Service Delivery Sales Manager

Andrew Hammer

**** **** **. ********, ** ***** • 504-***-**** • *********@*****.***

Sales and Management Professional

Key/Major Account Management New Business Development Managing Sales Activity Consultative & Solution Based Sales Networking and Relationship Building Contract Negotiations Service Operations Experience Union Experience Direct P&L responsibility Full Responsibility of Safety Programs Service Delivery Experience PROFILE

Dynamic twenty year sales, sales management, and operational management career reflecting record-breaking performance in the commercial and industrial segments. I have demonstrated a long record of accomplishment of managing others to achieve levels of performance beyond their own expectations. Consistent demonstration of extremely strong business acumen and P&L expertise. PROFESSIONAL EXPERIENCE

2015-Present Fluid Engineering, Louisiana

SALES ENGINEER (January 2015 – Present)

Responsible for opening the expansion office covering Louisiana Territory Design, engineer, and sell Air Pollution Control, Vacuum, and Pumping systems

• Delivered sound sales skills and techniques to increase sales from zero to 3.9 million while maintaining profit margin

• Designed, implemented, and executed a successful territory management plan in the manufacturing, chemical, oil and gas, petrochemical, grain/food, pulp and paper, marine, and metal manufacturing segments.

• Aggressively prospected new accounts raising active accounts from zero to 217

• Project managed turnkey solutions from design thru construction and start up phases.

• Maintained relationships with manufacturers and manufacturers representatives

• Sound understanding of IVM Practices, NFPA, FM Global, ASHRAE, Pneumatic Conveying, Fan and Pump Engineering

2012-2015 Waste Management Inc., Gulf Coast Area

AREA SALES MANAGER (December 2012 – January 2015)

Lead, coached, hired, and trained, including 14 direct reports and 55 indirect reports.

• Lead, train, mentor, and motivates the sales management team to increase revenue and EBITDA.

• Monitor the sales incentive plan and provide insight into improving plan components to drive specific desired results

• Monitor, track, and report all sales activity. Accurately forecasts monthly, quarterly, and annual revenue streams.

• Maintains awareness of competition and trends affecting the industry.

• Works with districts, area, and corporate management to maximize sales performance, enhance current processes and increase public relations activities.

• Develop solid team of sales performers, through hands-on recruiting, hiring, and training.

• Work with Sr. Management in the development of marketing statistics and sales efforts for each line of business within the Area.

• Utilizing the Performance Driven Success program, train and develop sales team for future advancement.

Andrew Hammer • Page 2

4020 Iota St. Metairie, LA 70002 • 504-***-**** • *********@*****.*** 2011 – 2012 Safety-Kleen Systems Inc., New Orleans Area AREA SALES MANAGER (April 2011 – December 2012)

Lead, coached, hired, and trained a team of 16 sales professionals on setting account strategies, creating sales plans, developing value driven proposals, negotiating contracts and managing service delivery.

• Developed sales skills by evaluating sales representatives strengths and weaknesses and providing both individual and group training

• Managed the sales process with existing customer base to ensure a high rate of customer retention, satisfaction, and loyalty is achieved.

• Managed the forecasting and budgeting process

• Performed duties and responsibilities of the Area Manager in their absence. 2005 – 2011 Waste Management Inc., Gulf Coast Area DISTRICT MANAGER (May 2010 – April 2011)

Managed the day-to-day operations of multiple Waste Management Business Units. Established and maintained performance and productivity metrics, cost management process, budget performance, and total P&L responsibility.

• Executed the Districts strategic capital budget by ensuring proper asset allocation and disposal allocation

• Formulated necessary precautions to ensure safety and compliance with Company, OSHA, and other standards of regulation. Performed root cause analysis of all incidents ensuring proper training and consistent discipline

• Full responsibility for P&L and participation in area, group, and corporate wide reviews to ensure revenue and profit budgets are met

• Interact with local city, municipal, commercial, and industrial customers to ensure customer satisfaction, renew or gain new contracts, and establish WM as a good corporate citizen and valued resource

• Work with multiple functional groups to ensure employee and union relations are met and in good standing

FUNCTIONAL SALES MANAGER (May 2006 – June 2010)

Develop and execute a strategic sales and marketing plan to ensure profitable revenue. Hire, coach, train, develop and lead a team of outside sales reps and account managers to ensure achievement of sales activities, revenue quotas and profitability. Key Achievements:

• Grew profit year over year by 7% for three consecutive years.

• Managed multiple reps winning the “Circle of Excellence” awarded annually to the top reps in the corporation. Consistently helped reps achieve quarterly “Emerald Circle” awards given to the top 10% in the company.

• Designed and implemented an aggressive account retention plan that increased our contract secure rate by over 25%.

• Transformed an under-performing sales team, immediately resolving problems, and improved morale and motivation that resulted in an increase in results by 125%.

• Traveled throughout the southeast training account managers on newly developed retention models

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4020Iota St. Metairie, LA 70002 • 504-***-**** • *********@*****.*** TERRITORY MANAGER (April 2005-May 2006)

Managed all existing accounts and responsible for generating new business revenue in the northeast quadrant of Mississippi. Sold commercial and industrial comprehensive waste solutions to customers ranging from large factories, corporations, and hospitals to small, local, and start-up businesses.

Key Achievements:

• Achieved 156% of annual sales quota and won Emerald Circle award all 4 quarters.

• Generated one of the highest volumes of new accounts in the Market Area.

• Implemented a sound retention strategy resulting in minimal defections, increase contracted customers by 25%,

• Surpassed new waste stream sales quota by 125% by building sound relationships with existing customers

2002 – 2005 Enterprise Rent-a-Car, Chicago, IL

BRANCH MANAGER (2004-2005)

ASSISTANT BRANCH MANAGER (2003-2004)

MANAGER IN TRAINING (2002-2003)

Completed twelve-month management training program in 6 months. Promoted to Assistant Branch Manager within 8 months of hire date. Promoted to Branch Manager within two years of hire date. Consistently ranked among the top 1% in the Region. Key Achievements:

• Maintained one of the most profitable branches in the Chicago land area

• Increased Growth by over 20% thru skillful inside and outside sales abilities

• Ranked #1 sales person out of 150 in the Region for 8 months in a row

• Successfully transformed backward performing branches to top performers in profit, growth, revenue, and customer satisfaction

EDUCATION

1996 – 2001 Purdue University, West Lafayette, IN

School of Technology

Bachelor of Science in Organizational Leadership and Supervision

• Paid for majority of school expenses by working full time while maintaining a full class load

• Summer Internships include:

o Target Corporation, West Lafayette, IN

o Holiday Inn, West Lafayette, IN

o Ramada Inn, Lisle, IL

• Active member and held several positions in Delta Tau Delta Fraternity

• Active member in Adopt a School programs

COMMUNITY INVOLVEMENT

2014 - Present CASA Jefferson

CASA advocate – (2014 to current)

CASA board of directors (2019 to current)

2013 - Present St. Catherine of Sienna

St. Catherine of Sienna Board (2017 to current)

• President 2020-2021 Year

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