Sales & Operations Manager

RESUME OF TERRY KROHN

**** ******** ***. ********** **, 48040-1582 OFFICE 810-***-**** CELL 810-***-**** HOME 810-***-****

email: **********@*******.***

CAREER SUMMARY

A COMPREHENSIVE AND WELL ROUNDED MANAGEMENT BACKGROUND WITH EXTENSIVE EXPERIENCE IN SALES, MARKETING, OPERATIONS AND LOGISTICS MANAGEMENT. SIGNIFICANT ACCOMPLISHMENTS HAVE BEEN IN THE AREAS OF SALES GROWTH, PROCESS IMPROVEMENT, STAFF DEVELOPMENT, COST REDUCTION AND PROFIT ENHANCEMENT.

QUALIFICATIONS & SKILLS

> Effective Communicator and Motivator

> Sales and Marketing Management

> Market Analysis and Strategic Planning

> Business Plan Development and Execution

> Budget Development and Management

> Recruiting, Team Building, and Development

> Process & Methodology Improvement Practices

> Root Cause Analysis Principles and Practice

> Customer Relationship Management

> National Accounts Management

> Multiple Channel Sales and Distribution

> Supply Chain and Logistics Management

> Purchasing & Contract Packaging

> Regulatory & Safety Compliance

> Facilities & Asset Management

> Fleet Maintenance Operations

>

PROFESSIONAL DEVELOPMENT

> Planning, Organizing & Time Management

Dunn & Bradstreet Education Services

> Effective Customer Relations

Dunn & Bradstreet Education Services

> Creative Problem Solving

Dunn & Bradstreet Education Services

> Sales Team Building

National Sales Development Institute

> Pricing Strategies & The Law

University of Wisconsin Business School

> Total Quality Management

Skill Path Incorporated

> The Dynamics of Personal Goal Setting

Success Motivation Institute

> Sales Management & Motivation

Success Motivation Institute

> Sales Team Management

American Dairy Association

> Fleet Safety & F.M.C.S. Compliance

J. J. Keller & Company

> Sales Champ II

American Dairy Association

> Sales Champ I

American Dairy Association

> Personal Best / Goal Setting

Bureau of Business Practice

> Sales Management & Organization

Bureau of Business Practice

EMPLOYMENT HISTORY

2008-2009 Regional Operations Manager Central Irrigation Supply

Wholesale Distributor Serving the Irrigation, Drainage, and Landscape Lighting Industry

Primary responsibilities consisted of managing the daily operations of two distribution centers serving the Michigan market. These duties include Sales Management; Customer Service, Logistics Management, and Staff Development, Secondary responsibilities include A/R Management, Vendor Relationship Management, and Fleet & Facilities Management.

> Increased Sales Volume and Operating Margins

> Developed Comprehensive Market Analysis

> Facilitated Contractor and Staff Training Utilizing Vendor & Industry Resources

2003-2007 Distribution Center Manager The Scooter Store

Durable Medical Equipment Supplier Specializing in Powered Mobility Products

Primary responsibilities consisted of managing the daily functions of a distribution and customer service center serving Eastern Michigan and Northwest Ohio. These duties included Scheduling, Inventory Management, Order Fulfillment, and Customer Relationship Management. Secondary responsibilities included Staff Training and Development, Medicare Compliance, A.C.H.C. Accreditation, Vehicle and Facility Management.

> Opened new facility, hired and trained staff

> Achieved A.C.H.C Accreditation

> Successfully cross-trained the staff to serve in a dual role capacity as both delivery/set-up and service technicians

> Facilitated advanced service training for all technicians

> Set up an in-facility repair shop equipped and staffed to carry out all maintenance functions on powered mobility equipment

> Successfully maximized revenue generation while remaining within Medicare and Manufacturers guidelines for allowable costs

> Consistently delivered results among the top five Distribution Centers in the country in the areas of gross sales, net profits, and efficiency

2001-2003 Fleet & Facilities Manager Dough-Re-Mi Company Ltd.

Area Developer and Licensed Franchisee of Krispy-Kreme Doughnuts for the State of Michigan

Primary responsibilities included the day-to-day operations of a central commissary facility supporting multiple retail locations, and providing finished sweet goods to wholesale customers. Secondary responsibilities included O.S.H.A. & D.O.T. compliance, facilities management, call center operations, and assisting with the development and implementation of a sales & marketing plan.

> Developed & implemented policies & procedures related to the operation and maintenance of the physical plant and delivery fleet

> Negotiated and administered agreements for fuel, fleet maintenance and facilities maintenance with outside vendors

> Established an in-house maintenance staff to handle light repairs and daily maintenance

> Developed job descriptions and training programs for drivers and warehouse staff

> Developed and implemented a routing system for wholesale deliveries

> Developed and facilitated training for the call center staff

1998 - 2000 Operations Manager Dyck Security Services

Full Service Physical and Electronic Security Services Firm

Primary responsibilities were directing the daily operations of five operating departments; Uniformed Guard Service, Armored Transport, Alarm & Access Control Sales, Installation & Service, and Central Station Monitoring. Secondary responsibilities involved planning, human resources, training, and revision of the company standard operating procedures and service contracts.

> Changed the corporate culture from para-military to customer service driven

> Instituted a zip code based installation & service scheduling program

> Instituted an in-house training program

> Streamlined armored car operations reducing labor costs by approximately 15%

> Secured a national dealer franchise for alarm systems

1992 - 1997 General Sales Manager London’s Farm Dairy

Full Line Dairy Processor Supplying the Grocery and Food Service Trades

Primary responsibilities included staff recruiting, training, and development, key account management, new business development, sales & marketing plan development, retailer and distributor development, process improvement, and price file management. Other responsibilities involved product development, purchasing, market research & analysis, advertising & public relations, distribution, budget development, credit management, and corporate P&L.

> Reorganized the sales department according to functional and geographic criteria

> Developed and facilitated staff recruiting, training, and development programs

> Established an in-house marketing department

> Expansion of the market area served to include Ohio and Indiana

> Combined the sales, marketing, order-entry, and transportation departments into an integrated customer service call center

> Merged individual customer price files into six categories based on trade type and volume

> The operations of five distributors and one competitor were acquired and merged into existing operations resulting in distribution efficiencies and a higher level of control, sales were increased to in excess of

$ 60,000,000 with distribution in three states

> Member of several cross-functional teams including Corporate Executive Board, Safety Committee, and Employee Grievance Board

Prior To Being Promoted To Sales Manager, Valuable Experience Was Gained As I Successfully Served The Company

As A Sales Representative And Distribution Manager.

EDUCATION

Graduate College Prep / General Studies, Port Huron Catholic High School

Bachelors of Business Administration / Major in Marketing, Trinity University

REFERENCES

Upon Request

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