Accomplished industrial market sales leader with a consistent, proven track record of exceeding sales and gross margin rate budgets across new or existing territories.

  Implemented the tactical marketing and sales management process, including pre-call plans and margin goals.

  Developed assigned territory plans with suppliers and worked closely with manufacturing representatives.

  Secured highly-engineered, lucrative contracts; achieved higher margins than peers and surpassed profit goals by up to 30% 16 of 17 years and currently on pace to more than double sales from last year.

  Experience leading and collaborating with a diverse team of personnel in a dynamic and fast-paced setting.

  Stellar listening, verbal communication and interpersonal skills to build relationships with key stakeholders.

  Proficient with Microsoft PowerPoint, manufacturing costing systems and sales support platforms.

  Willing to travel 50-75%.

> New Territory Penetration > Territory Management > Strategic Planning

> New Product Introductions > Cold Calling > Networking

> Generating Referrals > Contract Negotiations > SWOT Analysis

> Forecasting > Targeting > Competitor Analysis

Deca Cables, Inc. July 2015-Present

Industrial Sales Manager

  Build relationships for this Canadian-manufacturer of wire and cable for the industrial, petro-chemical, utility, mining, transportation, OEM and electronic markets new to the U.S. market.

  Gain the trust, confidence and respect of distributors, OEMs, end users, engineering companies and contractors to sell and promote customized, specialized wire and cable products.

  Emphasize penetrating the industrial, utility, and oil and gas markets, including negotiating contracts.

  Initiate new product development to secure UL approvals of new products.

  Train, mentor and coach inside sales representative.

Accomplishments:

  Established a professional quote and order confirmation process for the U.S. market.

  Leveraged past experience in the industry and relationships with customers to acquire new accounts.

  Generated $1.5 million in new business in 2016 and on pace to record $3.5 million in 2017.

  Acquired seven new customers by successfully executing lunch-and-learns, including negotiating stocking contracts with top distribution channel.

  Recorded $500,000 within two months in 2017 (fiscal year starts in February).

Shawcor, Shawflex Division Feb. 1998-June 2015

Northeast U.S. Regional Sales Manager

  Promoted and sold customized, specialized wire and cable products to the U.S. market and negotiated contracts.

  Grew corporate and branch relationships with distributors, engineering firms, OEM s, end users and contractors in the industrial, automotive, oil and gas and utility markets.

  Oversaw a territory encompassing New York, Maine, Massachusetts, Vermont, Maine, Rhode Island and Connecticut.

Shawcor, Shawflex Division (continued) Feb. 1998-June 2015

Northeast U.S. Regional Sales Manager

  Managed both the Northeast and Western U.S. regions over a period of seven years and served as the only U.S. sales representative nationwide for eight consecutive years.

  Led an inside sales representative and hired and trained three manufacturer representatives.

Accomplishments:

  Achieved higher margins than peers and surpassed profit goals by up to 30% 16 of 17 years.

  Secured $8 million in annual revenue selling Variable Frequency Drive (VFD) cables; Thermoplastic Low Smoke; Zero Halogen (LSZH) cables; Thermoset LSZH cables; Cross-linked Chlorinated Polyethylene (XL CPE) cables; and Cross Linked Polyolefin (XLPO) cables.

  Established two major, highly-engineered stocking programs with separate key utility companies in New England, securing three years contracts worth $4.3 million annually (renewed one an additional three years).

  Generated $1.8 million in new annual sales as a result of heading an effort to specify and up-sell product to two additional key utility companies in New England.

  Grew Western U.S. sales from $0 to $2 million annually (California, Arizona, Nevada, Oregon, Washington).

Furon Co., Dekoron Division July 1992-Jan. 1998

Business Development Manager, Process Controls Systems Group (Aug. 1994-Jan. 1998)

  Earned President s Club honors for exceeding 1995 sales forecast by 130%.

National Product Manager, FutureFlex Air Blown Fiber System (Aug. 1993 Feb. 1997)

  Generated $800,000 in the first 12 months selling to engineering firms, end users and contractors.

Marketing Specialist (July 1992-July 1993)

Master of Business Administration (MBA), Finance and Marketing, Case Western Reserve University

Bachelor of Business Administration (BBA), Marketing, Kent State University

Completed Oliver Wright and Fox & Co. (Dollarized Value Selling) Training

National Federation of State High School (NFHS) Certified

Leadership and administration of high school athletics and programs such as speech, debate and music; since 2016

Volunteer Track and Field Coach, grades 3-8, Catholic Youth Organization; since 2008