Stanley Black & DeckerIn my current position with a leading provider of industrial tools, industrial accessories, household hardware, and security products, I apply my knowledge of products within the construction industry to branding, market entries, promotions, prospecting, relationship building, sales, customized solutions, training, and expansions for the largest end-user accounts across North America. As part of my role, I participate in the coordination of plans for national end users, create targeted local marketing programs, and coordinate programs with the local team for the alignment of sales with the national marketing program.Engaging as a liaison for Skills USA, my emphasis is placed on product launches, presentations, and training to unions across mechanical and electrical trades, as well as high school and college students in various trades. Central to my position, I support key promotions and initiatives through engagement in the store, vocational schools, contractor associations, corporate offices, job sites, and DEWALT-sponsored events. I also effectively engage in marketing programs with telecommunications companies including Dish Network, AT&T, and Time Warner. In terms of key accomplishments, I: >> Generated multi-year agreements with the largest end-users in construction industry, delivering millions of dollars in revenue while locking out competitors.>> Increased key accounts by 35% while expanding product lines.>> Designed key programs for the expansion of product lines, achievement of significant cost savings, and attainment of a significant increase in profit margins for the parent company.>> Captured 6 new major accounts generating sales of $4M.

I currently manage a $50M line of products with a focus on achieving inventory, sales, and gross margin metrics. I review standard costs vs. pricing requirement to produce optimal margins and profitability. I also collaborate with supply chain teams to ensure appropriate inventory levels and pricing. In this position, I work closely with channel professionals to drive strategic promotions and delivery timelines. I clearly communicate product details to sales team and answer questions from field representatives to convey product capabilities and value. To assess market response, I track promotions and sales and make adjustments as needed to drive profitability.NOTABLE ACCOMPLISHMENTS INCLUDE:—Increased bottom-line margins through ongoing projects such as reducing excess and obsolete products and negotiating lower minimum order requirements to reduce on-hand inventory levels.—Demonstrated portfolio growth through detailed financial presentations to the executive team that included market trend analysis, threats, opportunities, and profitability reports.

With renewed focus and an expanded scope of national leadership, I transitioned back into account management as a National Account Manager. In this position, I Managed a $7M automotive aftermarket territory with a goal to increase profitability through rebate structures and pricing. My scope of impact included oversight of more than 50 reseller contracts, including monitoring monthly sales totals, pricing, advertising, and controlling a promotional budget of $125k. I attended multiple trade shows and sales events as a senior representative of the company. I also collaborated with the marketing and brand team to create a promotional package for the launch of a new product.NOTABLE ACCOMPLISHMENTS INCLUDE:—Increased national account revenue by approximately 14% year after year.—Delivered $1.4M in annual channel sales through the management of 13 sales representatives that sold products to automotive groups.

National Account Manager, Global Tools and Storage (2015-present)Manage a $20M hand tool and fastening co-op business with a goal of increasing profitability through new product listings, promotional strategies, and managing rebate structures.Oversee two large co-op’s with over 8,000 members. Manage contracts, monitor monthly sales, pricing, advertising and control promotional budgets. Work with the field sales teams & key decision makers to drive sales, create programs, and customize locally in conjunction with co-op membership.Analyze, manage and achieve assigned objectives including the following areas: sales goals, forecasting, advertising plans with responsibility for budget management, account profitability and account administrations. Developed programs for product line expansion worth over $1M dollars annually. Interact with and provide feedback to key functional departments and general management in an effective manner.

