GLENN WILHELM

4250 Strathfield Ct, Highlands Ranch, CO 80126

(303) 330-2420 * gw7ef52e@westpost.net

SALES & MARKETING PROFESSIONAL

Multifaceted sales and marketing executive with over 19 years of in-depth experi
ence developing business in the real estate, retail, industrial, and franchise i
ndustries. Exceptional negotiation and presentation skills at all levels. Prov
en results orientated leader. Seasoned in outstanding lead generation and busin
ess development. Reputation for strong work ethic, high energy level, approachab
ility and consistent commitment to corporate success.
________________________________________
Sales Manager * Client Retention * Business Consultation * Team Leadership * Pro
specting * Closer * Account Acquisition * Account Management * Top Producer * Ma
rketing * Revenue Generation * Brand Positioning Negotiations * Business Develop
ment * Sales Training
EXPERIENCE
Laser White Express - Sales Director, Denver, CO * 3/10 - present
Assumed the leadership role of a start-up cosmetic teeth whitening company encom
passing sales, marketing, presentation material, sales tools, interviewing, and
hiring of sales staff.
* Developed and trained 6 new sales representatives serving 5 different markets
in 3 states
* Created all sales training materials, consumer marketing pieces, and support m
aterials
* Responsible for inventory management and pipeline forecasting
* Established 9 new retail accounts
RE/MAX International, Inc. - Franchise Sales Consultant, Denver, CO * 4/09 - 3/
10
Sales of RE/MAX real estate franchises in the California Central Coast market. R
esponsible for all prospecting, lead generation, presentations, contract disclos
ures, and negotiations. Typical sales cycle consists of 8-10 meetings over a 90-
150 day period. Perform due diligence on potential franchisees to ensure their c
apability of investment. Serve as first line of contact for potential franchisee
s in the process of recruiting, screening, and selecting new franchisees propert
ies. Meets with candidates and reviews business plans, location choice, and oth
er related items. Provide recommendation or denial of candidates plan for ownin
g a franchise.
* Prospecting consists of an average of 50 new contacts per week
* Averaging 15 meetings per week of travel
RE/MAX International, Inc. - Sr. Franchise Development Consultant, Denver, CO *
2/07 - 4/09
Provide consulting services to 89 real estate offices and 1,400 agents in Califo
rnia with efforts on recruiting new agents, retention practices, sales training,
and franchise compliance.
* P&L responsibility of $7.1M annually
* Direct report for 62 franchisee's involving contract compliance, contract nego
tiations, reporting procedures, market share objectives, and accountability prog
rams
* Developed new internal recruiting and retention programs for 28 North American
consultants
* Generated new sales revenue exceeding $3.2M
* Project leader for new multi-department initiatives and programs
* Strong presentation skills in multiple formats including technology presentati
ons to business owners and sales professionals - presented to over 2,500 real es
tate brokers and agents
RE/MAX International, Inc. - Franchise Development Consultant, Denver, CO *
1/06 - 2/07
Provide consulting services to 54 real estate offices and 1,100 agents in Denver
Metro area.
* P&L responsibility of $5.1M annually
GLENN WILHELM * page 2 * gw7ef52e@westpost.net
* Direct report for 37 franchisees involving contract compliance, contract negot
iations, reporting procedures, market share objectives, and accountability progr
ams
* Averaged 4 agent training presentations per week focusing on internet technolo
gy, lead generation techniques, and web-based marketing
* Generated new sales revenue exceeding $2.4M
Cooper Industries - National Accounts Manager, Memphis, TN * 2000-2005
Sales of industrial tools to volume retail accounts and the wholesale hardware i
ndustry with product placement in over 7,000 retail stores.
* Negotiated annual co-op agreements, pricing, inventory management, new warehou
se pipeline fill orders, and line consolidation parameters.
* Maximized sales potential and profitability utilizing multi-channels
* Managed and directed sales force in an annual 42 week direct ship Van Program
for 5 years. Program involved working with over 240 distributor sales representa
tives including scheduling, pricing directives, developing & creating sales manu
als, and conversion proposals.
* Supervised multiple tradeshow events. Responsibilities included booth layout,
merchandising, developing pricing programs, and personnel management.
Cooper Industries - Territory Sales Manager, Birmingham, AL * 7/97 - 10/00
Sales of industrial and chain products to over 20 industrial and commercial dist
ributors in Alabama and the Florida panhandle. Focused efforts on distributor li
ne conversions, end-user sales calls, sales meetings, and creating sales promoti
ons. Total annual sales volume exceeded $2.8 million.
* Competitive conversion programs and line consolidations.
* Performed 12-15 sales meetings annually at the distributor level. Meetings co
nsisted of product knowledge using the FAB sales approach and competitive conver
sion strategies
Cooper Industries - Sales Engineer, Houston, TX * 5/96 - 6/97
Sales of cutting tools to industrial distributors in the East Texas and Southern
Louisiana markets. Targeted end-user accounts included general manufacturing, s
teel mills, and pallet manufactures. Total annual sales volume exceeded $1.8 mil
lion.
* Product knowledge sales meetings, end-user demonstrations, product testing, an
d competitive analysis.
RECENT CAREER HIGHLIGHTS
* 2008 - Created new internal reporting process that yielded $150,000 in man-hou
r savings
* 2007 - Created a new internal financial analysis program process that increase
d efficiency in the collection needs assessment process and improved accounts re
ceivables
* 2006 - Created 4 new internal marketing & training programs for the recruitmen
t and retention of real estate agents
* 2005 - Achieved 117% of quota with total sales exceeding $10.2 million
* 2004 - Largest sales increase over budget within division, increase of $1.38 m
illion
* 2003 - Top producer in new product sales, led division in inventory reduction
objective. Secured new account responsibility for Wal-Mart.
* 2002 - Exceeded sales quota, exceeded new products sales goal, and led divisio
n in sales of E & O products
* 2001 - Salesman of the Year award, Sales Quota Buster award, sales increase of
9.17%
EDUCATION
* B.S., Engineering Management, University of Missouri-Rolla, Rolla, MO