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Hope III

1 Pinecrest Drive   ·   Huntington, WV 9876

Residence:  (304) 692-9876·   Mobile:  (304) 692-1230   ·   hope@aim.com

Qualifications

Sales/business development management professional with exemplary record of success in initiating and implementing full sales, marketing, and operational directives in diverse industries and markets. Organized and efficient in all facets of time and territory management; excellent follow-through skills.  A creative problem-solver skilled in fostering open lines of communication, making effective decisions and quickly revising strategies to achieve goals within tight deadlines. Member, BNI (Business Networking International). Computer proficiencies include: Word, Excel, PowerPoint, SalesForce, & BigMachine. Accustomed to extensive travel; open to relocation. Competencies include:

·         Needs Assessment/Competitive Analysis ·         Organizational Development ·         Marketing & Promotions Management ·         Account Management ·         Contract Administration

·         Profit & Loss Management ·         Budgets, Costs, & Internal Control ·         Account Penetration/Market Penetration ·         Strategic Operational Planning/Territory Development ·         Policies, Procedures, & Processes

·         Sales Start-Up/Turn-Around ·         Business & Marketing Development ·         Product Development & Introduction ·         Vendor Sourcing ·         Purchasing & Negotiating

Key Strengths:

u                                           Personable and persuasive; proven ability to influence, negotiate, and motivate, quickly develop rapport, and cultivate trusting, productive customer relationships. u                                           Natural talent for creating and capitalizing on networks and business connections. u                                           Strong management background with proven ability to improve productivity, reduce expenses, and increase operational efficiency.

«                                                     Delivered competitive wins and significant contributions to sales growth and market share increases through an aggressive approach to business development.

«                                                     Maximized sales and increased closing ratio through careful, proactive planning and research, persistence, and effective presentation and closing skills.

«                                                     Achieved unparalleled customer loyalty through a keen focus on client satisfaction, developing trust thorough personal follow-up and delivering on time and as promised.

Professional Experience

Ricoh USA, Charleston, WV – Account Executive                                                                                                                          2008 – Present

Consult with companies spanning eight counties to evaluate clients’ internal document handling needs through “Docutivity Analysis”, which calculates costs and ROI. Recommend high tech solutions such as Ricoh systems and software to both save money and increase efficiency. Implement and train end users on systems once sale is complete and Ricoh system is in place, increasing client satisfaction and retention rates.

u       Opened accounts in territories that were previously neglected, bringing in $650,000 in potential sales.

u       On target to achieve $500,000 in sales through current projects with City of Morgantown, Morgantown Airport, Tri-County Health Systems,  Barbour County School System, and Tucker County Schools.

PepsiCo, Fairmont, WV – Merchandiser                                                                                                                                           2008 – Present

Create and maintain eye-catching Pepsi soft drink displays to attract customer attention and exceed retailers’ satisfaction. Manage in-store promotions. Ensure consistent quality by utilizing product rotation method and keeping meticulous documentation. Work part-time.

West Virginia Chamber of Commerce, Charleston, WV – Area Sales Manager                                                                             2006 – 2008

Recruited businesses and organizations throughout 16 counties to join the State Chamber. Set policies. Acted as a liaison between clients and Chamber, handled public relations, and secured sponsorships for major events. Served as Spokesperson and Ambassador by representing Chamber at high profile off-site functions, including society events, networking groups, charity fundraisers, business and community ribbon cuttings, grand openings, meetings, etc.

u       Successfully closed 75% of new accounts and maintained 90% retention rate.

u       Exceeded monthly sales and new membership goals consistently as set forth by President and Board.

u       Grew Chamber exposure by consulting with senior-level management, executives, and other decision makers within companies.

Rush Enterprises, Dallas, TX – Account Manager                                                                                                                          2005 – 2006

Managed outside sales/new business development throughout Dallas/Ft. Worth metroplex. Played a key role in introducing this newly opened parts division for the largest Peterbilt truck dealership in the USA. Expanded business to medium-duty trucks by calling on decision-makers in truck leasing companies and large manufacturing/distributing companies with truck fleets.

u       Opened nearly 30 new accounts in first year, including 3 Fortune 500 companies. Negotiated a multi-year contract with ConAgra.

u       Doubled 2005 sales production. Surpassed 2005 gross profits by Q2 2006. Achieved 102.3% of sales quota (March 2006).

