Name : Marie Johnson
Industry Type : Building Products - Equipment
City & State : Philadelphia, PA
Job Title Principal
Relocation Preferences : Willing to relocate
Objective : To secure employment with a construction firm where my extensive background in the 11400 contract sections will bring value and profit. The position could be in either sales or estimating as I have 17 years experience with both functions.
Resume :  
C. Marie Johnson

Accomplished Sales/Sales Management Executive skilled at marketing a diverse product line through direct sales channels and dealer/distributor channels... Recognized ability to lead market expansion efforts and consistently exceed quotas... Exceptional Strategic Planning, Corporate Infrastructure Development, Forecasting and Negotiating SkillsStrong record of developing long-term, profitable executive level relationships Skilled at leading and managing both employed and independent sales agents

Areas of Expertise:
Sales/Sales ManagementProduct TrainingContract Negotiations
Capital Equipment SalesBudget & ForecastingCustomer Retention
New Product Intro/Roll OutNew Market DevelopmentConsultative Selling
Design & LayoutCompetitive Market AnalysisSolution Based Sales

Sales Verticals:
Dealer/DistributorsArchitects & Design FirmsGeneral Contractors
College & UniversitiesK-12State Contracts
Grocery & C-StoreChainsInstitutional Markets
Hospitality & LodgingRestaurantsBusiness & Industry

Professional Experience:
Inverso-Johnson Associates, LLC2002 - Present
Principal & Sales Director
Managing Partner at a manufacturers representative agency for the foodservice and hospitality industries. $12mm firm specializing in commercial ventilation, refrigeration, custom stainless steel fabrication, custom millwork, processing equipment and hospitality grade furnishings.
Selected Operations Achievements:
Directed the installation of a computerized quotation system that improved company performance and productivity by reducing quotation errors and reduced length of time required to provide client with the quote.
Directed the installation of ACT! CRM program to manage company contacts of over 4,000. Instituted policy and protocol for appropriate client documentation
Directed the installation of a commission tracking program that allowed for proper company forecasting and capitol expense budgets which resulted in the company collecting nearly $100k in misallocated factory commissions. Trained staff in proper data entry techniques for accurate reports and appropriate protocol for collection actions when required.
Created and implemented new outside sales rep commission programs
Created company website showcasing corporate vision, selected completed projects, industry trade affiliates, and manufacturers catalogs.
Established and trained staff on company inside sales and customer service procedures that resulted in effective communication to customers and fewer customer conflicts.
Managed company income of $1mm for payroll, taxes, healthcare, marketing and tradeshows

Selected Sales and Business Development Achievements:
Developed the companys annual sales and marketing plan encompassing 14 manufacturers and 12 sales verticals that produced annual growth of 20-40% in a 6 year period.
Developed project management system that ensured clients were notified in a timely manner to ensure all details required for custom manufacturing were received
Developed a customer profiling system to identify new sales opportunities that resulted in 10 new clients with $550k in additional sales volume for the company and $38,500 in additional revenue.
Managed and supported long term relationship with #1 Southbend US Distributor resulting in increased market share control.
Negotiated and closed with a new distributor, companys largest single order for cooking equipment of $230k for the NY Jets/Giant Stadium slated for opening in 2009, netting the company $23k in commissions and pushing the company 40% over previous years sales.
Negotiated and closed with long term customer, companys largest refrigeration order for Seneca Niagara Casino of $190k, netting the company $13k in commissions which resulted in the company exceeding quota by 5%.
Negotiated and closed with long term customer new stocking distribution program which resulted in the opening order of $180k, netting the company $18k in commissions
Created a standardized furniture specification for Milton Hershey Schools with average annual sales of $250k, netting the company commission of $18k
Managed and trained outside sales force that produced $1.5 mm in sales with second tier client base

Unified Brands2001-2002
Northeast Regional Sales Director
Unified Brands, an $80mm leading manufacturer of highly specified cooking equipment, custom stainless steel fabrication and custom ventilation products for the foodservice industry.
Selected Sales/Sales Management Achievements:
Developed a sales and marketing plan that resulted in sales growth of $18mm to $22mm. This plan was implemented on a corporate wide basis 3 months after hire.
Managed and trained 6 independent manufacturers representative agencies for the foodservice industry to include one GSA representative firm.
Maintained executive level relationships with top 15 distributors within the territory that resulted in improved customer relations and conflict resolution.
Provided SWOT Report (Strengths, Weakness, Opportunities & Threats) to senior executives and engineers which aided in the positioning of a new product incorporating revolutionary technology
Only regional sales director out of 14 to receive 100% bonus based on achieving all metric based company goals

Gavin Associates1995-2001
Vice President of Sales
VP of a manufacturers representative agency for the foodservice and hospitality industries. $11mm firm specializing in commercial ventilation, refrigeration, custom stainless steel fabrication, custom millwork, processing equipment and hospitality grade furnishings
Selected Achievements:
Grew sales from $900k to $4.5mm within designated sales territory
Created, implemented and managed company sales and marketing plans that resulted in company growth from $8mm to $11mm over a 2 year period
Hired, trained and managed inside and outside sales forces
Provided product training and specification writing assistance for Architects and Kitchen Consultants, to ensure the correct products were specified for the correct application.
Assist principal engineers and customers with field verifications to ensure the manufacturing blue prints were accurate for custom applications

Legion Industries1993-1995
National Sales Manager
Managed national sales force comprised of 22 independent manufacturers representative agencies. Assisted President with the development of the national sales and marketing plan allowing flexibility for individual territories while maintaining the integrity of the plan. Assisted President with the marketing agenda for new products.

Sales Awards:
6 time recipient - Member of the Presidents High Volume Sales Circle - Victory Refrigeration
6 time recipient - Exceeding Sales Quota Achievement Award - Victory Refrigeration
2 time recipient - Exceeding Sales Quota Achievement Award - Hussmann
3 time recipient - Awarded highest percentage of growth Southbend
2 time recipient - $2mm Sales Club MTS
6 time recipient - $1mm Sales Club Gar Products
Considered for the Young Lions Award

Military Service:
United States Marine Corp1988-1992
Cryptologic Spanish Linguist
Inactive Top Secret CW Clearance
Honorable Discharge - Corporal

United States Defense Language Institute Bachelor Equivalent Foreign Languages/Military Intelligence
United States Department of Defense Cryptology and Intelligence Analysis School
Various seminars on Marketing, Sales & Motivation
ServSafe Certified

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