General Manager Director of Sales Vice President of Sales Director of Operations Regional Manager

QUALIFICATIONS PROFILE

Highly accomplished and results-oriented sales and operations executive with indepth corporate governance and general management practices with an entrepreneurial mindset, offering proven track record of success in increasing market share, creating customer value and building a positive safety culture within diverse industries

Multifaceted and engaging leader with strong knowledge of corporate finance and performance principles and an outstanding operations and sales background; along with exceptional organizational and leadership skills. Recognized for high business ethics and professionalism, strong interpersonal and communication skills (written, verbal, presentation and public speaking), ability to create and implement effective sales tactics and develop high quality business strategies, optimizing operational efficiency and team performance management while achieving set-forth goals and objectives. Expert at securing transactions and establishing long-term relationships and strategic alliances with key customers and partners for a value added customer experience. Knowledgeable and relentless at enforcing company safety policies, consistently wearing PPE, and Occupational Safety and Health Administration (OSHA), Environmental Protection Agency (EPA), and Department of Transportation (DOT) standards.

AREAS OF EXPERTISE

Business-to-Business (B2B) Relationships

Employee Engagement and Team Development

Budget and Profit and Loss (P&L) Administration

Market Development and Penetration

Change Management and Turnaround

Expense Reduction and Cost Control

Capital Expenditure Processes

Supply Chain / Inventory Control

Transportation / Logistics

Safety Training and Incentives

PROFESSIONAL EXPERIENCE

Equipment Depot, Allentown, PA

General Manager – Sales and Operations Feb 2017–Present

Expertly manage the operations and sales budget and profit and loss (P&L) for $8M annually

Provide leadership and oversight to Management Team of 3, Service Operations – 22 people, Parts Warehouse - 3 people, Rental – 4 and a 6 person Sales Team

Prepare and present annual budget and business plan to Regional VP, Corporate Finance and Executive leadership teams

Review financial and non financial reports, develop SWOT Analysis and collaborate with management team to implement strategies for increased productivity and revenue growth

Effectively promoting the use of Zoom meetings, emails blasts, LinkedIn and other social selling channels for increase customer and prospect activity

Accountable to investigate and analyze market and industry trends and collaborate with sales team to develop sales strategies for market penetration and growth

Effectively utilize Marketing Dept. to develop strategies on our products and services to increase market share

Successfully communicate and provide vision though our value proposition and mission statement creating a positive team culture

Actively monitor and evaluate the scheduling and planning of our Service Operations increasing productivity and billable rates

Co-manage Safety Awareness program resulting in an Incident/Accident Free workplace for 3 years

Manage Transportation and Supply Chain achieving 97% satisfaction with On-Time deliveries

Career Highlights:

Steered strategic efforts in driving bottom line improvement to $600K year-over-year (YOY)

Brought significant enhancement on rates of key store categories including:

-Bookings for new equipment from $456K to $2.6M;

-Market share from 1.2% to 3.7%;

-Billable hourly rate from $63.47 to $95.25;

-Reduced Workers Compensation from $235k to $44k and

-Absorption rate from 61.6% to 102.3%

Successfully boosted completion rate by 23% and added value repairs by 32.6% to $347.89 per work order through creating and implementing a PM Yield Incentive program

Initiated continuous improvement plans resulting in a 9.4% increase in gross margin in Service Center, Parts Warehouse and Rental Departments

Derstine’s Foodservice Distributors Inc., Sellersville, PA

Sales Manager Apr 2015–Feb 2017

Closely monitored and controlled a $23M sales budget

Coached, mentored and provided sales support to an Inside Sales team of 8 and Outside Sales team of 16

Partnered with Operations and Logistics leaders on challenging situations effecting the customer experience, effectively developed and implemented solution based corrective actions

Designed and deployed a new sales strategy to secure maximum profitability within nine material groups

Created and implemented a budget process by customer and material group to establish strategic plans for organic growth

Career Highlights:

Increased sales and gross profits for a 100% commission-based Sales Team through creation and execution of a new compensation plan

Set expectations and goals through a Per Capita Tracking tool, which eventually improved the overall participation from 58.3% to 71.9%

