Sales Manager

BRUCE JACKSON

**** ***** ****** *******, ** ***04

(541) 326–2142 *********@*.***

PROFILE

Highly experienced mid-senior level Regional and National Sales Manager with expertise in capital equipment. Proven history managing large national accounts, key customer and industry relationships. Adept in performance improvement and increasing revenue/market share. Proficient in sales initiatives, complex business solutions, and building high performing sales teams.

REGIONAL/NATIONAL SALES MANAGER

• More than 20 years experience sales management, with an emphasis in heavy equipment, including industrial/construction

• Abilities in tactical leadership, including strategic planning

• Background in delivering accountabilities for local, geographically diverse regions and divisions, and offshore/global locations

• Talent management and building enthusiastic, cohesive reports/teams

• Exceptionally skilled in developing and sustaining customer trust and rapport

• Established history of profitable contract negotiations, including finance option education

• Experienced speaker/presenter of technical product information and applications

• Skillful in managing competing agendas and priorities

EXPERTISE

• Sales/Marketing

• Management

• Business Growth Plans

• Forecasting • Distribution Strategies

• Price Negotiation

• Market Trends

• Budgets

• New Business Generation

• Needs Assessment

• Problem Resolution

• Contract Negotiations

SELECTED CAREER ACCOMPLISHMENTS

• Instrumental in a rapid turnaround of $400,000 loss to profit in a one-year period

• Increased company sales revenue 300% within a five-year period

• Resolved a customer situation resulting in $120,000 increase in product placement

• Created and developed a multi-channel international distribution network in Canada, Australia, Sweden, and United States, as well as initial negotiations in South Africa

• Established equipment design parameters for new product offerings; coordinated communications between engineers and customers

• Served as Sales Manager, resulting in placing company in top 5% nationally for construction/heavy equipment manufacturer

• Consistently achieved top sales performance rating in various award categories

• Achieved largest sales increase in company history within first year as Sales Manager

CAREER HISTORY

SALES MANAGER (12 YEARS); BRANCH MANAGER (3 YEARS);

TERRITORY MANAGER

Territory Manager, Bobcat West, a Pape Company, OR 2003–2010

One of the top five Bobcat compact construction equipment dealers in the United States

• Won sales contest for increase in gross profit in a recession year increasing profit by 20%

• Earned second place in sales contest during the first year of employment

• Increased sales of equipment and improved market share to as high as 80% while maintaining or improving gross profit

• Consistently in top 15% of all territory managers

Key Achievement: National leader in sales of product category

Independent Sales Representative, Direct Sales, LLC, OR 2001–2003

Manufacturer sales representative company

• Represented 20 manufacturers’ lines to construction, rental and tool dealers

• Recorded record sales in all product lines for territory during first year

• Negotiated with manufacturers to profitably add complimentary product to our line card

Key Achievement: Absorbed second territory in area of responsibility

Branch Manager, Pacific North Equipment/CQS, Inc., OR 1992–2001

Construction equipment sales and rental company

Sales Manager

Territory Manager (promoted to above positions)

Branch Manager

• Managed all aspects of branch, employing 25 staff in sales, rentals, parts, service and accounting

• Responsible for over $5,000,000 of inventory and equipment

• Reorganized branch to maintain volumes with fewer people

• Prepared yearly and quarterly budgets and monthly forecasts

Key Achievements: As first year Manager, improved branch operations, turning a $400,000 per year loss into profit

Sales Manager

• Improved rental utilization 20% in first year

• Placed company in top 5% of dealers nationwide for prime supplier

• Hired and trained new inside and outside salespeople

Key Achievement: Increased sales 30% in first year to $3,000,000

Marketing Manager, Water Logic, Inc., OR 1991–1992

Start up irrigation supply manufacturer

• Established distribution network throughout the Western United States for start-up company

• Wrote all marketing material, designed packaging, wrote installation instructions

• Set up customer tracking system

Marketing/Sales Manager, Wagner Electronic Products, Inc., OR 1986-1991 Manufacturer of electronic equipment for quality control testing in sawmills

• Initiated a multi-channel international sales and distribution network

• Concepted and designed new marketing material and trade show booth

• Established design parameters for new product offerings

• Invited guest speaker at several universities and association meetings

• Developed a greater profile at trade shows in the United States and Canada

Key Achievement: Increased company sales by 300% in five years to over $2,500,000

EDUCATION

Bachelor of Science, Business Management

Southern Oregon University, Ashland, OR

AFFILIATIONS

Rotary International ~ Paul Harris Fellow

Associated General Contractors ~ Steering Committee Southern Oregon Chapter

Jackson County Home Builders Association

Past President Southern Oregon International Trade Council

COMPUTER SKILLS

Microsoft Office Suite (Word, Excel, Power Point, Publisher)

Proprietary Software Applications

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