Sales Manager

H.J. (JIM) BUTER

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

*** ******’s Run Circle

Holland, MI 49423

Phone: 616-***-****

SALES AND MARKETING EXECUTIVE PROFILE

Senior sales and marketing executive, with 30-year progression of more responsible positions in building products, and furnishings industries. 17 years mid and senior level management with P/L accountability. Motivational leader with reputation of becoming expert in new markets; quickly producing significant revenue increases, most recently as Sr. Management Sales/Marketing Consultant.

Areas of management expertise include:

●Strategic market planning ●Product management/ branding

●Creating image and sales tools ●Leading Start-ups and Turn- arounds

●Growing revenues / opportunities ●Consultative value-added selling

●Hiring/Managing salespeople ●Innovative marketing plans

●Increasing key account volume ●Motivating and managing sales reps and dealers

PROGRESSION OF ACCOMPLISHMENTS

▪ Consistent top sales person nationally, with highest year at 305%.

▪ Top National Accounts salesman (425%), yielding promotion to National Accounts Manager.

▪ Achieved 160% to 184% of objectives as National Accounts Manager, securing key target accounts.

▪ Averaged 120% as Technical Sales Manager of larger corporation, with high of 188%.

▪ Grew sales for start-up to $10 million in three years, resulting in profitable company sale.

▪ Managed $120 million brand development project, then led sales of new brand to $80 million/year.

▪ Grew educational interiors sales 190%, increasing national sales to over $300 million annually.

▪ Successfully turned around/grew 5 companies as Sr. Mgmt. Consultant, averaging 35% yearly growth.

PROFESSIONAL EXPERIENCE

Educational, Industrial, and Office Management Consulting (2002-Present)

Partner, Holland, MI

Led three turn-arounds, a merger, and major company growth, as Sr. Manager of Sales & Marketing:

Turned-around building materials manufacturer. Wrote/implemented marketing plan including: strategic pricing program, new to-market strategy adding distribution, hiring new sales team, updating website and collaterals, diversifying product offering. Personally grew major accounts; securing two largest accounts in firm history, and partnering with client to add recycled content to their product, reducing weight and cost, adding R-value. Grew sales 30%, to highest backlog in company history.

Managed turn-around of furnishing firm as Sales VP. Signed group purchase agreements for 2500 colleges, led brand development of 4 new product groups, and redesign of primary product. Implemented strategic pricing and distribution plans, redesign of primary showroom, and sales aids, increasing sales 25%.

Restructured and doubled revenues of failing wood products producer as Director of Marketing. Developed new business plan, adding 9 product groups; creating new image, ad programs, collaterals, and interactive website. Hired sales rep team, expanded distribution, and implemented distributor POS display programs, while doubling Key Account sales. Increased sales 50% 1st year, and 30%, thereafter.

Created new strategic plan, merging five educational furniture and equipment firms into an integrated single-source educational supplier. Hired new sales force and led development of new products using less expensive outside design resources. Increased sales 20% to $190 million per year.

Grew budding building products firm by helping diversify market segments, and tripling project opportunity funnel. Value engineered product offering to increase competitiveness, re-emphasized selling value vs. price, added sales people, and improved collaterals. Increased volume 40%, and doubled backlog; empowering new distribution strategy.

Educational and Institutional Cooperative Inc. (1998-2002)

Director of Integrated Interiors, Grand Rapids, MI

Led sales/marketing of interiors and building products for education market. Wrote/implemented new marketing plan; created all collaterals, published case studies and magazine articles demonstrating creation of better learning facilities by integrating new technology, learning methodologies, and Furniture, Fixtures, and Equipment. Hired and managed sales, design, and installation staff. Grew interiors sales 190%, pushing national revenue to $300 million yearly.

Steelcase, Inc. (1993-1998)

Business and Development Manager, Grand Rapids, MI

Recruited by previous HMI VP to help lead marketing development of portfolio of 10 architectural building

product lines and furniture products. Led market and product research, including validation of marketability

with GC and Developer communities, and product features with A/D community. Managed acquisition &

partnering efforts, beta-site testing, and product commercialization. Trained pre-sell team that expanded from

1 to 15 people, achieving $80 million in 1st year (130%), resulting in move to lead educational market sales.

Altura Architectural Products, Inc. (1990-1993)

Director/VP Sales and Marketing, Dallas, TX

Directed sales and marketing of HMI spin-off; marketing portfolio of interior framing, doors & hardware to developers and GC’s. Managed development of unique framing system that allowed pre-construction sale for entire buildings at competitive prices, but allowing customization of appearance (shape, style, colors & face trim) at build-out, to meet individual tenant preference. Thereby creating a competitive advantage - reducing bidding and increasing revenue and margins. Created all collaterals and sales aids. Hired and managed 15 independent sales agencies. Grew sales from 0-$10 million, resulting in profitable firm sale, and recruitment by Steelcase.

Herman Miller, Inc. (1982-1990)

Technical Sales Manager, Dallas, TX

Recruited by former Westinghouse VP. Progressed through cross-disciplinary marketing and sales positions. Cross-training included in-depth Voice of the Customer and House of Quality test market validation; beta-site testing; and development of strategic market plans using the 4-P’s. As product manager, led development and branding of moveable building walls and participation in Ethospace development. Led sales of Integrated Interiors, combining walls, furniture, and building elements. Implemented new sales strategy, new sales tools, and collaterals; resulting in less bidding, and increasing revenue and margins. Led Technical Sales team to $120+ million in sales, with highest year at 188%.

Westinghouse Corporation (1979-1982)

National Accounts Sales Manager, Grand Rapids, MI

Recruited as national account sales person, led the team at 425%, before promotion to National Account Sales Manager. Exceed goals at 160% to 184% as National Accounts Manager for 3 years, while signing numerous national contracts, securing key target projects, and growing national sales revenue.

Steelcase, Inc. (1975-1979)

District Sales Manager, New Orleans, LA

Progressed quickly through several increasingly more responsible sales positions, to triple revenues of furniture in 2-state territory to $11+ million (300% of goal), using consultative selling style, while expanding distribution and A & D relationships.

EDUCATION & ADDITIONAL SKILLS

B.A., Business, Hope College. Post graduate work in management and architecture. Acquired computer

literacy and proficiency in numerous software groups including MS Office, Access, Photoshop, SalesForce,

etc. to maximize productivity, and creativity for strategic plans, products, programs, and promotions.

PROFESSIONAL AFFILIATIONS

Numerous organizations including SIPA, CISCA, AWI, IBD, KCMA, WCMA, NAEP, ASBO. Board of Directors of SIPA and previous Facilities Advisory Board of BYU. Former Planning Commissioner, and church elder.

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