Excel at penetrating key accounts and increasing revenues through relationship building. Challenge-oriented; tackle tough sales problems and bring to successful conclusion. Welcome objections as opportunity to share product knowledge and expertise.
Tenacious achiever. Use outstanding organization, communication and correspondence skills to build solid customer relationships. Generate top-quality results by demonstrating superior product knowledge and integrity. Resourceful when faced with obstacles and adaptable to sales situations. Strong track record in exceeding sales quotas. Persuasive negotiator.
Establish rapport with individuals at all professional levels and from diverse cultures. Keep the customer’s needs foremost in mind and illustrate how his/her needs can be met. Strong “closer” with emphasis on strategic selling to major account markets, including established firms and small start-ups.
Focus on helping customer achieve goals; identify and promote products that will fill unique application requirements; provide needs resolution. Adept at collaborating with engineers to design new products. Leadership qualities and a team player. Interface with inside sales support, professional service groups and consult with engineers for specific engineering projects.
Develop solid business relationships through honesty, integrity and consistent follow through, which directly contributes to consistent growth of territory. Skilled at prospecting, customer service and new product marketing and demonstration.
Competent public speaker. Presented at Strategic Planning Conferences and performed as Lead Trainer for Northeast Region on implementation of new company vision.
Computer knowledge includes: MS Word, Excel; Word Perfect; PowerPoint; email communication and Internet research.
Grew northeastern U.S. territory 12% within first 5 months for company with annualized sales of $3.2 million in 2003. Exceed industry average in profit generation: 11% in sales profit vs. industry average of 2%–7%.
Convey advanced graphic printing and prepress knowledge in flexo and offset applications as well as advanced structural design knowledge.
Key player in development of customized packaging product. New product slashed damage-in-shipping rate from 38% (previous supplier) to fewer than 2%. Market potential for northeastern U.S. is $40 million.
SALES MANAGER (2001 – 2003)
Created business plan to stabilize revenues and identify and implement cost cutting measures. Worked closely with plant manager to determine best strategy and customer mix. Maintained revenues ($7.9 million in 2000; $8.0 million in 2001; $8.2 million in 2002) despite declining market and antiquated manufacturing processes.
Team leader in ultimate decision to consolidate customer base into newer facility with more efficient manufacturing processes.
Successful in guiding sales team to close numerous key accounts. Managed team of 6 sales reps, 1 customer service manager and 3 customer service reps.
Assigned as regional trainer for implementation of new company vision. Lead trainer for more than 400 employees in northeast region.
Selected to participate in many corporate leadership strategic planning conferences.
FIELD SALES MANAGER (2000 – 2001)
Worked closely with regional vice president, general manager, regional sales manager, plant manager and plant superintendent in devising sales strategies. Participated in many company-led leadership and management development courses.
Honed personal management skills and trained 3 direct reports (producing 25% of total sales within facility) in selling skills.
Developed, nurtured and maintained relationships with top 3 house accounts, which generated 5% of total sales.
Initiated process of tracking and updating finished goods inventory to improve cash flow.
Matthews International Graphic Systems Division – Pittsburgh, Pennsylvania
Sold identification tools to corrugated and flexible packaging industry, including graphic design and art services, printing plates, cutting dies, barcodes and press side assistance in package printing operations.
Consistently achieved 105% of monthly sales quota. Sales leader during FY1998 and 1999 for newly formed cutting die division, Maverick Cutting Dies, Inc., with sales exceeding $400K in both FYs.
Introduced guidelines for maintaining quality in production. Slashed rework by 22%.
Coordinated production schedule for annual product sales of $14 million. Generated daily on-time delivery and daily departmental production level reports. Increased daily on-time delivery by 18%.
Performed order entry and sales support. Communicated daily with customers in territory consisting of Buffalo/Rochester, NY, Columbus and Cleveland, Ohio to resolve problems. Set up delivery dates in collaboration with Master Scheduler.
Transworld Systems, Inc. – Pittsburgh, Pennsylvania
1990 – 1992
Serviced client base and prospected for new customers. Performed product demonstrations of Frieden Alcatel mailing systems. Developed marketing and advertising programs.
B.S., Economics with Business emphasis, 1988, Allegheny College – Meadville, Pennsylvania
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