Sales Manager

JAMES M. WATSON

** ******* ***** *******, ** ****1

Cell: 914-***-**** : xkwfuc@r.postjobfree.com

Objective

I am a highly motivated, responsible, hardworking and conscientious sales professional with over 30 years of experience in sales and sales management. Proven ability to meet deadlines set budgets, effectively organize teams and increase sales productivity with an excellent track record of achieving results of coming in under budget and implementing new systems that contribute substantial profits or that are cost saving. Known for displaying leadership qualities, motivational and presentation skills, I am seeking a position in this sales organization where I can bring immediate value and strengths while further developing my current skills.

Education

BA History/Education Iona College New Rochelle NY – 1973 : Various Automotive and Heavy Duty mechanical and electrical engineering courses SUNY NY / UTI, ASE Certifications in Automotive ( All Diagnostic and Repair i.e. Engine, Electrical, AC etc. 11/1984, ASE Certification in Heavy Duty Repair 05/1995, ASE Certification in Collision Repair 11/1999, ASE Certified Parts Specialist.05/02, Dale Carnegie sales and public speaking seminars.1985, 1997, 2005, Plus other sales technique and leadership courses such as Needs & Consequence Sales. Attended various automotive, heavy duty and industrial engineering, business, financial, sales and marketing courses and seminars throughout my career.

Skills

Over thirty years of experience creating and executing sales presentations that educate, entertain and result in sales. Over thirty years of presenting technical and sales seminars/clinics to all distribution channels. Management of company owned retail and wholesale outlets. Average call ratio to every level of distribution i.e. OE dealers etc. exceeded goals of employers requirements. Proficient in the use of all computerized equipment and software to access, track and maintain information of business trends, sales data and all other critical information necessary to increase sales on all levels. Excellent knowledge of Windows, Lotus and all other software based programs such as Word, Excel, Works, Power Point, ACT, Access, Sales Force, Lotus Notes, Goldmine, J.D. Edwards, Reynolds & Reynolds, IBM AS 200 and 400, Sales Logix and many other CRM programs. Various other automotive and truck technical certifications including Sherwin Williams Paint Body & Equipment, Dupont PB&E, Advanced Automotive Body and Collision Repair, Driveline, Clutch, Transmission, Engine Management, AC/Heat, Brakes, Ball Bearing and Linear Bearing applications, Hydraulic and Electric Pumps, Suspension systems and diagnostics of all of these systems. Extensive national and local trade show and industry networking experience. Speaks and comprehends some Spanish, continuing language studies.

Summary

A proven professional with dynamic energy, offering extensive experience in sales development, strategic planning, marketing, sales management, operations, product knowledge, technical knowledge, technical and sales training and customer support in the following industries: Automotive / Light Truck /Bus Aftermarket and OE Parts, Automotive/ Light Truck Tire and Wheels, Equipment, Heavy Duty Aftermarket and OE Parts, Off Highway and other industrial markets including mining, forestry, heavy construction, food, pharmaceutical, agriculture etc., Automotive and Heavy Duty Service & Repair Automotive and Heavy Duty Repair & Collision Repair Equipment and Tools, Automotive and Heavy Duty Collision Repair Parts and Service, Government and Military Agencies.

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Professional Experience

2011-Today Snap-On, Inc. Kenosha WI Snap-On is the sixth largest franchise company and the largest tool and equipment manufacturer in the world. Snap-On truck merchandisers/franchisees are the core of this company’s operations. Their support team in the field includes both full-time and contract employees who influence and track the franchisees purchases on a daily basis.

District Sales Developer (Contract): I accepted the responsibility of District Sales Developer and turning around a sales district with 35 franchisees and 2 company stores in the New York/ New Jersey metropolitan area with consistent underachieving sales under a 1 year contract. Q3 2011 sales were increased by 30% over 2010 because I established a new relationship with my franchisee charges and made a commitment to them to regain their lost revenue due to lack of company supported representation to them and their customers in the past. Total dollars generated by these franchisees in my district equaled over $ 35 Million in gross sales, an increase of 10%. Purchases of these franchisees with my influence and sales support increased by over 20%. I assisted my franchisees in the daily maintenance of their businesses including sales, financial and technical training, sales prospecting and customer service.

2009-2011 Transaxle LLC Cinnaminson NJ / Hackensack NJ/ Newburgh NY/ Albany NY/ Boston MA

Transaxle is one of the largest remanufacturer and distributors of automotive and heavy duty components including transmissions, differentials, pumps, driveline, brakes and suspension parts in the automotive, truck, off highway and industrial markets in the northeast US. With 21 distribution centers, Transaxle services many industries with both small and large automotive, bus, truck fleets and industrial manufacturers, including municipal and independent operations.

Regional Sales Manager NY, New England: As the Regional Sales Manager, I took on the challenge of the management of an underachieving sales region with a sales staff of 2 and in the first year increased sales by over 100%; from $ 90,000 per month to $ 220,000 per month. I set goals, business plans, schedules, training and hiring procedures for a new sales force of 9 (6 Outside Reps and 3 Inside Reps) at 3 branch locations. I made additional sales calls to all heavy duty National Accounts, OE distributors, dealers and independent end users in this region including industrial markets to establish a long term relationship with them and generate new business.

2003-2009 Dana Holding Corp. OE & Commercial Vehicle Division Holland OH

Dana is the world’s largest manufacturer of automotive and heavy duty OE and Aftermarket parts, which include transmissions, clutches, axles, drivelines, pumps, engine management and many other vehicle and other industrial maintenance products.

