Oversee 50% of US business, generating $45M sales budget across 10 regions. Lead team of 8, implementing strategic initiatives, advancing profit margins, and engaging key customers and end-users. Collaborate with distribution partners and manage market development funds (MDF) and travel and expenses (T&E).• Achieved double-digit growth including +12% in 2022 and +17% in 2023, focusing on end-users and doubling opportunity sizes by training sales team to target larger, more strategic accounts. • Outperformed market trends, achieving year-over-year growth of 2% while market declined by 3%, demonstrating effective market share capture strategies. • Consistently met national annual budget targets, exceeding prior year budget by 5% in 2023. • Led implementation of Target Key User program, emphasizing 3 convincing advantages of improving operational throughput, lowering costs, and enhancing end-user safety. • Secured $1.3M in market share gains through Target Key User program, with projection to deliver $2.5M in 2024. • Strategically shifted focus to identify and secure new customers, targeting 75% new business from major abrasive end-user accounts. • Rebuilt sales team, hiring 4 new sales employees in 1.5 years to drive performance.

Managed total headcount of 60 employees and 8 direct reports across North America, South America, and China; drove implementation of overall strategy, installed cross-selling approach, established value proposition, and built brand awareness within marketplace. Oversaw sales budget of $50M+ and served on 4-person Executive Team, identifying KPIs and creating plans to achieve objectives.• Generated top sales performances from 2017 to 2019, while improving gross margins from 51% to 53% through transition to value selling. • Led Dynabrade to earn Supplier of the Year in 2018 from Affiliated Distributors in 2018. • Co-created value proposition aligning with shift to value selling, enhancing team’s ability to communicate product benefits and justify pricing to customers. • Implemented cost-savings program, enabling team to quantify value for end-users, transforming sales approach from product-focused to solution-oriented, demonstrating tangible financial benefits to customers. • Contributed to Executive Outreach Program, educating 54 distributors on consultative selling shift over 8 months, enhancing distribution leadership’s understanding of new sales approach. • Collaborated with Marketing Director to develop profitable e-commerce strategy, including Amazon sales, resulting in updated distributor agreements and policies. • Merged International and Domestic Customer Service teams, implementing skills matrix and training program aligned with value proposition. • Partnered with CFO to create annual compensation plans, review quarterly budgets, and assess profitability.

Promoted to strategic role, executing growth initiatives and overseeing Key Distributor Accounts in North America. Developed global pricing policies and managed expansion of key accounts. Negotiated with suppliers to enhance market presence, driving long-term sales growth and increasing market share.• Developed comprehensive global pricing policy with index system for quoting large multinationals, ensuring consistent and defensible pricing across international markets. • Negotiated and launched contract with Manufacturer’s Representative Agency, expanding Dynabrade presence in key accounts and welding channel; implemented training program to drive success of initiative.• Led creation of End-User cost Savings program, developing sales protocol, literature, and cost quantification template; designed and implemented training program for sales team.

Led 4 Regional Managers, 12 Territory Managers, and 2 Sales Agents, providing direction to teams across Asia and Latin America. Identified opportunities for growth through talent acquisition and new business models.• Enabled International Division to reach milestone of 50% gross profit margin for first time in company history. • Increased sales in Mexico, surging 84% from $1.6M to $3M by expanding sales team and capitalizing on industrial growth opportunities. • Implemented new business model in Brazil, partnering with Saint Gobain as master distributor, transforming region from unprofitable to profitable through strategic maneuvers. • Shifted Australia and New Zealand from master distributor to distributor/importer model, enabling profitable operations for first time in 10 years.

Leveraged field sales insights to enhance product development, working with Engineering and Executive teams to prioritize PDRs. Authored and distributed Internal Product Releases globally, coordinated cross-departmental efforts for product launches, and conducted competitive analyses for global sales team.• Launched global sales surveys to capture “voice of the field” enhancing understanding of needs and challenges faced by internal and distribution sales teams. • Delivered corporate sales and marketing updates at regional meetings across U.S., Brazil, Europe, and Asia, collaborating globally to organize distributor training clinics.

Increased Dynabrade’s presence in assigned territories. Conducted regular sales meetings with distribution and high profile accounts on new products / promotions; trained distribution sales teams on new and updated product offerings. Exceeded previous years’ sales in 7 of 9 years.

Honorable Discharge