Sales Manager Customer Service
Resume:
Scott Blom
Grapevine, TX **051
*****@****.***
SALES / SALES MANAGEMENT
Combines strategic planning, organizational leadership and technical training strengths to achieve revenue growth and profit maximization. Builds and directs channel sales operations through change initiatives, business development strategies and market expansion.
Sales Management – Consistent performance record of exceeding sales and profit objectives through effective organization and decision-making skills. Maintains a high level of customer service and retention through dedicated field service and timely engineering and technical support.
Business Development – Identifies and capitalizes on market opportunities utilizing excellent research and negotiating skills. Opens vertical markets and new accounts and develops strong distributor networks to surpass corporate expectations.
Technical Training – Develops custom technical sales training programs to improve effectiveness of salesforce. Trains company and distributor sales representatives in innovative products and
results-generating sales techniques.
Customer Service – Establishes processes and operations to improve service to clientele. Improves territory performance by elevating client loyalty, engaging repeat business, implementing add-on and cross-selling strategies and increasing customer referrals. Balances the needs of the customer with the attainment of corporate profit objectives.
PROFESSIONAL HIGHLIGHTS
Lincoln Electric 2016 to present
Retail Sales Specialist
Build and maintain professional relationships with key management and front line sales teams to increase the sales of Lincoln Electric products, including equipment, consumables, accessories and apparel on the showroom floor. Design and conduct product training programs, develop buying promotions and marketing incentives all designed to drive incremental sales. Audit showrooms to ensure compliance with Lincoln Electric standards and stocking level and correct as needed.
Through consistent and meaningful relationship building, successfully increased the presence of Lincoln Electric products and merchandise at over 175 targeted and strategic distributor locations.
Based on my experience, proven relationship building skills and proficiency with the products, I provide technical training for new hires, college interns and current employees with an internal transfer or promotion.
Represents Lincoln Electric and provides distributor support at open houses and customer appreciation events, delivering customer engagement through product demonstrations.
Harris Products Group, a division of Lincoln Electric 2004 to 2016
District Sales Manager
Strategically developed key distributor relationships to drive profitable sales and profit margin through identifying targeted end-user accounts. Built repeat business through effective distributor sales team training and on-going product knowledge. Established an OEM network by direct selling of consumables and equipment.
Identified key OEM account, Trane in Tyler, TX, and built the relationship that resulted in the conversion of over 125 brazing stations at that location which evolved into a corporate relationship with Trane worldwide.
Honed my Top 25 Distributor list to identify more profitable distributors and diversified their product mix to grow distributor sales and provide greater sales stability.
Grew exposure and sales at the vocational school level through extensive instructor training, skills training at the student level and on-site demonstrations.
Autocar Truck 2004
Regional Sales Manager
Developed an 18-state territory through establishing profitable dealer networks and multiple distributor channels for the sale of heavy trucks and their companion replacement parts. Collaboratively determined the best solution for capital equipment purchases with national accounts including Waste Management, Allied Waste, Republic Waste Services and Cummins. Launched a new parts division and ordering process through extensive dealer training and follow up. Identified cost savings strategies at dealer and distributor level, developing stronger partnerships resulting in larger market share.
Increased sales 18% through identifying profitable versus non-profitable distribution channels
Drove profit margin up 20% through dynamic sales techniques
Grew market share 8% by increasing brand recognition at end-user level.
National Standard 2001 - 2004
Regional Sales Manager
Managed a three-state territory, identifying the needs and business growth opportunities. Serviced major accounts including; Bobcat, General Motors, Ford Motor Company, Chrysler Corporation, John Deere and Case-International Harvester, assessing and managing their welding wire consumption requirements. Drove revenue growth through dedicated service to garner increased share of each clients’ total business. Guided clients’ forecasting and budgeting process to secure and maintain profitable long-term business relationships. Developed curriculum and trained distributors and
end-users.
Maintained 100% customer retention in a highly competitive market, despite multiple price increases.
Grew territory sales by 20% to over $10 M during down-turned economic conditions.
Increased market share by 15%.
Increased profitability by identifying and implementing field expense cost saving measures.
ESAB Welding and Cutting Manufacturing 1989 - 2001
Regional Sales Manager – 1998-2001
Developed a 10-state territory to maximize sales growth of mechanized cutting systems, lasers and water jets. Effectively managed a 600+ distributor network to surpass corporate revenue and profit objectives. Demonstrated ESAB innovative products and industry technology and trained sales representatives on highly effective selling techniques to drive market penetration and territory expansion.
Grew territory sales 107% to $5M.
Increased distributor network by 23%, increasing market penetration.
Maintained a 92% close rate, based on highly effective demonstration and presentation techniques.
Contained regions’ expenses to 1% of sales.
Initiated and implemented a results generating sales initiative to maximize and the closing process on long-term capital equipment purchases.
Instrumental in automating sales forecasting and reporting nationwide, resulting in improved operational efficiency across the entire national sales team.
Regional Distributor Sales Manager – 1989-1998
Built and managed a network of over 50 distributors servicing a five-state, Upper Midwest region. Directed OEM sales. Designed and implemented product and sales training for distributors’ sales and service representatives and provided field engineering and technical support. Monitored and evaluated the training effectiveness of sales representatives company-wide. Developed and implemented sales, training and motivational initiatives to maximize efforts and ensure success of national sales team.
Tripled sales, increasing from $1.3M to $3.8M in 18 months.
Increased market share by 16%.
Consistent Top Performer. Achieved National Top Salesperson recognition in 1990, 1992 and 1994.
Honored with five Quest Awards for exemplary customer service.
EDUCATION
University of Wisconsin – Stout, Menomonie, WI. Industrial Sales / Technical Sales and Service
Have successfully worked from a home-based office, while managing a multiple state territory. Proficient in Microsoft Word, Excel and PowerPoint, email communication tools and electronic contact management tools including Salesforce, Gold Mine, Seismic, and Zoom meetings.
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