Line Worker Purchasing Manager
Resume:
Steven P. Smith
DSM IA *****
adv9t9@r.postjobfree.com
adv9t9@r.postjobfree.com
Sales / Marketing / Operations / Executive Management
A focused professional with documented results in sales, marketing, purchasing, strategic planning, supplier development, operations, and inventory management. A team player in the highly competitive industrial distribution market. Proven results in any contract negotiation and or cost saving projects. Experienced in staffing and coaching customer focused teams (locally, nationally, and internationally) handling customer account revenues more than $62 million.
Core Competencies:
•Decisive leader with exceptional business development and communication skills.
•Skilled negotiator and years of experience with large corporate contracts, product quality / recall issues and third-party supplier performance settlements.
•International customer and supplier development experience in several countries including Mexico, China, India, Turkey, Taiwan, Switzerland, Germany, and Russia.
•Experienced strategic planner with strengths in several areas including sales / budget forecasting, growth strategies, supplier development, research / analysis, and team performance assessments.
•Advanced technical skills with experience in application engineering and solution sales
•The ability to interact at all levels from CEO to production line worker –ability to diffuse difficult / emotional situations by listening first and then focusing on facts / solutions for both parties.
•Hands on experience with several key customer and supplier development programs: Sales Force, Pipe Drive, CRM Cost Management, JD Crop, CRM Dashboard, (QBR) Quarterly Business Review, (BSV) Beyond Selling Value, Tollgate -New Business Development, Supplier and CRM Scorecard, Profit 21, SAP, Managed Competition, and The John Deere -Achieving Excellence Supplier Development Program.
Career History:
Wurth DMB Supply, Des Moines, IA
Key Account Manager
January 2021 to June 2022
Successfully managed & executed our value proposition with large corporate accounts with sales of over 10 million dollars. I also drove many strategic company / customer projects including the transition to SAP, several large corporate price increases, engineering projects and many supply chain / expedite & air freight issues.
Patton Industrial Products Inc. Des Moines, IA
Regional Manager
October 2010 to April of 2020
KPI proven results with sales growth objectives of 10% (year on year growth). Responsible for sales performance, quarterly budget targets and long-range corporate goals. Drove sales objectives by creating a culture of trust and accountability. Lead by example and support and motivate team members to focus on local objectives and share in the rewards as a key part of the organization. Maintain and expand customer base while identifying & closing new customer opportunities.
Bossard North America (formally Iowa Industrial Products)
Cedar Falls, IA
Director of Sales & Marketing
February 2003 to December 2009
Lead a customer focused team with a clear marketing plan to maintain great relationships with existing customers (organic growth) while developing a consistent funnel of potential new business. Lead a sales and support staff of 28 motivated associates. Worked to eliminate redundancies by focusing on long term solutions and customer feedback. Successfully developed an automated forecast tracking tool that reducing expediting cost by 18% and dead inventory by over 7%. Received several customer performance awards including The John Deere Supplier of the Year, Corporate Partner, and JDCROP. Executed a successful marketing plan that tripled (VMI) Vendor Managed Inventory installations in less than 2 years. Average annual account responsibility of more than $50 million.
Iowa Industrial Products, Inc. Des Moines, IA
Sales and Purchasing Manager
January 1987 to February 2003
Successfully developed our global OEM accounts while supporting the local / regional operations. Recruited and developed qualified managers and salespeople from inside and out of the organization. Drove organizational changes (quote processing) that improved customer satisfaction and increased profit margins. Managed a cross-functional team of twelve, responsible for both COGS and sales revenue / margin. Coordinated the company’s first web based (e-bid) supplier quote project. Led a major supplier cost reduction project reducing total acquisition cost by over 15%.
Coordinated marketing strategies and sales promotions to capture and retain selected customers that needed value added services in addition to general product needs. Maintained customer delivery service levels at or above 98%. Expanded internal and external customer base and increased brand visibility and market share consistently year on year.
Academic Credentials:
Harvard Business School
Boston, MA
Comprehensive General Management
Program for Management Development
Grand View University
Des Moines, IA
B.A. Business Administration
Des Moines Area Community College
Ankeny, IA
A.A.S. Industrial Marketing
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