Executive Vice President Of Sales Resume Example Wencor

EXECUTIVE VICE PRESIDENT OF SALES

Professional Summary

Successful Executive Vice President of Sales offering 23 years of experience delivering market leading results and revenue excellence in the sale of service driven, equipment based chemical programs to major health care, institutional and hospitality customers. An aggressive innovator who believes in strategic planning backed by a definitive bias for action. Strong background in double digit profit growth, focusing on people, programs and process. Leadership of large sales teams of up to 200. Co-ordination of successful program execution through direct sale accounts and distribution . Consistent market leading customer retention driven by enlistment and application of all company resources across multiple departments and disciplines. My strategy of team market plan execution, backed by data driven results has consistently proven successful.

Skills

Strategic and hands on executive with over 20 years of success in leading the sale of managed programs in identified market verticals. Creating best in class sales strategies for designing, implementing and maintaining financially accretive programs for customers.
Communicating revenue based, value add partnerships at the customer level from street to C suite. Consistent YOY revenue growth of 9-17%
Create actionable blueprints for growth and implement the required systems to guarantee profitability and a sustainable competitive advantage. Company net increase in operating profit of 10 %.
Repeatedly delivered rapid and sustainable growth in regional and national sales models while leading up to 200 person teams. Crafted, coached and articulated complex sales initiatives in service based, contractually driven sales markets.
Harnessed multiple resources across a highly matrixed structure, co-opting marketing, operations, contracts, and R&D departments to create powerful customer value propositions resulting in revenue contracts of up to $3 mil annually.

Recognized for possessing the ability to build superior cross functional sales teams and lead these teams to record growth. Increased average sales per representative from $269k to $377k annually at 72% gp.
Retain high level customer contract relationships through deep and trust based partnerships with local, regional and national partners.
Extensive P&L management experience at an officer level.
Comprehensive background in creating and accelerating sales channels in the healthcare, institutional and hospitality segments.

Work History

Executive Vice President of Sales08/2007 to Current
Wencor – Glendale , CA

Recruited to create and execute the strategic vision of a new, contract service based, hospitality/healthcare division for State Industrial Products, a 109 year old company supplying professional products and programs across North America and the Caribbean.
Grew start up division from 0-$21 million dollars in 11 years.
Created a culture of focused, contract based, program sales, articulated in a complex environment to local, regional and national customers.
Built a team of over 100 members, through recruiting and acquisition, while establishing a defined, unique culture and sales strategy.
Produced a gross profit margin of 76% by highlighting partnerships, contract based selling and emphasizing high value initiatives.
Sold large capital equipment rental and purchase agreements with corresponding program contract services.
Identified industry market trends to craft compelling sales propositions based on customer revenue enhancement.
Trained and led the direct/distributor partner sales team in closing numerous independent and multi chain hospitality and health care groups. Identifying and capturing multi departmental spend in these accounts.
Created a co-operative, interdepartmental trust between operations and sales groups resulting in greatly enhanced revenue growth and retention.
Managed and trained teams in multiple pricing and program groups, as well as calculating ROI on sales initiatives to different market verticals.
Acted as a "senior partner" to top twenty customers, ensuring account retention and growth.

Vice President of Business Development06/2006 to 08/2007
Oakmont Management Group – Calabasas , CA

Designed and executed Meyer's strategic entry into Canadian marketplace.
Recruited sales and management team, sourced suppliers and identified national sales prospects.

Vice President of Sales and Marketing07/1996 to 10/2005
Zep Manufacturing, A Division Of Acuity Brands – City , STATE

Led revenue growth from $40 million to $68 million in a 7 year period as a direct result of strategic planning and the tactical execution of that plan.
Reorganized sales force focusing on 3 key key market verticals, creating differentiation and competitive barriers to entry.
Managed 21 stocking locations across Canada, while increasing net profitability from 2.9% to 13% in 8 years.
Led sales management and marketing team of 18 with 180 sales representatives across Canada.
Increased average annual sales per representative from $269,000 to $377,000, by implementing market specialization and contract based selling.
Reorganized and revitalized sales force focus on high margin, program driven market categories. Developed specialized training and certifications to support sales initiatives.
Consolidated Western Canadian and Eastern Canadian divisions into a single cohesive sales organization.
Introduced high level partnership selling to independent, chain and franchise groups.
Created a culture of results driven management, cohesiveness and trust among all employees.
Zep Manufacturing's Canadian division was awarded top global sales division 3 times during my tenure.

Education

Associate of Science: Power Engineering2005Southern Alberta Institute Of Technology- City

Resume Overview

School Attended

Southern Alberta Institute Of Technology

Job Titles Held:

Executive Vice President of Sales
Vice President of Business Development
Vice President of Sales and Marketing

Degrees

Associate of Science : Power Engineering 2005

Executive Vice President of Sales Resume Example

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