Sales Manager

Steve Dean, RCDD

*****.*******@*******.*** 704-***-****

Goal

Seeking a position of sales leadership with an organization that is forward thinking and does not want to accept the past as the future.

Experience

Automated Systems Design, Hickory, NC 2017 – July 2020

Director of Channel Sales

o Recruited, hired, onboarded, and developed a six-person sales force that delivered 22% top line growth using new sales strategies and processes.

oTrained and implemented new metrics to deliver more consistent, repeatable, and reliable sales experience.

oAligned sales representative compensation program with corporate goals of obtaining new accounts.

oDeveloped a sales test for minimum proficiency with company information and product knowledge resulting in higher confidence levels and more consistent messaging from sales reps.

oCollaborated with sales representatives to establish quarterly business reviews with top accounts, identifying several opportunities for further penetration.

oCreated an additional sales channel to capture more market share in adjacent markets while maintaining previous channel integrity (resulting in a 10% increase in annual sales).

Prysmian (General Cable), Charlotte, NC 2009 - 2017

Southeastern Vice President Sales & Southeastern Team Lead,

oManaged and developed seven Regional Managers who sold through multiple channel partners to secure new business.

oCoached and mentored Regional Managers on developing their territories and leveraging opportunities.

oDeveloped business plans for the Southeast by gathering data from channel partners, Senior management and third party information services.

oEstablished sales quotas for the Southeastern sales team by analyzing market share information, channel strength, and economic forecasts.

oCollaborated with the marketing department to produce channel incentive strategies and programs to improve channel engagement and drive brand preference.

oBuilt and maintained relationships with key personnel at distributors and value-added resellers to gain traction on a broad level and support my direct reports.

Regional Sales Manager

oRecognized in January 2012 for “Outstanding Sales Performance” surpassing quota by 75% and securing a large fiber optic cable order.

oGrew the region by over 20% year over year from 2009 to 2011.

oTrained distributor partners and contractors on new products designed to lower toxic emissions and overall product portfolio.

CommScope, Hickory, NC 1996 - 2008

Vice President - Regional Distribution, OEMs and Industrial Distribution

oModified terms and conditions to be more conducive to regional distributors.

oPublished monthly newsletter to regional and industrial distributors.

oEstablished CommScope’s first Regional Distribution Advisory Council.

oCreated forecasts and expense budgets.

oLeveraged existing sales force to improve representation to regional distributors.

oExceeded sales forecast by 19% in 2008.

Southeastern Vice President Sales, Regional Sales Manager, Territory Sales Manager

oDirectly supervised four Sales Directors, fourteen Account Managers, three Technical Managers, and one Manufacturers Representative firm.

oCoached and mentored Sales Directors on growing and developing their direct reports

oWorked with authorized distribution channels to grow sales results by 18% year over year with a dual-brand strategy to a business partner community by leveraging the two brands.

oResponsible for $58 Million in total annual sales.

oEstablished sales quotas in conjunction with Sales Directors for all territories.

oGrew sales in the region by over 17% - 22% from 2005 to 2007.

Regional Sales Manager – Southeast

oAwarded Regional Manager of the Year – 2000 by surpassing sales quota more than 35%.

oAdded distribution to help support growth targets.

oManaged seven Territory Sales managers and helped grow market share by 8% in the Southeast.

oTrained distributors and value-added resellers on technical properties of new products and product portfolio

Key Competencies

Building Relationships

Timely Decision Making

Agile Communication

Innovation

Strategic Planning

Channel Development

Priority Setting

Negotiation

Forecasting

Market Analysis

Team Builder

Financial Acumen

Education

Bachelor of Business Administration · West Georgia University, Carrrollton, GA

Affiliations & Notable Experience

BICSI member and RCDD (Registered Communications Distribution Designer)

US Green Building Council, Charlotte, NC

Home Owners Association, Park Crossing Neighborhood, Buildings and Grounds Chairperson,

Leadership Committee – Hungary Creek Recreation Association- Tennis Chairperson,

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