Sales Manager

Andy Hoffmann, MSMT

Queen Creek, AZ ***** 920-***-**** adkk4r@r.postjobfree.com

Senior Account Executive

Emphasis: Value-Based Solution Selling, Energy Efficiency, Consultative Sales

Experienced sales professional with more than 25 years of experience seeking a new opportunity as a Senior Account Executive. Extensive experience performing B2B sales at Fortune 500 companies including Nalco Chemical Company, Sonoco, and Rockwell International within verticals that include HVAC, energy efficiency, chemicals, adhesives, plastics, energy management, and construction. Well-developed skills managing a personal portfolio of 70 accounts across a multi-state territory that generates $12 Million in annual sales revenue. Demonstrated ability to develop and maintain ongoing customer relationships, prospect, cold call, perform client assessments, quantify critical savings and optimization gains, sell to matrixed decision makers using consultative sales techniques, overcome objections, create and give presentations, negotiate contracts, close sales, and perform general account management. Lifelong learner fascinated with technology and innovation with excellent written and verbal communication skills and a proven track record of success increasing sales revenue, driving system optimization, and building long-term client relationships.

Areas of Expertise

Value Based Solution Selling

Industrial Processes & Operations

C-Suite Sales

Consultative Selling Techniques

New Business Development

Building Strong Relationships

Energy Solutions

Execute Sales Growth

Improved Operational Efficiency

Education & Certification

UNIVERSITY OF WISCONSIN-STOUT, Menomonie, WI

Master of Science Degree in Management Technology (GPA 3.9/4.0)

Bachelor of Science Degree in Industrial Technology (GPA 3.8/4.0)

SPANISH-AMERICAN INSTITUTE OF INTERNATIONAL EDUCATION, Seville, Spain

Specialization Degree in International Business (GPA 4.0/4.0)

Experience

4HEROS MILITARY METALS, Phoenix, AZ 10/2010 – Present

Provider of custom manufactured metal products that serves veterans’ organizations and nonprofits and assists them in supporting their financial mission and objectives.

Director of Sales / Managing Partner

Experienced selling to matrixed decision makers and demonstrated group presentation sales skills for new business development.

Started the business from scratch and grew to a total business portfolio of more than 1,850 accounts that generates $750,000+ in annual revenue.

Maintain ongoing customer relationships using account management principals to ensure customer satisfaction and develop future business opportunities.

Build and maintain relationships with Store Managers, Retail Managers, Directors of Operations, Marketing Category Managers, General Managers, and more.

Design, customize, and deliver financial proposals to prospects and clients; attend trade shows to generate brand awareness and drive sales through the procurement process.

Key Accomplishments

Developed and executed a sales growth plan to grow sales in multiple markets and geographies.

Developed new accounts in other fast-paced markets, including national and state parks, Pop Warner football, RedCon1, Humana, Aramark, and Delaware North with new, innovative products.

Created and maintained a cloud based CRM digital platform that allows for custom orders to be designed, manufactured (using overseas equipment and personnel), shipped, and billed on-time without errors.

SONOCO PRODUCTS COMPANY, Hartsville, SC 05/2007 – 09/2010

A sustainable global provider of diversified consumer packaging, industrial products, protective packaging, and packing supply chain services, with more than $5 Billion in annual revenue.

Senior Account Manager

Managed and grew large scale accounts within the packaging film, construction, and paper industries throughout a territory that included Northern and Northeastern Wisconsin.

Oversaw a personal portfolio of 70 accounts that generated $12 Million in annual revenue.

Strategically managed the North American Alcan Packaging Corporate account, including 12 facilities across the U.S., Canada, and Mexico; collaborated with counterparts in Europe and Asia.

Sold directly to CEOs, VPs, Controllers, Plant Managers, Plant Engineers, Sustainability Managers, Operations Managers, Production Managers, and more.

Led meetings with cross functional teams in Production/Operations, Quality, and Purchasing to respond to product issues and also develop proposals designed to meet and exceed customer needs.

Analyzed problems, identified root causes of problems, and drove practical and creative solutions to prevent reoccurrences and differentiate our solutions from those of our competitors.

Assisted the Operations department in anticipating customer demand to reduce manufacturing costs and make solid business decisions related to production overtime and manufacturing plant consolidations.

Prospected, cold called, performed client needs assessments, sold services using consultative sales techniques, overcame objections, negotiated contracts, closed sales, and performed account management.

Walked the manufacturing floor and discussed production issues with Machine Operators.

