Executive Sales Manager
Resume:
James J. Hlavin
Bolingbrook, IL 60440
******@***.***
Professional Profile
Executive Sales Management
Highly successful sales management career based on the consistent delivery of profitable new business. Special expertise in the development and maintenance of productive multi-channel commercial and governmental distribution networks within the manufacturing industry, in both the domestic and international markets. Assignments have included multiple successful turnarounds and a division start-up.
Ø Management – Every assignment has resulted in double-digit revenue growth. Strong capabilities include market analysis, strategic planning, sales team development and maintenance, communication of expectations, issue resolution, time management, and providing monitoring/guidance to ensure goal completion. Experienced manager who understands the art of relationship building with customers, and how to work with people to accomplish objectives.
Ø Marketing - Ability to ascertain market indications so as to effectively expose the product. Have worked integrally with company Marketing Departments on product promotion utilizing multiple media including print and Internet advertising, direct mail, telemarketing campaigns, web site design, spiff programs, and trade show participation.
Ø Communication - Effective communicator who has the ability, in a mature and reasoned way, of bringing sides together to form a common understanding. Astute presenter with comfort in front of a wide range of audience types and in various settings.
Ø Technology – Proficient in the use of various CRM programs to monitor sales opportunities, as well as with lead generation software and Microsoft Office.
Managerial Experience
2007- 2009 The Gunlocke Co., Wayland, NY
Division Manager, North Central Office furniture manufacturer
Responsible for the generation of all sales revenue within a 17-state region. Gunlocke is a leading manufacturer of premier private-office wood casegoods furniture, conferencing solutions, and seating. The primary selling channel is through dealer distribution (about 100 in the division) to both commercial and governmental sectors, with purchasing influencers that include design firms and commercial property brokers.
· Increased sales 30% in a difficult economic environment in 2008 (resulting in the winning of the company’s “Division of the Year” award) through heightened expectations, accountability, communication, and strategy implementation
· Increased division governmental (GSA) sales by 61% in 2008 through increased attention to military bases and veterans’ hospitals
· Increased sales 50% in 2008 at the company’s largest dealership, incorporating increased attention, resource provision, and communication in all aspects of the relationship
· Led all division territories (7 total) to sales increases in 2008, with the exception of one
· Revitalized, through effective guidance and motivation-building, a discouraged Chicago-area team, and helped it to realize an 18% sales increase in 2008
· Instrumental in the development and implementation of the company’s new lead generation program
2003 – 2007 Tornado Industries, Inc., Chicago, IL
Director of Sales Cleaning equipment manufacturer
Responsible for the generation of all company sales. Tornado is one of the leading manufacturers of commercial cleaning equipment in the United States. Selling channels include dealer distribution, direct national accounts, wholesalers, and government. The sales force consists of regional managers, national account managers, direct territory representatives and independent manufacturer territory representatives.
· Increased sales 82% in a 4-year period by building a new sales team that grew customer base 25% (from 400 to 500 dealers) and revitalized older relationships
· Achieved revenue growth of 14% in 2006 and 24% in 2005
· Reversed 5 years of sales declines with a 31% increase in 2004 using multiple selling channels, primarily dealer distribution and direct national accounts
· Revitalized rep group performance through new hiring (changed 17 of 20 groups) and effective management (communication/performance monitoring)
· Created, from virtually nothing, a solid company sales infrastructure that included regional managers and national account managers
· Managed the pursuit of all governmental (GSA) sales, with personal responsibility for all aspects of contract administration
· Managed the effective and professional Customer Service department
· Developed a new independent representative structure targeting the food service industry
· Obtained product certification and approval from independent organizations such as the Carpet and Rug Institute and Tandus
· Introduced and managed highly successful marketing programs (advertising, website, public relations, product promotions, dealers spiffs, direct mail, trades shows) targeting distributors and end-users
· Directed all aspects of the company’s successful product training sessions
· Guided all new product launches from conception to field placement
· Introduced and implemented a new contact management software system
2001 – 2002 Richards-Wilcox, Inc., Aurora, IL
National Sales Manager Filing equipment manufacturer
Responsible for all aspects of sales generation for the company’s most important and profitable product, an $11+ million line of rotary storage files.
· Established sales increases of 17% in 2001 and 11% in 2002 while competition saw double-digit declines in a very difficult economic environment
· Rebuilt, re-energized, and refined a distribution network of 160 contractual dealers
· Created a productive 14-member independent rep organization from virtually nothing
· Improved governmental (GSA) purchases to a 26% segment of all sales, up from 16%, with direct oversight of a GSA Sales Specialist
· Inspired, introduced, and implemented the product line’s first innovations in 25 years
· Drove product marketing initiatives, from advertising to website development
· Introduced and implemented a new contact management software system
1995 – 2000 The Marvel Group, Chicago, IL
International Sales Manager Office furniture manufacturer
Established a new position to market the company’s broad line of office furniture products to the international arena. Responsible for the generation and servicing of all international sales.
· Built a global network of 25 dealers from virtually nothing, generating over $3 million annually
· Turned an ailing Central American dealer into one that generated over $400,000 annually by eliminating outstanding issues and giving it the attention it deserved
· Achieved proficiency in all aspects of international business, from documentation to negotiations
· Developed an understanding of foreign cultures and perspectives through extensive travel
· Worked as GSA Contract Administrator for a 2-year period while also conducting the duties of International Sales Manager
· Began as Customer Service Manager for a one-year period, with responsibility for all aspects of customer and product services
Earlier Experience
From 1983 to 1995 I managed and successfully turned around several retail locations (including the largest) for MC Sports, a 65-store national sporting goods chain, while winning multiple awards for sales growth, store appearance, and loss prevention.
Education
MA, International Relations, University of Chicago (“honors” for Master’s thesis)
BA, Political Science, University of Iowa (Cum Laude, Phi Beta Kappa, Dean’s List, Mortar Board, Track & Field Letter Winner)
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