National Sales Manager

Al Naramore

Experienced National Sales Leader

Valparaiso, IN. (Chicago Area) 46385 Telephone: 219-***-****

Email: **.********@*******.*** LinkedIn: www.linkedin.com/in/alnaramore/

NATIONAL SALES OF INDUSTRIAL SALES & MULTI-CHANNEL DEVELOPMENT INITIATIVES

VP Sales, National Sales Manager or Director of Industrial / Construction Sales & Multi-Channel Development Initiatives, with more than 20+ years of sales leadership experience in building cohesive, cost-efficient sales cultures that generated sustainable revenue growth and net income objectives, exceeded customer satisfaction objectives and instituted competitive marketing strategies for organizations ranging from a privately-held nationally recognized Master Distributor to a Fortune 500 industry leader such as W.W. Grainger.

Experience includes receiving a promotion and serving for 4 years as Director of National Accounts, Sales Effectiveness & SAP Implementation for W.W. Grainger, with responsibility for managing 18 direct/81 indirect reports that accomplished the following 3 items: 1) Increased sales productivity 12% while simultaneously reducing returns to only 1.5%; 2) Requested by CEO to automate the entire sales force of 1,500 account managers, 113 district managers and 8 VP of sales; and 3) Reorganized and implemented in 6 months a new process that drove $600 million incremental revenue at 35 national accounts.

AREAS OF SALES MANAGEMENT KNOWLEDGE

Relationship, Consultative & Solution Selling New Market Penetration Achieving Sustainable Revenue Growth

Building & Leading a High-Performing Salesforce Creating a Shared Sales Management Vision Developing Go-To-Market

Strategies Managing all Phases of a Sales Lifecycle Strategic Planning & Execution Supporting Multiple Geographic Locations Industrial, Construction, Commercial and Solar Markets

CAREER HIGHLIGHTS

Created a new Implementation Process that increased sales from $700 million to $1.2 billion: by developing a standardized onboarding process for new and existing customers ensuring consistent service delivery and improved customer satisfaction. Built and led a cross-functional implementation team of 18+ members to achieve project completion on time. Worked closely with major clients to customize implementation plans. Partnered with IT teams to drive electronic systems integration, EDI transaction sets, and Punch-Out catalogs

Achieving Multi-Million-Dollar Revenue Gains: Reorganized the national accounts team for Grainger and subsequently created a new business model called National Accounts Implementation consisting of 12 direct and 81 indirect reports. Drove in 12 months an incremental $600 million in sales at 35 national account customers across the Continental U.S.A.

Automating a Nationwide Sales Force: Selected by Grainger CEO to develop and lead a cross-functional team that focuses on automating the entire sales force. In 18 months, identified all major business needs of the salesforce, selected the hardware/ software, and was recognized as the first major business in the U.S. to use Tablet PCs on a wide scale and personally trained 1,590 account managers, 113 district sales managers, and 8 VP of sales to use and leverage the capabilities of these Tablet PCs.

Implementing a New Electrical Distribution Stocking Model: Drove sales at United Technologies Company - Edwards Signaling Business Unit from $11.3 million in revenue to $31.8 million while simultaneously increasing margins by 6.2% by executing a business plan called “Install Edwards”. This initiative focused on the electrical distribution stocking model. This sales plan increased market share and new customer sales. Consequently, the distributor’s margins increased from 22% to over 30% by “Installing Edwards” fastest-moving products.

Developing New Market Segments: Recruited to develop and drive sales growth in a new market segment for Lentus. The market segments focused on MRO, STAFDA, and Construction markets. As a result, in 2021 this market segment grew from $112,000 to $2.388 million. In the first 4 months, I trained 13 regional independent representative agencies to go after the STAFDA and Construction markets while driving national agreements with Grainger, Fastenal, MSC, and White Cap. The product lines represented were DOW Silicone, Lucas Oil Products, DuPont Great Stuff, and a few 'Private Label lines'.

Al Naramore Page 2 of 3

Telephone: 219-***-**** Email: **.********@*******.***

KEY COMPETENCIES

Implementing Continuous Process Improvements Sales Force Automation Achieving P&L Improvements

Conflict and Dispute Resolution Formal Presentation Skills New Product Rollouts Leadership by Example Managing

Turnaround Situations SAP/Contract Implementations Enhancing Brand Development Utilizing Benchmark & Best Practices

PROFESSIONAL EXPERIENCE & ACHIEVEMENTS

Sonepar-US www.sonepar.com Chicago, Illinois 2022 to 2025

(An independent company with global market leadership in B-to-B distribution of electrical products, solutions, and related services)

National Implementation Manager- The scope of duties is to create and lead an end-to-end implementation of systems, processes, and services for new and existing national accounts.

