Sales Manager
Resume:
Perry J. Dwars
Chesterfield, MO 63017
RES: 314-***-****
E-MAIL: **********@*****.***
PROFILE
Twenty-year Technical Sales Executive who has never missed a sales target. Consistently exceed goals in changing, growth-oriented environments. Proven record of leading and coaching Sales Teams and partnering with Dealer Networks, OEMs, Manufacturers’ Reps, Service Contractors and End-users to develop and execute successful sales and marketing strategies. Solid and grounded leader with real success in growing both profit and people. Outstanding business acumen.
AREAS OF EXPERTISE
Market Research, Analysis, Program Development Growth Strategies
Sales Training & Coaching P & L, Budgeting, Forecasting
Acquisition Management & Integration Business Planning
Building Sales & Service Distribution Channels Technical Equipment Sales
SELECTED ACCOMPLISHMENTS
Dealer Networks/Distribution Channels
• Upgraded mom-and-pop dealer network to professional level resulting in 200% increase in sales
• Increased off-season sales 25% by creating dealer program for different sized markets
• Developed 1st national account program for #1 dairy in North America, with 40 locations, resulting in 5% contribution to division
• Achieved 9% sales increase and exceeded EBIT goal by 2% through creation, implementation of dealer network standards
• Boosted commercial sales volume 50% by expanding dealer network from 6 to 60 and increasing available inventory
• Pursued and won new dealers to network, realizing $9m in profitable growth
• Developed management process that increased sales profitability by38%, market expansion by 400%
Process Improvements
• Streamlined order process so that quotes were generated in less than 24 hours
• Asked by company President to manage acquisition/integration of additional facility; yielded additional production capacity of 50%, and additional 12% in revenue
• Maximized profits by reducing Outstanding Receivables from 65 to 28 days; managed discount levels for channel partners
Sales Training/Education/Coaching
• Coached dealers in establishing yearly targets, budgets
• Developed “Ease-of-Conversion” training program to win contractors from industry leader
• Trained dealers on functionality, applications, benefits of products
Creative Sales Strategies
• Leveraged relationships throughout customers’ companies to identify, secure funding for capital expenditures
• Used Vibration Signature Analysis as sales tool to help customers predict equipment failures, then budget for repairs/rebuilding/replacements of machine
Awards/Recognition
• Region Sales Director of the Year – 67% above quota, national program, highest profitability 43%
• Regional Sales Manager of the Year - Achieved highest margins
• Sales Engineer of the Year - Exceeded peers’ sales target by 60%
• Chosen to participate in corporate Cross Collaboration Committee, to share and apply Best Sales Practices
PROFESSIONAL EXPERIENCE
Fieldserver Technologies Division of Sierra Monitor Corp, Milpitas, CA 2011-2012
Central Region Sales Director
Responsible for 17 states and Central Canada. Sales and Marketing of Gateways to connect building modalities to Building Management (SaaS) Software. MetasysN2, Summit Tracer, BACnet, LON. Developed many key suppliers: McQuay, Trane, Multistack, Micrometl, Siemens. Over $1,000,000 in sales
Kromschroder Inc, Hudson, OH 2006- 2008
Director of North American Sales
Created sales channel network in North America for $6m combustion controls manufacturer to HVAC industry( Carrier, Fulton Boiler), boiler markets, make up air units including; shut-off/solenoid/butterfly valves, actuators, regulators, blowers and safety controls systems. Responsible for P & L, forecasting, pricing, industrial market analysis, and 4 Regional Sales Managers.
(Division closed.)
C-Cubed Consulting, St Louis, MO 2002-2006
Director, Business Development
Recruited by former associate to develop key clients for this start-up business consulting firm that delivered services to commercial and industrial companies in the HVAC and power industries.
(Company depleted operating capital.)
Carlisle Company, Syracuse, NY 1999-2002
Director of Sales and Marketing
Recruited by former boss at Carrier to lead sales and marketing for OEM of sanitary process equipment (dairy, medical, chemical, food processing industries and complete engineered systems with heat exchangers, flow controls, and mixing). Responsible for $26 million in revenue with 17% EBIT; budget, sales quotas, profit margins, forecasting, direct sales (inside and field), and all channels.
Carrier/United Technologies Corp, Syracuse NY 1992-1999
Central Region Sales Manager
Referred by General Manager of another branch to develop, manage all aspects of Central Region for this $25M OEM transport refrigeration equipment manufacturer/distributor/marketer.
Carlson Companies, Minneapolis, MN 1990-1992
Senior Account Manager
$40M incentive and motivation consulting firm. Developed motivation/incentive programs for Fortune 500 companies ( John Deere, Navistar,Eli Lilly, Motorola)
Honeywell, Denver, CO 1986-1990
Senior Sales Engineer
Sold test and data acquisition equipment for automotive industry, military applications, satellite data storage, manufacturing quality, medical imaging, power generation (coal and nuclear)
Interstate Machine, St. Louis 1982-1986
Sales Engineer
Promoted sales and service of process equipment for power generation industry, chemical manufacturing in the Midwest. Two biggest customers were Union Electric (Ameren UE) and Monsanto
Training & Certifications
Professional Courses: E-Biz, Dimensions of Professional Selling, Effective Management, Principles of Professional Selling, McKay 66, Earl Nightengale Sales, Zig Ziglar Sales Seminar, Dale Carnegie Sales I & II
Certifications:Refrigeration Service Engineers Society - Type II 608
Technical Courses: Food Processing and Manufacturing, Combustion Principals and Applications, Service Engineering, Carrier HVAC Systems, Fieldserver Controls, BACnet, LON
Education
University of Missouri ( Mechanical Engineering)
Washington University (Mechanical Engineering)
Perry Dwars -
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