SALES, MARKETING, & MANAGEMENT EXPERIENCE:
Proven record of identifying and capitalizing on growth opportunities. Strength at creating strategic programs with profitable solutions. Success working for Fortune 100s and privately owned companies. Broad based experience working with senior level decision makers, and key influencers. Reputation for Getting Things Done.
Regional Management responsibility with large geographic territories
Sales Management responsibility from $8M to $29M volume
Senior Management Team member with a $130M, privately owned wholesale distribution entity
Fifteen years management experience with direct reports and independent reps
SALES MANAGER, EAST REGION 4/08 to Present
DIMPLEX N.A. Ltd.
Managed the sales efforts for 29 states, with eight representatives, 350+ accounts, $8M in sales.
Developed the strategy to redirect the companys sales efforts and focus on growth markets
Led the companys efforts in transitioning from an employee based staff to an Independent Sales Reps
Created a Target Account Tracking Program to insure consistent focus/efforts with key developer accounts
Managed and directed the companys quotation efforts with the commercial specifying community
Co-Creator of the companys AIA/Continuing Education program
DIRECTOR, SALES & MARKETING 8/04 to 4/08
HSK INDUSTRIES Design Works
Consolidated six wholesale distributors into one entity - $130M in sales, with ten branch locations. Developed and implemented three-year sales and marketing strategy to capture and grow market share and increase profitability. Consolidated vendors, restructured compensation plans to reflect growth initiatives, reorganized sales staff, established policies and procedures.
Implemented turn around in three underperforming companies; 25% increase in sales, 3% in G.P.
Coordinated all quotation activities with major builders and developers.
Directed all advertising, marketing, and promotional activities.
* Project Management: Led from concept through completion, the construction of three retail showrooms; Established budgets, designed the space, hired/managed sub-contractors, and specified products
NEW BUSINESS DEVELOPMENT SPECIFICATIONS REP 6/01 to 7/04
P.F. VALENTE ASSOCIATES
Cultivated the A&E specifying community, and major developers in the NYC market. Generated pull-through sales with national distribution channel and Independent Rep Groups throughout the US.
Created and presented first-of-its-kind AIA/Continuing Education program focusing on manufacturing processes, applications, codes and standards.
Secured specifications on 24 projects nationally, including the new Freedom Tower (1 World Trade Center)
REGIONAL SALES MANAGER 3/97 to 6/01
ALCOA Architectural products division
Twelve state, $17M territory, with 220+ commercial Store Front fabricators
Reversed two years of negative growth - increase in sales of 25%
Managed four Independent Rep Firms responsible for calling on the wholesale building products market
BRANCH SALES MANAGER 8/93 to 2/97
RUSSELL METALS
Managed the Minneapolis branch, with a direct sales staff of six, $16M in sales. Focus on general carbon steel with 200+ manufacturing and fabricator accounts.
Increased Sales Volume by 19% in dollars, Gross Profit increase of 2+%.
Developed a Sales Action Manual to provide strategic direction, target accounts, and territory intelligence
Supervise the daily activities of the Warehouse Manager - 30,000 sq ft warehouse, 6 employees, 4 trucks
SALES & MARKETING REPRESENTATIVE 1/85 to 8/93
KOHLER CO.
REGIONAL MARKET SPECIALIST, 4/90 to 8/93
Picked by V.P. of Sales to lead the company's Pacific Northwest Strategy; To improve eroding market share, repair strained relationships, increase profitability, and introduce a new competitive priced product category.
Achieved over 120% of sales objective in focus product categories.
Created, developed, and presented a series of training seminars on the new competitive offering throughout five states, representing 76 wholesalers, $29M in revenue.
Managed special pricing quotations to secure large projects with builders and developers.
Developed an incentive based marketing program to increase awareness of the competitive product offering.
ZONE MANAGER, 1/85 to 4/90
Led the sales, marketing, and training efforts with eleven wholesale distributors.
Increased zone sales volume from 8.5M to 12.7M. Elevated gross profit from 21% to 27%.
Consistently ranked in the top 10% of sales force
ACCOUNT EXECUTIVE 6/82 to 12/84
CANON USA - Copier Division
Generated new business in the Wall Street market through cold calling and telemarketing.
PROFFESSIONAL DEVELOPMENT:
Advanced Sales Concepts for Enhanced Profitability Texas A&M Professional Development Center
Leadership Training for a Collaborative Workplace Zenger Miller
Leadership for the 21st Century Brian Tracy
The Habit of Negotiation Selling Butler Learning Systems
Understanding and Use of Financial Statements Dun & Bradstreet
ADDITIONAL SKILLS:
Mechanical and Architectural drafting experience
Broad understanding of manufacturing processes
Strong mechanical aptitude
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