Driving sales from $700 million to $1.2 billion: by developing a standardized onboarding process for new and existing customers ensuring consistent pricing, electronic procurement, delivery, and improved customer satisfaction. Built and led a cross-functional implementation team of 18+ members to achieve project completion on time. Worked closely with major clients to customize implementation plans. Partnered with IT teams to drive electronic systems integration, EDI transaction sets, and Punch-Out catalogs

Lentus www.lentusllc.com Chicago, Illinois 2020 to 2022

(A master distributor of Dow Corning, Lucas Oil Products, DuPont Great Stuf, and a few Private Label product lines)

National Sales Manager – Scope of duties consists of establishing productive and professional relationships with key personnel in assigned customer accounts, representatives, and agencies. Additionally, charged with negotiating and closing national agreements with large industrial, MRO, and construction customers.

Played a key sales management role in driving 50% of Lentus sales growth in 2021 while simultaneously opening 32 new STAFDA accounts in 2021 that successfully grew STAFDA market share from zero to $56,000 in 2021 and 300% to $190,000 within the first four months of 2022.

UTC Climate, Controls & Security www.edwardssignaling.com Chicago, Illinois 2011 to 2020

(A global provider of building technologies offering fire safety, security, building, automation, heating, ventilating, and air-conditioning)

Senior Director of U.S. Product Sales and General Sales Manager – UTC Edwards Signaling Senior Director of U.S. Product Sales and General Sales Manager – Developed 'Voice of the Customer' process, which removed barriers, identified new opportunities, isolated competitors' strengths, and weaknesses, and improved customer service through sales forecasting for supply chain

Created a 3-day face-to-face 'Install Edwards' workshop for sales representative agencies behind on their respective sales goals, including live demonstrations of company products, marketing tools, customer targeting, and role-playing to leverage value proposition and sales playbooks with various distributors.

Successfully increased revenue from $11 million to $31 million within 5 years by developing a completely new business strategy that subsequently turned around a business that in the previous 7 years had experienced flat or negative growth rates.

Creeden & Associates www.creeden.com/ Bensenville, Illinois 2008 to 2010

(Our services span the hardware co-op, farm and ranch, big box, industrial, and e-commerce segments)

Industrial Sales Vice President – Responsible for sales at electrical MRO distributors. Direct accounts included Grainger, Fastenal, MSC, and McMaster Carr. Reported to the owner of this nationally recognized manufacturer's representative.

Increased in less than 24 months sales revenue from $290,000 to $5.5 million by loading Allegion’s, Ingersoll Rand, and other manufacturer’s content into customer's websites and electronic catalogs while driving distributor awareness through 180 district team webinars, joint sales calls, and attending customer trade shows.

W.W. Grainger www.granger.com/ Lake Forrest, Illinois 1996 to 2008

(A Fortune 500 company whose catalog offerings include motors, lighting, material handling, fasteners, plumbing, and tools)

Director of National Accounts, Sales Effectiveness & SAP Implementation (2004-2008); Sales Director National Accounts & Contract Implementation (2001-2004); Director - National Accounts (1998-2001); National Accounts Manager (1996-1998)

Experience includes receiving a promotion and serving for 4 years as Director of National Accounts to Sales Effectiveness & SAP Implementation Senior Manager for W.W. Grainger, with responsibility for managing 18 direct/81 indirect reports that accomplished the following 3 items: 1) Increased sales productivity 12% while simultaneously reducing returns to 1.5%; 2) Requested by CEO to automate the entire sales force of 1,500 account managers, 113 district managers and 8 VP of sales; and 3) Reorganized and implemented in 6 months a new process that drove $600 million incremental revenue at 35 national accounts.

Played a key leadership role in increasing sales by 11% yearly to $55 million by developing and launching a pioneering sales management process that included leveraging a team of external suppliers, Grainger District Managers, and their sales teams designed to drive contract compliance through ongoing end-user cost savings programs.

ACADEMIC CREDENTIALS & PROFESSIONAL DEVELOPMENT

BS, Industrial Technologies, Indiana State University, Terre-Haute, Indiana

ACE Certified, United Technologies Corporation

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