Resume - Sales Planning & Execution, Sales Budgeting & forecasting, Senior level Negotiat...

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Resume #67460

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Objective

To qualify for Senior Sales Management opportunities -- where innovation, creativity, distribution expertise, high-expectation customer service, ingenuity, and commitment to profit optimization is valued.

PROFILE

Performance –driven and solutions-focused sales professional with 10+ years of progressive experience helping companies achieve ambitious sales and revenue goals. Proven talent for successfully meeting and exceeding sales and marketing objectives.

Sales & Marketing Management Strengths
. Sales Planning & Execution. New Product Introduction
. Sales Budgeting & forecasting. Industrial Distribution Management
. Senior Level Negotiation. Team-building & Organizational Leadership

Skills & Strenghts

. Comprehensive computer skills with advanced knowledge of: Windows, Excel, PowerPoint, Word Access, Maximizer, SELTIS, Email and Microsoft Explorer
. Ability to prioritize tasks to meet required deadlines
. Excellent organizational, interpersonal and multitasking skills
. Superb analytical and problem solving skills
. Excellent oral and written communication skills
. Goal oriented with negotiation skills needed to meet and exceed sales targets
. Outstanding leadership skills
* Proven leadership, relationship building, communication, analytical and marketing skills
* Experience in implementing process improvement initiatives
* Proficient knowledge of Microsoft Office Suite
* Experience in a high volume transactional business
* Previous experience in operating with schedules, deliverables and budgets
* The ability to travel overnight to various national locations on a regular basis

Career Highlights

Environmental Solutions Worldwide Inc 2005 – Present
(A publicly traded manufacture of on and off road internal combustion engine emission control products and solutions)
Responsible for expanding the company's sales in the area of manufacture of emission products and solutions for the on and off road industries.
Reporting directly to the VP of sales
Developed a sales and marketing strategy for the company
Assisted in the development of a product pricing structure; developed sales and quoting procedure.
Tasked with developing a distribution network of dealers and distributors
Tasked with developing OEM business
Maintained and increased business with existing client base
Oversee and direct business – to – business relationships
Responsible for the development of sales force activities and development
Hired four regional sales representatives to service the US Market
Assist the VP of sales in establishing yearly and quarterly forecasts
Strategic development and supervision of sales force.
Tasked with creating and implementing sales plans for strategic customers as well as develop new business plans to achieve aggressive growth objectives.
Assisted in helping the company for the first time show an actual profit in the first two quarters of 2007 and well on track to surpassing the 6million dollar in sales budget that was set for this year.

DCL International Inc, Concord 1997 - 2005
(A privately owned manufacturer of off-road internal combustion engine emission control products)
Initially hired as the Western US Sales Representative.
Original Sales were $175,000/yr: Within 2 years, increased sales to over 1 million annually.
Duties were to increase sales and develop business within the territory.
After two years of successful business development and growth was promoted to my present position.
Western U.S Sales Manager (reporting to the Division Manager)
Challenged with executing and developing strategic initiatives to help achieve regional sales and market share objectives. Accountabilities included participating in new product introductions, annual planning and forecasting, training and supporting the distribution network and attending shows and exhibitions.

Selected Achievements at DCL:
. Grew sales revenues from $175,000 to over 1 million in only 2 years
Hired three regional representatives to assist in growing the business within the Western US.
Within 5yrs with the help of the three reps grew the territory to 5 million in annual sales
Territory became the fastest growing territory within the company; Growth rate was over 300% over the 5yrs.
. Actively participated in drafting the corporation's first ever regional sales plan outlying the needed actions to help measure and achieve the required sales and marketing objectives
. Added 5 new distributors to the existing distribution network resulting in increased sales and market penetration in essential geographic locations
. Successfully targeted and provided product solutions to over half a dozen major original equipment manufactures including: Mustang, Gehl, Genie Industries & John Deere
. Eliminated unnecessary trade shows and realigned these marketing activities by cooperating with regional distributors. Before I took over the management of The Western US territory the company was partaking in many trade shows which did not yield the results that were anticipated. Therefore I had to analyze which shows were worth the expense and time to exhibit in and eliminate the ones that were counter-productive. In regards to performance evaluations, I do this on a monthly basis. I have 3 outside reps that report to me directly and a handful of distributors that I personally set up that report their weekly activities regarding our emissions products. I at present analyze how my reps spend their time within the territory and how effective there sales penetration is. Those areas that show challenges, I work directly with my reps in the field helping them to improve and overcome the challenges that they face. Every month I travel to various regions within my territory and visit our major clients (with our reps) doing product presentation and training seminars.
. Utilized innovative approaches and techniques to achieve year over year sales growth in slow and stagnating industrial industries such as mining, construction and Major OEM's
* Took a lead role in working with assigned National Account customers to ensure clear service parameters and expectations are set for both the customer and DCL.
* Manage and drive National Account customer sales growth opportunities. Support DCL's customer contacts with various selling, analytical and project management information.
* Took a lead role in working with assigned National Account customers to ensure clear service parameters and expectations are set for both the customer and DCL.
* Create and maintain appropriate communication with Large OEM Accounts.
* Work closely with a highly skilled, independent business organization that supports large account sales growth and operations.

Baytowne Hyundai (Automotive dealership) 1990 - 1997

Was the first sales person that was hired by the dealership as it was brand new.
Worked with the Sales Manager to sell & lease the Hyundai product.
As the dealership grew I was given more responsibility and as Sales staff was added
I was given the duty to oversee their sales activities & performance
Assistant Sales & leasing Manager (reporting to the General Manager)
. Sales Planning & Execution. New Car Model Introduction
. Sales Budgeting & Forecasting. Sales & Leasing of New & Used Automobiles
. Senior Level Negotiation. Team-building & Organizational Leadership

Dubois Chemicals (Chemical Manufacturer) 1987- 1997
Hired as Industrial sales rep
Duties were to promote the sale of Industrial Cleaning compounds & systems to Industrial & Institutional Markets
During my time at Dubois I consistently met my territory budgets.
As a result of this consistent performance became a member of the $150,000 Club.
This club recognized top performers within the company.

EDUCATION AND PROFESSIONAL DEVELOPMENT

B.A Social Science University of Windsor
. Major History
. Areas of study included: Sociology, Psychology, and Political Science

CPSA Canadian Professional Sales Association
. Successfully completed CPSA skills for Sales Success Series Course in Professional Selling.
. Certified Sales Professional

REFERENCES
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