Summary of Qualifications
Client Identification, Acquisition & Retention ▪ Strategy Development & Execution Contract Negotiation ▪ New Product Marketing ▪ Client Relationship Development ▪ Customer Service Skills Strong Communicator (oral/written) ▪ Budget Management ▪ Trainer, Mentor & Coach
PROFESSIONAL EXPERIENCE
REGIONAL BUSINESS MANAGER – Automotive Refinish Group (2011-2022)
- Managed 12 direct reports in a ten-state region.
- Developed the team’s annual sales strategy and goals; managed and monitored each on a monthly basis.
- Mentored and coached sales team to expand and sustain organic and new business growth.
- Developed and demonstrated proof of BASF’s value proposition and contribution to client’s EBIT.
- Established sustainable business relationships through trust, integrity, honesty and open communication.
- Continuously worked to improve sales teams’ skill sets by identifying gaps in knowledge and advocating for professional and team organized training opportunities (sales representative retention rate since 2010 = 100%).
- Significant Accomplishments:
- Sales Region realized 125% sales growth in 2022 and 123% in 2021.
- Mentored three underperforming sales reps to reach their annual sales goals by 115% the following year by re-evaluating territory opportunities, developing a revised sales strategy, coached during sales calls, and stressed a ‘can-do’ mindset.
- Increased market share by >$5M in underperforming markets by collaborating with key client account influencers to identify opportunities for a mutually beneficial business relationship.
- Regional Business Manager of the Year 2017
REGIONAL SALES MANAGER – Automotive Refinish Group (2010-2014)
- Lead and managed 9 direct reports in an eight-state region.
- Successfully assisted client adaptation to utilizing a direct purchasing web-based business model while conducting traditional sales through a distribution network.
- Hosted and attended meetings with regional key account stakeholders to launch new products, BASF internal services and online tools to enhance client relationships.
- Coached and mentored the sales team via monthly communication or strategy meetings, ride-a-longs, company outings to surpass regional sales and customer service goals.
- Significant Accomplishments:
- Restructured the sales team and defined new roles and responsibilities which generated $4M in new sales growth.
- Collaborated with dissatisfied distribution partner; listened to concerns, conducted analysis review and identified areas of improvement to increase customer service and support resulting in a 400% increase in sales over 5-years.
AREA SALES MANAGER – Automotive Refinish Group (2001-2010)
- Managed 7 direct reports in a five-state region.
- Responsible for the local warehouse distribution center operations including supply chain and customer service.
- Developed annual budget and sales goals with a focus on sales and marketing utilizing a direct business mode.
- Possess strong leadership, managerial and organizational skills
- Adept in delivering on customer expectations while maintaining corporate / company objectives
- Ability to solve problems and negotiate effective solutions
- Exception verbal and written communication skills
- Salesforce CRM database
- Proficient with Microsoft 365 suite including Teams
Professional Development
- Member of Alliance of Automotive Service Providers of Minnesota
- Mercury International Leadership Training
- NuVue Business Solutions Leadership Development and Sales Training
- 3M Sales & Negotiations Training
- Challenger Diagnostics Coaching for Impact
- Insights Discovery Sales Leadership
- BASF Beyond Paint Sales Training
- Dale Carnegie Training Course
- Annual BASF training courses
- Driving Dynamics