Key Accomplishment

Developed new product sales for the 100% recyclable sustainable pallet for the Industrial Products division.

WARD ADHESIVES, Pewaukee, WI 03/2004 – 04/2007

A provider of industrial packaging adhesives, with more than $12 Million in annual sales revenue.

Account Manager

Oversaw and grew accounts selling industrial packaging adhesives throughout territories that included Northeastern Wisconsin, Minnesota, North Dakota, and South Dakota.

Managed more than 50 accounts that generated more than $1.8 Million in annual sales revenue.

Designed and implemented a “Comprehensive Adhesive Management Program Manual” template to sell key accounts in the Packaging division and deliver more consistent technical and financial results to customers.

Utilized a disciplined solution driven sales process that relied heavily on financial drivers to Plant Managers, Operations Managers, Quality Control Managers, Engineering Managers, Facilities Managers, and more.

Partnered with Territory Account Managers and Customer Service Representatives to discuss product orders and coordinate scheduling of product deliveries and address customer opportunities and challenges.

Key Accomplishments

Sold the largest account in the Packaging Division, Sturm Foods, in 2005

Sold more new accounts and generated more profit dollars than anyone else on the sales force in 2005.

Instrumental in launching a new sustainable adhesive technology platform from Exxon-Mobile.

MANITOWOC CUSTOM MOLDING LLC. Manitowoc, WI 03/2003 – 04/2004

A small thermoset molding operation, with more than $6 Million in annual sales revenue.

National Sales Manager

Sold thermoset parts, including engine rocker covers, small electrical components, and various cookware and consumer products throughout the U.S.

(National Sales Manager Position, Continued)

Managed a portfolio of accounts that generated $6.7 Million in annual sales revenue.

Prospected, cold called, performed client needs assessments, sold services using consultative sales techniques, completed RFPs, overcame objections, negotiated contracts, closed sales, and performed account management.

Sold comprehensive solutions directly to Project Engineers, Purchasing Managers, and Quality Control.

Key Accomplishments

Successfully grew the organization's top line sales that had been steadily declining for the previous 6 years.

Lead cross functional teams and developed new business at every major engine manufacturer in Wisconsin within the first 9 months of employment with companies including Briggs & Stratton, Tecumseh, and Kohler Engines; represented an annual increase of $1.3 Million.

NALCO CHEMICAL COMPANY, Naperville, IL 07/1995 – 02/2003

Leading supplier of water treatment chemicals for wastewater treatment facilities, boilers, and cooling towers in industrial and institutional markets.

Account Manager

Built business partnerships and established trusted advisor relationships with executive decision makers by providing products and services designed to reduce energy, water, and other natural resource consumption in diverse industries throughout Northeastern Wisconsin and Michigan’s Upper Peninsula.

Managed a portfolio of up to 60 accounts that generated $650,000 in annual sales revenue.

Created a computerized market analysis with competitive data from the entire district, which was used to gain market share from competitive accounts in the state.

Prospected, cold called, performed client needs assessments, sold services using consultative sales techniques, overcame objections, negotiated contracts, closed sales, and performed account management.

Sold directly to Plant Managers, Plant Engineers, Maintenance Managers, Operations Managers, and more.

Key Accomplishments

Awarded Nalco’s “Hundred Thousand Dollar Club” for sales achievement over $100,000 in 1998 and 2000.

Consistently ranked as one of the District Leaders in new account production and total dollar increase.

ALLEN BRADLEY/ROCKWELL INTERNATIONAL, Mequon, WI 04/1994 – 06/1995

Manufacturing Supervisor- Supervised 65 manufacturing Associates producing custom industrial automation and control centers. Utilized the Theory of Constraints to improve departmental throughput and on-time shipments by 39%.

VECTOR ASH CORPORATION, Milwaukee, WI 04/1988 – 03/1994

Small Business Owner- Purchased, renovated, and resold 13 properties while obtaining college undergraduate and graduate degrees. Developed a formal business plan for the company’s operations as part of my graduate studies.

Additional Professional Development

Counselor Salesperson/Versatile Salesperson, Wilson Learning

Value Based Selling/Strategic Negotiations, George Lucas PhD

Theory of Constraints in Marketing and Sales Solutions, Hansen & Associates Educational Services

Dynamic Team Building, Rockwell International Business Consulting

Computer Skills

Microsoft Office (Word, Excel, Outlook, PowerPoint, Access), SQL, QuickBooks, Skype, Facebook, Instagram, WordPress, Google Analytics

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