District Sales Manager

Business Development/Territory Sales Management

Knowledgeable business development and sales management professional with noted success in meeting and exceeding sales goals for a multi-state territory. Extensive experience developing the Hearth, Propane and Residential New Construction Markets primarily within the Southeastern United States. Particular aptitude for strengthening customer relationships utilizing a consultative sales style with an emphasis on listening to client needs. Known for effective collaboration with clients to customize sales programs and develop successful techniques and strategies to increase sales revenue. Key competencies include:

- B2B Sales

- Account Acquisition

- Account Management

- Product Training

- Business Development

- Customer Relations

- Consultative Sales

- Inventory Management

- Budgeting

- Contract Negotiations

- Effective Communication Skills

- Strong Interpersonal Skills

Professional Experience

Carfaro, Inc., Hamilton Township, NJ

Manufacturer of custom-fabricated aluminum railing and fencing for resorts, hotels, multi-family and residential communities.

Regional Sales Manager, Mid-Atlantic

Recruited by the Regional Vice President to join a newly formed national sales team.

• Utilize various prospecting techniques including online research, cold calling and networking to aggressively work a four state territory.

• Submitted $4,500,000 in bids during the first four months of employment.

• Follow up consistently with potential customers to foster relationships and convert leads to sales.

Tek-Rail, Newnan, GA

Manufacturer of the first SBCCI Building Code Certified Vinyl Rail product in the United States.

Territory Sales Manager, Mid-Atlantic

Quickly gained an understanding of company products, including appropriate applications and advantages over competitor products.

• Closed major projects with contractors and construction companies in Charlotte, NC; Jacksonville, NC; Greenville, SC; and Orangeburg, SC.

• Effectually diagnosed customer needs and applied solution selling approaches.

Monessen Hearth Systems, Paris, KY

Leading full line supplier of hearth products in North America.

Territory Sales Manager, Mid-Atlantic

Obtained an under-worked territory and was charged with evaluating existing customers, establishing realistic sales expectations and methods of assisting customers in meeting expectations.

• Increased annual sales for the territory to represent over 12% of total company sales among 21 Sales Representatives through leverage of industry knowledge and familiarity with territory.

• Successfully utilized strong persuasive skills to recruit high quality distributors as a method of increasing sales.

• Reported to Regional Sales Manager. Responsible for 13 product categories.

• Effectively managed 18 accounts including One-step Dealers and Two-step Distributors.

CFM Corporation, Mississauga, ON

First manufacturer of factory built fireplaces in the United States.

District Sales Manager, Mid-Atlantic

Acquired and managed the largest Majestic Fireplace Distributor in the Southeast.

• Successfully made in-roads against competition by acquiring Ferguson Enterprises as customers in multiple locations including, Raleigh, Greensboro, and Wilmington, NC; Newport News, Richmond, and Chantilly, VA.

• Produced total annual sales of over $7,500,000.

• Successfully managed corporate-level changes with customer base through clear communication of new expectations and direction and through new product training.

• Consistently recognized by customers as an industry expert and preferred Sales Representative.

• Received various sales awards including Most Improved Profit Margin, Greatest Percent Increase in Sales Dollars, and Greatest Increase in Sales.

• Reported to Regional Sales Manager. Responsible for 13 product categories.

• Efficiently handled 22 accounts including One-step Dealers and Two-step Distributors.

Primary Responsibilities

• Market research and industry networking to identify possible sales leads. Cold calling and on- site visits to develop customer relationships.

• Train, develop, and mentor distributors for the territory through on-site visits and joint sales calls.

• Troubleshoot products in the field, working with Engineering when necessary to resolve customer issues.

• New product launches into the marketplace to replace and/or enhance existing products.

• Analyze competitive product offerings in terms of features, benefits and price points.

• Maintain customer sales records, correspondence and quote files.

• Assist Accounts Receivable in matters of collection.

• Responsible for generating and submitting various sales reports such as budgets and forecasts.

• Attend national trade shows including the NAHB Show (National Association of Home Builders) and HPBA Show (Hearth, Patio & BBQ Association).

Additional Skills and Information

• Proficient in Microsoft Word and Excel

• Training received: Professional Selling Skills, Advanced Sales and Sales Management Training – Jim Pancero

• Willing to travel

• Fully equipped home office

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