Name : jones4412
Industry Type : Building Products - Equipment
City & State : Bloomfield Hills, Michigan
Job Title Sales and Marketing Manager
Relocation Preferences : United States
Objective : Executive Level Sales Management with the opportunity to contribute, via my knowledge, experience and demonstrated results, to a leadership team that embraces creativity coupled with proven sales and marketing methodologies.
Resume :  

Todd W. Jones

OBJECTIVE

Executive Level Sales Management with the opportunity to contribute, via my knowledge, experience and demonstrated results, to a leadership team that embraces creativity coupled with proven sales and marketing methodologies.

SUMMARY

Sales and Marketing professional with over 30 years experience in capital equipment and manufactured products sales and sales management. Most recently, four years executive level Sales Management for a major concrete products manufacturer reporting to the Division General Manager. Responsibilities include department P&L accountability, Division budget & planning, sales team leadership, conduct sales meetings, sales staff training & coaching, recruiting(hiring/firing), development of sales compensation plans, territory structure development, develop and monitor Key Performance Indicator (KPI) reports, establish/negotiate dealer agreements, develop annual Corporate and Dealer business plans, direct Teleprospecting and Lead Generation program, develop and manage annual advertising budget, plan special customer events (Annual Dealer Meetings, Authorized Contractor Meetings, Contractor Training Seminars, Dealer Focus Group Meetings, New Product Introductions, Trade and Consumer Shows, etc.), manage the Major Account Sales Team, assist on Key Account acquisition. Member of Corporate Executive Committee, MS XL, MS Vista, MS Office (Word, Excel, Powerpoint, Outlook), Lotus Notes CRM, SalesForce.

MAJOR ACCOMPLISHMENTS

* Effectively realigned and defined sales territories to increase coverage and awareness resulting in greater market penetration, new customers and increased revenue.
* Recruited and hired additional sales personnel resulting in increased sales and market share.
* Improved market share: 29% - 2004 to 55% - 2008.
* Designed and implemented Dealer and Territory Manager planning processes resulting in greater Dealer and Territory Manager accountability via measurable KPI metrics.
* Diversified advertising and marketing to include trade, newspaper, consumer/lifestyle and community publications as well as radio/television media enhancing brand awareness, value and consumer preference.
* Developed a Major Account Sales Team for Architects, Engineers, Designers and Specifiers resulting in increased product specifications, dealer and contractor sales revenue and brand preference.
* Identified and recruited 8+ new dealer prospects in target markets resulting in $4MM+ added revenue.
* Expanded focus on Environmental product specification (permeable pavers) and application through strategic alliances with key industry groups, trade associations and governmental agencies resulting in product specific installations and increased revenue.
* Participated in, and supported industry Trade Association meetings and events.
* Expanded annual Contractor Training seminars to include larger venue, broader training curriculum, guest speakers and industry vendors. Increased attendance by150% - (450 total contractors).
* Coordinated Teleprospecting/Lead Generation and Follow-up program resulting in increased sales and Authorized Contractor accountability .
* Direct report Territory Manager(s) achieved Presidents Club - 2005, 2006, 2007.
* Member of the Unilock Corporate Executive Committee - Corporate Management, Division General Managers and Sales Managers
EXPERIENCE Todd W Jones Page 2
Sales and Marketing Manager 2005 to 2009
Unilock Michigan, Inc. (Brighton, MI Corporate Office: Toronto, Ontario, Canada)
* Manufacturer of Unilock concrete paving bricks, retaining walls and permeable pavers Wholesale to dealer/distributors and authorized contractors. Managed sales team, dealer development, contractor training, planning, budgeting, advertising, special events, Executive Committee Member.

Sales and Marketing Manager - 1997 to 2004
Great Lakes Power Lift (Warren, MI - Corporate Office: Mentor, OH)
* Dealer for Hyster, Hoist, Bauman, Load Lifter, Kesmac, EZ-Go/Cushman; Lift Trucks and Industrial Vehicles - Sales, Service, Parts, Rental, Fleet Management and Commodity Supply to Big Three, Tier I, Industrial, Institutional, Distribution, Commercial and Retail markets, Executive Committee Member.

Territory Sales Manager - 1996 to 1997
A I S Construction Equipment Corporation (New Hudson, MI)
* Dealer for Komatsu, JCB, John Deere, Hitachi Heavy Construction Equipment - Responsible for developing new business, capital equipment financing, customer service and product support.

Territory Sales Manager- 1990 - 1996
Michigan CAT (Shelby Township, MI Corporate Office: Novi, MI)
* Dealer for Caterpillar Heavy Construction and Paving Equipment. Responsible for developing new business, capital equipment financing, customer service and product support.

Territory Sales Manager- 1987 - 1990
Cloverdale Equipment Company (Oak Park, MI Subsidiary of Barton-Mallow Construction Co.)
* Represented 10 major manufacturers of commercial and industrial construction equipment with heavy emphasis on equipment rental and leasing Develop new Heavy Equipment Division.

Territory Sales Manager - 1980 - 1987
Michigan Tractor and Machinery Company (Novi, MI)
* Dealer for Caterpillar, JCB, Bomag Heavy Construction Equipment
Responsible for developing new business, capital equipment financing, customer service and product support.

EDUCATION

Eastern Michigan University (Ypsilanti, MI) - Business Administration, Marketing

CAREER EDUCATION AND TRAINING

Dr. Charles Karras: Effective Negotiating '08, Mike Lipken: Keeper of the Flame '06 &'07, Joel Weldon: Motivation, Selling, Personal Growth, Speaking, Teambuilding Skills '04, Anthony Robbins: Personal Power & Get the Edge '03, Wilson Learning: Counselor Selling '87 & Negotiating Skills '86, Caterpillar Corporate Training: Product, Service and Financial Sales Skills '80 - '96.

PERSONAL

Team builder, able to travel, multi-task, manage time, strong written and oral communication skills, strong mechanical aptitude and ability. Able to interface with contractors/shop floor personnel as well as President's/CEO's. Caterpillar Century Club, Hyster Council of Excellence. Broad range of sales and management experience and results driven success.

REFERENCES
Excellent business and personal references furnished upon request.





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