Sales Manager

Scott L. Lipker

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

Columbus, Ohio 43230 614-***-****

Sales Representative – Sales Manager – Manufacturers Representative

Experienced manager with skills in leading direct reports as well as cross-functional teams, managing a product line, Justifying new product development investments, determining and documenting new product requirements, developing sales forecasts and product pricing, and launching new products into the marketplace. Proven ability to manage key account relationships and large-scale projects in conjunction and improve company positions. Experience with and presenting to senior management, representing senior management in discussions with others in the company, meeting with customers, training and assisting sales associates, and coordinating the activities of regional sales personnel.

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Career Highlights

 Increased sales as a manager over 30% by utilizing coaching skills on proper sales techniques, instilling time and territory management lessons, and the tools the salesmen needed to be successful during a time of recession

 Grew assigned territory market share from 55% to over 86% in less than three years

 As a trainee, I , along with my supervisor set a sales goal of 1 million dollars for my second year and I surpassed this by 47% over the span of that year

 Kawasaki Wheel Loader salesman MVP 3 years running (2005-2007)

 LBX Excavators Top Gun Salesman award 2007

Employment History

Ohio Cat 2008-2009 Sales Manager

 Reporting to the V. P. of Growth Opportunities Division, responsible for a product line of 45products representing $6.5 million in sales revenue for a leading manufacturer of Recycling and Screening equipment

 Increased sales from 4.2 million in 2007 to 6.1 million in 2008

 Built honest and long lasting relationships by utilizing skills acquired through my years in sales and service

 Identify possible sales opportunities by analyzing sales and marketing data and recognizing a growing trend in specialized industries, which turned into multiple sales and several additional rental opportunities

 Developed site sales surveys and instruct salesmen on the benefits of such so as to identify all possible sales opportunities for discussion with potential clients

 Responsible for overall supervision and management of staff within given territory. Overseeing sales team of 5 and their daily call sheets, progress on deals, and proper time, territory, and sales reporting

 Led and directed business development and marketing efforts, to expanding customer base

 Introduced new products through sales team, advertising, and product placement plan

 Create guidelines and service information tools for parts and service departments

Reco Equipment 2003-2008 Sales Representative

 Increased market share by applying territory management skills to properly identify and develop potential customers

 Use learned skills to rank and identify customer needs and wants to facilitate sales possibilities in a B2B sales enviroment

 Reached sales numbers with Kawasaki Wheel Loaders to attain MVP status for North America 3 years in a row

 Kawasaki top 15 sales persons of the year in North America 2007

 Reached Top Gun Salesman Status with LBX excavators, Required increase in territory sales and increase in market share combined-2007

 Developed Site Survey to assist myself in identifying sales opportunities for each potential customer

 Create sales brochure and trade show hand-outs using Corel 9 software

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Power Screen of Ohio 1995-2000 Sales Representative

 Developing and implementing a strategic plan for territory management encompassing time management and cold calling plans

 Influence customer decisions using sales incentives effectively, marketing techniques and available promotions.

 Exceeded sales goal by 47% or 1.2 million dollars

 Learn the landscape supply, mining, and recycling industry to properly discuss sales opportunities with customers

 Meet with dealers, national accounts, end-users, and the sales force to define new product requirements and work with product development to document these requirements in product specifications.

Additional Experience(s)

 Manufacturers Factory Representative – Dayco products

 Retail Store Manager – Main Auto Parts

 Level 3 Machinist CNC Mill – Spectra Physics

 Operations Manager Parts and Service- Dayton-Evans Motor Truck

Computer Skills

Microsoft Office 2007

 Have created tracking data base for following all sales deals in progress

 Developed service chart tracking database to identify trends in servicing equipment

 Developed sales pricing forms for sales personnel use

 Developed database tracking tool to assist salesmen in proper territory coverage

 Layout Letterhead forms

 Design sales and rental contracts

Act 7.0

 Implement and build data base for customer tracking

 Utilize and add to on a daily basis

Corel 8.0

 Built and designed sales brochure

 Designed and lay out of advertising

Education

John H. Patterson High School Graduated

Wright State University 1.5 years Business Marketing No Degree

Liberty University 1 Year Business Management/Marketing Presently Attending

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