Northeast District Sales Manager: In my tenure as Northeast District Sales Manager, I was involved in the hiring and supervision of a sales team of 10 Territory Sales Managers and merchandising personnel to maintain these accounts. I planned and executed over 250 technical seminars given to end user accounts with immediate results in revenue for the distributor sponsors. I guided the transformation of an underachieving sales district withless than $ 4 Million in sales to sales of over $ 12 Million in less than 3 years. I helped maintain a 100% account retention rate during this company’s Chapter 11 reorganization using my superior customer service skills. I assisted in maintaining a return ratio of less than 1% per year. I signed on 12 new distributors and sold additional lines to existing customers resulting in significant growth in my district. I developed sales and customer support to the OE Heavy Duty, Independent Heavy Duty, Off Highway and Industrial distributor markets for the OE manufacturer of heavy duty driveline, axle, brake and related parts, linear and bearing applications, suspension, transmission, axle, trailer, clutch and many other products. I opened up a direct contact and helped generate sales to OE Heavy Duty manufacturers such as Paccar, Navistar, Ford, Volvo/Mack, Hino etc. and many independent distributors such as Fleetpride, Inc., NAPA Traction, CCC (Crane Carrier), Cook Brothers (Triple Cities), Brookline Machine etc. I initiated regular calls to neglected Off Highway distributors and their end users resulting in added sales in my district.

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… I initiated direct contact with regional purchasing agents at US Military repair facilities, i.e. Fort Drum NY, in association with OE Heavy Duty manufacturers and independent distributors with excellent results. Products sold included various parts for a wide assortment of military vehicles such as Class 7 & 8 dump body trucks.

1999-2003 Chief Automotive Technologies, Inc. Grand Island NE …A leading manufacturer of automotive and OE heavy duty repair and collision equipment and tools, Chief Automotive developed and mas produced the first computerized frame measuring devices and software used to repair automotive and trucks quickly and accurately.

Northeast Regional Sales Manager: As the Northeast Regional Manager for I was responsible for the sales and service of capital equipment, parts and services to over 6,000 automotive and truck collision, repair and OE dealer services businesses in the Northeast. My products included metal frame and related wheel alignment equipment and parts, electronic measurement systems, welding equipment and all other related repair tools. I had extensive contact with all Heavy Duty OE truck manufacturers i.e. Navistar, Volvo, Mack etc. and Off-Highway vehicle and equipment manufacturers. I initiated sales calls to various military bases with excellent results. Products sold were various equipment and tools for the repair of a wide variety of military vehicles including Class 7 & 8 dump body trucks. I was involved in the hiring and supervision of a sales team of sales, training and service related personnel with net sales of over $10 million per year. I supervised 6 company district sales people, 10 independent sales contractors and 7 service technicians during tenure with company. I personally sold over $2 Million per year of all products and assisted in the sales of over $14 Million per year in my and other regions in the US and Canada. My sales and service team attained sales achievement awards 3 years in a row.

1980-1999 Standard Motor Products, Inc. NY, NY … The leading manufacturer of OE and Automotive Aftermarket engine and air conditioning/ heater parts in the world, Standard Motor Products is the major supplier of replacements parts in the Automotive, Heavy Duty and Industrial markets.

Senior District Sales Manager NY, NJ, PA, New England: My responsibilities included sales, administration, marketing training and service of 500 accounts for this OEM automotive parts manufacturer. Products sold to OE dealers and all levels of distribution market including heavy duty and diesel market. Products sold included engine management, air management, air conditioning, driveline and brakes and related wheel parts. Managed five sales districts with combined sales from under $1 million to over $20 million per year. Supervised up to 15 Territory Sales Managers, including their training, budgets and sales operations. Also oversaw company owned multi-unit retail outlet stores on a day to day basis managing over 60 employees. Over 10 years experience calling on national account outlets such as Carquest, NAPA, Advantage Auto, Auto Zone, Pep Boys and OEM, both Automotive and Heavy Duty accounts. Three Salesman of the Year awards for sales increases and management skills. Hall of Fame sales award for 10 consecutive years of sales increases over goal. Over 1000 sales seminars and technical clinics performed in my tenure with this company, always leading to sales.

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1974-1980 C. E. Niehoff & Co. Chicago IL … Manufacturer of brushless alternators and other electrical components, brakes, bearings, hydraulic and electric pumps and other service related parts for the OE and Aftermarket automotive, light duty, heavy duty, off highway and industrial markets.

Northeast Regional Sales Manager: Initiated marketing and sales to military bases, municipalities, fleets etc. in the Northeast. ( Brooklyn Navy Yard, Groton CT, Fort Drum NY, Fort Monmouth NJ, Fort Dix NJ, various AF Bases etc.) Initiated marketing and sales to OE dealerships in the automotive, heavy duty and industrial industries. Sales exceeded over $6 million per year. Supervision of 6 District Sales Managers and operation of regional company owned stores in my tenure with this company. Conducted many technical seminars on various product lines that led to sales from existing and new customers.

Prior to 1974…Worked as Automotive and Truck Technician and Parts Counterman at various dealerships wwhile completing my studies.

Affiliations

NADA, MEMA, HDMA, SEMA, ASE, ICAR,IMACA, MACS, ATRA and other automotive, heavy duty and industrial organizations.

Free To Travel Free To Relocate References Available Upon Request

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