Stephen Wickham Email & Phone Number

New England

▶ 𝗦𝗡𝗔𝗣𝗦𝗛𝗢𝗧:Led and oversaw 33 sales reps across 29 locations, two district sales managers, and a digital sales specialist. Led sales training, including Beacon Professional Sales, Salesforce implementation, and lead generation. Spearheaded initiatives for larger customer conversions, target tracking, and greenfield strategies. Professional Selling System. Improved team focus on sales goals through consistent communication, bi-weekly regional and district calls, and vendor meetings. Successfully integrated corporate initiatives, driving participation in Beacon Pro+ and Beacon Professional Selling System.▶ 𝗗𝗘𝗟𝗜𝗩𝗘𝗥𝗘𝗗 𝗥𝗘𝗦𝗨𝗟𝗧𝗦:● Drove 14% in total sales growth by increasing existing account revenue through focused customer retention efforts and improved engagement, resulting in 106.9% attainment of the sales budget. ● Surpassed new and win-back business YTD goals by implementing targeted sales strategies and assigning previously inactive house accounts to sales reps, revitalizing customer relationships, and converting lost clients. ● Increased digital adoption 30% through the successful hiring and management of a digital sales specialist, positioning region as best improved in Beacon Pro Plus app utilization across the country. ● Reduced turnover to less than 8% by recruiting, hiring, and training 7 new territory sales reps and new district managers, resulting in improved customer retention and coverage.

Eastern United States

▶ 𝗦𝗡𝗔𝗣𝗦𝗛𝗢𝗧:Acquired Boral Building Products. Drive top-line growth and improve customer relations, buying groups, and distribution accounts. Direct and lead W-2 and independent sales representatives through 5 direct reports: 4 regional business managers and 1 national product manager. Managed 10 brands (TruExterior, Kleer, Versetta, Mid America, Builders Edge, Vantage, Atlantic, Tapco, Wellcraft, and Foundry) through both 1-step/2-step dealers, lumberyards, and big-boxes. ▶ 𝗗𝗘𝗟𝗜𝗩𝗘𝗥𝗘𝗗 𝗥𝗘𝗦𝗨𝗟𝗧𝗦:● FYTD 2021, achieved $236M total sales | 20% YTD sales increase. ● Reduced SG&A $1M+ annually after initial COVID pandemic while delivering double-digit growth. ● Boosted sales and generated contractor/builder product demand by initiating "Dealer Success Planning" program. ● Achieved high employee retention with only 1 voluntary separation in 2 years by nurturing sales-focused team culture.

▶ 𝗦𝗡𝗔𝗣𝗦𝗛𝗢𝗧:Managed sales growth, new business, and sales retention of dealer, residential, and commercial clients/accounts. Led and motivated company employees and independent sales reps to cover entire East Coast, and bordering sales territories, selling to lumber yards, 2-step dealers, and GCs with attitude "We have the solution for every project." ▶ 𝗗𝗘𝗟𝗜𝗩𝗘𝗥𝗘𝗗 𝗥𝗘𝗦𝗨𝗟𝗧𝗦:● Grew sold orders 135%+ in 2019 Q1/Q2 by upskilling sales team's ability to facilitate quoting, follow-up, and closing. ● Reached agreements with independent sales teams in new areas by improving touches/follow-up with dealer base. ● Increased product distribution in targeted areas by landing new dealers in key target areas. ● Achieved 40% sales growth in first half of 2019 despite restricted manufacturing and logistical capacities.

East Region – Eastern Pa & Nj

▶ 𝗦𝗡𝗔𝗣𝗦𝗛𝗢𝗧:Hired for one-year contract/project to turn around distressed region and sales, team culture, operations and distribution. Directed HR and talent development, P&L results, sales growth, retention, and new business. ▶ 𝗗𝗘𝗟𝗜𝗩𝗘𝗥𝗘𝗗 𝗥𝗘𝗦𝗨𝗟𝗧𝗦:● Lowered operating costs and increased distribution efficiency by relocating centers to support current needs. ● Improved sales process visibility, client follow up and new business by implementing new CRM system, “Nutshell.” ● Reduced inventory and boosted volume discounts and rebates by streaming and combining purchasing. ● Boosted sales results and established performance management by creating sales goals and accountability.

