High Performance and Results Driven National and Regional Sales, Marketing and Channel Sales Professional with extensive Distribution Management and Direct Sales experience including distributor channel optimization, key account management, team building and strategic planning across various and highly competitive industries. Relationship building expert with a reputation for honesty, integrity and driving sales growth. Expert communicator with a history of gaining sales for the company. Extensive international, national and regional travel provides a cross-cultural experience. Managed and transformed a $3.6MM Territory to sales of $10.7MM within three years for a Leading National Rigid Plastics manufacturer. Propelled a working Pipeline from $0 to $16.7MM in possible new business. Developed excellent working relationships with end-user customers and numerous National and Regional Distributors. Provided Strategic Oversight of a 14 Person Sales Team and the Distributor Network generating annual revenues up to $14MM for a National Printing Products Company. Delivered $8.5MM in Personal Territory Sales while managing the Northeast US and Latin American Regions for same National Printing Products Company. Leadership Qualities that Build Organizational Value Strategy Planning and Execution Sales and Marketing Leadership P&L / EBITDA Accountability Branding and Market Development Relationship Building & Cultivation Channel and Distribution Management Team Building and Management Strategic Alliance Development National Market Penetration Product Innovation and Development Contracts, Negotiations Forecasting / Goal Setting Talent Development Revenue and Margin Acceleration Business and Financial Acumen A Career of Sales and Marketing Excellence with Domestic and International Companies
REGIONAL SALES MANAGER, DISTRIBUTION MANAGER04/2011 to 12/2014CONSOLIDATED CONTAINER COMPANYAtlanta, GA
Leading North American Industrial and Consumer Plastic Bottle Manufacturer with 58 manufacturing locations and $740M in Annual Revenues As part of the Industrial and Food Service sales team was recruited to advance the company's vision and sales presence in New England and formulate aggressive growth and profitability strategies and transform the local culture from operations oriented to customer focused.
Scope of sales territory broadened to include the Northeast, Midwest and National.
Responsibilities soon expanded to managing the company's National Distribution Network during a gap in coverage.
Expanded and cultivated Distribution relationships and now field many new opportunities every week.
Held Sales and P&L accountability for accounts and managed key relationships with major blue chip customers.
Closed New Business Sales of over $3MM YTD Thru November 2014.
Increased Top 7 Customers Sales (2013 vs.
2014) by 15.4% YTD Thru November 2014.
Closed and executed 2 year agreement generating over $1MM per year in Revenue.
Increased Sales by 50% in First 18 months With Company achieving sales growth from $3.6MM to $5.4MM.
Drove continued Sales growth achieving additional business increase of 56% during second 18 months with the company.
Sales growth from $5.4MM to $8.4MM.
As National Distribution Manager increased sales by 5% in 8 months growing from $24MM to $25.2MM.
Drove sales pipeline growth from $0 to $20+MM.
Secured long-term contracts on new business and renewals on existing optimizing financial performance and earnings growth.
Negotiated Price Increase with Major Customer resulting in Additional Revenue of over $157K per year.
Attended and exhibited at Industry Trade Shows and National Distributor Sales Meetings.
Adept at CRM Systems with experience utilizing Microsoft Dynamics and SalesForce.
Proficient using Microsoft Office including Excel, PowerPoint, Word and OneNote.
Developed and presented numerous internal presentations and external customer reviews.
NORTHEAST REGIONAL SALES MANAGER/SALES MANAGER EASTERN REGIONAL/LATIN AMERICA SALES MANAGER01/1997 to 09/2010TRELLEBORG Reeves, IncSpartanburg Trelleborg, Sweden, SC
5B European-based global manufacturer of specialty engineered products and solutions with 15,000 employees across 40 countries, serving the industrial, aerospace, defense, printing and transportation industries.
NORTHEAST REGIONAL SALES MANAGER NEW ENGLAND TERRITORY SALES A member of the Senior Sales Team promoting Reeves branded products - a prominent manufacturer of polymer coated printing blankets, which was marketed and sold to Trelleborg in 2006.
Held various sales and sales management positions providing decisive team leadership and multinational distributor/channel management to optimize revenue streams generated from the sale of products serving the commercial printing industry.
Managed team efforts centered on tactically exploiting the full potential of a professional, client-focused technical sales force.
Sold to clients and directed sales teams for this $53MM business with associates and distribution partners in the United States, Canada and Latin America; traveled ~50%.
Distribution focused business with channel sales accounting for 95% of business.
Provided strategic oversight of technical sales teams and regional distributor networks for territories generating annual revenues ranging to $14MM.
Credited with capturing divisional sales that represented 44% of the company's total revenue streams.
Delivered $8.5MM in annual sales while managing the Northeast United States and Latin American Regions.
Reversed sales decline and surpassed performance expectations after expanding sales by 85 percent within a two-year time period for the New England Region.
Earned corporate recognition as Sales Representative of the Year and then Regional Sales Manager of the Year.
Met the goal of solidifying the company's market positioning within each Latin American country, and Canada, by building relationships and forging strategic alliances with distributor and dealer partners.
Developed product interest at end-user and distributor level and conducted comprehensive product-knowledge and sales training seminars to broaden market exposure.
Defined attainable sales goals, developed strategic sales plans, set product trials, and developed and maintained comprehensive sales reports to include: product updates, pipeline expansion, competitive analysis and account and distributor channel/territorial updates.
REGIONAL SALES MANAGERClifton, NJ
SALES REPRESENTATIVENynex - StorageTek CorporationLouisville, CO
BS: Business Administration Marketing and ManagementSuffolk UniversityBoston, MABusiness Administration Marketing and Management
Racquetball Working out and weights
Golf Home Renovation / Remodeling
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Companies Worked For:
CONSOLIDATED CONTAINER COMPANY
TRELLEBORG Reeves, Inc
Nynex - StorageTek Corporation
Job Titles Held:
REGIONAL SALES MANAGER, DISTRIBUTION MANAGER
NORTHEAST REGIONAL SALES MANAGER/SALES MANAGER EASTERN REGIONAL/LATIN AMERICA SALES MANAGER
REGIONAL SALES MANAGER
BS : Business Administration Marketing and Management
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