SUMMARY OF EXPERIENCE
Business management executive with proven experience in growing revenue through market analysis and planning. Creative thinker with a good vision to create new programs addressing market needs. Strong leader with solid record of implementing successful strategic plans that improve productivity, increase efficiency, and strengthen financial results. Experienced problem solver and effective communicator.
PROFESSIONAL EXPERIENCE
Thomas Concrete of Georgia, Atlanta, GA 2008 – 2009
Vice President of Sales
• Managed 19 sales professionals representing annual sales of $200 million.
• Increased focus and efficiency of sales team by realigning account assignments to parallel market changes and needs.
• Introduced a process to improve communication and effectiveness between sales and other functional areas within the organization by implementing proactive bi-weekly conference calls.
• Facilitated strategic planning to identify growth markets.
BASF Chemicals/Master Builders (acquired by BASF) 1994 – 2008
Strategic Account Manager, Atlanta, GA 2006 – 2008
• Developed and managed customer relationships at the President, VP, and GM levels.
• Maintained close communications with management from international offices to ensure consistency across product marketing and sales programs.
• Led and facilitated efforts to respond to national RFP representing $24 million in annual revenue and led negotiations with global procurement group.
• Developed market differentiation strategies and processes for strategic account management.
• Worked on core team to evaulate sales processes & improve sales organization efficiency and successfuly developed and rolled-out a new sales training program to approximately 200 sales professionals.
• Participated in internal executive-level projects to enhance competitive market position and profitability through identifying key buying factors of the market.
Area Sales Manager, Orlando, FL 2004 – 2006
• Promoted to Florida Area Manager with expanded management responsibilities and accountability for Florida Area revenue and profitability improvement plans.
• Accountable for Florida Area’s P&L and directed all aspects of sales operations including pricing initiatives, expense control, product mix improvement (gross margin dollars inc. 26% over PY in 2005) top line growth (20% over PY in 2005).
• Led North America sales group in profitability improvement in 2005, 17% increase over PY.
• Improved area operational efficiencies and reduced costs by maximizing product delivery sizes and minimizing emergency orders.
• Developed Florida Area resource deployment plan; coached and mentored seven direct reports for performance improvement.
• Directed Florida Area sales initiatives; established and implemented sales, customer service, and product delivery plans.
Area Sales Manager, Atlanta, GA 2002 – 2004
• Promoted from sales representative to sales management to manage all sales for Gerogia.
• Created and implemented targeted business plans including sales forecasting, business development, and strategic market planning.
• Effectively managed sales and expense budgets for Georgia market.
• Achieved a 25% increase in sales in 2004 over prior year.
• Coached and mentored area sales representative and technician.
• Managed three key accounts in Area to maintain relationships at Sr. Management levels.
Field Sales Representative, Atlanta, GA 1999 – 2002
• Increased sales from $500,000 to over $2 million by implementing a targeted market approach to acquire new business.
• Earned Top Territory Growth Award in North America in 2001 (increased sales 50%) by acquiring business from the 2nd largest concrete producer in Georgia.
• Implemented new product initiatives and developed strategies for customers to improve their profitability.
• Maintained and developed relationships with existing and new customers; worked directly with operations/management teams to support business initiatives and offer solutions to their customers.
• Member of Technical Committee, Georgia Concrete and Products Association.
Product Manager – Marketing Department, Cleveland, OH 1997 – 1999
• Managed strategic marketing initiatives for a line of products, including the development and implementation of the national marketing plan.
• Launched two new products from development to market. Created collateral, training materials, presentations for sales execution.
• Facilitated internal and external sales training programs for specific product lines.
• Conducted product presentations at industry trade shows, generating interest and future business for product lines.
Product Developer – Research & Development, Cleveland, OH 1994 – 1997
• Project leader and team member on the development teams for multiple new product lines.
• Established full understanding of concrete technology that would provide springboard into management and sales.
• Assisted marketing with initial roll out of new technology and products.
Kmart Corporation,
Retail Manager, Pittsburgh, PA 1991 – 1994
• Achieved highest sales volume within region in 1994.
• Managed up to 30 employees, including: hiring, training; and schedule management.
• Implemented seasonal store layouts in line with district management recommendations.
• Executed seasonal price adjustment programs as directed from corporate office.
• Responsible for managing customer service and retail merchandising activities.
PROFESSIONAL ACCOMPLISHMENTS
• BASF President’s Award in 2005
• Top Territory Growth Award in North America in 2001 (increased sales 50%)
• Received four patents for the development of new chemical admixture products
EDUCATION
Clarion University of Pennsylvania
Bachelor of Science, Marketing, 1990
Coles College of Business, Kennesaw State University
Executive MBA, May 2009
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