SENIOR SALES MANAGEMENT AND MARKETING EXECUTIVE

Dynamic Executive with a proven track record of successful sales management and marketing experience in manufacturing and distribution. Expertise in building successful teams and re-building underachieving sales organizations into successful and profitable teams. Experience creating and implementing winning business strategies and marketing and sales initiatives for a diverse group of manufacturers and distributors. Successful B2B sales activities resulting in the addition of significant new customers, sales revenues and profits.

PROFESSIONAL EXPERIENCE

Confidential
Contract manufacturer of precision engineered sheet metal products and welded metal fabrications supplying OEM’s, product integrators and Tier I suppliers
National Sales & Marketing Manager

Recruited as a member of the executive management team to develop strategic sales and marketing plans to achieve profitability, increase sales and revenues. Functional responsibilities include sales, marketing, pricing, customer service, order entry, account receivables and estimating. Develop and implement short and long term strategic sales plans aligned with overall corporate objectives

• Implemented new business strategy resulting in the sales of $3MM worth of new business since June, 2009 through B2B sales calls on targeted and potential customers
• Manage the sales and customer service activities of rep agencies, account executives, order entry and customer service personnel
• Added material handling management and production scheduling to customer service function.
• Developed strategy for targeting new sales channels that included material handling, medical suppliers and retail store fixture OEM’s and Tier I manufacturers and suppliers
• Successfully developed and implemented new corporate strategy to increase profit margins without jeopardizing customer base
• Conduct quarterly review of market and sales statistics to determine pricing strategy by customer and channel to maximize profitability
• Developed internal process that coordinates sales leads and new customer orders from job estimating through engineering, order entry, production, quality control and order delivery
• Developed and implemented a new accounts receivables process to correctly apply payments and customer debits
• Supervise internal audits by external customers of ISO quality documentation and quality department as part of their supplier requirements
• Daily interface with engineering, production, purchasing, quality control and senior management to fulfill customer expectations

Confidential, Barnes Distribution Division

Full service distributor of industrial maintenance supplies to a diverse base of international customers including OEM manufacturers, refineries, food processors and manufacturers and Heavy Duty Equipment Fleets

Regional Sales & Marketing Manager, Mid-Atlantic States Recruited to rebuild regional sales team and to implement regional sales strategies in order to achieve desired sales, gross margin and profit results Managed the sales efforts of 14 outside sales representatives and 3 service representatives while consistently achieving company assigned sales and profit budgets

• Directed the staffing, training and conducted quarterly performance evaluations of all direct and indirect reports
• Successfully targeted and sold over $1.9MM in profitable new business from 1998 including $353K in 2003 and $370K in 2004
• Drove sales to reach profitability targets by increasing selling prices, reducing controllable costs and reducing headcount
• Increased gross profit margins from 59% to 64% in 3 years through direct involvement in setting and monitoring selling prices
• Made a significant contribution to company PPAT (Performance Profit after Tax’s) initiative in 2003 with record contributions in 2004 (371% of plan)

Confidential, LP,

Distributor of automotive and truck replacement parts, supplies and accessories
Distribution Sales Manager, Southeastern PA-Northern Delaware
Developed and implemented all company sales and marketing programs, developed new markets and hired and trained new sales representatives.

• Recruited, hired and trained outside sales representatives to sell and service new and existing customers
• Developed market segment price schedules for fleet, automotive repair and retail outlets resulting in increased profits of 3-5% by segment and product line
• Increased gross margins from 5-8% by implementing price changes based on sales flow analysis
• Increased customer base by targeting and selling new and profitable accounts
• Conducted weekly in-depth inventory analysis to minimize lost sales, increase sales and increase inventory turns
• Successfully penetrated a new sales area by using a direct marketing approach designed to add new and significant customers to the company’s customer base

Confidential

• Manufacturer and distributor of automotive and truck transmission repair products
• Regional Sales Manager, Philadelphia, PA
• Responsible for implementing company developed marketing plans, hiring and training new sales representatives and achieve regional sales and profit goals.
• Recruited, hired, and trained outside sales representatives to sell and service new and existing customers
• Implemented corporate sales and marketing programs resulting in increased sales and market penetration
• Targeted, solicited and sold new customers while increasing sales to current customers.
• Responsible for ending a 3-year sales decline while increasing sales and outperforming budget

Confidential, Hastings Filters Div.