For more than 3 years, I welcomed the opportunity to serve as a corporate trainer for this organization. First, as a Divisional Trainer, I was the manager over all training programs for approximately 200 sales representatives working with key clients Lowe’s and Home Depot, overseeing two direct reports and a budget of $1M. I worked with product managers to gather information and build sales strategies and then facilitated sales and marketing development classes to support progressive sales roles within the organization. I also conducted product knowledge and sales training including sales cycle management, value selling, competitive pricing, and negotiations training to ensure top-level service and optimal profitability through company-wide sales efforts.NOTABLE ACCOMPLISHMENTS INCLUDE:—Increased sales $250k-$400k annually through the Account Opportunities Workshop, a program that involved creating and implementing detailed sales and pricing strategies for an existing client or prospect.—Consistently exceeded budget goals while fulfilling 100% of the company’s training objectives during a time of reduced budgets and economic decline.In 2009 I was promoted to National Training Manager, where my objective was to provide ongoing training for the sales force and upper management. The programs included top-level training in financial management to facilitate understanding of individual bottom-line impact. Other key courses included case studies, reaction, transportation expenses, and customer profitability to demonstrate how each stage of the sales process affects corporate margins. NOTABLE ACCOMPLISHMENTS INCLUDE:—Strengthened management team capabilities through multiple leadership development classes including “Language of Leadership” and “Leadership Edge.”—Ensured company-wide sales excellence and training compliance by tracking employee participation and coordinating nationwide schedules for a third-party organization that taught presentation skills.

During this time, I went back into the account management role with new strengths in sales cycle management and communications, gained from the detailed sales and account management training courses that I had led as a trainer. As a Territory Manager, I managed 80 industrial reseller accounts throughout the state of Maryland and a promotional budget of $25k. I tracked client revenue to ensure each account achieved rebate incentive goals. I provided extensive product and application training for sales professionals, attended client sales calls, and collaborated with cross-functional teams to plan profitability, pricing strategies, and purchasing procedures. I also created and distributed customized sales and promotional flyers and offered strategic discount programs to secure new business and drive account growth.NOTABLE ACCOMPLISHMENTS INCLUDE:—Expanded territory revenue from $4M to $6M through growing client base and by augmenting market share within existing accounts.—Consistently ranked as one of the top 5 producers in the company in specific category sales.Exceeded sales growth number 15% year after year, and achieved top-10 status on overall percentage to goal.— Promoted to Regional Account Manager in 2003In the Regional Account Manager position, my scope of responsibility was expanded to a 3-state region, continuing with industrial reseller accounts while adding 2-step business. I built customized promotions to motivate third-party sales teams and delivered demonstrations and training to boost total sales. Throughout the year, I attended buying shows and trade shows to initiate new relationships and build sales pipeline.NOTABLE ACCOMPLISHMENTS INCLUDE:—Expanded customer base 10% and managed approximately 300 accounts with $7M in annual sales volume.—Delivered territory growth rates of 10%-15% year after year, and grew category sales 10%.

As an associate trainer, I collaborated with product managers to develop and deliver product training through PowerPoint presentations. My goal was to provide hands-on training for key account channel representatives, and I facilitated the first line of training throughout the organization. The training programs included sales techniques and product knowledge and involved a practical exercise in which sales professionals would create a presentation and value statement for a prospective client. This position would serve as a platform for further career opportunities in the training division.NOTABLE ACCOMPLISHMENTS INCLUDE:—Effectively trained the entire national sales force and localized distribution teams as a team member of the Yellow Lightning Initiative—the company’s largest product launch—through a nationwide road show. Presented products and promotional strategies to sales and distribution teams throughout the U.S.

I was first hired by this organization as a field marketing specialist. During this first year, I visited local end-user sites to establish rapport and assess customer needs. Collaborated with the sales and marketing team to generate a customized promotional package; presented features and benefits to top-level decision makers. NOTABLE ACCOMPLISHMENTS INCLUDE:—Converted two key client accounts, each valued at approximately $50k in new annual revenue.—Delivered safety presentations for as many as 60 foremen and supervisors.In 1999 I was promoted to Field Market Coordinator. In this position I leveraged my thorough product knowledge and proven sales abilities to target the sales conversion of large-volume commercial clientele. I also conducted on-site evaluations and created customized proposals based upon each client’s unique needs.NOTABLE ACCOMPLISHMENTS INCLUDE:—Secured multiple new accounts with large-volume end-users, including a $100k conversion with key account Dyna Electric.