Seekonk, Ma

▶ 𝗦𝗡𝗔𝗣𝗦𝗛𝗢𝗧:Created and executed synergies across territories to continuously grow share position among key strategic accounts. Developed consistent training, marketing and pricing programs for key accounts to maximize revenue and improve margins with strategic partners. Coordinated team involvement to meet performance objectives and customer expectations. ▶ 𝗗𝗘𝗟𝗜𝗩𝗘𝗥𝗘𝗗 𝗥𝗘𝗦𝗨𝗟𝗧𝗦:● Enabled 2016 YTD sales growth of +25% and key account growth at Beacon (+175%), Harvey Industries (+35%), ABC Supply (+20%) and National Lumber (+60%). Consistently closed deals with key decision-makers. ● Created pricing and rebate programs for key accounts to generate loyalty and produce sales gains. ● Maximized revenue and margins by developing consistent training, marketing, and pricing programs. ● Supported rollout of PipeDrive CRM across entire sales team. Instrumental in identifying targets and growing sales.● Received 95%+ of Potential Max Bonus every quarter.

North East Region

▶ 𝗦𝗡𝗔𝗣𝗦𝗛𝗢𝗧:Directed sales initiatives, new business, P&L, operations, marketing, product launches, and vendor relations to support $165M sales for US North East Region, with 4 districts of 23 company-owned wholesale centers in 9 states. Led and developed team of 4 District Managers, 40+ Territory Sales Managers, 18 Supply Center Managers, 23 Ops Managers and over 210 support team players. Converted company vision, objectives and goals into strategic and tactical actions. ▶ 𝗗𝗘𝗟𝗜𝗩𝗘𝗥𝗘𝗗 𝗥𝗘𝗦𝗨𝗟𝗧𝗦:: ● Grew regional sales $115M to $165M, outpacing industry. ● P&L Results: Net Sales + 9.8% (+$6.6M), Net Profit +31.8%, Controllable Expenses -2.8%, Sales per FTE +20.6%, Bad Debt under 0.0%, Total People Costs -3.9%, SGA % down 2 full points, Top 10 KPIs met/exceeded. ● Increased roofing sales $11M to $50M by strategically rolling out roofing program from 4 locations to all 23. ● Implemented new programs to drive sales of decking, PVC trim, cultured stone, accessories, etc. ● Improved sales, margins and service by negotiating deals with outside vendors. ▶ LEADERSHIP STANDARDS● Cultivated award-winning team with 5 inductees to AMI President Council. Twice awarded supply center of the year and 5 salespersons of the year, 2 operations managers of the year and 3 inside sales associates of the year. ● Developed, coached and promoted over 21 team associates into management positions to create stronger team. ● Initiated and executed yearly regional 3-day sales/operations teambuilding event. ● Implemented performance management to evaluate, review and hold employees accountable for their performance. ▶ OPERATIONS & PROFITS:● Initiated and executed successful opening of 4 new locations, all reaching profitability ahead of plan. ● Applied operational excellence accountability, resulting in supply centers exceeding company audit goals. ● Improved DSO from 51.1 days to 28.8 days by creating and implementing strict credit/collections guidelines.

Lisbon, Ct & Warwick, Ri

▶ SNAPSHOT:Managed sales, merchandising, P&L, operations, inventory control, customer service and human resources activities and results for a $48M location with a team of over 220. Originally hired as Department Supervisor of Kitchen Design and Sales; followed by promotions to Department Manager of several departments, prior to being promoted to Assistant Store Manager in 1999 and then Store Manager in 2001 of the Lisbon location and then to the Warwick location. ▶ DELIVERED RESULTS:● Grew sales from $38M to $49M in one year at the Lisbon location● Appointed to the Executive Store Management Council; met and collaborated quarterly with the CEO and the executive team what programs and produces worked at store level and improvement ideas to grow sales and effective teams● Built a strong, passionate and unified team; only lost 2 team players to a new Lowes which opened in walking distance and exceeded sales plan with a new Lowes opened● Constantly exceeded sales, profit and shortage goals● Supported all new district store openings by becoming the hiring and training store for new district employees● Created a Pack Down Report program which was rolled out companywide for identifying low floor selling stock ● As Department Manager - grew Plumbing & Kitchen sales from $5M to $7M; awarded department head/manager of the month 5 times