Sales Manager - UNIFIRST CORPORATION
(2020-04 - 2026-03)
- Develop and implement annual Sales Plan and submit Quarterly goals with monthly updates on progress to General Manager and other designated recipients…resulted in 14% to 18% annual overall sales growth.
- Recruit, coach and manage outside new business development salespeople in territory development, cold calling to gain new accounts and a future pipeline for sales. Train CRM strategy to maintain contact and gaining appointments with future accounts.
- Becomes personally responsible for Target Large Accounts at times there is no salesperson in a territory…largest account sold was American Casino generating $234,000 in profit over course of 5-year contract.
- Accompany Sales Representatives on sales calls to observe skills and techniques and assist in developing action plans for skill improvement.
- Conduct product knowledge and selling skills training at each weekly sales meeting.
- Conduct formal weekly evaluation of overall sales performance and effectiveness of each Sales Representative. If necessary, assists/guide the Sales Representative in developing plans and strategies to achieve sales goals. Coached and managed 3 President's Club achievers annually…highest award in UniFirst.
- Achieve location's new account sales quota…adding 45-70 new accounts each month equating to $127,400 profit per month.
- Maintain budgeted staffing levels.
- Perform other sales related tasks and assists other Sales Managers or other Location's Department Managers
Sales Manager - R3 RELIABLE REDISTRIBUTION RESOURCE
(2018-03 - 2020-04)
- Maintain leadership, training and development of branch sales effort, including management of sales representatives.
- Continue development of key customers and target accounts with on-going growth to ensure meeting or exceeding established expectations.
- Assist the General Manager with developing the sales budget if required.
- Communicate and coordinate with internal staff (Purchasing, Customer Service, Warehousing, Accounting and Sales staff) to maximize customer satisfaction.
- Drive a strong customer service mentality and continue building current customer relationships.
- Develop and deploy sales and customer specific sales strategies.
- Grew sales in multi-state market 108% to budget.
- Exceeded overall profit goal of 102% to budget.
- Effectively managed 11 outside new business development sales reps across a 4 state region to achieve $56M in total sales.
- Improved overall AR status by 4.5 Mil in dollars collected.
District Sales Manager - CASCADES TISSUE GROUP - SALES, INC.
(2012-10 - 2018-02)
- Managing professional outside sales team to drive sales increases and implement revenue generating programs for Cascade Branded product line to Distribution and End-User clients.
- Building relationships with key distributor partners and creating programs that maximize sales and growth.
Business Development Manager- Local Government and Education - ZEP SUPERIOR SOLUTIONS
(2012-06 - 2012-11)
- Develop strategic growth plans that effectively utilize US Communities Purchasing Co-op program.
- Education of Program details to sales force.
- Implementation of strategic sales process.
- Implementation of accountabilities and measures.
Regional Sales Manager – Midwest - ZEP SUPERIOR SOLUTIONS
(2009-10 - 2012-06)
- Create and implement strategies to meet or exceed sales and profitability objective for the region while effectively managing 70 new business development outside sales reps across a 3-state region.
- Manage division to budgeted resources.
- Actively participate in the training, recruiting and hiring process for new Outside Sales Representatives.
- Will be responsible to help reps manage their pricing to customers to ensure a strong commission percentage for the rep as well as a strong GP% position for the branches.
Market Manager (Jan / San Chemicals & Supplies) - JOHNSON DIVERSEY - Chicago, IL
(2004-07 - 2008-12)
- Grew overall business from $2.7mil to $5.3mil during tenure.
- Major territory responsibilities included, growing Distributor business, pull through sales calls with Distributor salespeople and cold calling.
- Grew territory by 8.7% in 2008, 11.3% in 2007, 9.7% in 2006 and 12.4% in 2005. Maxed annual bonus of 15% each year.
- While working with Distributor Salespeople, instituted a "report card" process with these customers. This report identified accounts where we had all the business and were maintaining position, as well as where we could identify opportunities to grow in existing accounts and cold call new business together.
- Obtained key market penetration with additional $225,000 in business with Building Services Contractors (GCA/Rockford Services and Vonachen Service, Inc.).
- Success in the Health Care Industry by capturing business with Sunrise Nursing Homes, Rosewood Nursing, Swedish American/Rockford and Loretto Hospital.
- Awarded $405,000 of Tax Supported business in the Education sector with Elmhurst District 205, Rockford Schools, Glenview, Libertyville, Wheeling, Tinley Park and Sandburg.
Director of Undergraduate Admission / Head Women Basketball Coach - UNIVERSITY OF ST. FRANCIS - Joliet, IL
(2003-04 - 2004-06)
- Directly responsible for the management and implementation of woman's basketball recruitment initiatives to meet or exceed enrollment and conversion goals for on–campus education programs including traditional freshmen transfer and graduate programs.
- Direct the women's basketball program; recruitment and training of quality student-athletes for successful competition; public relations and promotional activities appropriate for the position; supervise and direct assistant coach and student managers; monitoring and supporting the academic success of student-athletes; budget and records management.
- Work with university personnel, specifically other enrollment management personnel such as Director of Enrollment Information Services and the Director of Marketing Communications to develop and implement strategies which will aid in the generation of leads, and which include targeted communication plans customized to each prospective student audience.
- Increased overall admissions 13% during tenure
Region Business Manager, Reported to President of North Strategic Business Unit - LIGGETT GROUP, INC - Mt. Laurel, New Jersey
(2001-08 - 2002-04)
- Responsible for the market share growth, profit & loss as well as field sales force development in Illinois and Wisconsin markets.
- Direct staff of 10 Retail Sales Representatives
- Personal account responsibility for all major wholesale accounts as well as retail chain accounts
- Was Region Manager of the Year based on overall share growth of 33%.
Unit Manager - PHILIP MORRIS, USA - Schaumburg, Illinois
(1993-01 - 2001-12)
Reported to District Sales Manager.
- Responsible for $40 million in sales, directed field sales force development, promotion and market share growth in the southern Chicago/Northwest Indiana markets.
- Directed staff of 6 Territory Sales Managers and 6 part-time merchandisers in exceeding both share and volume expectations by $3.9 million during period of overall industry decline.
- Personal account responsibility for Banner Wholesale, ARP Wholesale, Eastside Wholesale, Cigarette Discount Outlets and Walgreen's-Chicago Region, with $22.5 million in annual sales.
- Restructured performance tracking system into two-way goals and planning tool.
- Improved Territory Sales Manager accountability for tracking performance against plan goals and monthly sales execution expectations.
Territory Sales Manager - PHILIP MORRIS, USA - Schaumburg, Illinois
(1989-01 - 1993-12)
Reported to Unit Manager.
- Responsible for management of sales territory with annual sales of $5.5 million.
- Traditional introduction to retail distribution channels.
Professional Basketball Player
(1977-01 - 1989-12)
Played for various professional basketball teams throughout Europe (7) and South America (3)
