Gary S. Jones

*** ******* ***** **** 716-***-****

Spring Hill, TN 37174 adpw1q@r.postjobfree.com

Professional Summary

Sales Professional with 20 years of management in outside/inside sales, marketing, training and customer service experience across broad industries, markets, and accounts. Recipient of several awards for sales performance that delivers strong and sustainable revenue gains through expertise in business development, application selling, customer relationship management and problem solving.

Industry Experience

Manufacturing, Medical, Information Technology, Government

Functional Experience

Sales, Project Management, Training

Sales Expertise

• Account Relationship Management • Strategic Planning • New Product Introduction

• Increasing Sales & Profitability • Process Improvement • Major Account Development

• Effective Presentation Skills • Sales Team Leadership • Pricing/Contract Negotiation

Professional Experience

Spunfab Adhesives, Cuyahoga Falls, OH 2019-Present

International Manufacturer of dry web thermal polymer adhesives.

Sales Manager

Managed a large distributor account base of 200 accounts, developing strategic account plans and conducting sales calls of prospective organizations. Initiated new accounts through market analysis.

Saved $250,000 by developing with engineering, an alternative low-cost formulation solution.

Negotiated pricing agreements/contracts with OEM's and analyzed purchase agreements.

Successfully retained market share in an increasingly competitive environment and achieved 122% of $16MM quota in 2021.

Analyzed and researched the growing and reducing market segmentations within my account base, and implemented and executed an action plan accordingly.

Transitioned major reseller, through project management processes from $1MM to $2.4MM.

STI-CO Industries, Inc. Orchard Park, New York 2014-2019

Manufacturer of antennas systems for government, public safety, bus and rail markets.

Manager, Sales & Customer Service

Responsible for the management of Customer Service and Sales departments consisting of a department of seven. Developed integral growth of governmental agencies (DHS, US Marshals, FBI, CIA, DEA) via customer training, on-site meetings and contract resolution. Initiated new product development for the bus/transit vertical market. Trained sales representatives using strategic cold-calling and new business opportunity techniques. Implemented an internal sales quoting procedure to capture new business. Attended and participated in regional and large scale trade shows.

Modernized New Product development of an account base of 16Mm through complex integrator network via market research and direct account development with end users.

Increased sales 26% in 2018 and 21% in 2017 by increasing customer base via customer visits, sales presentations, conference leadership training and webinars.

Established strategic account analysis and business development strategies which resulted in in a gross profit margin of 58% in 2018.

Slashed reduction of overhead of finished product by creating a strategic sales program.

Won $16M multi-year platform contract with the DEA.

Gary S. Jones Page 2

Professional Experience (continued)

Seal & design, Inc. Clarence, New York 2013-- 2014 Leader in manufacturing custom seals, gaskets, and O-rings for various mechanical application

Supervisor, Inside Sales & Customer Service

Responsible for management of inside sales and customer service representatives coordinating functions between the outside sales staff and increasing the sales of the company.

Hire, manage, lead, mentor and train a team of inside reps to work seamlessly with internal departments and outside sales to create a team environment which awards achievement.

Develop, design and execute sales incentive programs to drive the performance of the inside sales team growth and achieve goal attainment.

Increased sales 22% in 2014 via technical sales presentations, quoting, developing new business through lead generation program.

Conax Technologies, LLC, Cheektowaga, New York 2008 - 2013 Provider of temperature probes and sealing devices used in power generation and oil & gas industries.

Product Sales Engineer - Power Generation

Managed account base of $8MM. Prospected and developed new clients through networking, lead follow-up and cold calling. Analyzed power generation demographics and targeted customers based on product requirements. Worked with buyer, engineering and production to provide the highest standards of quality, professionalism and integrity.

Provided highest sales net profit of 21% in 2011 and increased account base 23% in 2012.

Produced 36% increase in annual sales in 2012.

Effectively managed 750K Project with G.E. Energy for new power plant project. Managed procurement of components with internal departments ensure timeline dates were met.

Atto Technology, LLC., East Amherst, New York 2006 - 2008

Provider of storage connectivity & infrastructure solutions for data-intensive computing environments.

OEM Sales Executive - Midwest/Western USA

Sold custom data storage applications to OEM and value added Resellers with account responsibility of over $18MM. Cultivated key customer relationships with Gateway, Overland Storage, and Quantum.

Modernized custom data storage programs that facilitated speed and accuracy of large enterprise database solutions; increased sales to Harris Communications by 21% and Overland Storage by 14% in 2007. Conducted/implemented training programs for resellers and OEM’s.

Increased account base by 19% in 2007 through various product schedules via webinars, meetings, and onsite visits to ensure expected product releases..

Successfully retained market share in an increasingly competitive environment and achieved 120% of c$26.0MM sales quota in 2005 and 126% of $29.0MM quota in 2006.

Education

Buffalo State College, Buffalo, New York

Bachelor of Science – Graphic Design and Marketing

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