Sales Manager

RICK GUERIN

**** ****** **** ****: 630-***-****

Lisle, IL 60532 Cell: 630-***-****

************@*****.***

PROFESSIONAL SALES MANAGEMENT/EXECUTIVE

Managing Sales Professionals, Successful at Securing New Business, Building Top-Producing Clients & Generating Revenues and National Results

QUALIFICATIONS & PROFILE

National Sales Force Management • New Business Development

Consultative Sales • Major Account Management • Sales Forecasting • Market Analysis • Solution Selling

Marketing/Compensation Programs • Web Solutions • C Level Presentations • Training/Coaching • Attracting/Keeping Talent • P&L Responsibility

Results-driven, achievement-oriented Sales Executive with 15 years of progressive sales/management experience. Excellent time management and organizational capabilities, and outstanding interpersonal, negotiating and sales closing skills. Committed team player and strong proponent of an optimistic mental outlook, energy and attitude, and dedicated to a positive reinforcement management style – consistently successful in motivating, mentoring, training and inspiring others to higher levels of performance. Strong leadership techniques and professional attention to detail supplemented by the ability to influence others. Understand and stress importance of communicating expectations to all facets of the organization.

PROFESSIONAL EXPERIENCE

BLOCK AND COMPANY, Wheeling, IL 2008 to 2010

Block and Company is a $100 million family owned specialty manufacturer and distributor of money handling supplies and security equipment to banks, credit unions, retail, grocery, gaming, restaurants and retail.

National Director of Sales

Reported directly to CEO. Directed entire sales organization in strategic analysis, planning and implementation of aggressive sales plan for Block business unit. Led inside and direct sales forces, sales managers and the sales support team, as well as the overall sales philosophy and game plan. Oversaw hiring, training, coaching and overall sales development of sales producers and managers. Philosophy built around a RGA methodology: retain, grow and acquire from a multi-channel attack that included an inside sales team, direct sales team, web programs, and direct marketing. Created long-term value for current clients as well as prospect base. As part of the acquisition attack, personally maintained national sales list of executive accounts, including major financial institutions and large retail, serving as primary contact at a decision making level. Participated in discussion and decisions in the daily operations of the business as well as due diligence for acquisition candidates.

• Reorganized inside and outside sales organizations resulting in reduced staffing and more efficient client coverage and time to market. Reduced selling expense by 25% while maximizing sales coverage model.

• Owned sales budget and had P&L responsibility for the business unit. Monthly, quarterly, and annual goals were established and driven to achieve for the sales organization while remaining profitable and established a percentage of sales that benefited the organization and the sales force.

• Collaborated daily with director of multi-channel marketing regarding web development and e-commerce, direct marketing, sales support and development of innovative products and solutions for the company. Best practices shared throughout the sales organization. These practices included maximizing communication channels, best use of sales technologies, and recognition of sales and support departments.

Rick Guerin Page 2

• Led efforts and established business with major Tier 1 accounts which included Wells Fargo, Bass Pro Shops, Publix, Target, Walmart, US Airways and Hy-Vee. Increased and gained incremental overall revenue in these accounts by $750,000 to $1 million.

• Opened multiple new markets for sales penetration nationally as well as established sales channels in Puerto Rico, the Dominican Republic and in Canada. Projected to increase market share by 10% or more in targeted markets.

• Quarterly business reviews presented to the Board of Directors with a review on past actions and results and an emphasis on future initiatives and sales successes. Overall budget conversations, personnel decisions, account and prospect reviews by region and executive lists as well as sales/marketing initiatives being the focal points.

OFFICEMAX, Naperville, IL 2005 to 2008

OfficeMax Incorporated is a $8 billion leader in both business-to-business office products solutions and retail office products.

Regional Sales Manager

Oversaw entire sales process for various sales and marketing activities for a multi-state territory. Held management position over 10-15 corporate account managers and senior account managers covering the Midwest. Pioneered matrix management style in having to build and maintain relationships with multiple facets of the organization including corporate business, contract business, retail and internal operations. Constantly expanded to new territories and looked for new avenues to maintain and expand business opportunities.

