Sales Manager

T. Brian Estes

**** ******* ***** ************, ********* 37128 270-***-****

********@*****.*** http:/www.linkedin.com/in/brian-estes-337415111

SUMMARY

A driven and results-oriented management professional with a strong background in cost control, crisis resolution, staff training/mentoring, stakeholder relations, P&L oversight, program management, performance improvement, and forecasting. Excels at guiding core internal functions (including HR, inventory, and accounts payable) to ensure a streamlined sales arm. A proven track record of cultivating new savings, increasing key metrics, bolstering volume, and generally improving overall performance. A savvy and accomplished producer who promotes long-term growth and profitability as primary mission statements.

EXPERIENCE

Rogers Group, Inc., Huntsville, Alabama

Area Sales Manager, 2019 – 2020

Managed sales and marketing of 3,000,000 TPY of construction aggregates in Northern Alabama and Northeast Mississippi. Established sales goals and objectives and formulated strategies to achieve these objectives both individually and as a team. Developed annual business plans by implementing marketing strategies and analyzing trends and results. Nurtured strong relationships with key customers in all segments while balancing chain of command. Maximized margins by managing sales volume and pricing, product mix, and by keeping current with supply and demand trends, economic indicators, and competitors. Identified product and market expansion opportunities that lead to increased profitability. Utilized production scheduling tools to maximize efficiency and manage inventory balance. Assisted with market due diligence on prospective acquisition targets. Provided support and guidance to sales staff and customer service representatives through coaching and training. Maintained professional and technical knowledge by reviewing professional publications, establishing personal networks, and participating in professional societies and community efforts. Contributed to team effort by working closely with production management and quality to maximize efficiency at production plant, service to our customers, and profitability.

Exceeded sales budget by 19%

Increased average sales price 10%

Expanded market share 30%

PINE BLUFF SAND & GRAVEL CO., Nashville, Tennessee

Distribution Manager, 2015-2019

Oversaw transportation coordination and distribution of 4,000,000 TPY of construction aggregates. Supervised approximately 46 hourly and four salaried direct reports. Provided overall management of cost control, crisis resolution, customer service, maintenance, operations, and sales. Maintained all local and state operating permits. Managed all transportation and service provider agreements. Facilitated approval of accounts payable. Oversaw HR activities (hiring, incident tracking, wage increases, and disciplinary action of all direct reports). Led team-building exercises weekly. Reported sales and inventory calculations to upper management weekly. Reviewed P&L statements each month. Generated quality control for DOT agencies.

Improved efficiency 50% by installing new infrastructure and mobile equipment.

Initiated flexible labor utilization, resulting in 20% increase in productivity.

Reduced annual company costs $500,000 by improving marine asset efficiencies.

Increased unloading volume 25% by utilizing additional idle equipment.

Achieved 7% sales volume increase.

Senior Sales Rep, 2010-2015

Managed sales and marketing of 2,000,000 TPY of construction aggregates in Lower Mississippi River region. Developed sales budgets, forecasts, and market strategies. Identified and developed new markets to support sales budgets. Generated weekly-monthly sales market reports. Supervised two salaried direct sales reports. Managed transportation and distribution assets. Negotiated supply-service agreements. Established and managed sales activities, personnel, and processes at distribution yards.

Bolstered market share 20%. Improved average sales price 5%.

Exceeded sales budget 14%.

Balanced production 30% by promoting USACE-approved products.

TITAN AMERICA, Salem, Kentucky

Sales Rep/Logistics Manager, 2007-2010

Oversaw sales and marketing of 500,000 TPY of construction aggregates in northern region of Mississippi River market. Guided coordination and distribution of 1,900,000 TPY. Managed all marine transportation assets. Supervised eight hourly direct reports. Implemented and managed processing systems. Negotiated service and supply agreements.

Improved sales volume 50% from 2008 to 2009.

Expanded market share 20%.

ADDITIONAL EXPERIENCE

FLORIDA ROCK INDUSTRIES, INC., Grand Rivers, Kentucky, Sales Rep/Supervisor, 2006-2007. Assisted in sales and marketing of 100,000 TPY of construction aggregates in West Kentucky market. Oversaw barge loading operations of 1,000,000 TPY limestone quarry. Supervised team of ten hourly employees and support equipment. Implemented safety and health program policies. Improved barge loading efficiency by 50%. Developed 25% market share.

VULCAN MATERIALS COMPANY, Grand Rivers, Kentucky, Sales Rep II, 2000-2006. Oversaw sale of 1,2000,000 TPY of construction aggregates. Provided customer service and led coordination and distribution of products. Developed and implemented sales market strategies. Identified new sales opportunities. Implemented community relations program. Expanded annual sales by 12% over five years. Increased annual average sales price by 4% over five years.

Shipping Lead/Foreman, 1998-2000. Supervised team of 16 hourly employees and support equipment. Trained and developed hourly personnel. Coordinated barge and rail loading and unloading operations. Managed multiple on-site improvement projects. Maintained daily operating reports, schedules, and assignments. Implemented safety and health program policies.

Equipment Operator, 1985-1998. Maintained all factory-installed safety equipment. Trained and developed new operators.

EDUCATION

MID-CONTINENT UNIVERSITY, Mayfield, Kentucky, B.S., Business Management, 2006

PROFESSIONAL DEVELOPMENT

MSHA Part 46

High-Performance Leadership Training

NSSGA Advanced Sales Training

Siebel Sales Automation Training

Counselor Salesperson Training

NSSGA Basic Sales Training

COMPUTER SKILLS

Microsoft Office (Word, Excel, PowerPoint, Outlook), Viewpoint Procurement Software, JWS Weigh Scale Software, TowWorks Barge Tracking Software, Convergence Personnel Training Software, Siebel Sales Automation Software

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