Sales Management

Donald"Ray"Clark

** ***** ***** ****

Weymouth Port, MA 02191

781-***-**** *********@*****.***

Professional Profile

Experienced divergent thinker, results oriented Sales and Marketing Management Executive with expertise in National sales, Regional sales, Business development, B2B also extensive experience writing RFPs and RFQs, Government GSA contracts, Operations and Profit and Loss management for OEM equipment manufacturers and MRO providers. Consistently recognized as a hands-on leader with excellent coaching skills. Strategic visionary with a proven track record for increasing sales and productivity on a multi-national level. A skilled negotiator and relationship builder, who resolve’s complex situations with the use of Business Metric’s, Strategic planning, Capture planning, Pipeline management, COGS and SG&A to deliver solutions to maximize the bottom line. Resulting in an increase market share and revenue growth.

AREAS OF EXPERTISE

Sales Management Strategic Planning P&L Management

Business Development Compliance Management National Sales

OEM / MRO Sales Risk Management Assessment GSA-Contracts

OPEX, REPEX, CAPEX Vendor Sourcing ISO Classifications

Market Analysis Governmental Policies Dealer Networks

Project Management Regulatory Management Negotiate RFP, RFQ's

Brand Management Staff Development and Training Mas Award Schedules

RFI, SOW, BPA, CFR ROI Analysis, BOM Supply Chain Mgmt

CPG, ROP, LOE

EXPERIENCE

All Set Enterprises, Pembroke Ma. 2009- Present

National Business Development Manager

• Increased new government contract sales 105% and new commercial business sales 35% that exceeded company projections.

• Responsible for interpretation, compliance and implementation for contractual requirements to federal procurement regulations.

• Organize the strategies with the clients to meet the deadlines goals set by corporate.

• Supported the development and maintenance of the new business, RFP’s, RFQ’s MAS award schedules and client relationships.

• Provided a good quality, supervision and compliance engagement to assigned projects. Assisted with role of liaison with Corp of Engineers and ASE.

• Maximize the success of subcontractors through frequent and effective contact, creative support, and relevant insight.

• Manage, coach and mentor a dynamic team to create and maintain strategies and processes that bring efficiency and scalability to the success process.

• Work with sales managers to train and evaluate individual team members.

• Work with subcontractors to understand client expectations, deliverables and time frames.

• Ensure all assigned sales representatives are appropriately leveraging all GSA offerings to enhance business relationships for leveraging additional up-sell opportunities, including custom integrations and strategic professional services.

• Capture prospect referrals for the inside/outside sales team.

• Work with key customers to ensure they are willing to reference our work and abilities.

• Assist in uncovering future product needs and trends for the Product Development Team

• Work hand in hand with GSA and OEM also MRO’s to ensure successful implementations for all accounts.

Mowalt, Los Angeles CA 2005-2009

Vice President Sales

• Managed multiple facilities, including OEM capital equipment and staff. Managed multimillion-dollar P &L’s. Managed quarterly and annual objectives and performance reviews and developed multimillion dollar budgets for all facilities.

• Implemented and managed all facility training programs. Performed multi-functional roles in areas of production and planning for all divisions.

• Responsible for business intelligence software for sales tools implementation and Macro-Level strategic planning.

• Provided sales, product and market analysis, and project planning and inventory control with supply chain management Negotiated customer relationships and vendor sourcing.

• Negotiated Federal contracts (RFP, RFQ, BPA, MAS award schedule).

• Oversaw sales management team building and retention. Developed and implemented sales plans for complete market penetration targeted for all products and services.

• Applied risk management assessment that included risk evaluation’s, design and program development.

• Assisted in the administration and coordination of business and operational activities of the legal department to ensure compliance with applicable governmental policies.

• Responsibility for procurement expenditure (OPEX, REPEX, CAPEX).

Ultra Sound Technologies, Los Angeles, CA 2001-2005

General Manager, Sales and Operations

• Increased company margins through either sales of products or proprietary technical licensing agreements.

• Supervised five regional sales managers and staff with marketing for all products and technology in North America.

• Oversaw sales, marketing and R&D on product development.

• Personally responsible for each large-volume product sales ($5million plus). Built business relationships with OEM manufactures including General Motors, Magna Daimler Chrysler, Bosch, Ford and other automotive after-market parts manufactures.

• Responsible for OEM and MRO sales also PowerPoint presentations.

• Handle all legalities with firms concerning patient issues, licensing agreements and trademarks.

• Responsible for quarterly profit & loss statements with consultative walk-through audits. Developed new marketing tools to promote mechanical and environmental benefits of all products and services.

• Worked closely with testing labs and EPA to ensure product meets or exceeds current government standards.

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C.E.C., Fullerton, CA 1997-2001

General Manager, Sales

• Responsible for the sales and leasing of several OEM capital equipment lines for governmental and commercial fleet facilities. Region includes California, Arizona, Nevada, Colorado and Utah. Including long term service contract agreements.

• Personally responsible for sales averaging $100K-$1 mil+ on major capital equipment. Supervised 10 sales representatives covering western United States.

• Negotiated RFP's, RFQ's, contracts and bids for municipal, state and federal agencies in addition to school districts, utilities, construction agencies, manufacturing facilities, power plants, transportation agencies and all water districts and commercial users.

• Handled equipment presentations with demonstrations on equipment sold.

• Provided expertise in GSA scheduling and seaside contracting. Directed sales team to increase profits 100% percent.resulting to 15 million plus in new revenue.

• Implemented marketing strategies and dealer networks. Created and implemented corporate business models.

G.C.S. Western Power and Equipment, Fullerton CA 1990 – 1/1997

Sales Engineer

• Sales averaging yearly sales of $4.9 million, exceeding annual quota set by corporate management.

• Responsible for sales of capital equipment including Street Sweepers (Tymco) and Sewer Equipment (Vactor), Stanley Hydraulic Tools and Hi-Way electronic changeable Message boards. Heavy duty Parallelogram and portable heavy duty lifts systems (ETC).

• Responsible for five counties and including more than 1000 customers from Municipalities, Federal agencies, GSA, School districts, Utilities, Construction agencies, Manufacturing facilities, Power plants, Transportation agencies and all Water districts and Commercial users.

• Responsible for bi- weekly call reports with monthly forecasts based on quarterly projections. Trained users with presentations and demonstrations on all equipment.

• Implemented marketing strategies and participated in national and local trade shows; researched competitor's products.

SKILLS:

• Expertise in ISO classifications and Business Metric’s.

• Expertise in Commercial, B2B, Municipal, State and Federal agencies (DOT, DOE, DOD, FEMA, EPA, NAVSEA) procurement protocol.

• Sound knowledge of the federal, state and local law's rules and regulations

• Have overall knowledge of FAR/CAS, DFAR,CFR,FMR,FTR, ETC.policies

• Expertise in all federal set-aside programs and GSA-contracts and mas award schedules

• VMAS programs, GWACs contracts and WAWF, ETC.

• Skilled in computer applications including XP, MS Office, Windows Vista, Excel, Outlook, Skype and power point, CRM software, ACT software,MNI,

EDUCATION:

Northwestern State University, Louisiana, Bachelors of Science Degree

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