18317 Lansford Path, Lakeville, MN 55044 Ÿ 612.867.7711

 

Sales Executive · Business Development

Driving Profitable Growth via Targeted Sales Strategies and Effective Implementation                                        

Consultative Sales Executive with proven success in B2B sales, business development, and sales management within the technology and industrial markets. Captures revenue by creating and implementing strategies that entice high profile, high profit prospects, building targeted C-level relationships, identifying and generating value-added solutions, and leading effective sales teams.  Frequent President’s Club member; values collaboration, best practice engagement, and goal attainment. Top StrengthsFinder themes include: Strategist, Cultivator, Activator, Maximizer and Futurist.

 

AREAS OF EXPERTISE

 

·   Sales & Territory Management	·   Sales Team Leadership
·   Business Development	·   MS CRM, Salesforce.com, Saleslogix
·   National Account Management	·   Cross-Functional Collaboration
·   Regional/ National Sales Planning	·   Process and Project Improvement
·   Contract Negotiation/"C" Level Engagement	·   Professional Industry-Related Networking

 

PROFESSIONAL EXPERIENCE

 

O’DAY EQUIPMENT, LLC – Petroleum Equipment Distributor3/2014 – 7/2015

Regional Account Manager

Led sales of fueling tanks, dispensing and monitoring equipment, and construction services for a $1.35 million branch including calling on and managing 500 accounts within the state of Minnesota.

·   Closed 72% ($975K) of branch sales with new customers and satisfaction to project completion.

·   Expanded the previous typical business matrix to include lucrative non-traditional markets.

·   Contributed to branch profit margin increase of ~22% over previous years.

·   Prospected, analyzed and detailed project scope; estimated, generated and presented proposals. 

·   Collaborated with in-house technical resources and outside vendors to solidify customer solutions.

 

LEGACY RESOURCES, INC. – Oil and Gas Industry11/2009 – 6/2013

Land & Right-of-Way Agent

Pursued and interacted with land owners to secure oil, gas and water access rights.

·   Secured 100% agreement success for oil entities to own drilling and right-of-way privileges.

·   Effectively negotiated ~105 land leases for oil drilling, natural gas & water pipeline access.

·   Self-initiated attainment of Real Estate License to expand knowledge of transaction details.

 

HEIDELBERG, USA – Prepress, Press and Post-Press Systems                                         1/1998 – 4/2009

Prepress and Direct-Imaging Sales Specialist (PSS) / Prepress Sales Representative (PSR)

Generated the direct sale of Prepress and Direct-Imaging Systems in the upper Midwest territory defined to include Minnesota, Iowa, North Dakota, South Dakota, Missouri, Nebraska and Kansas.  Activities included professional aggressive prospecting, analyzing, proposing, closing, and ensuring installation success.

·   Collaborated with sales and technical colleagues to analyze opportunities, configure product and services proposals, present and close complex integrated solutions, oversee installations.

·   Select team member chartered to streamline order intake process, resulting in 25% improvement.

·   PSS:  Instrumental sales specialist role that earned “USA #1 Region of the Year” (2003).

·   PSS:  Contributed annual sales volume averaging $4.8 million … top 25% in nation.

·   PSR:  Directly generated annual sales volume averaging $3.1 million … top 10% in nation.

·   PSR:  Directly sold $2.2 million of Heidelberg Prepress systems … top 10% in nation (1998).

 

XEROX CORPORATION – Digital Printing Systems10/1996 – 12/1997

Docu-Tech System Sales Specialist

Engineered sales of a high-end digital print systems (each sale averaging $200k).

·   Surpassed goal of $1.2 million in digital print systems into high volume, production accounts.

·         Successfully led sales team in selling broad-based digital solutions attaining #1 regional status.

 

AGFA CORPORATION – Graphic Arts Systems6/1984 – 8/1996

Nat’l Accounts Mgr. (NAM)/ Dist. Sales Mgr. (DSM)/ System Sales Specialist (SSS)/ Sales Rep. (SR)

Strategized, sold and managed (via direct and dealer network) a product mix of equipment, consumables and services to the printing graphic arts field at local, regional and national jurisdictions.  Coached and developed up to eight Sales Reps and managed an annual budget of $1.2 million.

·   Created targeted marketplace strategies that were developed into enterprise-wide sales practices.

·   NAM:  Accomplished 30% sales growth, attaining $5.2 million in revenue…1995 Nations top1/3

·   NAM:  Devised, implemented & fostered sales plans to USA’s top 10 of the 50 printing operations.

·   DSM:  Earned #1 position nationally … Achieved revenue of $13.5 million (1991).

·   DSM:  Led team to “Top Performing District” nationally, compiling achievement 21 times/months.

·   SSS:  Received #1 “Specialist of the Year” nationally … Secured $4.8 million in sales (1987).

·   SR:  Cited as … Government and Education Sector “Regional Sales Leader” in 1986.

·   SR:  Recognized as … 1985 Regional “Rookie of the Year” runner-up.  

 

While having marked success in the print manufacturing and petroleum industries, am excited to aggressively pursue avenues herein and beyond this realm.

 

EDUCATION

 

MINNESOTA STATE UNIVERSITY, Moorhead, MN

Bachelor of Science in Marketing

 

Continuing Education

·   Mini-MBA Program completed 12/2015, University of St. Thomas, Minneapolis, MN

·   Project Manager Certification secured 09/2015, University of St. Thomas, Minneapolis, MN

·   MN Real Estate License secured 03/2013, State of Minnesota, Dept. of Commerce

·   Mechanical Engineering Coursework, North Dakota State University, Fargo, ND

·   Continued self-improvement class sessions; Microsoft Suite of Tools ... PowerPoint, Excel

·   Numerous sales training sessions, leadership seminars and industry direction/analysis

 

Of notE

 

Career and Personal Development

·   Drupa Event – World’s Largest Print Show (held every four years in Dusseldorf, Germany)

... Part of select group 3x with Heidelberg & AGFA to engage and impact worldwide prospects

·   Key participant in/planning, organizing 100+ regional & national industry-related trade shows

·   Frequent involvement with Corporate “Think Tank” and process improvement sessions

·   Professional Networking & Business Solicitation ... Twin Cities Metro Area participation

... "C"-Group, Gears & Gadgets, Minnesota Manufactures Network, The Manufactures Alliance

·   Persevered and self-financed College Degree, while attending classes and working full-time

·   Attentive towards our family unit significant achievements and mentorship/guidance with success of our three adult children's careers, extended family and beyond