• Ranked number 2 district in country for percentage to plan in 2007 with 31% growth over 06. Ranked number 3 district in the country out of 23 for percentage to plan at 110% for 2006 YTD. Honored with 2006 Presidents Club for District Sales Managers.

• Developed and implemented partnership with the Contract side of the business to approach and penetrate new OfficeMax products and services within our largest customers and prospects.

• Led 100% of account managers at or above plan for the year in 2006. Managed the only district that has that distinction in the company.

• Served on Executive Team which selects key components needed for success in management and the sales process.

• Developed and presented training workshop that was distributed to all account managers, senior account managers and operations across the territory and multiple districts.

• Successfully launched new performance development tool and program for developing and coaching current account managers looking to move forward in their careers.

• Achieved top-ranking and outstanding personal sales and management record, including back-to-back top 20 Major Account Managers percentage to plan finishes and #3 in 2006 percentage to plan out of 23 districts as District Sales Manager and number #1 in territory.

FEDEX KINKO’S, Chicago, IL 1998 to 2005

A $35 Billion shipping company that purchased Kinko’s and utilized their locations for print and shipping services. It is now known as FedEx Office.

Rick Guerin Page 3

Major Account Manager, Market Manager (2002 – 2005)

Responsible for setting up accounts and contracts for major companies to handle their document creation needs. Worked directly with CEO/Executive level customers on a strategic planning for outsourcing business solutions. Involved in the hiring and training of new account managers and building their monthly/yearly quotas. Ability, on a constant basis, to function in a fast-paced environment, and to partner with the operations team to achieve goals and objectives. While exceeding quota, responsible for downtown account managers training, reporting, and results. Key contributor in development of detailed sales process as market manager.

• Achieved and exceeded plan in 2003 and 2004 at 110% and 118% respectively.

• Spearheaded sales and marketing campaigns for a group of account managers in the Chicago land region. Led the account managers through the entire process from training to sales calls to closing the sale.

• Successfully closed the largest accounts in the Chicago Market over the course of 12 months. Closed Bank One, Chicago Public Schools, Accenture, and ABN AMRO to national deals which utilized our facilities management capabilities as well as local solutions. Increased business by over $1 million nationally for the organization with these accounts.

Corporate Account Manager, Kinkos’s (1998 – 2002)

Responsible for setting up accounts and contracts both tactically and strategically for their document creation needs. Involved in setting up corporate pricing, corporate presentations, and assisting internal print shops with overflow work. Involved in the hiring and training of new account managers.

• Consistently met and exceeded monthly, quarterly and annual goals of over 100%.

• Led direct sales calls with senior executive management. Consistently demonstrated outstanding presentation, negotiation and closing skills as well as the ability to close the deal and maintain the relationship both internally and externally.

• Collaborated extensively with clients and prospects to identify needs, conducted needs assessment, determined business strategy, and defined sales structure to gain market share and increase revenues.

TIME WARNER, Milwaukee, WI 1995 to 1998

A billion dollar leader in the cable industry and a leader in fiber optics. Part of the Time Warner family.

Account Executive

Consulted and sold to media buyers and businesses the power of cable television advertising. Achieved new accounts through a combination of cold calling, creative promotions and maintaining new customer relationships. Responsible for direct communication between advertising sales and client/agency. Worked on entire sales process from initial meeting, proposal writing and production to billing. Thorough knowledge of numerous cable networks, programming, and demographic profiles. Developed and executed creative promotions using resources available from various cable networks with the sales manager and other team members.

EDUCATION / TRAINING

Bachelor of Science in Communications – University of Iowa; Iowa City, IA-1995

Miller Heiman Sales and Sales Management Workshops

COMPUTER SKILLS

Proficient in Outlook, Microsoft Word, Excel, PowerPoint

Letters of Recommendation Available Upon Request

Contact this candidate