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.
• 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.
• 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.
• 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.
• 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.
• 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.
• 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

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.
• 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.
• 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