Experience

Vitra

• Switzerland
• Furniture and Home Furnishings Manufacturing
• 700 & Above Employee

• Sales Manager Retail Systems

  • 2012 - Present

  Drive new business across an expansive territory—Midwest U.S. and Canada—for this leading supplier of modular systems for retail and service interiors, identifying emerging opportunities within the architecture and design space, and calling on end clients to secure product specification. Model and train new sales executives on best practices in promoting this Swiss-engineered product, marketing the unmatched quality and craftsmanship, and providing designers, architects, and end-users with exceptional service. ➥ Relationship Management: Focus energy on cultivating strong and sustainable relationships with process stakeholders, understanding that a premium product does not sell on price, and instead, creating the connections to drive market share. ➥ Quota Attainment: Surpassed annual quota without fail, averaging double-digit over-target results, growing book of business from $1M to $2.4M during tenure, and positioning premium product as a ‘go-to’ solution for major clients. ➥ Key Account Acquisition: Secured a key account with Kimball International Fixtures—generating $150K in annual sales—specifying Vitra solutions into 450 new BMW dealership retail outlets. ➥ Account Development: Drove sales volume exceeding $225K annually through development of the Ideal Image Consultants account, gaining entry into their key accounts including Audi, Volkswagen, and Porsche. Show less



DisplayWorks

• Advertising Services
• 1 - 100 Employee

• General Manager

  • 2008 - 2010

  Directed the Cleveland sales office, holding P&L accountability and overseeing daily operations including sales, design, production, and logistics coordination of custom exhibits. Built strong relationships with outsourcing partners, identifying the resources critical to delivering quality products in a cost-effective and timely manner, and expanding capabilities while reducing overhead. ➥ Unprecedented Sales Gain: Generated $310K in business in the green industry and $235K in brand new business, identifying and closing key accounts, eclipsing prior year sales, and driving as much as a 90% increase in YOY results. ➥ Continuous Improvement: Evaluated and streamlined current sales and marketing processes—reducing overhead by 40%—by not only eliminating redundancies, but also outsourcing select processes to vendors to increase profitability by 28%. ➥ Industry-Leading Profitability: Averaged a 32% profit margin—far surpassing the industry benchmark of 21%—by leading all facets of the business from sales and marketing to engineering, production, design, logistics, travel, and customer service. Show less



Deep Blue 3D

• Cleveland/Akron, Ohio Area

• Vice President Sales & Marketing

  • 2004 - 2008

  Expanded market share and geographic footprint not only throughout the Northeast Ohio area but also in Central Florida, launching a satellite office in a new southern region which generated almost $900K in annual revenue. Focused on a combination of driving new business, building existing accounts, and training and developing new account executives to deploy best practices. ➥ Multimillion-Dollar Production: Personally sold $4.5M in new business—accounting for 52% of total company sales—through development of a robust pipeline, closing key accounts, and accessing pharma and construction accounts generating $1.4M+. ➥ Contract Acquisition: Designed, constructed, and sold multiple projects for the Cleveland Rock and Roll Hall of Fame, generating $350K in new business and positioning the company as a key player in a saturated market. ➥ Program Innovation: Designed rental and financing programs which drove double-digit revenue growth of 26%, in addition to reengineering the sales training and cold calling processes which generated an additional 20%+ in business for new reps. Show less



Valleylab

• Medical Equipment Manufacturing
• 1 - 100 Employee

• Surgical Senior Sales Executive

  • 2002 - 2003



GALLO

• United States
• Advertising Services
• 1 - 100 Employee

• Senior Business Manager

  • 1995 - 2002

  Held accountability for personal production—million-dollar-plus quota—in addition to training and developing new account executives to deploy evidence-based consultative sales practices. Built, coached, and provided performance feedback to a high-performing and successful team which increased annual sales by 24% and generated more than $3.2M in annual sales. Led a team of 10+ internal and external resources in executing 45+ projects annually, representing a book of business exceeding $8M annually. ➥ New Business Development: Launched a new business—through 100% cold calling—which resulted in $2M+ in sales and a 155% increase in territory revenue. Closed new business with 2 Fortune 100 accounts generating for $1M+ in sales. ➥ Contract Negotiations: Secured floor space for clients to exhibit during such shows as Global Shop, IMTS, ADA, and AORN; advocated for clients’ needs and competitive pricing agreements. Represented Marlite at the Chicago Merchandise Mart. ➥ Profit Improvement: Delivered profit margins averaging 30%—on all new business sold—6% over the industry benchmark. Show less



MTA Angeniux, Division of ALM Surgical

• Surgical Account Executive

  • 1994 - 1995



McNeil Pharmaceuticals

• Biotechnology Research
• 1 - 100 Employee

• Pharmaceutical Sales

  • 1991 - 1994