Sales Manager

Robert J. Grubar

**** **** ******** **** • Charlotte, NC 28209

704-***-**** • *******@***.***

PROFESSIONAL QUALIFICATIONS

• Accomplished sales executive and manager; extensive experience in manufacturing, distribution and retail operations.

• Proven success in developing long standing customer and end user relationships.

• Skilled in recruiting, developing, motivating and educating company sales reps and manufacturers’ reps.

• Skilled at creating, introducing, and managing advertising, sales-promotion, merchandising, and trade-show programs building corporate image, customer loyalty, and sales/profits.

• Consistent and proven record of meeting and exceeding sales and marketing goals.

EXPERIENCE

JIM LAIL AND ASSOCIATES,INC. MFG SALES REPRESENTATIVES, Charlotte, NC - 6/2010 to 3/2012

Marketing and Sales organization representing Hardware and Lawn/Garden mfgs in the Southeast.

Sales Account Manager- Managed the sales and distribution channels for western NC and

SC. Represented all (25) of company’s brands. Supported distributors, dealers, and regional retail chains with sales and inventory planning, marketing, product and program training. Established relationships with key accounts and work regional distributor trade shows.

• Increased sales in target dealer accounts over 10% from previous year.

• Established dealer call report system with tracking of mfg. programs penetration.

• Sold 3 new mfg.programs to major distributor Monroe Hardware Company.

THE BUILDING CENTER INC. (TBC), Charlotte, NC – 10/2002 – 10/2009

The Building Center is the largest independent lumber and building-supplies dealer in North Carolina.

1/2009 – 10/2009 Consultant for hardware program and coordinating company inventory at five facilities.

Hardware Manager. Manage building-supplies sales for all (five) dealer locations and 28 outside sales reps. Annual sales: $5.8 million. Guide dealer and outside reps in developing new business, making presentations

to key customers, implementing sales programs, and closing sales. Develop and manage sales and marketing programs. Conceive, create, and coordinate all direct-mail promotions to builders, contractors, and remodelers.

Responsible for all product-line purchasing decisions, and translate vendors’ programs into TBC’s distribution. Represent company at regional and national trade shows. Coordinate company’s annual inventory at five facilities.

• Formalized and structured TBC’s decorative-lock hardware program, resulting in elevating sales 50%, to $1million, over one year.

• Designed showrooms at the dealer locations to promote business with builders and their customers.

• Restructured hardware & building-supplies programs, and managed inventory turns, raising GMROI 1 percent.

• Design, implemented, and sourced private label pneumatic nail program from China. Resulting in increased sales of $100,000.

ROBERT J. GRUBAR 2

IR SCHLAGE RESIDENTIAL SECURITY & SAFETY, Charlotte, NC – 8/1997 – 9/ 2002

IR Schlage, a division of Ingersoll-Rand, is a leading manufacturer of residential and architectural hardware.

Residential Account Manager (1999-02). Managed the sales and distribution channels for western NC and

all of SC. Represented all (5) of company’s brands. Supported distributors, dealers, and regional retail chains with sales and inventory planning, marketing, product and program training, and mechanical & technical consulting. Established relationships and partnership programs with homebuilders to convert them to IR Schlage products.

• Grew sales substantially in 2000 (first full year in job). Became a sales leader in 2001, increasing territory sales 9.2% above objective despite losing sales to IR Schlage wholesalers outside the territory. One of only two RAMs in the Eastern Region to earn bonuses in 2001.

National Account Manager/Lowe’s (1997-99). Oversaw sales, promotions, and merchandising for all Lowe’s stores in 26 states. [Lowe’s is company’s second-largest account, representing (at the time) $20M in annual sales to IR Schlage.] Guided activity of independent service agency. Product-trained service reps and store personnel.

• Achieved 113% of 1997 sales goal. Increased sales 47% in 1998. Won annual performance award as member

of the National Account Managers’ team.

• Planned and sold two off-shelf events (OSE) that generated an additional $750,000 in fourth-quarter (1998) revenue. Predecessor had implemented only one prior OSE for 1997.

• Introduced new product line and merchandising; designed the planogram (using category-management techniques), and “sold” it to Lowe’s buyer.

ACTION HARDWARE INC., Charlotte, NC – 1/1996 – 7/1997

Action Hardware is a national distributor of commercial, architectural, and residential security hardware.

Sales Manager. Directed a team of eight manufacturers’-reps groups and six company reps who sold to, and serviced, distributors (contract-hardware, glass, locksmith), OEMs, locksmiths, retailers, and other commercial-hardware distributors nationally. Developed sales goals and incentive programs for company reps.

• Member of management team that reorganized company to isolate and strengthen functional areas.

• Developed a new second-sourcing program for key accounts.

• Increased sales 15% in first six months (vs. same period in previous year). Raised sales 16% in following

fiscal year through the addition of an architectural-product line.

ILCO-UNICAN CORP., Rocky Mount, NC – 12/1990 – 12/ 1995

IUC is a leading manufacturer of key machines and blanks, safe and pushbutton locks, and security hardware.

Eastern Regional Sales Manager. Directed seven manufacturers’-reps groups selling to distributors

(contract-hardware, locksmith, hardware) and home centers. Hired, trained, motivated, and supported reps. Developed promotions for reps and trade shows; managed trade-show activity. Assisted national accounts

manager in working with reps at co-op hardware shows.

• Helped merge the sales forces of IUC and its Simplex division. Then trained and managed this streamlined new sales organization.

• Co-developed “U.S. Partner” marketing program for key locksmith-distributor accounts.Despite mature market, steadily grew annual sales to $25 million in company’s largest aftermarket sales region. Exceeded average sales of other regions by at least 5% every year.

ROBERT J. GRUBAR 3

YALE SECURITY INC., Charlotte, NC – 6/1982 – 11/1990

Yale is a leading manufacturer of architectural security hardware, locksets, door closers, and exit devices.

Eastern Regional Sales Manager (Consumer Hardware Division, 1988-90). Directed a $12 million-a-year organization of manufacturers’ reps, until Yale merged its consumer and industrial divisions.

Field Sales Manager (Consumer Hardware Division, 1984-88). Assisted national sales manager in overseeing

national sales force of manufacturers’ reps. Developed forecasts, territory quotas, and general sales strategies. Assisted marketing manager with preparation of advertising and promotional materials and with trade-show participation. Trained sales reps in Yale products and programs.

• Converted 42 of the nation’s top 50 mass merchants to using Yale products.

• Created merchandising displays and promotional mailers for regional trade shows that increased trade-show sales 50% in one year.

• Created a light-commercial-hardware program that was an industry trend-setter and helped secure four top accounts. These and smaller new accounts generated $4 million/year in additional sales.

Marketing Service Representative (1983-84). Co-developed a national test program in Kmart Home Centers, and coordinated detailing. The success of this program led to Yale winning the Kmart account.

Yale Corporate Trainee (1982-83). Completed an intensive, six-month training program.

EDUCATION

B.A. in Economics (minor in Marketing), University of Florida, Gainesville, FL – 1982

Contact this candidate