Experienced and highly accomplished Director of Sales with knowledge of all sales processes, demonstrating solid analytical and team management skills. Proven track-record of generating new business through strategic negotiation while cultivating new relationships with key decision makers. Develops new accounts through effective relationship-building and networking initiatives leading to profitable sales growth year-after-year.
Responsible for account management and territory sales growth of Electrical, Electronic and Industrial/Commercial distributors in North Texas and Southern Arkansas. Exceeded annually established goals/initiatives three consecutive years.
Agency covered Oklahoma, Texas, Arkansas and Louisiana. Responsible for the representation of manufacturers of professional grade tools and related products in the Industrial/Commercial and Hardware distribution channels.
Responsible for leading four direct and twenty-two independent manufacturers representatives in the development of product and account-specific programs to meet or exceed company goals for profitable revenue growth within the STAFDA (industrial/commercial trade channels. Directly responsible for key account management, most notably Lowe's and all buying groups. Managed relationships with other staff functions to ensure availability of appropriate resources to support selling objectives.
Responsible for total North American retail business unit sales within the $25M+ hardware channel, comprised of major co-ops, 2-step warehouse distributors, home centers, as well as buying groups.
Managed the activities of 14 direct sales representatives and 80+ independent manufacturers representative groups in support of merchandising to the co-ops and 2-step distributors. Maintained national account management responsibility for Lowe's and Distribution America Buying group.
Managed the sales and marketing activities of the $75M+ Commercial Trades Business Unit, comprised primarily of plumbing/HVAC, electrical and STAFDA channels of distribution. Directed the activities of 14 direct sales representatives and 100+ Independent Manufacturers Representative groups in the U.S. and Canada. Maintained national account responsibility for Fastenal and all commercial/industrial buying groups including but not limited to Evergreen, Sphere, Embassy and Witt.
Responsible for sales planning and direction of field sales support for North American accounts with annual purchases of over $150K+. This included but was not limited to, Fastenal, Grainger, Hughes, Noland, Ferguson a large number of STAFDA and all buying/marketing groups.
Planned and supervised sales and marketing efforts of 30 direct and independent manufacturers representatives within the South-Central U.S. Region, which included all trade channels (commercial and retail) and totaled more than $10M in net sales.
Responsible for identifying and developing key account sales structure and establishing Lenox band saw blade market share within the highly competitive business of restaurant supply and retail food handling operations in Texas, Louisiana, Mississippi and Alabama.
Responsible for conceiving and implementing breakthrough sales and purchasing activities in support of MRO-type products, which were marketed to multiple retail grocery chains, food processors and purveyors.
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