Achieved desired product category mix that increased profitability by 6.2% through effective cross selling strategies

IAC Acoustics, Bronx, NY

Director of Sales Jan 2014–Oct 2014

Took charge of controlling an approximately $36M budgetary revenue and overseeing product sales engineer managers in architectural, industrial, heating, ventilation, and air conditioning (HVAC), music practice room, medical room, and test facility

Built trusting relationships with key corporate partners and reported to stakeholder high level sales opportunities

Created innovative plan to change the focus of product sales managers in building partnership with representative network

Sales Liaison for all sales operations with manufacturer representative sales group of 93 across the United States

Executed financial accountability with representative network for accurate forecasting

Provided training and continuous feedback on entire sales process including pre sales strategies to after sales support increasing sales opportunities and creating customer loyalty

Partnered with marketing Dept. to revise and manage website, brochures and trade show booth

Career Highlights:

Collaborated with representatives in reestablishing communication efforts that fulfilled all target financial goals

Played a pivotal role in increasing MRS group quoting from 31% to 62% and boosting close rate from 22% to 48%

Succeeded in recognizing, interviewing, and extending new contracts with 21 manufacturer representatives throughout the United States

Insulation Distributors Incorporated, Bethlehem, PA

East Region Sales and Operations Manager Jan 2012–Jan 2014

Directed Branch Management, Office, and Operation teams of 30 and Region Sales Team of 8 across assigned territories from Virginia to Maine

Managed a $28M annual sales and operations budget in Residential and Commercial sales of insulation products and services

Prepared and presented annual budget and business and safety plan to Leadership team and Shareholders

Actively led, motivated and developed high performing management team and subordinates through positive and consistent engagement

Actively met with branch managers developing strategic plans from client feedback to improve product offerings and service quality

Efficiently managed Microsoft CRM to strengthened client relationships and market penetration

Headed Region Safety Awareness program resulting in all Branches Incident/Accident Free for 2 years

Career Highlights:

Facilitated training and enforcement of DOT regulations for all CDL drivers that achieved zero violations in 2013

Substantially minimized truck costs by 15.1% over the prior year

Steered strategic efforts in delivering over $900K improvement for bad debt write-offs and decreased days sales outstanding (DSO) by 24% YOY

Demonstrated excellent performance by delivering positive results across diverse business areas including:

-Improving delivery fee success rate by 17.9% over company average of 75.9%;

-Maximizing deliveries per full-time equivalent (FTE) by 39 above company average of 33 per month;

-Decreasing inventory dead stock below company average of 1.9% to 0.7%;

-Boosting core product lines year-over-year;

-Increasing fiberglass sales by $1.1M and lose fill by $800K;

Successfully developed and improved the Long Island, New York market from zero base to $3.5M

Surpassed sales targets by 31.5% over the previous year by implementing effective sales strategies

Contributed in driving branch individual growth including Boston by 28%, Philadelphia by 27%, and Virginia by 75%

Secured maximum profitability by attaining company product mix goals, while achieving product mix metrics to company standards through implementation of innovative sales and marketing strategies

Outperformed bottom line performance of the previous year by 18.7%

EARLIER CAREER

allied building products, Allentown, Pa

Branch Manager

National Construction Rentals, Upper Darby, PA

Northeast Director of Sales and Operations

ARAMARK Corporation, West Point, PA

General Manager Project Management Team Leader District Finance Champion

EDUCATION

Bachelor of Science in Management

Rosemont College, Rosemont, PA

PROFESSIONAL DEVELOPMENT

Lean Methodologies, Lean Problem Solving, LeanCor, Aug. 2019

21.5 Unbreakable Laws of Selling, Geoffrey Gitomer, Nov 2013

“YES” Attitude Workshop, Geoffrey Gitomer, June 2011

Leadership Advantage, Dale Carnegie, Nov 2011

Strategic Selling Workshop, Miller Heiman, Sep 2012

Leadership Development Program (LDP), ARAMARK, May 2003

Proficient with MS Office Suite – Word, Excel, PowerPoint and Access

ACTIVITIES

Vice President of Fundraising and Activation, Anthony’s Climber’s, Limerick, PA

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