Philip E. Thennes

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

Cypress, TX 77429

Mobile 832-***-****

E-mail adiof3@r.postjobfree.com

SUMMARY

Award winning, value added and consultative sales and management professional with impressive performance record managing sizable businesses and utilizing and teaching selling techniques in a highly competitive, fast paced environment. I enjoy working through and creating the strategic direction of the company then constructing and executing the plan to achieve mid and long term goals. My skills have successfully crossed over to different industries and markets. Seeks opportunity to dominate markets and to lead and coach others to high achievement and rewards.

CAREER HISTORY

July, 2020 – Present Vice President of Sales, EMIT Technologies

EMIT Technolgies is an industry leader in emission products and controls for natural gas compression engines

Reorganized the sales force in the US

Created the outside sales compensation plan for 2021

Recruited and hired additional outside salespeople

Executed a distribution strategy for the aftermarket business using agents and distributors for the US and Canada

2014 – July, 2020 District Manager, Wesco International, Inc.

WESCO International is the largest domestically owned electrical distributor in the United States and is a Fortune 500 company based in Pittsburgh, PA

P & L responsibility for $50m through 4 Branches with a staff of 40 with focus on the central and gulf coast of Texas to Industrial Electrical Contractors, Industrial and Oil & Gas MRO and OEM end users

Tasked with rebuilding core business and hiring, training and leading the business. I recruited, hired & trained 100% of the outside sales force, Branch and Sales Managers and 75% of the inside sales force

2019 – Exceeded District EBIT Budget by 50.5%

2018 - Exceeded yearly budget in all Branches both top and bottom line

oGrew District Sales 27% over budget for the year

oGrew District Gross Margin $ by 29% for the year

oGrew District EBIT by 111% over budget for the year

2017 - Exceeded sales budget for the District

2016 - Houston Branch grew 30% over prior year, San Antonio Branch grew 25% over prior year

2015 - Exceeded yearly budget, both top and bottom line for the District, one of the very few who did so in the company in a recessionary year.

Grew sales from $25.4m in 2014 to $46.8m in 2017 an 84% increase in core 3 Branches during a recession

People developer. Hired and trained multiple salespeople and managers who have been promoted into higher roles

2011 – 2014 Vice President, Electrical Group, Argo International

Argo International was a private, international firm operating in Canada, U.S., Mexico, Chile, Peru and Argentina. The Electrical Group focused on supporting GE installed base on MRO parts and spares in Oil & Gas Drilling & Mining

Grew business from $19m in 2011 to $25.4m while rebuilding the business model, compensation plan, vendor and service package. Recruited, hired and trained 80% of the outside sales force and 80% of the inside sales force

Full P&L responsibility for 4 branches. Expanded sales force into the Bakken, Permian Basin, Eagle Ford, Marcellus, Utica, the Powder River Basin, Colorado & Utah

Transformed business from a shelf good based distribution model to a value based full service, custom engineered product model

Grew low voltage Danfoss drive business from zero in 2011 to becoming the largest Industrial Distributor for Danfoss in North America. in 2013

Added in house drive and board repair, Application Engineering and Panel Shop to produce turn-key engineered product

2007 – 2011 Regional Branch Manager, Houston Wire & Cable – Houston, TX

Houston Wire & Cable is a publicly owned value-added redistributor of electrical wire and cable selling through electrical distribution. HWC had 280 employees which generated $360m in sales in 2008

P & L responsibility for the $58m Houston Branch, largest of 9 Branch offices in HWC

Staff consists of 14 inside salespeople & support staff, a Sales Manager and 8 outside salespeople working TX, OK, AR, NM, KS & MO

Hired and trained Sales Managers, outside and inside salespeople. Reorganized the outside sales force, provided direction and created outside sales and sales management template which became the model for the rest of the organization

Outside sales driven by achieving or breaking wire specifications on capitol projects.