Manufacturer and distributor of automotive and truck filtration products
District Sales Manager, Philadelphia, PA
Responsible for implementing all company marketing plans and to achieve district sales and profit goals

• Solicited and sold new customers resulting in double digit sales increases in 1995 and 1996
• Increased sales to existing accounts through extensive field work with product end users
• Conducted fleet equipment surveys resulting in new account acquisition and development
• Attended trade shows and implemented corporate marketing programs resulting in increased sales
• Responsible for ending a 2-year sales decline while increasing sales and outperforming budget

Confidential

Installer of automotive accessory and restyling products
Sales & Marketing Manager, Baltimore and Rockville, MD
Primary responsibility was to develop and implement a company marketing plan, develop pricing by customer segment and train sales representatives

• Developed price schedules by customer segment resulting in increased gross profits
• Added new product lines generating increased sales and profits
• Trained and supervised inside and outside sales representatives

Confidential

Manufacturer and distributor of automotive and truck restyling products
Regional Marketing Executive, Eastern United States
Responsible for attaining regional sales goal, train customer sales representatives and expand market share

• Sold electric and manual sunroofs to distributors and installers
• Trained distributor and installer sales staff on selling skills and time and territory management
• Sold new customers through market research direct prospecting
• Increased sales by 80% in twelve months

Self-Employed

Confidential, Walker Manufacturing Division
Manufacturer and distributor of automotive, light and heavy duty exhaust system and ride control products with annual sales in excess of $800MM
Regional Sales Manager, Philadelphia, PA

• Recruited, hired, trained, and developed results oriented sales representatives
• Maintained full staffing levels
• Developed, achieved and outperformed sales forecasts
• Implemented all corporate sales and marketing programs resulting in sales and market share increases
• Increased sales from $8MM to $12MM in 3 years

Director, Field Sales Operations, Racine, WI

• Assisted the Vice President of Sales & Marketing in managing all sales and customer service operations
• Supervised the development and implementation of all corporate advertising, marketing and sales programs
• Developed and reviewed the corporate sales and marketing departments sales and operating budgets
• Coordinated company involvement in various national trade shows and corporate and customer meetings
• Directed the activities of the Corporate Sales Training Department
• Developed a sales program to supply OEM customers, including Ford, GM and Chrysler

Manager, Corporate Sales Training, Racine, WI

• Developed and implemented a professional selling skills curriculum for all North American field sales representatives
• Developed and updated the corporate sales and marketing reference manual
• Developed and implemented a computerized field force sales activity reporting and tracking

Confidential, CT 
Adjunct Instructor

• Part time on line instructor for marketing and elective courses
• Assigned to teach “Mods” that are offered in 8 week segments
• Class size average is 20 students
• Use of “Blackboard” to post all class documents, monitor discussions, review homework, grade work and give student feedback

Confidential, West Chester, PA 
Adjunct Instructor, College of Business and Public Affairs

• Part time instructor for the College of Business and Public Affairs, Marketing Department
• Hired to teach Marketing 340, Personal Selling, a senior level 3 credit course required for all marketing majors
• Sections meet weekly for 15 weeks for 2 hours and 45 minutes or twice weekly for 4 hours, five week sessions
• Class size range from 6 to 35 students
• Instruction included lectures, case studies, activity exercises, role playing, effective presentation skills, sales planning, time and territory management and student involvement
• Use of Blackboard and D2L to post all class documents

EDUCATION

Certificate, Lean Six Sigma, Confidential, Villanova, PA

Masters in Business Administration (MBA) - Confidential, West Chester, PA

Bachelor of Arts - Nasson College, Springvale, ME