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<pre>Array ( [var] => cut_url ) </pre> Resume for Kirk D. for Salesperson / Representative / Office Supplies & Equipment in Des Moines, Iowa. Search More Resumes for Salesperson / Representative on Resumark.com #AHNM1VSHH
 

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Resume for Kirk D. for Salesperson / Representative / Office Supplies & Equipment in Des Moines, Iowa




Occupation: Salesperson / Representative Industry: Office Supplies & Equipment
Country: United States City: Des Moines
State: Iowa ZIP: 50021



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Kirk E. D.

NE Innsbruck Dr.  Ankeny, IA

Home; cell

SENIOR SALES AND SALES MANAGEMENT EXECUTIVE  

Highly motivated, accomplished executive possesses comprehensive experience in sales management, new business development, strategic account management, and business planning into BB markets. Proven record of creating innovative solutions that consistently produce increased revenue streams, market share and customer engagement to diversified market segments.  Expert at identifying the most critical gaps slowing sales growth and implementing the strategies, processes and changes required to remedy the situation.

CORE QUALIFICATIONS National/Strategic/Key Customer Management New Business Development & Conversion Forecasting and Trend Analysis Strategic Sales Planning Supplier Relationship Management Consultative and Solution Selling Process Improvement Market Analysis Pipeline Management Sales Teams Organic Growth – Change Management – Opportunity Assessment – Resource Management – Communication – Negotiation – Team Selling – Coaching – Contract Implementation, Compliance and Execution – Relationship Building PROFESSIONAL EXPERIENCE  

, Adel, IA  

National Sales Manager 

Directed all sales OEM, distributor, and dealer aspects of existing and new revenue generation, lead outside sales, independent reps and inside sales team efforts and oversaw customer service department.  Groundfloor development of company strategic selling plan; implemented CRM program that maximized customer interface, key target customer penetration and heavy new business development. Directly recruited, hired, onboarded, trained and coached all of the sales team members. 

Revenue Growth: Instrumental leading sales team in generating % new customer revenue growth over prior year and existing customer revitalization through aggressive program initiatives. This led to improved customer gross profit margins of % through new market focus and development strategy with an outbound call program in . 

Revitalizing Stagnant & Declining Sales: Zero based customers increased revenues of $ , of new business development in months for the distributor market segment through targeted efforts. Company gained nearly $ , run rate in annual revenues in months. 

Sales Process Development: As the company change agent, sales team effectiveness was enhanced through the development of a formal Sales Process; execution of sales coaching, pipeline development, SWOT, Playbook, CRM and touch planning processes. 

Strategic Relationships: Nurtured new business opportunities and enhanced relationships through extensive industry involvement through conferences and trade show participation. Nurtured the key relationships of large corporate customers while positioning new diversified business channels into distributors such as Grainger, McMaster Carr, Fastenal, MSC, and Grainger Sourcing.  

, Marshalltown, IA  

Vice President, Sales and Marketing 

Recruited to provide executive leadership of company revenue stream, develop new business opportunities, rejuvenate marketing efforts, enhance direct selling programs and jumpstart the new product development department. Built out and implemented strategic sales plans for all departments sales team, customer service department, marketing department and product development providing collaboration of management team and provide overall market direction.  

Revitalized Sales: Implemented a new market initiative of reviving dated program which resulted with an incremental $ , in revenue on a month run rate. By enhancing the shipping discount structure enabled company profit margins to rise by % in months. 

Sales Effectiveness: Implemented cradletograve selling process that included advanced ‘touch planning’ tools, introduction and rolledout of web based CRM, and sales training that enhanced new business development and fortified the outbound call programs. 

Developed New Market Penetration: Initiated new venue into MRO/Industrial distributor sales of Grainger, Fastenal, Indoff & Independent Industrial Distributors. Uncovered additional instrumental national accounts that provided a diversified revenue portfolio by entering into power equipment distributor market segments. 

, Minneapolis, MN  

National Account Sales Manager,  

Promoted to national sales leadership position that implemented programs that drove revenue generation, corporate presentations, direct selling efforts and contract negotiations to Fortune customers  Propose cost saving initiatives, drive contract compliance and provided barrier removal to sales reps. Built opportunity pipeline and managed sales forecast/trend analysis monthly.  Leveraged solutionbased selling and maximized internal resource expertise that emphasized total cost of ownership in order to convert business.   