Continued…

Hope III                                                  hope@aim.com                                     Page 2

Sears Home Improvement Products, Poca, WV – Sales Consultant                                                                                         2004 – 2005

Evaluated customers’ needs and expectations; recommended appropriate products/services.  Demonstrated products and explained installation procedures.

u       Closed a high percentage of sales, despite intense pressure from discount-priced competitors in a highly price-sensitive market.  Influenced customers’ price expectations by focusing on value and quality.

u       #1 sales producer out of 8 new Sales Consultants.

u       Achieved 100% customer satisfaction rating.

B&H, LLC (Hilton Head, SC) / DH Distributors, LLC (Huntington, WV) – Entrepreneur                                                         2000 – 2005

B&H – Partner in successful real estate development venture.  Researched properties and land opportunities, secured financing and negotiated contracts with realtors, contractors, and suppliers.

u       Built and sold 4 homes valued from $2 million to $4.8 million.

u       Negotiated $3 million contract for financing the acquisition of land and construction of an oceanfront home.  Delivered $1.8 million profit on this project alone.

u       Led team effort that won Best Overall Home Award, Beaufort County Homebuilders Association, 2002.

DH – Sole proprietor of this company that focused on sales of ceiling fans and home air and water purifiers through the Internet.  Oversaw website development, accounting, sourcing, purchasing and vendor relations.

Heiner's Bakery Inc. / Earthgrains, Huntington, WV                                                                                                                 1985 – 2000

VP/Zone Sales Operations Manager, Earth Grains (1996-2000)

Directed and motivated a team of 30 sales managers and reps in all facets of business development.  Produced $40 million in annual sales for the Huntington plant.  Led by example to establish a very service-oriented sales organization that was highly successful in maximizing shelf space and turning more dollars for the customer.  Headed promotions and advertising efforts, supporting local organizations such as Marshall University, with TV and radio spots.  Successfully negotiated prime spots and times in local market.

u       Top sales producer in the U.S. (#1 out of 25 zones). Cultivated an atmosphere of mutual respect to motivate employees, resulting in the most profitable Earth Grains operation in the country.

u       Consistently surpassed all sales quotas.  Increased sales by $3 million+ by leveraging relationships and building business with major accounts such as Kroger’s, Wal-Mart, Burger King, and Big Bear, while continuing to provide superior service to all accounts.

u       Exceeded EBITDA projections by 15%.

Plant Manager, Heiner’s Bakery, Inc. (1985-1996)

Oversaw all aspects of plant operations.  Provided leadership for 350+ employees in production, inventory management, sales, customer service, shipping and receiving, maintenance, sanitation, and fleet operations.  Purchased capital equipment, vehicles and raw materials.  Controlled multi-million-budgets.  Implemented process improvements, such as automation, to increase productivity and reduce costs. Managed labor issues; resolved grievances and took steps to prevent recurrence.  Hired, trained and developed managers. 

u       Provided production and distribution support for sales managers as volume increased by 400%.

u       Developed a productive union-management partnership that resulted in a cohesive team that worked together to achieve common goals.

u       Established a safety program where none previously existed.  Facilitated safety training and created incentives that improved workplace safety without compromising productivity.

u       Led team effort that always earned top scores from major customers on monthly quality audits.

u       Directed $28 million plant expansion – managed everything from capital equipment purchasing to layout/design of workspace to compliance with government regulations.

u       Reduced downtime by 5 hours a week (12%+) by implementing an aggressive preventative maintenance program.  Annual savings:  $1.2 million.

Started working in this family-owned commercial bakery during high school.  Did everything from route sales to sanitation.  Upon graduation from college, began full-time career in plant management, with focus on increasing sales and profitability while maintaining quality and service.  Sold the business in 1996 and was retained as VP/Zone Sales Operations Manager for the buyer, Earth Grains.

Education

BBA, Finance - Marshall University, Huntington, WV

Sales Training - Dale Carnegie

American Institute of Baking

Affiliations

Marshall University HELP Program – Founder (annual fundraiser for special needs students)

American Society of Bakery Engineers – Past Board Member

Cammack Children’s Center – Served on Board of Directors

Huntington Chamber of Commerce – Former Member

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