Sales Manager

Brian K. Thompson

**** ***** ******** ***., *********, WI 53207 - 414-***-**** - ***********@*****.***

Objective

To provide expertise in a Regional Sales Manager role connecting independent distributors with manufacturers of industrial or technical products

Professional History

Rolls Royce Power Systems / MTU-Onsite Energy, Mankato, MN

Global manufacturer of stand-by, prime, and continuous duty compression and spark ignited engine generator sets and associated products

Regional Sales Manager Jan 2016 to present

Manage 4 independent sales and service distributors, covering 16 states with a combined sales goal of $40,000,000

Manage distribution performance and improvement by tracking and driving KPIs for these distributors

Assist in any distribution cancellation and replacement processes to facilitate continued growth for the company

Forecast sales and manage sales order pipeline for region with input from distributors to facilitate manufacturing efficiency and overall profitability

Train distributors about products, policies, and procedures of Rolls Royce Power Systems / MTU-Onsite Energy to ensure success and profitability selling RRPS/MTU products

Conduct joint sales calls with distributor sales leaders, owners, specifying engineers, and contractors to influence key decision makers and drive them toward selecting RRPS/MTU product

Conduct continuing education credit seminars in conjunction with distributor sales people for specifying engineers in need of CCUs for licensing. Increase customer facetime to drive acceptance and preference for RRPS/MTU product and distributors

Collaborate with fellow Regional Sales Managers on extra-territorial issues to help maintain positive brand name in marketplace

Gather market data for company and distributor use to drive sales, product development, and profitability

Alpha Industrial Power, Suwannee GA

Manufacturer of direct current power solutions for industrial and utility use including battery systems, battery chargers, uninterruptable power supply systems, and associated products.

Regional Sales Manager Aug 2014 to Dec 2015

Manage the sales activity of manufacturer representative groups in 13 Midwestern states

Call on a range of customers including electrical utilities, packagers and end users to drive brand preference and sales of Alpha Industrial Power products

Participated in local trade shows and seminars to drive brand and sales of Alpha Industrial Power products

Generac Power Systems, Waukesha, WI

Manufacturer engine generator sets and associated products for both consumer and commercial and industrial markets.

Regional Sales Manager, Generac Industrial Division Nov 2007 to Jul 2014

Manage up to 7 independent Generac Industrial distributors in the central US and Canada with a sales goal of $31 million

Work with distributor sales team to call on owners, engineers, and electrical contractors showing them the features and benefits of Generac’s industrial back-up generator systems and services. Work closely with distributors to forecast sales and marketing plans

Grew region sales from $18,000,000 to $24,100,000 from 2008 to 2013

District Sales Manager, Generac Guardian Division Nov 2006 to Oct 2007

Managed 4500 plus independent Generac-Guardian dealers around the US as well as North and South America.

Drove sales promotions thru this channel with the various home standby distributors

RGH and Associates, Lisle, IL

Manufacturers’ representative group representing various manufacturers of personal protective equipment

Manufacturer’s Representative Sept 2004 to Dec 2005

Responsible for sales for 11 different industrial safety product manufactures in the $4 million dollar Wisconsin territory

Trained distributor sales people on technical issues of the product lines as well as pricing and promotion

Planned and prioritized sales calls and strategy to manage territory

Conducted jobsite surveys and end-user presentations to help them find the best value PPE products for their uses

Robert Bosch Tool Corporation, Mt. Prospect, IL

Global manufacturer power tools and accessories providing both consumer and industrial products to the tool and accessory marketplace in a range of brands.

Account Executive Feb 2003 to July 2004

Responsible for sales of all brands of the Robert Bosch Tool Corporation to stores within the Mass Merchant channel including Fred Meyer, Meijer, and Target. Managed television sales program with the QVC Channel

Develop tool and accessory executions and promotions with the product management and sales admin teams

National Account Representative Feb 2001 to Jan 2003

Provide support for The Home Depot account manager for the Dremel brand to maximize sales and profitability

Conduct SKU sales analysis and adjusted product mix to maximize profit

Review manufacturer rep group performance in the various Home Depot market areas

Conduct and participated in sales training events for Home Depot store staff

Milwaukee Electric Tool Corporation 1994 - 2000

Export Services Manager

International Department, Milwaukee Electric Tool Corporation, Brookfield, WI, April 1999 to May 2000

Conduct sales presentations for potential customers.

Conduct sales calls with local representatives in country.

Design promotional materials such as product introduction packets and sales sheets.

Conduct market research concerning products and the markets they are to be sold in.

Field technical queries from internal salespeople and distributors.

Monitored quality investigations of products of particular interest to international customers.

Participate in product selection process.

National Training Coordinator

Training Department, Milwaukee Electric Tool Corporation, Brookfield, WI, October 1996 to April 1999

Train internal sales force and external distributors on the features, benefits, applications of Milwaukee Electric Tool products. This training included related products as well as competitive products.

Design and implemented a plan for the evaluation and measurement of the effectiveness and value of training.

Work trade shows for set up, new product training, and the course of the show, and order taking at order taking shows.

Manage the training department demonstration account, keeping needed tools, accessories, and material on hand and rotating shopworn stock out of our account.

Technical Writer

Engineering Department, Milwaukee Electric Tool Corporation, Brookfield, WI, Summer 1993 as an intern, May 1994 to October 1996 as a full time employee

Researched, wrote, edited, laid out, prepared for printing, and archived Operators’ Manuals and instruction sheets for tools and accessories

Interviewed engineers, marketing representatives, safety and liability representatives, and end users to create contents of the operators’ manuals and other technical literature

Tested these documents for readability and utility

Checked manuals against applicable standards both internal (The Quality System) and external (e.g. UL, CSA, SEMKO)

Coordinated with photography, translation imagesetting and printing vendors

Worked within organized engineering and manufacturing systems such as JIT (just in time), internal quality system, and kan ban systems

Developed an easy to maintain project scheduling and tracking system that took changing schedules into account to guide work through the department and to issue status reports.

Education

Northern Illinois University, DeKalb, IL

BA, English major, Spanish minor

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