Sales Manager

ALAN R. GOLDBERG

** ***** ***** ****** *****: 973-***-****

Livingston, NJ 07039 Email: *************@***.***

OBJECTIVE

A challenging Sales/Sales Management position with a premier industrial company which offers diverse job opportunities and professional growth.

EXPERIENCE

Awisco Corporation, Maspeth, NY

Business Development Manager 2011-Present

Responsible for six-salespeople selling into numerous Welding, Industrial, Safety Accounts in the Metro-NY/NJ/CT markets as well as developing new business opportunities in non-traditional channels.

Danaher Corporation, Sparks, MD

Area Sales Manager, 2004 – 2010

Responsible for sales of Armstrong, Craftsman, Allen, GearWrench, Jacobs, Chucks, and Holo-Krome brands to all distribution channels ( industrial, contractor, and commercial markets ) in NJ, MD, DE, and Eastern PA

Developed, managed, and grew customer base of over 100 accounts

Developed and grew sales by over 20% annually at national account locations (Fastenal, AIT, MSC, and Wesco)

Deliver sales presentations via Power Point to large National Distribution Accounts (Fastenal and AIT etc.)

Effectively educate customers on how to use product via sales training meetings and lunch and learns

Make joint sales calls with distribution personnel on key end user targets

Igloo Products Corporation, Houston, TX

Commercial Sales Manager/East, 1992 – 2003

Serviced the contractor, industrial, roofing, electrical, welding, plumbing, rental, safety, fire, and agricultural markets

Managed 11 manufacturer’s representative organizations (45 individuals) covering 30 states

Opened 600 new distributors

Secured company affiliation with a key marketing association in the U.S.

Grew sales by an average of 15% per year, despite heavy competition and a mature market

Directed trade show activity in numerous distribution channels (industrial, welding, and contractor markets etc.)

Forecasted products and revenue annually which coordinated with production planning

Miami Carey Corporation, Cincinnati, OH

Eastern Regional Sales Manager, 1990 – 1991

Managed sales of kitchen and bath products to the wholesale and retail markets, which included the cooperatives do-it-yourself (DIY), plumbing, hardware, building, architects, lumber yards and installers, classes of trade

Opened 25 new accounts

Recruited, hired, trained, and managed 15 manufacturer’s representatives

Directly sold, serviced, and managed key accounts

Directed trade show participation

Named “Regional Sales Leader” in the 1st quarter of 1991 for selling 130% over quota

Sold 121% over quota in the 2nd quarter of 1991

Price Pfister, Pacoima, CA

Eastern Regional Sales Manager, 1989 – 1990

Managed 9 manufacturer’s representatives and 6 direct employees

Sold plumbing products to wholesale (Ferguson Enterprises etc. ) and retail markets (major chain stores in region)

Managed 6 employees at the NJ distribution center and ordered product mix from factory to be stocked at distribution center

Grew account base by 10% and sales by 15% in a soft market

Initiated and sold $350,000 specification and construction project for Trump Plaza

Bright Star Industries, Inc., Clifton, NJ

National Sales Manager, 1986 – 1988

Tier Level Promotion due to outstanding management performance on a regional level

15 Years employed with company

Hired, trained, and managed 13 direct sales representatives and 20 manufacturer’s representatives

Grew account base by 100% and increased sales by 15%

Sold to proprietary OEM accounts

Built sales forecasts that coordinated with production planning

Directed trade show activity in 10 industrial categories in the U.S. and Canada

Restructured territory layouts and developed new sales team

Revised bonus plan for direct salespeople

Regional Sales Manager, 1975 – 1986

Tier Level Promotion due to outstanding management performance on a district level

Hired, trained, and managed 11 direct sales representatives and 3 sales agencies

Performed key account sales to major national distributors ( Graybar, Westinghouse, and GE Electrical Supply)

Performed initial market research, designed merchandising, and packaging for new product line that was designed for the law enforcement market ( Night Watch 5 )

District Sales Manager, 1974 – 1975

Tier Level Promotion due to outstanding sales performance

Developed territory quotas and initiated new performance appraisal system

Grew sales in district by 20% and increased market penetration by 50% in 4 years ( doubled new accounts which created a niche for a new territory)

Responsible for direct sales for key accounts (NYC Transit Authority, Consolidated Edison, Western Electric, ADT, and Public Service Electric and Gas )

Sales Representative, 1973 – 1974

Sold to 26 different distribution channels (electrical, industrial, welding, contractor, retail, hardware markets etc.)

Won “Salesman of the Year” for developing the most new accounts ( mid-Atlantic region ) and grew sales by 20% annually

EDUCATION

Athens College, Athens, AL Bachelor of Science- Marketing

TRADE AFFILIATIONS

National Hardware Manufacturers Association (NHMA) Evergreen Marketing Group (EMG)

Industrial Distributors Association (IDA) Assoc. Contractors Distributors Int. (ACDI)

Specialty Tools & Fasteners Distributors Association (STAFDA) National Safety Council Assoc. (NSCA)

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