Sales Manager

David V. Benfer, Jr.

***** ********* **** **. 704-***-****

Charlotte, NC 28277 db9mmw@r.postjobfree.com

PROFESSIONAL SALES EXECUTIVE

Sales & Sales Management Budget & Cost Control Inventory Planning

Strategic Market Planning Profit & Loss Analysis Technical Publications

Customer Relations

Competitive Pricing Strategies

Research & Development

Product Management Training & Staff Development Seminars & Workshops

Business Development Distributor & Dealer Operations HVAC & Energy Conservation

Able to identify market opportunities and capture the vision of an organization to drive sales and produce quality results. Exceptional organizational, problem-solving, and communications skills.

Extensive P&L experience for $25 million branch operation of major distributor. Reviewed operating statements monthly to track costs and project earnings. Assisted in credit policy development. Established job costing and bidding procedures.

Recruited, trained, coached, motivated, and developed successful sales teams. Managed customer relations and assurance, dispute resolution, and program development.

AMPLIFICATION OF EXPERIENCE

3D & ASSOCIATES, LLC, Charlotte NC 2001 – Present

Sales / Marketing Consultant

My Insurance consulting agency is dedicated to Asset Protection Management for individuals and small business owners. By providing an analytical approach to risk management, I help our clients protect their assets from various loss situations. Our emphasis is placed on finding the right solutions to their needs.

I have grown my agency to approximately $1 million in AV and have received recognition for my efforts from the world’s largest insurance company as well as having been named salesman of the year from my IMO.

I have developed sophisticated analysis tools and presentation materials. I have been contracted several times to train the agents of a large local agency on these methods and tools.

CARRIER ENTERPRISE, LTD / THERMO INDUSTRIES, INC. / CARRIER CORP. 1979 – 2001

Regional Residential Sales Manager – Carrier Enterprise, LTD, Charlotte, NC (2000–01)

After Carrier purchased Thermo Industries, they changed the organization and split the Carrier brand management into two pieces: Residential and Commercial. I was named Regional Sales Manager of the Residential Division, the largest ($38 million) and the most profitable division with full P&L responsibility.

Supervised 15 company sales reps and continued the sales plans I had previously established. Assisted in transitioning from an independent company to a wholly owned operation. Coaching and mentoring my sales staff continued to be a primary focus and I would travel and work with a different salesman weekly.

Had 2 customers win the Carrier Distinguished Dealer award

Was also the only manager on budget

General Sales Manager – Thermo Industries, Inc., Charlotte, NC (1992–00)

Thermo Industries was the independent distributor of Carrier products for North Carolina. It handled all products with the exception of centrifugal machines and had two branches, Raleigh and Charlotte. Each office was the mirror image of the other and each branch ran separately on a day-to-day basis.

David V. Benfer, Jr. Page Two

As the GM of the Charlotte operation I had full P&L responsibilities and was charged with turning the business around. The strategies I developed and implemented increased sales from $9 million to $28 million by 1999. This was done by expanding commercial sales and refocusing sales activities in residential markets.

Responsibilities included approximately 25 direct reports, P & L, sales, service, order entry, and all administrative functions. I began a strong program of mentoring and development of all reports. Training classes and joint sales calls were a common theme. I was responsible for all aspects of Carrier product lines and outside vendor lines.

With respect to the Commercial business, I developed new pricing programs, inventory levels, restaffed the operation including inside sales, outside sales, engineering sales. Created a controls products department and enhanced our service department by expanding staff and building a modern training facility. Also I crossed trained the entire sales staff. The result was an immediate jump in overall commercial sales, new contractor loyalties, and a 4+ point gain of market share. We also won the Willis Carrier Commercial Distributor of the year award twice during this time.

The Residential business moved forward with a new approach to managing the dealer base and very focused marketing. I created specific teams to cover the RNC, Replacement and Manufactured Housing markets. Our market share grew, but more importantly, our margin levels rose at the same time. We also increased our turns which improved overall branch profitability.

Regional Sales Manager – Carrier Corp., Atlanta, GA (1984–92)

Carrier made use of Regional Managers to focus the distributor base on various market segments. My focus was on the commercial market. I was the factory liaison, watched for program compliance, authorized marketing funds, controlled special pricing, and assisted the distributors when market issues arose. I routinely made sales calls with distribution representatives to Owners, Contractors and Engineers.

During this time I did a great deal of public speaking and assisted in customer development. In addition, I participated in bringing onboard new distributors. This involved a great deal of training on Carrier procedures, infrastructure and sales techniques.

My accounts were always ranked in the top ten Commercial producers in the country

Heavily involved in getting the VVT controls systems launched throughout the Southeastern U.S.

Created an application manual that allowed easier system integration with specific Carrier units and acted as a sales guide, making systems sales easier to grasp and increased closure rates

Also assisted in the packaging of systems via pricing initiatives.

Product Marketing Manager – Carrier Corp., Syracuse, NY (1979–84)

Promoted a variety of HVAC product lines. Involved in manufacturing, sales and distribution systems. Developed new product programs along with sales/marketing programs to launch these new products.

Wrote the current design guide for Variable Air Volume Systems applications

Developed Variable Air Volume control panels for large tonnage split systems

YORK INTERNATIONAL, York, PA 1975 – 1979

Product Marketing Manager (1977-79) … promoted from … Product Specialist (1975–77)

Managed energy conservation products and activity involved in a variety of R&D efforts. Actively involved with competitive product analysis and new product designs.

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