Territory Manager Sales Representative

ROBERT L. MANN

Phone: 804-***-**** E-mail: *************@*****.***

PROFESSIONAL SUMMARY

Sales professional with broad and versatile background across multiple industries. Expertise in offering targeted solutions to customer problems, translating technical jargon into user friendly language, working on complex projects from inception to implementation, and building and sustaining strong relationships. Built a reputation as a professional that can be trusted to keep his commitments. PROFESSIONAL EXPERIENCE

Kanawha Scales and Systems, Richmond, VA July 2023 – Feb 2025 Territory Sales Representative

• Estimated, proposed, and negotiated contracts for weighing system projects ranging from lab balances /scales to highway truck scales.

• Worked with customers as the scale expert, providing recommendations for the solution to their weighing needs using VA state regulations and Hand Book 44.

• Project managed and assisted scale technicians with the installation of scale systems.

• Increased sales by supporting existing customers, prospecting / cold calling, transforming leads into sales, and tracking progress with the CRM system.

• Built relationships with scale manufacturers to secure best pricing and delivery times.

• Negotiated contracts with subcontractors (concrete installation contractors, demolition companies, crane contractors, and traffic safety contractors) for scale installation projects.

• Low bidder on VA DMV truck scale replacement contract worth 2.3 million dollars. Southern Elevator Company, Richmond, VA April 2022 - May 2023 Business Development Specialist

• Responsible for estimating, proposing, and negotiating contracts for elevator maintenance, repairs, and modernizations. Produced yearly sales of 2 million dollars.

• Proactively managed accounts to increase customer loyalty. Responsible for contract escalations, collections, and responding to customer requests and inquiries.

• Increased maintenance sales by prospecting / cold calling on competitor-maintained equipment, competitor national accounts, competitor new installations.

• Utilized skills at prospecting, surveying, estimating, proposing, and persuading customers Otis Elevator Company, Richmond, VA March 2021 – Nov 2021 Modernization Specialist

• Provide elevator consultation to communicate the benefits of upgrading to a new elevator

• Proactively identified, respond to, and won modernization projects. Including: identify bid opportunities, prepare bid responses, create presentations, and negotiate contracts.

• Project manage construction elevator project; including specifying equipment, acquiring engineer approvals, ordering equipment, coordinating shipping, and billing of project.

• Sold $3 million and project managed $7 million in modernization projects in 2021. Schindler Elevator Corporation, Richmond, VA Jan 2018 - May 2020 Account Manager

• Managed a portfolio of over 500 customers and 1,200 pieces of vertical transportation equipment. Produced a yearly maintenance revenue of 3 million dollars per year.

• Focused on account growth by preparing bids and proposals for maintenance contracts to commercial, industrial, and government accounts. Produced leads through cold calling, customer referrals, & government contract bid web sites.

• Assessing and following customer complaints to satisfactory resolution. ROBERT L. MANN

Phone: 804-***-**** E-mail: **********@***.***

Generac Mobile Products / Magnum, Berlin, WI Feb 2015 - Dec 2017 Area Sales Manager

• Managed a network of 700 National Rental, Independent Rental, & Industrial Generac Dealers across the North East territory. VA to ME (North East Territory)

• Sold various construction equipment: light towers, generators, heaters, & pumps.

• Conducted sales meetings and product training seminars.

• Maintained CRM to track customers, quotes, & leads.

• Negotiated contracts to close business in a timely manner.

• Followed service and warranty issues through until resolved Cummins Atlantic, Charlotte, NC Jan 2014 - Feb 2015 Territory Manager

• Effectively maintained and grew the Cummins Atlantic Virginia dealer network.

• Sold Power Generation systems to contractors, dealers, and end users.

• Coordinated and facilitated all product factory-led sales training classes. Briggs & Stratton, Milwaukee, WI Jan 2012 - Dec 2013 Account Manager

• Responsible for expanding the profitable sale of Briggs & Stratton Standby Generator Systems. Grew sales from

$3 million to $6 million in one year.

• Managed a network of 300 dealers in VA, WV, NC, and SC.

• Provided training to dealers on sales techniques, company products & services, and installation & maintenance guidelines for standby generators.

• Worked with Briggs & Stratton dealers during generator installs and trouble shot generator system issues. HD Supply Utilities, Richmond, VA Feb 2009 - Dec 2011 Account Manager / Outside Sales

• Managed Dominion Power generation account resulting in sales of over 5 million dollars.

• Served as an integrated supplier to Dominion VA Power supplying mechanical, electrical, janitorial, safety, welding, pipe fittings, and various other supplies to Fossil, Nuclear, and Hydro power stations.

• Set up and maintained VMI areas at power stations with inventories of over 1000 items. HENKEL / LOCTITE, Rocky Hill, CT March 2003 - Dec 2008 Sales/ Adhesives & Sealants Engineer

• Successfully managed territory of Eastern Virginia, resulting in year-on-year growth in sales. 90% of sales sold through distribution.

• Partnered with maintenance departments in pulp and paper, power generation, wastewater, ship repair, and food processing to improve equipment reliability. Delivered maintenance training at Philip Morris resulting in

$500,000 cost savings.

• Worked directly with design and production engineers to test and specify adhesives for various bonding applications.

• Supported a network of 70 distributors and orchestrated the delivery of new product training for sales reps.

• Designated as subject matter expert to create and deliver Advanced Adhesive Technology Workshop to Engineers across multiple industries strengthening relationships and growing sales EDUCATION

Bachelor of Science in Mechanical Engineering Technology Old Dominion University; Norfolk, VA

Concentration in Power Systems and Energy Conversion. EIT COMPUTER SKILLS

Microsoft Office (Word, Excel, PowerPoint), SAP, CRM

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