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Kirk E. D.
NE Innsbruck Dr.
AND SALES MANAGEMENT EXECUTIVE
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
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
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.
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 .
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.
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
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.
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.
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.
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.
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.
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.
Generated an incremental $, in revenue over prior year sales
through the execution and implementation of existing agreements and
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.
Improvements: Elevated local account penetration through execution
of contract implementation, compliance and leveraging high level relationships
throughout the customer’s organization.
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
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 .
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.
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 .
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.
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
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.
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
Key Account Manager,
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.
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
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.
Cardinal Stritch University College
of Business & Mgmt M.B.A., Business Administration
University of ColoradoBoulder B.A.,
Colorado Mountain College A.A.S.,
Sales & Marketing
Tactical and Strategic Selling Programs
SPIN Selling Workshops Huthwaite
Effective Communication and Presentation
Skills Program Decker Communications.
Professional Selling Skills I and II
Dimensions of Professional Selling
DPS Training Carew International