Sales Manager

John Monson

*** ******** *****

Alpharetta, Georgia 30009

678-***-**** (cell)

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

OBJECTIVE

Leverage my skills in Leadership, building Sales/Service Channels, innovating Consultative Solutions and Business Model Development in order to:

• create, build and manage a positive, dynamic and productive customer-facing organization;

• establish new methods and initiate technologies and best practices to demonstrate unique and quantifiable business value to key client base;

• tailor, sell and implement new programs to improve new market penetration and client relationships;

• expand revenues using a customer intimate and consultative approach to sales.

QUALIFICATIONS

18+ years of progressive responsibility in senior sales, marketing, and management with expertise in:

• Leadership/Motivation training

• Strategic Alliances/Partnerships

• Sales/Distribution Channels

• Contract Negotiations

• Best Practices Innovation

• Strategic Sales Consulting

• Market/Profit Optimization

• Value Proposition Development

• Problem Solving/Negotiations

• KPI Development/Reporting

• Creative Business Development

• C-Suite Relationship Management

• Sales/Marketing Leadership

• Six Sigma

• Competitive Market Intelligence

EXPERIENCE

National Accounts Manager 2010-2011

SupplyPro, Inc. – Automated Point-of-Use systems manufacturer

Director of Business Development

GreenAsics. – Energy efficient/Green lighting technology company 2009-2010

Vice President of Sales

Intelligent Document Systems, Inc. – Professional accreditation management solutions for First/ 2007-2009

Emergency response municipal agencies.

Director of National Accounts 2004- 2007

Atlantis Plastics, Inc. – Manufacturing polyethylene based films

Co-Founder

Arrowood Marketing, LLC, GA – Local sales/marketing consulting 2001 – 2004

National Account Manager – Southeast Region

Unisource World Wide, Inc., GA - $6b distribution division of Georgia Pacific 2000 - 2001

Manager National Applications – Manufacturing Segment

Zellerbach/xpedx (Division of International Paper), GA – Packaging distribution division 1994 – 2000

Branch Manager/Sales Manager

Burris Chemical, Inc., NC – Southeaster US distributor of commodity chemicals 1990 – 1994

EDUCATION and PROFESSIONAL

Bachelor of Science Studies, Textile Chemistry

North Carolina State University, 1982-1986

Numerous Professional Sales and Technical Training Certifications & Awards

Six Sigma Green Belt

CIVIC and VOLUNTEER

Elected Alpharetta City Council, 2005 - 2009 serving as liaison to Engineering & Public Works

Board of Directors – Alpharetta Convention & Visitors Bureau

Appointed to Alpharetta Economic Development Authority by City Council 2002, elected Chair 2004

Founded and served as President (4 years) for Homeowners Association

Eagle Scout, 1981; District Review Board 1990 – 1996

Alpharetta Rotary Club Member since 2001

ACHIEVEMENTS

Leadership/Strategic Sales Development

Tailored software and technology based complex sales training and channels development consulting practice to traditional vertical markets such as manufacturing, distribution, healthcare and financial services for InfoMentis, a leading consulting firm for sales/channel development to Oracle, SAP, Microsoft, etc. Results: Captured marketshare in untapped verticals leading to $4mm annual run rate revenues in new mid-market account base.

Developed and Implemented National Account program across two divisions of number 3 domestic manufacturer of polyethylene films. Directly accountable for profitability of over 80 million pounds (approx $90mm in revenues) of total capacity of 250mm pounds. Developed national relationships with new accounts, built infrastructure, reporting procedures, assigned key support roles, negotiated national contracts and implemented national roll-out of programs to over 25 field sales professionals. Differentiated and delivered unique value to very competitive commodity market with exceptional success. Results: Captured over $12mm in incremental revenues over two years with multiple year contracts with numerous Fortune 200 companies.

Led and motivated 70+ outside sales reports to grow national account portfolio from $2 to $14 million in 5 years for distribution and logistics division of Fortune 10 Company. Trained reps on reporting methods, implementing formal documentation processes, validating productivity cost savings through alternative products and methods i.e. cost avoidance, improved efficiencies, waste reduction; streamlined administrative processes, automation, environmentally friendly solutions and compliance with regulatory and international requirements; consulted on-site to further credibility and ability to deliver guaranteed productivity goals; coordinated with 30+ company managers and VPs to obtain allocation of resources to support programs. Results: Gained repeat access to senior corporate executive leadership; exceeded forecast every year in all national districts; developed successful national roll-out procedures for local sales reps; improved sales reps’ revenues and commissions average of 30%.

