Sales/Business Development/ Marketing Management
Resume:
THAD E. MECHAM
Broken Arrow, OK 74012
********@*******.***
OBJECTIVE
Challenging Marketing/Sales role
SUMMARY
A highly motivated self-starter with diverse multi-industry sales and marketing success. Possesses a record of accomplishments in territory start-ups, increasing penetration of existing accounts, growing overall revenues and generating new/incremental business. Recognized for an ability to quickly learn client/industry needs and fill them through utilization of creative marketing programs. Tenacious and organized with a demonstrated ability to efficiently manage large geographical areas.
ACCOMPLISHMENTS
Sales/Territory Management
• Managed sales of construction fastening systems in newly defined/market based territory with only 3 active customers. Implemented time/territory management program, identified/prioritized prospects, quickly learned their individual trade needs, targeted financial decision makers and aggressively sold innovative marketing programs. Grew account base to over 110 and exceeded forecast by $225,000 in first year.
• Three years experience selling perishable snack food products. Started as a relief person, supporting 2 territories. Treated each territory as if it were my own and was promoted in less than 9 months; an unusually short time for the industry. Assigned own territory, quickly stabilized relations with C-stores/large grocery chains and then produced a 107% improvement over previous year.
• Drew on bi-lingual (Spanish) and sales skills to develop high-level relationships with executives at prestigious international companies in Buenos Aires and built/sold a successful consulting practice for English Language and selected software skills training. Over a 2 year period, built a portfolio of 20 clients including firms like IBM, Merk Pharmaceuticals and The Bank of Germany.
• Skilled in new business development. Set personal goals well above company expectations, worked closely with outbound telemarketing team, utilized marketing programs/promotions and committed to an extensive cold calling and prospecting schedule. Routinely exceeded company goal by opening 3-4 accounts per month, led region in this category and ranked in top 5% nationally for new account production.
• Adept at building orders through the sale of high-margin supplemental items. Achieved 110% of forecast in this category in the food industry and enjoyed a better than 90% success rate adding repair/replacement parts and consumable fasteners to tool contracts in the construction industry.
• Routinely requested by manager to mentor and/or train other sales reps. Worked with 3 existing representatives, 2 of whom improved performance and immediately began meeting “Fleet Program” sales goals and another who increased overall sales by 15%. Also, trained a new employee who went on to consistently exceed monthly forecasts for the first year.
• Recognized the opportunity/championed utilization of a new and innovative tool leasing program. Strategy was highly successful in generating new and incremental business. Successfully converted/signed up 10 high potential accounts to a program that accounted for 13% of gross tool sales and saw significant increases in consumables from every customer. Led region in utilization of “Fleet Program.”
Marketing
• Product Manager for the light duty anchor product line at an international construction fastener company. Maintained projected growth of all 15 product lines, solved a costly inventory problem, discovered a high volume application/implemented a marketing program. Also, rejuvenated 2 product lines, achieving a sales increase from 300 to 3,000 units per month and contributing to a double digit increase in synergistic product sales.
THAD E. MECHAM Page 2
Marketing (cont.)
• Developed a short-term marketing strategy for a line of adhesive anchors to avoid large and pending inventory obsolescence problem. Developed marketing support materials, devised special incentives and personally motivated salesforce via phone and written communications. Within 90 days, reduced an inventory of 41,000 adhesive cartridges (facing expiration) by over 95% and avoided a $300,000 write-off.
• Creatively responded to an urgent need to provide anchor demonstration kits for field engineers and sales managers. Sourced new inexpensive cardboard kit packaging/carry bags and utilized “leftover”/obsolete inventory to produce over 150 well-received kits. New packaging and “inexpensive” inventory reduced project cost from $100,000 to $17,000.
• Conducted extensive price/competitive/consumer research and developed a new packaging concept for light duty fasteners in retail outlets. Converted from plastic bags to less expensive and more user-friendly cardboard boxes. Project is in the process of being implemented and will cut costs by over $2.00 per package.
Innovation/ Problem Solving
• Routinely and effectively promoted use of seasonal/special promotional displays for snack foods in retail outlets. Forecast needs, ordered displays and consistently achieved a 95% participation rate, a figure well above the company average.
• Highly skilled at restoring relationships with disgruntled/lost customers. Restored business with 35 to 40 accounts by overcoming objections, reestablishing credibility/reliability and through introduction of new marketing programs and products. Among this group one account grew to $150,000 annually and another increased sales by $50,000 in just 3 months.
• Reviewed areas sales history and applied extensive personal customer knowledge to the development of territory inventory requirement forecast. Prepared a semi-weekly product order for over $8,000 worth of perishable food items. Rotated stock to minimize “out of code” losses and maximize efficiency. Over a 2 ½ year period, adequately met all customer needs and maintained losses at less than the $200 weekly goal.
• Regularly monitored aged trial balance and worked closely with credit department and customer to manage receivables in both the construction products and food industry. In spite of industry nuisances and practices, managed to consistently maintain 95% of customers in current status, with only a handful being past due at any given time.
CAREER HISTORY
Burkhart Dental, Tulsa, OK 2008-2009
Technology Sales Manager
Hilti, Inc., Tulsa, OK 2005-2008
Product Manager, Tulsa, OK 2007-2008
Account Manager, Salt Lake City, UT 2005-2007
Frito-Lay, N.A., Salt Lake City, UT 2003-2005
Sales Account Manager, Salt Lake City, UT
Dentrix Dental Systems, American Fork, UT 2001-2002
Customer Support Technician II
Shopko Stores, Inc., Orem, UT 2001-2002
Department Manager
(Worked 2-full-time positions while fulfilling requirements for Masters)
Saint John’s Schools, Buenos Aires, Argentina 1999-2001
English Teacher
Independent English Language/Software Consultant, Buenos Aires, Argentina 1999-2001
EDUCATION
Masters of Arts in Organizational Management, University of Phoenix 2004
Bachelors of Arts in Spanish Linguistics and Literature, Brigham Young University 1998
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