Sales Manager

John L. Roussos LinkedIn:http://www.linkedin.com/in/johnroussos

**** ******** ** *** *******, IL 60016 wp50r2@r.postjobfree.com P: 847-***-****

Summary

A sales and marketing leader with full P&L responsibility and deep experience building business in industrial markets. Possess a track record of strategically growing markets with manufacturing firms across multiple industries, exceeding revenue, gross margin and profit goals, both domestically and internationally.

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Professional Background

WW Grainger Corp., Lake Forest, IL International District Sales Manager 2011- 2012

Manage 7-member sale team that handles half of the top producing EMEA region. Responsible for $14.4 M in sales annually.

• Full P&L responsibility for group, working with finance to generate metrics, create sales plans and set all quarterly goals for the team

• Bi-monthly, metrics-driven approach to team management and development, with frequent ‘ride-alongs’, evaluating interaction with customers and reinforcing best practices as part of the Grainger sales process

• Proactively managed sales progress through review of team and individual results semi-monthly

• Held weekly meetings with salespeople to monitor and communicate expectations, encourage and motivate high levels of performance, while building skills that enable them to achieve goals, drive continuous improvement and ensure that execution plans are followed

• Conducted regular pipeline assessment, CRM activity reviews, and coach individuals to mitigate potential issues before they occur

• Gained in-country local distributors to handle the military, oil and gas and mining in Djibouti, Abu Dhabi, Nigeria and Ghana which contributed $1.2M in additional revenue

• Personally visited Kuwait, Qatar, Abu Dhabi and Dubai, generating 7% incremental quarterly revenue

• Exceeded plan by 10 – 13% every quarter

Schindler Elevator Co., Morristown, NJ National Accounts Manager - Sears 2006 – 2010

Held P&L responsibility managing largest national account worth $24M, overseeing 2500 deployments nationally.

• Delivered consistent and results-oriented leadership and communication across all 146 local branches to manage full spectrum of customer needs

• Completed Schindler’s management program for MBA’s

• Led team in restructuring and re-signing of the contract that produced considerably more favorable profit margins

• Secured record $500k revenue in new escalators for the Sears store in Tequila, WA in 2010

• Secured $3.6M in repair work from competitors and $850k in modernization against 2009 on goals of $750k/$750k respectively

• Increased units running nationally from 99.6% to 99.8% in 2009

• Drove profitability results from 3.2% to 28.7%

Adams Elevator Co., Division of Schindler Corp., Niles, IL Regional Sales Manager

Managed $3.8 million in sales of all third party elevator/escalator servicing companies within a 13-state region.

• Increased total sales 15.5% throughout the region between 2007 and 2008

• Increased Life Jacket sales by 27%, door restrictor sales by 19.3% and door edge sales by 18.2%

• Helped design elevator and escalator catalogs

• Top sales person by end of 2007, promoted to the National Account Manager - Sears position

Accurate Transmissions, Inc., Mundelein, IL National Sales Manager 2005 – 2006

Handled all aftermarket automotive retail companies like Autozone and CarQuest totaling $30.3 million in sales.

• Established goals and enhanced metrics for all distributors and implemented evaluation system based on performance and monthly sales and grew relationships with major retailers like Autozone and Advance 100%

• Worked with management to improve quality from a 27% defect rate to 9% within 5 months while growing sales

• Restructured and managed 15 customer support sales people (8 inside sales, 7 technical support) to act as a team and collaborate seamlessly for the benefit of the customer

• Turned around declining sales by reducing costs in the sales department from 45% to 32% and maximizing customer service and retention, achieving a 13.5% sales boost within six months of implementing the program

• Restructured department was able to take 43% more calls with the same number of people while apathy and turnover were dramatically reduced: customer service improved dramatically and was the main driver behind the double-digit increase in sales

ARI International, Inc., Arlington Heights, IL National Sales Manager 2003 – 2005

Responsible for generating sales with all automotive companies in interior lighting.

