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Territory Sales Manager Resume Example

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TERRITORY SALES MANAGER
Summary
Territory Sales Manager/Sales Coordinator with strong relationship building and analytical skills. In depth Sales & Operations Planning experience. Experienced with facilitating work across functional teams (Supply Chain, Engineering, Pricing Groups, Commercial). Looking to leverage Sales, Marketing & Analytical experience in the Demand Manager role for Caterpillar O&G.
Experience
Territory Sales Manager 01/2016 to Current Caterpillar Inc Houston, TX
  • Develop in depth relationships with Caterpillar dealer sales reps and upper level management; execute sales calls.
  • Negotiate & advise on strategic pricing programs and technical power systems product specifications. 
  • Responsible for $30MM+ prime product Caterpillar dealer sales in 2017, exceeding sales goal by 30%.
  • Exceeded 2016 Sales goal by 42%.
  • Develop strategies to improve both Caterpillar and Dealer profitable growth through OPACC positive product sale.
  • Collect VOC on Caterpillar products and use to determine long term product strategy.
  • Train Caterpillar dealers on Oil & Gas power systems product; develop value proposition.
Sales Coordinator 10/2014 to Current Caterpillar Inc Houston, TX
  • Deliver rolling 24 month Sales & Operations Planning forecast every month for Americas Oil & Gas prime product (volumes of over 2000 units per year).
  • Collaborate with sales teams, Caterpillar Dealers, and Caterpillar Demand Management team to develop an accurate demand signal. Use industry data and market intelligence when applicable to support forecast.
  • Implemented process improvements to allow sales teams & demand planning to submit an aligned forecast.
  • Support Americas regional forecast in monthly S&OP meetings with detailed logic behind forecast. Gain buy in from Caterpillar O&G Executive Management on forecast.
  • Create & manage all merchandising programs, work with account coordinators to validate correct pricing, resolve any pricing discrepancies with Caterpillar dealers & customers.   
  • Create weekly sales reports using excel and business warehouse. Analyze sales data to determine key metrics: revenue, variance, unit sales, leading sales segments. Present findings to management on a weekly basis.
  • Implemented bi-weekly statement of accounts reviews with direct clients to resolve payment discrepancies.
Americas Salesforce CRM Champion 10/2014 to 12/2015 Caterpillar Inc Houston, TX
  • Perform role of "business architect": act as a translator between the business unit and the technical support team to create the most effective instance of salesforce for the Oil & Gas business unit.
  • Work with technical support team to build product quoting and discounting software tool in salesforce. Perform UAT (User Acceptance Testing) to ensure proper functionality of the software. Manage timeline for implementation of the software, provide communications and training for software rollout. 
  • Provide necessary ad hoc training for Americas Sales & Marketing teams. Train world wide super users to support their own regional sales teams.
  • Prioritize 15+ projects and manage $20K maintenance budget to ensure effectiveness of salesforce despite limited budget.
Marketing Representative 09/2012 to 10/2014 Caterpillar Inc Peoria, Lafayette, Houston, IL IN TX
  • Completed seven developmental rotations designed to facilitate understanding of Oil & Gas industry.
  • Traveled to various Caterpillar business units and pitched solutions to real world business issues.
  • Familiarization with Caterpillar products and technical sales 
  • Fielded technical inquiries, created sales training materials, built a technical sales tool using VBA
  • Analyze market data to determine Caterpillar product line Percent of Industry Share position
  • Developed negotiation skills & enhanced presentation skills for upper level management audience.
Education & Certifications
BBA: Marketing 2012 Texas A&M University College Station, Texas Cum Laude
Certificate in Advertising 2012 Texas A&M University College Station, Texas
Skills
  • Relationship Management 
  • Problem Solving
  • Detail Oriented
  • Ability to Multi-task and Prioritize
  • Written and verbal communication
  • Business warehouse
  • Microsoft Office Suite
  • SAP
  • Salesforce CRM Software
 

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Resume Overview

Companies Worked For:

  • Caterpillar Inc

School Attended

  • Texas A&M University
  • Texas A&M University

Job Titles Held:

  • Territory Sales Manager
  • Sales Coordinator
  • Americas Salesforce CRM Champion
  • Marketing Representative

Degrees

  • BBA : Marketing 2012
    Certificate in Advertising 2012

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