Sales Manager Automotive Lubricates / Chemicals

MARK WOLF SCOTTSDALE, AZ 85259 • Phone: (602) 657-7188 • E-Mail: mwolf5764@yahoo.com DISTRIBUTOR BUSINESS DEVELOPMENT MANAGER Strengthening Sales, Market Penetration, and Building Solid Regional Relationships Accomplished marketing and business development professional; Blends dynamic sales techniques with a solid understanding of the products, regional players and technologies that shape the growth and trajectory of the Lubricant, and Automotive Chemical Product niche to produce stellar results. Aggressively builds business through cold calling and relationship building and provides tactical business operations solutions to establish and maintain regional prominence. Exceptional communicator; working directly with Executives, Management Team and Sales Staff. • Strategic & Tactical Planning • Leveraging Vendor Relations • P&L / Financial Reporting • Operations / Process Improvement • Accelerating Profit • Budget Management • Account Development & Acquisition • Sales Team Development • Integrating Technology Solutions EXECUTIVE HIGHLIGHTS  Added 7 new distributors and 127 customers to Valvoline / Ashland Inc. consumer base in 2 years.  Built relationships with key players in the Southeast; leveraging over 16 years of Lubricant and Automotive Chemical business development and sales experience.  Increased Valvoline sales by 121% in only 2 years within in the Southeast and select national markets.  Developed and implemented marketing strategies for a 90 location auto consolidator in the southeast region (FL, NC, and GA) increasing southeast product sales by 41% in one year.  Revitalized southeast regional sales department; bolstering annual sales from $80,000 to $3.1Million.  Named “Number 1 in Regional Sales” 2 years in a row for highest dollar sales in 2009 and 2010.  Increased annual regional sales by 15% the first year and 30-40% each year thereafter.  Sharing industry knowledge and strategies; training and developing the sales team for future successes. PROFESSIONAL EXPERIENCE Distributor Sales Manager • North American Lubricants • Scottsdale, AZ 2012-2014 • Build and repair client relationships with 5 key independent oil distributors in the Southeast through intense business development, adding 3 distributors and 60 new customers in the first 10 months • Constantly evaluated comprehensive sales performance, focused on identifying and attracting new clients for continued profit growth and expansion of automotive chemicals and lubricant product reach. • Provided sales and product knowledge training for: distributors, employees and customers of OEM Dealerships, Automotive Service Centers, and quick lube businesses; building a knowledge base for future sales and supporting current business. • Evaluated sales strategies and operational improvements; ensured performance consistency and excellence. • Shares clear objectives and directives; providing momentum to further market penetration. Key Results:  Increased sales by 30% annually through organization, training and developing a “Team Culture.”  Cultivated a stronghold in knowledge of the automotive chemical and lubricant industry.  Established a formidable book of business in the southeast; introduced to key players in the regional market.  Developed foundation of future marketing/sales success through hands on interaction; modeling the department and matching with staff that “best fit” the model and maintaining control over the sales modeling process. Chemical Business Manager • Valvoline / Ashland Inc. • Lexington, KY 2010-2012 • Build and repair client relationships with 9 key independent oil distributors in the Southeast and select national markets through intense business development, adding 7 distributors and 127 new customers in 2 years. • Constantly evaluated comprehensive sales performance, focused on identifying and attracting new clients for continued profit growth and expansion of automotive chemicals and lubricant product reach. • Provided sales and product knowledge training for: distributors, employees and customers of OEM Dealerships, ACS, Goodyear, and quick lube businesses; building a knowledge base for future sales and supporting current business. • Evaluated sales strategies and operational improvements; ensured performance consistency and excellence. • Shares clear objectives and directives; providing momentum to further market penetration. Key Results: Region / Market Wholesale Monthly Performance Upon Hire Wholesale Monthly Performance 2 Years After Hire Philadelphia $308,000 $482,000 New York $152,000 $385,000 Houston, Texas $68,000 $327,000 Baltimore / Washington $220,000 $314,000 Kentucky / Tennessee $80,000 $300,000 Shreveport, Louisiana $23,000 $128,000 San Antonio, Texas $12,000 $120,000 North Georgia $42,000 $89,000 Southeast Regional Sales and Marketing Manager • MOC Products Inc. • Pacoima, CA 2002-2010 Directed channel marketing for automotive chemical and lubricant company concentrating on Automobile Dealership client base. Created, implemented and maintained companywide marketing structure for the Southeast region; using product knowledge as a marketing tool, trained division directors, staff of 200+, and executive clientele in product use and benefits. Administered one-on-one training to sales teams; building team knowledge of marketing and sales techniques, Datalogic mobile service advisor and a host of business development tools including: ADP, Reynolds & Reynolds, UCS, and MOC1 Solutions first generation Wireless Service Advisor systems. Key Results:  Direct manager to 4 divisions in the southeast consisting of an area manager and up to 50+ staff.  Customer liaison; worked directly with executive level clientele in the auto consolidator field such as AutoNation, Sonic Automotive, and Asbury Automotive.  Maintained 85% of market share and 92% market penetration.  Increased sales with a Jeep dealership in the Orlando market; grew sales from $30,000 to $1Million C.P. per month.  Developed and implemented marketing strategies directed towards 90 large auto consolidators in the southeast region (FL, NC, GA) increasing southeast product sales by 41% in one year.  Revitalized southeast regional sales department; bolstering annual sales from $80,000 to $3.1 Million by 2010.  Named “Number 1 in Regional Sales” 2 years in a row for highest dollar sales in 2009 and 2010.  Increased annual regional sales by 15% the first year and 30-40% each year thereafter. Marketing & Sales Manager • Bar G Enterprises • Tarpon Springs, Florida 1995-2002 Cultivated sales, marketing, and business development for an automotive chemical and lubricant company; managed 21 sales persons and 4 office staff. Utilized full gamut of account management and marketing experience to forge solid business relationships; increased market penetration through consultative sales, customer leads, networking and resulting in unparalleled new account generation and sales. Key Results:  Increased sales by 20-30% annually through organization, training and developing a “Team Culture.”  Cultivated a stronghold in knowledge of the automotive chemical and lubricant industry.  Established a formidable book of business in the southeast; introduced to key players in the regional market.  Developed foundation of future marketing/sales success through hands on interaction; modeling the department and matching with staff that “best fit” the model and maintaining control over the sales modeling process. Career Note: Previously served in the United States Air Force and Air Force Reserve as an E7 Tech Sargent managing a crew of 20 in the repair and maintenance of military aircraft; troubleshooting for technical errors and supplying and implementing effective solutions. TECHNOLOGY • ADP • Reynolds & Reynolds • Sage CRM • Salesforce CRM • UCS • QuarkXPress • Adobe Professional 8.0 • Microsoft Office Suites • Outlook / Lotus Notes PROFESSIONAL DEVELOPMENT Valvoline Learning Solutions • Effective Management Skills • Corporate Written and Verbal Communication • E-mail Communication • Oil Properties • Understanding Oil Grades • Smith System Advanced Defensive Driving Certified EDUCATION Pursuing Certified Lubrication Specialist through STLE University United States Air Force • NCO Academy • Dover AFB, Dover, DE United States Air Force • Jet Engine Master Certified • CAFB, Rantoul, IL Woodside Vocational School • Certificate of Cabinet Making & Construction • Woodside, DE

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