DISTRIBUTION SALES MANAGER HB FULLER ADHESIVES, WESTERN REGION
Analytical and Innovative sales professional with sustained growth of sales in distribution channels and use customers. Growing Markets in Capital Equipment and Consumables for the Paper, Packaging and Label / Marking Industry. Growing industry segments 12% over previous years sales with detailed go to market strategies and analytics that resulted in new customers.
Excellent Communication / Presentation skills
Achievement of Revenue Objectives
Consultative sales process
Microsoft and SFDC
Strategic Accounts and Networking skills
Budget Administration / Management
Translate customer concerns into opportunities
Contract Development / Negotiation's
Strategy planning and execution
Territory, Western US and Canada
09/2016 to 07/2017
Distribution Sales Manager HB FULLER ADHESIVES, Western RegionH.B. Fuller Adhesives － SEATTLE, WA
Global adhesive manufacturer for packaging, labeling and technical applications for various industries Strategic management of the distribution and broker channel relationship in western US market place.
Developing new channel partnerships to expand market coverage and end user applications.
Delivered $400,000 in new sales with two new accounts Facilitated the first order for new adhesive launched in 2017, annual customer spend $120,000
Consulted on Distribution Resource Guide, promoting product clarity and SKU rationalization to serve distribution sales channels and simplify go to market product selections.
Established review process with customers to track accountability and clear goal setting expectations.
Created a training program with team for price increase implementation and a troubleshooting guide program presentation.
Moderated Paper Science meeting with internal stake holders of HB Fuller Technical Services Department.
Created Cost per Box calculator for Total Cost of Ownership measurement.
Conducted Plant Audits to measure and analyze End Of Line efficiencies.
01/2013 to 01/2016
MULTI-LOCATION ACCOUNT MANAGER3M INDUSTRIAL TRANSPORTATION BUSINESSES － Seattle, WA
Multinational business with operations in 40 countries and a vast industrial, commercial and consumer products portfolio.
Negotiate multi-year contracts and manage relationships with national accounts, calling on corporate contacts and supporting distribution channels.
Selected Contributions: Increased market share and ROI, growing territory by 25% in the first year with 3 new clients.
Built sales pipeline that will result in more than $5M in new sales revenue.
Increased footprint of 3M products throughout clients through the expanding of sales of non-packaging products.
Developed 5 new opportunities with a new product introduction, Multi-Pack tape that will have $4 million dollars in new revenue in the first 6 months of product launch.
Managed pricing and programs for key accounts that had operations outside of US in Canada and Mexico.
Helped customers save an average of 20% on 3M programs to reduce downtime and increase throughput with reporting.
Conducted plant Audits of packaging lines, Inventory Analysis and Procurement practices.
Maintained pricing margins and contracts of RFQ's in accounts.
Managed sales representatives and engagement in National Accounts at local / regional operations.
01/2006 to 01/2013
PACKAGING SPECIALIST3M PACKAGING － Seattle, WA
Marketed and sold capital packaging equipment and consumables, driving business by developing new customers and managing existing customer relationships, identifying opportunities and solutions through direct sales calls and with distribution channels.
Selected Contributions: Enhanced profit measurements for customers by increasing production capabilities reducing waste and improving throughput with new equipment solutions and consumables increasing margins 8% year over year.
Developed a comprehensive training program for channel partners that increased profit margins on consumables and equipment with results of $600,000 dollars in new sales in 8 months, program is now executed 10 times nationally as a best practice.
Nationally recognized Packaging Specialist of the Year (twice) and Equipment Sales Leader of the Year, first full year of employment.
Organic growth of over $2 million dollars in region of Washington, Oregon, Idaho, Montana and Utah.
01/2000 to 01/2006
PAPER SPECIALISTBOISE PAPERS/OFFICEMAX － Seattle, WA
Manufacturing and Distribution Company of papers and office supplies Managed the sales of high volume printing papers, copy papers, and security papers for printing and document reproduction, responsible for developing new market opportunities and delivering on complex solutions for client printing needs.
Selected Contributions: Successfully launched new technical security papers for specific markets that increased sales 15%.
Won national award for territory growth on two separate occasions.
Created training program for paper specifications and opportunity identification with local sales team.
Increased paper sales 28% with existing accounts.
Education and Training
Bachelor of Arts: Political ScienceSEATTLE UNIVERSITYPolitical Science
Direct Sales and Distribution Sales, Packaging Line Audits, Process Improvement, Critical Thinking, Lean Six Sigma Foundations