Experience

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  Birmingham Fastener, Inc.

  • Metal Building Screw Specialist

    • May 2011 - Present

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  Wurth Service Supply

  • Area District Manager

    • Jul 2009 - Sep 2010

    • Directed vertical growth in sales, customer acquisition, and wallet share; increased market-reach via solutions-based selling; negotiated contract terms, and pricing conditions. • Generated new and renewable revenue streams; identified and analyzed potential business within target accounts through a 100% client-focused sales approach.• Architected competitive positioning to align customer needs with business-building objectives, tailoring messages to optimize business development and steer organic growth.• Consulted with and educated customers on product features, benefits, and ROI, leveraging value-added service offerings to solidify company’s position and rapport with the client.

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  Atlas Fasteners for Construction

  • Tier 1 Account Executive

    • Jun 1985 - Feb 2009

    • Successfully developed new business, sales and customer retention goals through strategy development and execution; efforts spurred a 90% customer retention rate across 35 accounts.• Achieved a 200% quota to goal by generating double digit growth in new business throughout the Northeast, Southeast and Southwest U.S. Maintained 30-60-90 day pipeline acquisition goal.• Contributed to a 60% increase in company revenue by developing a customer-centered service model as a competitive advantage in a strong market of competitors.• Recruited, trained and managed 7-9 sales representatives. Oversaw P&L/Budget, sales forecasting, coaching, business development and market expansion across a diverse customer base.• Doubled the average sale through elevated client confidence and relationship building utilizing a “needs based” sales philosophy and strong closing skills.• Defined key market segments, developed and presented customer specific marketing programs and created a plan of action for accounts generating zero or low volume activity.• Consulted with key decision makers; facilitated an end-end sales process including appointment scheduling, product overviews and expedited problem identification-resolution.• Analyzed key performance indicators, market financial data, weekly operating report and business drivers to ensure the alignment of financial performance with strategic initiatives.• Hired as sales representative; quickly promoted through the ranks as Territory Manager, Sales Manager and National Sales Manager.

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  Southeastern Bolt and Screw Company

  • Territory Manager

    • Apr 1982 - Jun 1985

    • Grew territory sales, solidified and leveraged key business relationships to expand customer base for stocking fastener manufacturer of industrial nuts, bolts, screws, and accessories.• Sourced and identified new and emerging market opportunities and trends to grow sales within target market segments throughout the state of Georgia.• Repositioned accounts through up sell / cross sell opportunities, expanding revenue volume beyond a single sale.• Facilitated sales seminars to ensure a fully integrated delivery of products and services by internal sales staff.

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  Screw Products International

  • Territory Manager

    • Apr 1977 - Apr 1982

    Excellent business-to-customer sales skills; built strategic partnerships, provided above and beyond client support during pre and post sales process.Quickly received promotion to outside sales with responsibility covering the entire Dallas metropolitan territory as a result of "deal closing" expertise.Thrust business growth through competitive positioning and networking, prospecting and identifying quality leads resulting in sustainable new business.Created initial business plans, sales and marketing strategies, account planning, direct and business-to-business sales strategy and contract negotiations.Reviewed area revenue forecasts, monitored achievement to goal and aligned plan of action to business growth strategy.