Experience

Amerlux LLC

• United States
• Appliances, Electrical, and Electronics Manufacturing
• 1 - 100 Employee

• Executive Director - Global Accounts AMERLUX Lighting LLC

  • Jan 2017 - Present



Regency Supply

• United States
• Appliances, Electrical, and Electronics Manufacturing
• 1 - 100 Employee

• Director of National Accounts

  • Sep 2007 - Jan 2017



Triple A Supplies, Inc.

• United States
• Hospitals and Health Care
• 1 - 100 Employee

• Vice President of Sales & Marketing

  • May 2006 - Jan 2007

  Recruited by this distribution company to evaluate and restructure current business processes to ensure readiness for an integrated and seamless eBusiness environment for suppliers and customers. Identified revenue acquisition opportunities through a detailed analysis of industry trends in core market area. Created a new sales and marketing model with a potential for generating an additional $41 million in annual revenue. • Increased profitability by instituting a new pricing structure, evaluating company’s existing contracts, and eliminating ineffective accounting methods; reformulated sales projections based upon more accurate data. • Developed strategic analysis and market segmentation plans targeting existing and potential customers; created sales strategies that capitalized on product and service advantages. • Provided leadership to a team of nine outside sales representatives and seven inside sales representatives. • Established alliances with key strategic partners, to leverage partnerships which reduced acquisition costs, increase sales productivity, and strengthen brand recognition. • Substantially improved company’s overall financial performance by monitoring sales activity, performing gross margin analysis, evaluating order fulfillment data, and redefining core inventory. Show less



GOJO, Makers of PURELL

• United States
• Manufacturing
• 700 & Above Employee

• Director of National Accounts

  • Apr 2005 - May 2006

  Assumed full responsibility for creating the National Account End User Program for a manufacturer of skin care products for commercial and industrial applications. Developed and implemented a strategic selling initiative targeting the company’s largest and most complex customers to promote stronger relationships. • Developed scalable capabilities that addressed distributor partner requirements and end user needs; efforts resulted in greater brand loyalty, increased revenue, and improved overall profitability. • Managed senior-level relationships with distribution partners and end user customers to ensure alignment with company goals and expectations; grew national account sales 20% with aligned distributors during first year. • Instrumental in shaping the future direction of growth strategy by serving as the conduit of the customers’ collective voice to the company; strategic selling efforts resulted in enhanced customer partnerships, increased product satisfaction, improved distributor penetration, and greater end user sales. Show less



Grainger

• United States
• Retail Office Equipment
• 700 & Above Employee

• Director, Sales Operations – Northeast Region

  • Jun 1988 - Apr 2005

  Director, Sales Operations – Northeast Region, Jan. 2004 – Apr. 2005Served as a key member of management team to establish a new division for a global distributor of facility maintenance products. Developed and executed strategic plan to transform selling model from reactionary to a proactive solutions-based system for the company’s janitorial, safety, and e-business products.• Developed strategies to aggressively grow $200 million in segment sales for three aligned sales regions; achieved 38% growth during first year.• Successfully integrated e-business into marketing plan, resulting in the consolidation of purchasing functions for national customers; demonstrated the value of e-business in standardizing products and minimizing costs.• Transformed suppliers into strategic partners, resulting in increased client satisfaction and staff productivity.• Staffed the division with 35 National Sales Representatives; formulated long-term strategic goals; provided direct leadership, motivation, and coaching to personnel; mentored team to become agents of change.• Partnered with Human Resources to identify and select top talent as vertical experts for key clients.• Developed cost-effective strategies to enhance solution selling and customer penetration in aligned regions. Show less

• Eastern Regional Manager, e-Business

  • Jun 2000 - Jan 2004

  Eastern Regional Manager, e-Business, June 2000 – Jan. 2004Promoted to establish an e-Business Division, infrastructure, and enterprise-wide digital strategies to enhance the impact and functionality of Grainger.com in the Mid-Atlantic region and for national accounts. Created an eProcurement platform to meet customers’ business requirements.• Managed sales, marketing, and promotional operations for a division that generated $40 million annually.• Led product development sessions with marketing and technical teams; instrumental in designing fully functional applications that allowed customers to increase productivity, reduce costs, budget more efficiently, and resolve concerns via an online channel.• Played an integral role in sales planning, sales team coaching, and training in the Mid-Atlantic region.• Achieved exponential sales growth through the adoption of state-of-the-art technology into marketing solutions. Show less

• Custom Solutions - National Account Manager

  • Dec 1998 - Jun 2000

  Custom Solutions - National Account Manager, Dec. 1998 – June 2000Selected to participate in a cross-functional initiative in an elite division comprised of the top 10% of employees in the company. Worked in collaboration with management teams to create a dynamic business process to set the standard for the industry. Instituted a solutions-based model that offered ala carte products and services to meet customers’ specific requirements.• Responsible for planning, development, and execution of all contractual agreements for assigned clients including Merck, Johnson & Johnson, Verizon Wireless, and Verizon Real Estate; increased combined account revenue from $4 million to $8 million in 18 months.• Leveraged supply chain to drive profitable commodity-based programs; penetrated national accounts through a strategic and analytical sales approach.• Managed activities of a dedicated sales force to ensure quality and consistency with all customer interactions. Show less

• Major Account Manager

  • Aug 1996 - Dec 1998

• Account Manager

  • Dec 1995 - Aug 1996

• Account Executive

  • Mar 1992 - Dec 1995

• Sales Representative

  • Aug 1990 - Mar 1992

• Customer Service Representative

  • Jun 1988 - Sep 1989