Organic Growth: Generated an incremental $, in revenue over prior year sales through the execution and implementation of existing agreements and contracts.  

ValueAdded Solutions: Saved customer hard and soft costs by an average of % of total account revenue by effective product replacements, energy retrofits and quarterly business reviews. Boosted account package gross profit margins by % in months. 

Operational Improvements: Elevated local account penetration through execution of contract implementation, compliance and leveraging high level relationships throughout the customer’s organization. 

Relationship Building: Fostered key relationships at multiple levels within corporate customers while enhancing contract compliance at site level. Cultivated new corporate business opportunities with key locations by leveraging vendor partnerships that focused on customer business issues and cost savings. 

, Minneapolis, MN  

Regional Program Manager 

Generated revenue stream of over $ M annually by driving sales results through effective program and category management expertise in a state region.  Demonstrated leadership skills and motivated account managers and district sales managers by guiding sellers through a scaled assessment process. Contributed to the organization’s successful janitorial category growth of % from .

Significant Revenue Growth: Outperformed sales goal by .% over prior year and % of plan with $ . million incremental. Established strategic alliances with vendor partners and growing their sales over % over prior year by developing, proposing and implementing cost analysis/cost saving strategies for new business conversions. 

Sales Achievements: Acknowledges for TOP GUN award top Regional Program Manager in the US for highest growth amongst peers during Q & Q in and finished at % of sales plan. Exceeded annual sales quota every year and positioned as program manager in the country in , in and in . 

Indirect Management: Actively directed and advised account managers to consistently grow regional category sales by % of quota through execution of account strategy that focuses on new business development and leveraging existing relationships. Led and mentored account managers from ‘’ to develop as bench candidates for future roles.  Further mentored newhire account managers and counseled corporate sellers. 

, Lenexa, KS 

Regional Market Development Manager 

Managed a sixstate Midwest region that delivered HVAC sales equipment volumes of $ million through a major industrial distributor Grainger. Developed, budgeted, and implemented sales and marketing initiatives to over field sellers, sales managers and branch managers. 

Indirect Leadership: Developed and implemented marketing plans for supplier field management and sales force including sales forecasts, account /project management and competitive analysis. Conducted field product training of distributor sales force, documented opportunity assessments, and delivered final presentations to distributor customers.

Sales Impact and Contributions: Orchestrated the development and promotion of new product solutions to overcome longstanding issues entering market with initial sales over $ , in yr of roll out. Drove sales results of % of quota for nonseasonal equipment sales; Attained top New Performer award in for growth for all product categories. 

, San Francisco, CA & Tucson, AZ

Sales Representative,

Account Executive,

Account Manager,

Key Account Manager,  

Progressed through numerous sales positions of increased responsibilities that eventually led to handling of strategic customer locations in the US.  Expert at leveraging internal/external resources that provided significant account penetration by delivering product and service solutions resulting in customer cost savings.  

Significant Sales Results: Achieved “Presidents Club” status in for finishing above sales plan for the Western Region and nationally; contributed % of sales quota as the HVAC Contractor Specialist. Awarded the Excellence in Action Quarter Maker Award winner in and finished in district by achieving % of quota for the year. Delivered sales increase of over $ , in new Safety/Janitorial/Tool commodity contracts in as a newly business unit for Grainger. Incrementally expanded initial territory sales from $ K to $ . million and developed as the largest territory in district.  

, Denver, CO

Territory Manager 

Managed a territory of over HVAC and refrigeration contractors in the Denver metro market. Provided exceptional sales, customer service and persistent follow through of equipment, parts and controls. Increased new customer base by % in two years with new business development plan. Took largest HVAC contractor from new construction market to retail replacement sales and thus increasing customer profitability by % in months. 

EDUCATION 

Cardinal Stritch University College of Business & Mgmt     M.B.A., Business Administration

University of ColoradoBoulder       B.A., Sociology 

Colorado Mountain College        A.A.S., Sales & Marketing  

PROFESSIONAL TRAINING AND DEVELOPMENT 

Tactical and Strategic Selling Programs Decker Communications.

SPIN Selling Workshops Huthwaite

Effective Communication and Presentation Skills Program Decker Communications.

Professional Selling Skills I and II Learning International

Dimensions of Professional Selling DPS Training Carew International


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