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Sales Management

Location:
Johns Creek, GA, 30022
Salary:
$100,000
Posted:
August 31, 2012

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Resume:

Donavon G. West

z3tgk0@r.postjobfree.com

770-***-****

Summary

Senior Sales Consultant whose work history includes business development in the packaging, chemicals and allied paper products industry. Ability to use critical problem solving methods to develop the best cost savings in labor, chemicals and packaging for customer while still meeting sales targets and providing revenue growth. Strong leadership and sales management qualities with ability to translate to customer as well as executive management. Ability to conduct sales calls on account decision makers as he has a results driven attitude. Consultant able to coordinate and facilitate meetings communicates with executive level while understanding business needs. Possess extensive network of high level business contacts.

Technical Skills

Sales management, target marketing, marketing plans, face-to-face, business development, engineered product solutions, industrial distribution, meeting management, lead generation, customer relations, product development, product pricing, executive presentations, budget proposals, Profit Loss Statements, problem solving, distribution networks, consumer products, industrial products, processing applications, manufacturing representation, public speaking, negotiations, revenue growth

Professional Experience

Piedmont National Corporation 10/08-Present

Senior Sales Consultant

Provide customized packaging solutions for a national distributor of packaging materials

Identify prospective new accounts, conducted sales calls and presentations

Define prospects, packaging requirements, develop packaging solutions and pricing strategies

Schedule sales presentations, submit proposals and negotiate business agreements

Identify prospective New Accounts; provide product presentation, after purchase provide training for account personnel

Schedule and monitor equipment installations

Account relations; maintenance and growth of existing accounts

Analyze and recommend packaging materials to major manufacturer of cargo trailers for Piedmont National, distributor of packaging materials

Review customer operating issues, analyze tapes and adhesives currently in use

Research products available, and recommend specifications of new packaging material solutions

Actions taken led to sale of up to $750,000 of high bond tape and adhesive displacing the previous vendor

Led the development of new accounts in the South Georgia market for an Atlanta based national distributor of packaging materials

Collaborate on program goals, identify consumer and industrial product manufacturers

Opened 40 new accounts during a 30 month period generating over $1 million in annual sales revenues

Developed Hardy Farms, Premium Waters, La Granja Ice Cream, Optima Chemical and Hurricane Cargo into National Prime Accounts

Developing Simmering Soups, Albion and Douglas Trailer Supply into Prime Accounts

Associated Packaging 05/00-10/08

Independent Sales and Packaging Consultant

Led the development of new accounts in the South Georgia market for an Atlanta based national distributor of packaging materials

Business development and design of two new regional territories

Collaborated on program goals, identified consumer and industrial product manufacturers, scheduled sales presentations, analyzed account packaging specifications, and submitted packaging proposals

Scheduled new account sales calls, collaborated with account on processing and packaging issues, utilized in house department to design new packaging concepts, and provided consulting advice on sources for new equipment and high quality packaging materials

Resolved packaging operations for both new and old accounts

Negotiated terms of agreement, purchase and installation of all equipment sold into new and existing accounts

Consulted a South Georgia snack food processor on plant improvement and product packaging

Actions taken led to projected first year sales to the account of approximately $800,000

During a seven year period developed over 20 new accounts purchasing packaging equipment and materials, such as Amoco Fibers, B. Lloyd's, Cooper Lighting, Elixir Industry, Hardy Farms, Flexible Technologies, and Peanut Corporation of America

Developed initial account relations with B. Lloyds, Hardy Farms, AMOCO, Cooper Lighting, and others growing territory sales to over $2.5 million annually

Designed and sold high volume packaging solutions for B. Lloyds Pecans, enabled them to grow from regional pecan processor to a national manufacturer while increasing gross margin of profit

Developed Amoco Fibers, Yamaha, Flowers Bakery, Flexible Packaging from new and unknown prospects to major profitable accounts

General Paper Goods Company 05/93-05/00

Distributor

Developed packaging design solutions growing national sales for a Georgia label converter and distributor of paper and packaging materials

Conducted sales calls, defined account growth opportunities, designed and presented high volume packaging solutions

Led equipment selection and installation processes, resolved packaging operating problems, and maintained account relations

Managed the growth of sales to a regional account and their national locations for a Georgia label converter, and distributor of paper and packaging materials, General Paper Goods Company

Reviewed regional sales growth with account managers and engineers, proposed product and pricing for national pager repair centers, and negotiated terms of contracts

Handled ALL mill relations between General Paper Goods and American Biltrite

Negotiated all contracts and terms for my accounts

Proposed and presented all project quotes

Won a preferred vendor agreement to supply labels and ribbons to six Motorola regional pager repair centers increasing sales from $50,000 to $750,000 annually

Introduced and sold new packaging material and system concepts to a major film converter

Conducted sales calls on account decision makers, analyzed label printing process, recommended replacement of laser printers with thermo transfer printers, and negotiated an agreement for supplying printers/labels/and ribbons

Increased gross profit margins to 40% on accounts.

Took low producing territory ($500,000 total sales in 1993) and increased sales to over $2,000,000 in sales with gross profit margins of 40% or more in most accounts by 1998

Developed sales growth to major accounts such as Motorola, Russell Athletic, PrintPack, and Tyson Foods increasing annual revenue to $2.6 million, while increasing product gross margin profitability

Was in line to assume all responsibility for packaging as a separate line of sales for General Paper Goods when I was recruited away by Associated Packaging

FLS Whitlow & Company 12/90-05/93

Vice President of Distributor Relations

Led the development of a manufacturing representative staff selling packaging materials through distributors in eight states for a Georgia based manufacturer representative company

Assisted owner in negotiating product line manufacturer representative agreements, conducted product line training, and traveled an eight state territory developing distributor organizations

Acted as a manufacturer representative for the F.L.S. Whitlow and Company developing packaging sales through distributors located in eight Southeastern states for a Georgia based company

Collaborated with company owner on sales goals, researched and evaluated distributors, negotiated sales agreements, provided group product training, and assisted sales representatives in major account presentations

Increased sales revenues from approximately $5 million to a peak of $15 million annually of up to 25 product lines sold through approximately 600 distributors

Responsible for all mill relations and recruitment of new mills

Formed quarterly and yearly budget and sales forecasts for company

Developed sales force for territory covering 10 southeastern states

Responsible for selling packaging material and systems to distribution

When recruited away by General Paper Goods, company had enjoyed sales increases in 9 of the last 12 reporting quarters

Education

Georgia of Institute of Technology

Bachelor of Science, Industrial Management



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