Orchestrated 3-way partnership among Zellerbach, AlliedSignal and second tier supply channel to support value proposition through expanded expertise and resources. Perceived idea to leverage productivity; collaborated on analyzing processes; eliminating waste and reducing costs in driving solutions from manufacturing through delivery; recruited and negotiated reduced pricing (3-10%) from manufacturers; identified poor performing client sites; scheduled seminars; trained internal sales reps; established reporting procedures; chaired meetings; implemented productivity projects. Results: Exceeded productivity goals by 80+% each year; strengthened channel commitments to company; elevated credibility and increased sales by $6+million annually.

Strategic Sales Solutions/ Market Optimization

Created unique business value and captured national Fortune 100 key accounts e.g. AlliedSignal, Boeing, GE, Honeywell, Rubbermaid, UPS, Levelor Blinds, Rolodex, Calphlon and Intercraft. Devised new sales methodology and implementation strategies; developed “C-Level” relationships; diagnosed business and financial objectives, cultural concerns, manufacturing processes, administrative and reporting methods; sold innovative ideas and effective solutions to achieve client goals; formulated strategic plans with executives to design documentable productivity program; implemented complex reporting systems. Results: Grew revenue by $13+ million; negotiated and renewed multi-year multi-million dollar contracts; new sales programs and methods adopted across $80 million company wide national account programs.

Expanded sales opportunities and locked out competition by beta testing and implementing new Oracle-based E-Commerce system as supplier to Honeywell. Reorganized data transmission across 12 business units into centralized system; coordinated project with client and third party data bank; produced catalog of 750+ line items for use in customer’s system. Results: Increased sales by $1.5+ million; improved client’s manufacturing facilities to comply with corporate directives.

Increased sales with AlliedSignal from $350,000 to over $10 million annually for 5 years. Examined processes; benchmarked overall efficiencies; identified and prioritized productivity saving opportunities; secured financial, labor and equipment resources from client; implemented productivity projects; engaged and incented outside sales reps and local client site managers to support; compelled company to invest resources to support initiatives; produced case studies; renewed contract twice for multi-year terms; reorganized transaction and reporting systems for new program. Results: Achieved highest ROI in company’s national accounts program; anticipated changes in procurement culture and processes within recently merged client enabling contract renewal with increased revenues; improved strategic position in supply channel; 250 case studies published as best practices across organization.

Reorganized UPS customer service and inside sales team for improved efficiencies; implemented communications procedures; created cost savings through productivity and reduced pricing. Formed strategic alliance with top purchasing executive; leveraged this relationship to influence decisions of others on team to keep Unisource as primary supplier. Results: Convinced UPS to retain $40mm contract with Unisource; Avoided the certain loss of $10 to $15 million of business; negotiated a two year contract.

Business Model Development/Transformation

Restructured sales, operating and pricing models in start-up Software Company to provide a solution that met critical federal compliance mandates for first and emergency response agencies. Identified key grant funding mechanisms to provide target customers in the public sector with funding for purchasing the solutions offered by the company. Results: Company was able to seek private investors with an attractive and profitable business model to either invest or purchase the company.

Developed new practice discipline for traditional vertical markets within traditionally software/hi-tech consulting firm. Expanded tailored programs to include value for manufacturing, distribution and other traditional markets. Results: To be determined. Entrée into these markets will require continued investment and management by the firm. These markets represent many fortune 100 companies and should provide a rich opportunity base for the newly expanded business model.

Opened new business-to-business marketing model targeted to local small businesses. Perceived idea to offer unique, personal, b-2-b network to facilitate client sales growth and market expansion; developed business plan; selected legal counsel; administered all incorporation and government filings; assumed capital risk; created trademark; selected software to facilitate administration and production of creative logos, designs and trademarks; introduced direct mail program; launched new business. Results: Grew revenue from $0 to over $200,000(run rate) per year in 7 months; established market awareness.

Created new business concept, Jokes on Us. Recognized opportunity; researched to validate; developed business plan; consulted with experts on business model; acquired funding; sold value of service to potential vendors; established supply channel; formulated marketing strategy and plan; developed marketing tool; recruited, hired, trained staff; negotiated and purchased supplies and equipment; negotiated vendor pricing and discount program; organized ERP system; acquired licenses and permits; launched business; operated. Results: Achieved profitability within 4 months of opening; duplicated in second market and diversified; business model and concept found today in “Take Out Taxi.”

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