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Click here or scroll down to respond to this candidate Candidate's Name
Street Address S. Gander St.
Olathe, KS Street Address
PHONE NUMBER AVAILABLE
EMAIL AVAILABLE
Profile
Versatile sales and marketing executive with proven success in managing key and strategic business accounts.
Talented in developing and anchoring relationships, effective in establishing sales/marketing strategy and
ensuring awareness of company product portfolios are optimum for key accounts. Possess specific expertise
in:
- Strategic Planning - Engagement/Relationship Management
- Conflict Resolution - New Product Introductions
- Strategic Account Management - Push/Pull through Strategy
- Contact Management Software - Business Development
Education
2006 2008 Baker University Overland Park, KS
Masters in Business Administration
1998 2002 Kansas State University Manhattan, KS
Bachelors of Science in Marketing & International Business
Bachelors of Science in Human Resource Management
Professional Experience:
Magnum Trailer & Equipment Inc. July 2013 Present
Multi-million dollar premium trailer and aluminum accessory manufacturer for the heavy-duty transportation
known for innovative design and exceptional customer service.
.
Director of U.S. Fleet and Strategic Sales July 2013 Present
Responsible for leading all associated sales and marketing activities within United States.
New business development work to identify fleet and strategic dealer group sales opportunities.
Work to establish OEM truck manufacturer relationships and develop accessory sales programs at
dealer level.
Successfully launched Aftermarket Sales Program with Volvo Group Truck Sales & Marketing which
obtained 35% growth over targeted goal in year 1 in entry to U.S. market.
Secured fleet specifications with 3 key TT100 fleets which will create $1.75mm in new business in 24
month cycle.
In process of launching Aftermarket Sales Program with DTNA after 1+ year development.
Succeeded in growing business with Navistar Truck Specialty Centers resulting in $200k in new
business within U.S.
Conduct market analysis and identify other business growth opportunities to ensure company growth.
Secured 2 largest aluminum accessory orders in 30 year history of organization
Kenworth Truck Company, a division of Paccar Inc. Sept. 2010 July 2013
As a division of Paccar, a Fortune 250 company, Kenworth Truck Company is a multi-billion dollar premium
manufacturer of heavy and medium duty trucks known as being the industry leader in providing fuel-saving
technology solutions and aerodynamics.
Sr. District Sales Manager Sept. 2010 July 2013
Responsible for new truck sales activities in Missouri, Arkansas, Eastern Kansas, and Southern Illinois.
In 2012, ten of twelve dealer locations exceeded new truck sales quota accounting for $250 million+
in total sales while achieving 106.7% of district quota.
Helped improve year over year truck sales at underperforming dealer location by 108% in 2012.
Won conquest business at key target account resulting in largest single largest truck order in
dealerships history while converting 25% of fleet in 2012.
In 2011, district achieved a market share of 21.5% market share, an increase from 16.8% in 2010.
Develop short and long term sales plans and strategies to achieve volume, margin, market share,
customer satisfaction, and conquest and retention goals.
Establish, build, and maintain customer and dealer relationships.
Assess competitor capabilities within prospects and customers.
Establish an effective counseling and advisory role with dealer management regarding performance
objectives, inventory strategies, finance programs, market development and sales strategies.
Make customer sales calls with dealer personnel and provide assistance in closing sales.
Work with Product Marketing and Engineering to identify and implement product requirements within
district.
Assist in training and developing dealer personnel.
Hendrickson Oct. 2003 Sept. 2010
Billion dollar industry leading supplier of truck, tractor, & trailer air suspensions, auxiliary lift axle
systems, steel leaf springs, metal & plastic bumpers for the heavy-duty transportation industry.
National Account Manager Sept. 2006 Sept. 2010
Responsible for driving business development activities for assigned fleet customers, which includes
selling and customer positioning of Hendricksons complete product portfolio.
Direct and manage the sales/service activities for 35 of the top 100 fleet accounts in North America.
In 2008 and 2009 successfully delivered several double digit profit margin results during extremely
challenging economic conditions in a market that was down over 50%.
Gained conquest business at two key customers that account for some of the largest industry orders for
both trucks and trailers in 2009 & 2010.
Successfully defended business at specific fleet accounts against significant competitive pricing by
selling strong position as technology, manufacturing, and distribution expert, resulting in sustained
profit margins.
Establish and anchor fleet relationships with key decision makers at C-level and senior management
positions to power top line and bottom line growth.
Promote the Hendrickson product portfolio to fleet accounts to maximize product content available at
all OEMs.
Work with fleet accounts to create pull-thru demand for value added products at OEM level resulting
in effective databook positioning of products.
Resolve customer issues in expedient and effective manner, while involving appropriate field service
and divisional personnel.
Effectively and consistently managed accounts with a budget utilization of roughly 50% of established
expenditure for 2009 calendar year.
District Sales Manager Oct. 2003 Sept. 2006
Responsible for a 5 state region including MO, KS, IA, NE, CO to promote Hendricksons product
portfolio to fleets, dealers, body builders, and OEM regional sales offices.
Awarded 2004 Outstanding Fleet Pull-Thru Award within Hendrickson sales organization.
Established and negotiated strategic dealership sales/marketing programs at two of the largest
dealership groups in the United States to further increase market penetration at the OEM level of
Hendrickson products.
Exceeded established goals and objective metrics for performance every year by 10% or more.
Focus on value added features and benefits of product offering to gain business, particularly focusing
on intangible factors that have substantial effects to fleets bottom line
Worked with OEM contacts in the field to facilitate push-pull strategy to gain business in specific
markets and applications
American General Finance Feb. 2003 July 2003
Consumer Lending Representative
Worked to gain business by cold calling on both existing and prospective customers to promote AIG
financial product offerings.
Traits
Keen business acumen
Excellent presentation skills
Outstanding territory/time management skills
Assertive, Persistent
Very proactive to market
Attentive to detail
Solid communication skills
Thorough with follow-up initiatives
Diplomatic while persuasive
Technically Savvy
Proficient in Microsoft software, Lotus Notes
References and verification of notable accomplishments are available upon request.
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