Sales Manager Territory

Randy Ray

Cypress, TX 713-***-**** ****@**********.*** /in/randy-ray-607a89168/

Territory Sales Manager

Territory Expansion Revenue Growth Team Trainer

Profitably-successful and results-driven sales executive with expertise in strategic sales, including pre- and post-call planning, establishing rapport, proposing solutions, handling objections, and closing. A natural “hunter” with demonstrated ability to drive lucrative results by tapping into consumer insights and offering sound strategies to scale product to demand and market. Proven background working in an industrial environment with customers who manufacture all different types of products, and develop a long standing relationship with existing customers, while growing customer base and developing new accounts. Responsible and accountable with impeccable decision-making skills, and strong communication and active listening skills.

Areas of Expertise

Specialist in API 6D Valve Applications

Strategic Sales Planning & Execution

Staff Training & Development

Team Leadership

Prospect Qualification

Short-Term and Medium-Term Sales Cycles

Territory Growth

Key Account Management

Sales Volume Forecasting

Business Development

New Product Launch

Customer Relationships

Contracts & Conversion Plans

Negotiations

Market Intelligence

Sales Data Analysis

Microsoft Office Suite

Salesforce

Professional Experience

Union Tech Manufacturing, Houston, TX 11/2022 to 11/2024

ACCOUNT MANAGER

Develop and execute sales strategy and lead territory’s execution of business goals to meet and exceed profit objectives, volume quotas, and service targets for Severe Service, Metal Seated Ball, and Rising Stem Ball Valve products. Grow business by prospecting, qualifying, selling, and closing new business to existing and net new customers, using all available resources to creatively uncover customers’ needs and influence decisions to meet customer demand. Develop effective and specific account plans to ensure revenue target delivery and sustainable growth. Cultivate relationships with new and existing customers and leverage consultative sales skills to align customer requirements and commitment to value.

Key contributions:

•Oversee an all-domestic, midstream to downstream market territory for a company with $3-4M in sales, world-wide.

•Specialize in the Rising Stem Ball Valve Market, a new product and requires a lot of field level presentations.

•Make personal sales calls at existing customer sites to show continued quality service, and set appointments with prospective customers.

•Introduce new products to existing clients and potential clients to maximize profitable sales opportunities.

•Make presentations to engineering, operations, and maintenance personnel.

Cornerstone Valve, Houston, TX 1/2021 – 11/2022

SALES & MARKETING SPECIALIST

Developed and executed sales and marketing campaigns, including email marketing, social media, and industry publications. Continually optimized campaigns for maximum impact and ROI. Generated content ideas based on market and customer trends. Conducted product information seminars for end users, A&E accounts, distributors, and representatives. Assisted distributors and sales personnel in making sales calls and securing orders for Severe Service Engineering Valves. Maintained up-to-date distributor / representative sales action plans and monitors progress towards goals.

Key contributions:

•Maintained an up-to-date territory plan and works accordingly.

•Evaluated and made recommendations for establishing or terminating distributors and representatives.

•Developed and trained others in specialized sales expertise.

•Provided regular forecasts of potential sales volumes in assigned territory, and market and sales trend information to management.

•Assisted distributors and representatives in maintaining inventory levels consistent with company inventory policies.

Valvulas Fevisa, Houston, TX 1/2020 – 1/2021

SALES MANAGER

Responsible for driving initiatives and supporting Valve sales via manufacturer rep network, distributors, and end users. Executed the commercial strategy for valve product line while providing feedback and ways to improve growth, providing technical assistance on products to company and customers, and serving as the voice of customer for new product development, existing product modification/ upgrades, new product pricing, and sales training. Identified new business opportunities by analyzing market trends and competitor activities. Negotiated contracts and closed agreements to maximize profits. Collaborated with operations and sales teams to achieve excellence. Utilized CRM and various software to track customer interactions and activities.

Key contributions:

•Provided customer service to assigned customers/accounts, and responded to all customer communication timely.

•Managed and serviced in-house accounts and developed long-term business relationships with existing customers.

•Maintained and increased customer satisfaction with prompt responses.

•Identified new opportunities to up sell and cross-sell product offerings with existing customers to maximize the revenue opportunity for each customer.

•Grew business with existing accounts to secure maximum retention, renewal sales, and increase sales revenues.

•Proactively advised customers of any changes to original commitments and follows up until completion.

Western Valve, Remote/Bakersfield, CA 2/2018 – 1/2020

REGIONAL SALES MANAGER

Developed and implemented territory sales strategies, translating company objectives into regional and territory sales plans for expanding Plug Valves, the Dan Ex Valve. Delivered advanced selling, communication, and territory management skills, driving accountability for plans and actions that built the brand within the selling region. Proactively provided feedback and recommendations, such as marketing, distribution, and engineering. Established and maintained top level contact with the management of existing and potential customers, dealers, and/or distributors. Measured and monitored the effectiveness of all programs implemented to include pricing, distributor programs, product introductions, and management of conflict.

Key contributions:

•Served as sales specialist with a focus on the Dan-Ex dual expanding plug valve, making calls on domestic end users as well as Channel Partners.

•Oversaw territory of Texas and Gulf Coast Region with sales of $2-3M/yr, with company’s domestic sales of ~$8-10M/yr.

•Made presentations of the Dan Ex Valve to Liquid Pipelines as well as Liquid storage facilities, in the US.

Franklin Valve, LLC, Houston, TX 5/2003 – 7/2017

OWNER / GENERAL MANAGER

Key contributions:

•Worked to get the Duraseal on AML’s of end users while travelng both domestically and internationally to promote our valve products.

•In the last year with the company, grossed $8.2M in valve sales.

•Reverse engineered the older version of the General Twin Seal Valve.

•Designed the Franklin DuraSeal Valve to be interchangeable with the original version of the General Twin Seal.

•Sold to Valve Systems and Controls, end users, and other liquid midstream companies, and became General Manager.

General Valve Company, INC. Brookshire, TX Prior to 2003

SENIOR SALES MANAGER

Key Contributions

Provided sales to end users, channel partners and skid manufacturers in Texas, N. Mexico and LA.

Worked with Engineering and Construction Companies

Valve presentor to the University of Texas School of Pipeline Integrity

Sales were 18 million when started and rose to over 45 million.

Valve of choice to liquid pipeline/ storage companies.

Education

Coursework Toward Bachelor Degree, Southwest Texas College

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