Sales Manager

DAVID R. MORGAN

**** ********* **** • Columbus, OH 43212

614-***-**** • *****************@*****.***

Agriculture, Commodities, Original Equipment Manufacturing, System Integration, Process Automation, Food & Beverage, Chemical, Feed and Food Ingredients, Live Production

OBJECTIVE

A sales and/or marketing position in an organization seeking someone with 20 years of successful experience assimilating technical concepts and transferring into product benefits, generating new business in new markets, exceeding sales targets and providing exceptional customer service.

PROFILE

Technical sales professional with 20 years of experience in the business-to-business marketplace. Well versed in sales lifecycles, developing detailed sales plans and sales reporting. Able to build relationships with high level personnel and close large sales in heavily competitive environments. Able to move quickly into a sales territory, analyze and provide value to customers.

CORE PROFESSIONAL AND PERSONAL STRENGTHS

Key Account Management/Retention Customer Focused Sales Strategies Sales Tool Development

New Market Sales Development Integrity and Strategic Selling Skills Advertising Development

Strategic Planning and Implementation Competitive & Category Analysis Toastmasters

Sales Presentation Development Sales Budget/Forecasting Trade Show Management

Contract/Price Negotiation Sales Reporting and CRM Development International Business Development

PROFESSIONAL EXPERIENCE

HARDY PROCESS SOLUTIONS, Columbus, OH 3/11 to Present

Solution Sales Engineer

Hired to promote the sale of process automation equipment and solutions to food & beverage manufacturing operations, agriculture, mining and minerals, in Ohio, Michigan and Indiana. Solution selling skill set includes knowledge of complex automation principles and the ability to capitalize on Hardy’s current marketplace and offering to satisfy customer demand. Align the company’s KPI’s against the client’s expectation and needs and develop a structured account plan to achieve all goals and targets.

• Quickly moved into territory and won several large projects with major food manufacturing operations in Ohio.

• Developed new distribution with four large distributors in Ohio and Michigan. Trained and developed distributor sales force.

• Established new business with many OEM, System Integrators and Engineering Firms in Ohio and Michigan leading to new project business and opportunities to expand across territory lines and into other corporate manufacturing locations.

• Established new product applications in the agriculture (feed management) and tire manufacturing (OEM applications).

AMERICAN RED CROSS, BIOMEDICAL SERVICES, Nashville, TN 3/08 to 4/10

Donor Resource Development Sales Manager (Supervisor)

• Hired, developed and trained a sales force of 6 field sales managers with annual production exceeding $7 million.

• Drove continuous new business development process resulting in 300 new customers in two years.

• Developed time management system, sales training program and account management system in order that each Sales Representative can manage 40 – 60 accounts in a two month period of time increasing efficiency and reducing costs.

• Provide leadership and motivation to sales team in an intense goal driven environment where daily and monthly goals must be achieved in order to meet the regional demand for blood and blood products.

Customer base: all Nashville based major corporations, businesses, state and local government and manufacturing operations.

TROUW NUTRITION USA, Nashville, TN. Highland, IL 1/06 to 6/07

Southeast Regional Territory Sales Manager

• Responsible for developing new and existing business, margin management and market research in a 9 state territory.

• Delivered annual territory sales margin 20% above plan with first year sales over $200,000 by leveraging specialty ingredient sales expertise and food grade ingredient premix capabilities resulting in high margin repeat business.

• Established new business with six new high margin customers and 9 more in various stages of pre-sale development with sales cycle of 6-12 months.

Customer base: Regional Pet Food, Aquaculture Feed, Equine Feed and Equine Supplement manufacturing industries.

Decision makers included: Veterinarians, Food Scientists, Flavor Chemists, Nutritionists, Purchasing, Plant Managers and C-Level.

LODERS CROKLAAN, Nashville, TN; Wormerveer, The Netherlands 3/05 to 1/06

Industry Sales Manager, Animal Nutrition, North America

• Responsible for the sales development of three new ingredients for the US market. Teamed with R & D targeting specific applications and benefits providing the maximum value to both the customer and the organization.

• Increased sales of existing feed enzyme ingredient by 40% as value added feed ingredient to the Egg Layer Industry.

• Established $100,000 of new ingredient sales to the pet food industry through direct sales into manufactured brands.

• Established end use application of potato protein into canned dog food to maintain protein consistency of beef and chicken.

Customer base: all US Pet Food and Integrated Egg Layer operations.

Decision makers included: Veterinarians, Food Scientists, Flavor Chemists, Nutritionists, Purchasing, Plant Managers and C-Level.

JONES-HAMILTON CO., Toledo, OH 3/92 to 3/05

Sales and Marketing Manager

Specialty Products Division (1997-2005)

Agricultural Division (1992 – 1997)

• Held full responsibility for building the sales infrastructure to support the projected expansion of new business while translating initial product concepts into nationally marketed B2B product lines. Multiple P & L responsibility.

• Hired/trained/managed field sales force and directed cross functional teams.

• Responsible for U.S. dry chemical sales both direct and through distribution.

• Commercialized first branded specialty chemical PLT® Poultry Litter Treatment for Jones-Hamilton increasing sales from 100 tons to 7,000 tons annually in 5 years producing $3 million in repeat sales. Target market: Integrated Poultry Industry.

• Commercialized 4 new brands into new markets converting commodity chemical into specialty branded products with specific applications into the industries mentioned below.

Customer base: Flavor Companies, Food and Beverage Manufacturers, Pet Food Manufacturers, Pet Food Palatant Producers, Corn/Wheat Ethanol Producers, Integrated Poultry Operations, Gypsum Manufacturers, Pool Chemical Producers, Metal Treatment Chemical producers, Chemical Production and Water Treatment Manufacturers and U.S. chemical distribution network.

Decision makers: Chemists, Chemical Engineers, Food Scientists, Flavor Chemists, Nutritionists, Veterinarians, Purchasing Management, Plant Managers and C-Level.

JONES-HAMILTON CO., Toledo, OH 3/90 to 3/92

Sales Representative

• Increased sales of bulk (truck and rail) hydrochloric acid by $1.2 million annually in 5 state territory including Ontario, CA.

• Established purchase contract with Dow Corning for all hydrochloric acid production for resale into manufacturing and chemical production.

• Responsible for all dry acid distribution in 5 state territory (including Ontario, CA) and introduction/first application of dry acid as a value added product (Poultry Litter Treatment).

H. Heller & Co., White Plains, NY; Toledo, OH 1/88 to 3/90

• Responsible for the sale of rubber and plastic raw materials to manufacturing industries in a 3 state territory.

U.S. Air Force, Rome, NY 1978 to 1982

• Staff Support Administrative Specialist, Top Secret Clearance, Intelligence Office, E4

EDUCATION

University of Toledo, Toledo, OH 9/83 to 12/87

Bachelor of Business Administration, GPA: 3.0

Marketing and International Business, Design Minor

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