Promoted to Regional Manager II in 2009

1993 – 2007 Hilti, Inc

Hilti Inc is a privately owned manufacturer of concrete, wood and steel fastening systems sold directly to all commercial construction trades, industrial and institutional users. Hilti was a $3.9b company with 18,000 employees in 120 countries, based in Schaan, Lichtenstein in 2007

2002 – 2007 Regional Sales Manager, Hilti Inc – Houston, TX

Doubled sales between 2002 and 2006

Promoted to maximize market share in the building construction, mechanical & electrical markets in Houston, TX, a +$5,000,000 business, encompassing 9 sales territories along with 2 retail stores and 3 supporting staff members

Responsible for recruiting, training in selling specified products, coaching & career development of salespeople, store personnel & staff. Rebuilt sales team, hiring & training 80% of the current sales force by 2007

Executed Team Selling successfully, combining the efforts of 6 salespeople into 2 sales teams currently growing 30% over prior year

Engaged in market segmentation by creating 4 new sales territories to tap into under-penetrated markets previously not well served by Hilti

Relocated most established store and increased head count after successfully lobbying the organization to spend the resources

People developer. Hired and trained multiple salespeople who went on to management careers

1999 – 2001 Decking Specialist, Hilti Inc – Chicago, IL & Milwaukee, WI

Promoted to a management position coaching 10+ salespeople

Supervised sales calls, modeled calls, planning & initiating strategy

Coached Territory Salesmen how to get highly engineered products specified

Created & implemented goals, set pricing & market analysis

Increased participation from 10% to 100%, and 100% sales growth in first year

1993 – 1999 Territory Salesman, Hilti Inc – Rockford, IL

Increased sales by 90% 1993 to 1994 in an established territory

Consistently led sales region in gross margin, new product sales and creating new accounts

Outstanding sales and territory management skills, 6 sales awards in 6 years

Strong process orientation. Growth that was created was sustainable

1989 – 1993 Area Manager, Anasco Inc – Addison, IL

Product Specialist responsible for developing & executing a sales plan for a new market with a new series of industrial tools. Increased market share from 4% to 21%

Generated 40% increase in dollar volume during the recession years of 1991-92

Trained salespeople on account dynamics, value-added selling and closing techniques

1989 Territory Salesman, Premier Industrial-Fastener Division – Rockford, IL

Developed and built a new sales territory focused on sales to industrial & governmental accounts including General Motors, Honeywell-Micro Switch & Dean Foods

Earned Territory Salesman of the Month honors

AWARDS RECEIVED

WESCO International, Inc. VIP Winner, 2019

WESCO International, Inc. VIP Winner, 2018

President’s Council 2002, Hilti – Ranked #1 Regional Manager out of 14 peers

Leadership Award Nomination 2002

President’s Club 1994, Hilti – Ranked #1 Territory Salesman out of 95 peers

Master’s Club 1995, 1998, Hilti – Top 9% in sales performance in sales division

Territory Salesman of the Year 1995, 1997, Hilti – Top award given in a sales region

Diamond Promotion, Top Award Hawaii, 1995, Hilti – 145% Incremental Growth

EDUCATION

M.B.A., International Business Emphasis May 2001 – Northern Illinois University, DeKalb, IL

B.A., Business Administration December 1988 – North Central College, Naperville, IL

TRAINING

Redefining The Sales Solution Training Seminar 2016

Dale Carnegie Sales/Management Training Seminar 2013

Miller Heiman Strategic Selling Seminar 2010

Predictive Index (PI) Management Seminar 2009

Selling In Deep Carpet Seminar – Grayson Group 2006

Hilti Training Seminars 1993 – 2007

Regional Manager Basic Training

Interpersonal Management

Situational Leadership

Pattern Interview & Candidate Selection

S.S.S. Sales Training

DiSC Personality Profile

OTHER INTERESTS

Leadership

Fast Pitch Girls Softball

Sporting Clays

Bay Fishing

Military History

Various Outdoor Pursuits

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