BRIAN BAUER

Delran, NJ 08075 856-461-1331 bbauer6450@comcast.net

REGIONAL SALES / KEY ACCOUNT MANAGER

Growth Strategies / Business Development / B2B / Key Accounts / CRM / Field Management Channels / Coaching / Consultative Sales / Market Development / Retention / Value Selling / Training
Applying an aggressive, can-do attitude, I have created solutions to customer and market needs, increasing sales, broadening client base and expanding market share. Utilizing business savvy, analytical skills and market knowledge, I have identified and captured key national accounts, including Pep Boys, Meineke, Midas, PSE&G, Commonwealth of Pennsylvania (CWOPA) and Verizon, representing not just more business but the best potential returns. In doing so, I have consistently met or exceeded sales goals. I can contribute immediately by:

Driving sales and maximizing competitive advantage in challenging markets Identifying and seizing upon new business opportunities Aligning solutions with customer expectations to deliver value Recruiting, mentoring and motivating top performing sales teams

Three keys to my success: understanding the customer, the market and the competition; cultivating key client relationships; and solution selling. I earned a BS in Marketing/Business Administration from LaSalle University.

Selected Accomplishments
Boosted key account sales 55%, reversing prior 35% loss. Uni-Select sales with CWOPA had seriously eroded. Determined people using products were not being called on. Assigned salesman to call on end users. Designed report form to provide information needed to correct problems. Erased loss and posted 20% increase in six months. Increased sales 20%+ seven years running. Uni-Select territory expanded from $2M to $100M due to acquisition. Needed to effectively call on all customers and leads. Broke business into thirds based on sales, top third having least amount of customers, middle third next, and lowest third the most. Spent equal time within each category. Innovated multifaceted price discount program, doubling sales to $14M. Truck Parts & Equipment sales were stagnant and competition was getting tougher. Need to generate more revenue. Instituted line and sliding cash discounts, latter based on customer sales volume. Revised sales compensation plan to reflect discount effect. Tripling inventory turn of prospects secures new business. New business was being driven by lowest price/commodity buying. Educated customers on having inventory investment turn more. Utilized ranking data to fill inventories with Uni-Select products. Averaged 125 line changeovers per year, three times industry standard. Turned around declining sales territory. Uni-Select sales to major Northeast accounts were declining. Promoted two employees to better service customers. Provided training and additional sales tools. Identified issues, forwarded them to proper internal team and corrected them immediately. Sales projected to grow by year end. Doubled customer sales presence to 90%, creating win-win business boost. Small business owners needed field sales presence but lacked ability to accomplish it. Acted as temporary sales manager to start process. Trained owner and sales team on effective sales techniques. Developed compensation plan. Won and retained business.

Career History
NE Regional Major Accounts Manager, Uni-Select USA, 1989-2012. Integrated Major Account effort with traditional Auto Parts jobbers to provide greater penetration into major account chains. Trained and managed field sales presence for contracted fleet and government accounts. Initiated program with National Retail Major Account to supply parts to its locations through existing company stores and independent jobber generating $2M additional revenue in 12 months. Managed $70M budget. Started as Business Development Manager (grew various territories from $250K to$1.6M per month) and then promoted to N.E. Regional Sales Administrator (managed 11 Business Development Managers). Earlier: Sales Manager, Truck Pats & Equipment Corp. (developed innovative sales and marketing program that generated $3M incremental revenue first year); and Area Manager, TRW Automotive Division (managed sevenstate territory and 11 direct reports). Personal Interests: Golf, football coaching and guitar.