Description
SUMMARY Proven Leader with a experience in building envelope materials, fenestration, coatings, controls and automation systems in the residential, commercial and industrial markets Expertise in distribution / dealer channels, representative agencies, and direct sale team development and strategies. Strong team building, training, and coaching skills to develop sales teams to deliver value proposition. Flexible, decisive problem solver with strong interpersonal skills and ability to influence key-decision makers. Highly disciplined communicator who embraces change with experience working from virtual office. Strong expertise in: Front End Selling to Architects & Engineers B2B Distribution / Channel Marketing Strategic Account Planning & Execution Marketing Program & Campaign Development PowerPoint Presentation Development Sales Training & Mentor Program Development Managed functional / Eastern Region - United States Develop and implement strategic objectives and tactical performance of Account Managers. Grow building solutions and install service businesses. Recruit, train, develop, mentor, motivate, appraise, and provide leadership to sales team. Coordinate activities with other functional departments to support "One Team" model culture. Provide accurate forecasts of opportunities, orders, expense management, quota and sales efforts to account managers. * Achieve business goals (sales growth & share) by increasing familiarity with key segments and expanding customer base with architects, consultants, contractors, and associations. * Assure CRM (SaleForce.com) utilization for monitoring business trends and Account Manager sales activities. * Conducted "Breakaway" Sales Training and Process Mapping for Account Managers, as well as, midyear and annual reviews for (10) Account Managers, including outlining functions and activities for sales team. * Increased revenue and profit through product and service bundling program, focusing on architectural, design build, and service programs, creating pull through business, resulting in 95% of revenue and 101% profit goals. strategy and overall leadership of sales team (Direct & Rep Agents) for all product segments. Demonstrate leadership organization and communication skills necessary to exceed Sales targets (Profit Product and Margin Mix) while managing complexity of various products. Monitor customer and competitor market trends (product technology and price). Analyze sales and market data to develop and implement sales objectives in line with strategic goals. Achieve market growth through coverage analysis bench strength and development of sales team. Ensure clear communication of sales results to senior management. * Presented sales strategy and assured execution by developing dashboard to track sales and budget results. * Developed marketing campaign for Interior and Design Build firms and coordinated trade show schedules. Grew market share 3 of 3 years through lead gen program sales process mapping and value add campaign * Increased margins 3% through implementation of sales process mapping value add and service campaigns. Developed Developed and executed marketing programs and sales blitz campaigns for Safety program services, and products. Identified national, state, and regional sales opportunities within Government segment through lead generating programs Trade Shows, Direct Mail, and E-Mail Campaigns. Initiated and developed Safety compliance and Risk Management Programs for state agencies, Higher Education, Military, and Postal Service. Conducted training on Safety Products, OSHA regulations and grants, Homeland Security, and E-Business opportunities. * Developed Compliance and Risk Management literature and Safety Solution Portfolios, generating awareness and increasing target sales. * Created Military Deployment Program, generating $1.2M in revenue and reducing indirect costs by 20%. and managed marketing campaigns and sales programs for national distributors and new industrial and commercial channels. Responsible for marketing efforts including B2B web development email blasts catalogs flyers merchandising promotional tools and plan-o-grams to generate incremental sales. Managed business development opportunities and pull-through efforts with Architects and General Contractors including coaching Sales team on consultative selling sales processes and time management skills. * Added 15 new product lines to national distributor channels increasing e-catalog sales 35% and receiving "Business Vendor Certification" and Award for "Best in Class Vendor" in Chemical Products Category. * Developed coatings programs and master specifications for key market segments including OEM Government Utilities and Manufacturing (US Postal Service FP&L Weyerhaeuser and Coca-Cola) generating $2.5M in revenue Conducted sales process time management and product training for national distributors and direct sales team new hires by designing and implementing competitive product conversion * Exceeded double-digit sales growth quota 12 of 12 years receiving Presidents Club Award 6 of 12 years Eagle Award for extraordinary contributions and serving as member of Sales Advisory Council from 1998 - 2002.
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