SUMMARY OF QUALIFICATIONS

Performance-focused sales professional with a solid reputation in successful cus

tomer development and relationship management at all levels. Consistently excee
ded sales goals in challenging territories and a fluctuating industry, driving i
ncreased revenue throughout career.

CORE SALES LEADERSHIP COMPETENCIES INCLUDE:

-DEVELOPMENT, MANAGEMENT AND RETENTION OF CUSTOMER ACCOUNTS
-COLD CALLING & LEAD GENERATION
-CONSULTATIVE SELLING & KEEN LISTENER
-CONTRACT NEGOTIATIONS & SALES CLOSING
-CUSTOMER SERVICE & ISSUE RESOLUTION
-POST-SALE MARKETING
-NEW BUSINESS DEVELOPMENT
-BUSINESS TO BUSINESS SALES
-BUSINESS TO CONSUMER SALES
-FULL CYCLE SALES MANAGEMENT
PROFESSIONAL EXPERIENCE & KEY ACCOMPLISHMENTS
PARIS BUSINESS PRODUCTS, Westampton, NJ November 2009 - June 2010
Midwest Territory Sales Manager
Outside sales, including establishing new accounts and managing existing account
s, of extensive product line of stock and customized business forms including Me
dical and Multi-Purpose Security Paper and Security Business Checks as well as p
erforated and punched cut sheets.
PERFORMANCE OFFICE PAPERS, Lakeville, MN April 2009 - October 2009
Midwest Territory Sales Manager
Established Midwest Territory office with focus on new account development. Out
side sales of extensive product line of stock and customized business forms incl
uding security, prescription, health, dental, xerographic, engineering and point
of sale small rolls as well as perforated and punched cut sheets.
DISTRIBUTOR STOCK FORMS INC. (DSFI), Addison, IL 1983 - March 2009
Largest privately-owned printing and publishing stock forms company, encompassin
g 150 employees and four manufacturing plants, providing stock, specialty and cu
stom-printed business forms and cut-sheets to private customers, government agen
cies and retailers, resulting in annual gross revenue averaging $65 million.
REGIONAL SALES/NATIONAL SALES ACCOUNT MANAGER, 1995 - 2009
Inside and Outside Sales (full sales cycle) in a fast-paced, quota-driven enviro
nment, of a regional base territory with supplemental national and international
(Latin America) accounts. Consistently provided product information, accurate
quoted pricing, and issue resolution support within a targeted turnaround time o
f immediate to 24 hours to prospective and existing customers. Travel approxima
tely 50-60%.
-Territory and account management skills with proven competency in account penet
ration and time management resulted in expansion of underperforming territory by
increasing customer base from 40 to 600+ customers with an increase in revenue
from $40,000 to $6.8 million in 15 years.
-Demonstrated an increase in sales revenue for 14 of 15 years, ranking in the to
p three percent of sales reps. Recognized for consistently meeting or exceeding
sales objectives and leading sales organization including a total of four award
s for Salesperson of the Year.
-Proactively developed relationships with new and existing customers providing b
est product solutions to fit their needs resulting in establishment of customer
loyalty. Won back key accounts from competitors through aggressive marketing an
d effective account management.
-Regularly conducted face-to-face meetings with clients to maintain knowledge of
client's business needs, current opportunities and challenges, and to educate c
ustomers on new and existing products. Provided training and support to custome
r's sales teams including marketing and joint sales calls to support both curren
t and prospective clients.
-Communicated to National Sales Marketing Manager and Company President industry
trends, competitor status and market changes. Feedback resulted in direct coll
aboration with executive management in developing company direction and marketin
g strategy.
-Closely interfaced with Operations to develop product requests based upon custo
mer and/or market needs and to ensure orders met customer requirements.
-First contact for customer complaints and/or customer order issues; Liaison bet
ween customer and customer service with significant involvement in issue resolut
ion using practical and innovative problem solving capabilities.
-Established and maintained thorough documentation of customer information using
company software system including tracking sales activity for 600+ customers.
-Participated in Trade Shows, national sales meetings, and industry events not o
nly providing presentation of product portfolio and educating customers on produ
ct lines and company policies but also evaluating customer feedback to understan
d needs and trends.
LOGISTICS SUPERVISOR, 1987 - 1995
-Developed Logistics Analyses including initiation and execution of projects to
achieve alignment of manufacturing and transportation resources to optimize cost
and service.
-Fostered relationships with key major carriers developing, negotiating and moni
toring all contracts regarding freight costs for coordinating nationwide distrib
ution of product for all company logistics operations (four regional warehouses)
.
-Inventory Control for all four warehouses including establishing automated syst
ems.
-Supervised/managed daily activities of employees and fleet of trucks for local
distribution.
WAREHOUSE SUPERVISOR, 1983 - 1987
-Promoted from warehouse associate to warehouse supervisor in one year.
Planned and directed all warehousing functions including inventory and stock con
trol programs of manufactured product and consumables.
-Designed, organized and executed expansion of original warehouse (40,000 to 100
,000 square feet). Established three additional regional warehouses (Texas, Cal
ifornia and New York) including site selection, execution of build-out and perso
nnel staffing/training.
-Improved and established warehousing procedures resulting in increased producti
vity, reduction in picked errors and reduction in damage freight in transit.
-Supervised daily activities and trained 15 employees on company policies, OSHA
compliance, warehouse safety and operation procedures. Evaluated personnel perf
ormance and conducted counseling, coaching or disciplinary action, as needed.
EDUCATION & TECHNICAL SKILLS
William Rainey Harper College, Palatine, IL
Business Administration Coursework
Proficient in Microsoft Office software-based programs and AS400 Custom Software
REFERENCES AVAILABLE UPON REQUEST