• Grew sales by strategically identifying and exploiting new opportunities within the American automotive industry, leading to a 43% increase in revenue or $1M in sales to DCX by supplying a color solution for interior switches

• Identified the need, recruited and managed a Sales Coordinator to handle customer issues, order entry and accounts receivable - freeing up valuable time for sales reps to concentrate on growing customer base

• Built sales revenues of $750,000 to Honda, designing a color solution for interior headlight switch

• Took over Panasonic’s business of $6.7 million and increased it 10% by supplying color LED solutions for interior switch lighting projects to the big three automotive companies

George M. Martin Company, Emeryville, CA Regional Sales Manager –Midwest 2000 – 2003

Managed $5M territory in corrugated industry machinery and parts sales across 13-state region.

• Handled sales of new equipment and parts and managed end-to-end sales process from beginning to training phase, including installation crews and worked with engineering department to revise site plans and incorporate additional equipment to better meet customer needs

• Identified new market opportunities, created new business of over $2 million in first year within the corrugated industry and increased average value of a machine order by $30,000

• Increased overall sales volume 43%

Peters Machinery, Inc., Chicago, IL International Sales Manager 1998 – 2000

Managed $21 million international sales territory.

• Set up several distributors around the world (China, Brazil, Australia and Europe) and worked closely with them to achieve 37% more sales internationally

• Established goals/metrics for distributors and evaluated them on their performance and sales monthly

• Visited all distributors twice a year and set up training/presentations for new employees and helped develop contracts for distributors and executed them accordingly

• Led the development of the company’s web site, coordinating design and content with e-commerce functionality, that boosted parts sales by 25% annually

• Coordinated with engineers to sell and install a $150,000 custom-made conveyor system with a 50% profit margin in the Netherlands enabling the customer to experience a $500,000 productivity gain

• Sold four-row high-speed sandwich machine to Ceylon Biscuit in fourth month with company for $450,000 yielding a 36% profit margin

ENM Co., Chicago, IL V.P. Sales / International Sales Manager / Region Sales Manager 1988 – 1998

• Held complete P&L responsibility and created a sales team of 6 that built sales from $3.4 M to +$20 million and managed 36 independent reps nationally that created $2.4M yearly with a 10% annual increase

• Lowered average sales costs from 46% to 32%, by concentrating sales force in productive territories

• Set pricing ensuring that profitability of at least 25% was met and continued sales were achieved

• Developed sales and marketing programs to boost sales 10% with distributors

• Created presentations and specific metrics for distributors to train and evaluate their results

• Bridged the gap between Engineering and Sales to produce better products for customers; improvements generated positive revenues from major customers like John Deere, Caterpillar, Cub Cadet, DaeWoo, Noma, Respironics and Healthdyne

• Worked with engineering to create new hour-meters for international markets growing revenue to $5.2M Created added value by producing an assembly of counters for the gaming industry, improving sales by 800% and increasing margins 45% with total sales volume growth from $25,000 to $1.5 million per year

• Worked with gauge manufacturers like Isspro, VDO, Autometer and Faria to install counters/hourmeters in their integrated instrumentation panels accounting for 43% more sales

• Worked closely with distributors like Grainger, McMaster Carr, achieving 27% sales increase

• Set up 4 distributors in Europe and South East Asia which ended up boosting sales by 21% or $4.2M

• Solved John Deere’s production problem by creating an engineering solution that added no cost for either party, expanded/improved relationship with Deere solidifying $1M in annual revenue

Education, Training & Affiliations

M. B. A., Operations Management Illinois Institute of Technology, Chicago, IL.

B. B. A., Industrial Management Illinois Institute of Technology, Chicago, IL.

Additional training in Elect/Mech Engineering, ACT, SAP, Lotus Notes, MS Excel, Word, Access, PowerPoint, & Outlook Selling Skills and Negotiating Techniques.

Past Board Member, Chicago & National TAPPI

Past member, SAE and SPE

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