Regional Sales Manager
Resume:
WILLIAM N. GUISE
Lawrenceville, Georgia 30043
*****@***.***
SUMMARY
Comprehensive sales experience in commodity as well as specialty manufactured resin coating systems, along with solvent, water, and polymer bases for the chemical industry. Over 20 years of consistent growth and increasing sales and marketing responsibility. Strong interpersonal and leadership skills. Widely experienced in executive level sales. Ability to handle difficult situations and interact well with all levels of management and customer contacts. Proficient in Batch Master, Word, Excel, PowerPoint and other office programs.
PROFESSIONAL EXPERIENCE
SCHOLLE CHEMICAL CORPORATION, College Park, GA 1993-2009
A custom manufacturer of solvent and alcohol based resin solutions used in the printing ink, adhesives, and paint and coatings industries; distributor of sulfuric acid to the battery and chemical markets; manufacturer of OTC pharmaceutical preparations.
Regional Sales Manager (1999-2009)
Directed sales and developed marketing plans for the Southeast, Mid-Atlantic, and Mid-South regions. Responsible for direct sales and managing efforts of several manufacturer representatives and inside sales representatives.
• Exceeded overall 2008 goal by record 13.5% through:
• increased sales by targeting certain markets with aggressive sales activity.
• booked improved margins in highly competitive markets with accurate intelligence.
• reduced inventory with quicker lead times by close coordination with target customers.
• improved cash flow created by scheduled follow up.
• Researched and developed customer service training program for new customer service hires by incorporating new computer system and re-writing existing training schedule which reduced training time by a third, and reduced response times to customer inquiries by one full day.
• Developed SOP’s for sales and customer service functions that were implemented to broaden FDA certification increasing medical sales profit margin by 45%.
Sales Representative (1993-1999)
Oversaw sales in Southeast region, and performed customer service and lab functions when needed.
• Launched a successful campaign in the Mid-Atlantic region by contracting with three of the largest five area accounts amounting to more than 500,000 pounds of increased shipments annually.
• Averaged an 11.5% increase over budgeted plan with respect to overall goals in sales, profit margin, and cash flow.
RHONE-POULENC RORER CORPORATION, Collegeville, PA 1982-1993
A top 15 manufacturer and marketer of ethical and OTC pharmaceutical products.
Respiratory Representative (1990-1993)
Promoted to newly formed position to target specialists and key generalists in respiratory care.
• Established a 34% average annual increase in specialty products by targeting top specialists.
• Launched new product category with 127% of first year quota placing first in district sales.
• Planned, coordinated, and implemented yearly budget of $17,000 for scheduling promotional speakers, conducting workshops, and in-service programs for support staff.
WILLIAM N. GUISE
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Managed Care Specialist (1989-1990)
Liaison between district of 16 sales representatives and newly created Managed Care Division.
• Increased target patient population by over 750,000 by providing sales support in the form of combined sales calls with the Professional Representatives in the metro Atlanta area.
• Developed training program for sales activities in Health Maintenance Organizations and conducted training seminars at district meetings increasing HMO sales average of 20% / year.
• Initiated sales to Kaiser Permanente amounting to 40% of the market in 9 months.
• Negotiated contracts with several buying groups and large clinics, resulting in 90% availability.
Professional Sales Representative (1982-1989)
Responsible for sales and service to accounts in Atlanta, Georgia area
• Overhauled entire territory to a unique grading system of decision makers that achieved sales results of 56.5% average annual increase of promoted products.
• Coordinated activities of sales representatives at six wholesale distributors resulting in average annual increase of 15% for all promoted and non-promoted products.
• Organized vacant territory eliminating 27% of ineffectual contacts and increasing sales by over 40% first year.
EDUCATION
Bachelor of Science, Biology, Georgia Southern University, Statesboro, Georgia
PROFESSIONAL DEVELOPMENT
Center for Professional Advancement, East Brunswick, New Jersey
Industrial Ink Technology
Water Based Polymers
Systema Corporation, Chicago, Illinois
Systematic Selling Techniques
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