 – 2014

•Increased sales from $1.9M to over $5.1M resulting in the highest revenue territory within the company.

•Exceeded set sales quotas throughout entire region.

•Successfully managed a 3-person technical service team within an 8 state territory.

•Provided leadership direction and mentored account management team on critical sales strategies and market and competitor trends resulting in achievement of annual quotas.

•Provided direct leadership and support in contract negotiations at top tier accounts.

•Sold successfully into industries including machining, food processing, agriculture, water treatment, construction, and manufacturing.

•Designed-in and specified chemicals at key customers including John Deere, Caterpillar, Case New Holland, and GE Oil and Gas.

•Created chemical drop-down menu for easy product recommendations for customers and distributors.

•Responsible for the management, training, and hiring of distributors.

•Recognized for ability to unify and build strong relationships across multinational teams, leading to a culture of teamwork and collaboration both internally and in working with customers.

•Created training modules currently being used at corporate office for new distributors.

•Extensive product knowledge of corrosion control products including machining fluids, lubricants, coatings, additives, cleaner/degreasers, washing liquids, metalworking fluids, and packaging products.

•Well informed in current industry trends, competition and target markets.

Illinois Tool Works, Chicago Heights & Romeoville, IL (ITW Pancon & Switches)

Regional Sales Manager, East Coast & Canada

1999 – 2005

•Responsible for project identification and gaining specifications with ITW solutions at assigned A&E's, E&C's, and centralized end-user engineering facilities within assigned geography.

•Built and maintained high level relationships at key accounts and channel partners.

•Served as the exclusive consultant on all applications involving ITW Gibi terminal blocks for ITW.

•Managed over 60 distributors.

•Implemented training programs with distributors.

•Exceeded quotas on an annual basis.

Phoenix Contact, Harrisburg, PA

Midwest Regional Sales Manager

1993 – 1999

•Responsible for design-in of terminal blocks at OEM’s and contract manufacturers.

•Managed over 30 distributors.

•Performed frequent and detailed performance reviews with key distributors.

•In-depth knowledge of process related products including: WIRELESS, TVSS, MCR ANALOG, NETWORKING and IO.

•Responsible for designing in mil-spec connectors at OEM’s, military/government accounts and contract manufacturers.

•Exceeded revenue objectives on an annual basis

Education

DeVry University – Applied Science (1987)

Miscellaneous

•Completed Strategic Enhancement Group Sales Program

•Proficient in all Microsoft Office programs

•Member of AWT, AWWA & MBAA

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