Sales Manager Vice President

Rick Carter

Jeffersonville, IN

*************@*****.*** 812-***-**** www.linkedin.com/in/rick-carter-b340023

VP of Sales/National Sales Manager

Polished, persuasive, highly motivated sales, and management professional with a reputation as a top performer alongside demonstrated expertise in driving sales and revenue growth. While also providing visionary sales leadership in highly competitive markets. Solid track record securing key clients and increasing product distribution to grow market share through infiltrating new markets while maintaining existing clientele relationships.

Tenacious in building new business, securing customer loyalty, and forging strong relationships with external business partners. Skilled at identifying high-potential opportunities and innovative markets. Exceptional mentor and coach; combine business acumen with innate leadership abilities to recruit, build, and retain top-performing sales teams.

Sales and Management Competencies

Risk Management

Strategic Market Positioning

Profit and Revenue Optimization

Team Management, Coaching, Hiring

Executive Negotiations and Presentations

Sales Analysis and Forecasting

Salesforce.com CRM

Sales Performance Management/P & L

Career Experience

Kitchen Kompact, Jeffersonville, IN

National Sales Manager, 8/2020 – Present

Hired to manage, mentor, influence and hold accountable the Kitchen Kompact independent reps. Developed and launched a data driven reporting system that keeps the team on task and motivated to improve performance. Demonstrated ability to grow business with LBM distributors, multi-family developers, general contractors and architects. Developed yearly sales budget per territory per representative. Identified the strategic plan, sales process and steps needed to ensure we meet the operating and sales budget for the year.

Key Contributions:

Launched ConstructConnect Commercial/Multi-Family program to target cabinet opportunities countrywide. Pursuing new construction, ReHab and Low-Income Housing Authority projects.

Working with architects to provide Kitchen Kompact proprietary specs on upcoming projects, to eliminate substitutions.

Targeted and sold product to new regional distributors (Seven D) while effectively managing current distributors business.

Developing close professional relations and maintaining regular value related communication with customers, reps and internal staff.

Grew sales 28% in 2020 and budgeting a growth of 18% in 2021.

Established graded KPI’s to drive best sales practices with the KK sales team. Sales have skyrocketed since!

Midwest Tool and Cutlery, Sturgis, MI

Vice President of Sales, 5/2019 – 8/2020

Recruited back to Midwest Tool & Cutlery, where I served as VP of Sales from 2/2010 to 12/2014, to turnaround and re-focus the company’s product offering, team culture, and fine tune the financial performance and organizational effectiveness. See my previous Career Experience at Midwest Tool further down my resume.

Key Contributions:

Re-invigorated the relationship with National Retailers driving an immediate 22% increase in business.

Added Canadian Tire as a stocking dealer in Canada.

Managed a nationwide team of 72 sales professionals, driving business to over 17,000 customers.

Targeted and won a full tool program with the second largest roofing holding company, SRS Roofing, in my first 3 months back onboard. Program will be worth well over $1MM.

Fairway Architectural Railing Products, Kansas City, MO

National Sales Manager, 1/2015 – 5/2019

Direct and lead corporate sales of the Pro Channel division for a leading innovator in exterior building products with 200 employees and annual revenues exceeding $75M. Orchestrated direct sales and business development functions, including new product rollouts, key account management, customer relationship development. Increased cross-functional team training, coaching, and mentoring. Lead direct sales managers and independent representatives located throughout the U.S. and Canada to be effective at creating and fulfilling demand.

Key Contributions:

Secured 12 additional stocking distributors valued at $3.1M, while adding an additional 3 margin points to bottom line.

Leveraged industry relationships using a Challenger sales mentality to grow annual sales over $40M for Pro Channel. Key use of Salesforce.com to leverage KPI’s to aid in winning the business.

As a team leader, drove 30% growth to the multi-family space through a “trilogy” approach of driving sales to the architect and developer, then bringing the deal to the general contractor. Own the design budget influencers!

Increased sales by an average of 14% YOY for the 3 years I oversaw a 6-person company sales team, through implementation of structured KPI’s and strengthening the team’s ability to deepen their relationships with accounts.

Midwest Tool and Cutlery, Sturgis, Michigan

Vice President of Sales, 2/2010 – 1/2015

Rapidly promoted from Distribution Sales Manager to Vice President of Sales to direct and lead national sales operations for the USA’s leading manufacturer of pro grade metal and vinyl cutting tools. Served as Advocate and Subject Matter Expert for key retail and distribution partners. Identified new penetrable markets to increase revenue streams. Developed and managed programs at Menards, The Home Depot, True Value, R.E. Michel, AI Fares Trading, Sears, and Johnstone Supply, and additional accounts. Managed annual sales of $22M. Managed full P & L and EBITDA responsibility. Reported directly to the President.

Key Contributions:

Negotiated and awarded a multi-year contract with Menards to stock 20 tools in all locations, adding over $3 million in purchases.

Secured $1.2M in new purchase orders from newly added international distributors thru tenacious brand building in Europe.

Developed and launched a line of fence hand tools, adding 18 new dealers and approximately $500k in purchases.

Directed and launched a 100-store test with The Home Depot, replacing a competitor, and gaining additional shelf space for 18 tools. THD product movement reports indicated Midwest brand grew sales 42% over the incumbent brand.

CertainTeed Corporation, Valley Forge, Pennsylvania

Western Regional Sales Manager, 1/2007 – 2/2010

Challenged with leading the charge in moving the regions business forward. Tasked with creating a sales culture that maintains accountability. Developed a sales strategy and business priorities that focused on revenue and profitability drivers. Managed existing customer base of $17M in purchases. Trained and mentored 4 direct reports and 14 independent representatives.

Key Contributions:

Instrumental in complete turnaround of under-performing sales teams; set higher expectations and instituted individual accountability, resulting in 20% revenue increase over two years.

Lifted sales growth from $17M to $21M by developing a Sales Playbook that structured the direction of each sales call. It forced the team to ask qualifying questions and receive answers before discussing our products.

Orchestrated a multi-channel distribution expansion that added 30 new stocking dealers and boosted the engagement of all CertainTeed products at the dealers thru the CT Loyalty program.

Additional experience as a National Sales Manager at Kommerling USA, Precision Composites, Inc., Carney Timber and Plastics Research Corporation, and as a Distribution Sales Manager at GSW Thermoplastics Company.

Education and Credentials

Bachelor of Science in Business Administration, Major in Finance and Minor in Marketing

Central Michigan University – Mount Pleasant, Michigan

Professional Training

Dale Carnegie Sales Course Graduate

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