SUMMARY

Accomplished Sales Manager, Sales Executive, and Consultant, highly experienced

in national, regional and internet-based distribution channel development, and d
irect/indirect sales of industrial and commercial products, including Risk Manag
ement and vendor managed inventory services. Strong team building, coaching, and
interpersonal skills, outstanding ability to influence key-decision makers in c
omplex situations. Flexible, decisive leader, problem solver who embraces change
. Highly disciplined multi-tasker, communicator, experienced working out of a Vi
rtual Office, with strong expertise in:
* National Account Sales - Business Development
* Public Speaking - Integrity Selling - Closing
* Strategic Territory Analysis - Account Planning
* Sales Force Automation - Time & Territory Mgmt.
* Risk Management Analysis - Solution Development
* Specification/Proposal Contract Management
* B2B Distribution Supply Channel -VMI Development
* Program Development & Field Implementation
PROFESSIONAL EXPERIENCE
INDUSTRIAL SCIENTIFIC CORPORATION, Oakdale, PA Feb 2008 - Present
North Region District Sales Manager
Promotel Gas detection instrumentation and Risk Management services to Commercia
l and Governmental agencies directly, and managed sales reps, and thru distribut
ion. Develop business for unique iNet Services Program. Interface with Regulat
ory agencies including OSHA, VPP, Homeland Security and commercial Insurance com
panies. Analyze territories and develop and implement strategies and tactics sel
ling Grainger and other large distributors at the Corporate and field level.
* Secured largest global iNet contract with Veolia Energy, a leading internation
al provider of custom, sustainable energy services and facility operations and m
anagement solutions, valued at $ 6.5 million.
* Restructured the Northeast District's distribution focus by adding Rep Agencie
s which is expected to increase sales 125%
* Experienced selling iNet & DB02 Risk Management programs to Level C clients at
major corporations and government.
GRAINGER INDUSTRIAL SUPPLY, Lake Forest, IL 2004 - Jan 2008
Strategic Operations-Regional Safety Program Manager for Northeast
Led the Northeast field Sales organization as the market expert on safety soluti
ons, products, and supplier sales resources.
Provided leadership in identifying regional and local safety market opportunitie
s. Managed 11 district sales managers plus 250+ field sales reps. Conducted busi
ness reviews and developed sales plans. Coached, trained and counseled field sal
es force on new products, sales strategies and tactics, E-Business, regulatory c
ompliance concerning OSHA, Grant funding, and Homeland Security. Initiated and d
eveloped safety compliance solutions for state government, higher education, mil
itary, health and safety, and national accounts. Conducted safety audits, risk
management consultations, regulatory training, and presented new product solutio
ns concerning top 10 OSHA Safety concerns to internal and external customers. Co
rporately trained on Personal Protective Equipment, Confined Space Entry, Arc Fl
ash, Lockout/Tagout, ID labeling, Emergency Preparedness, Egress Escape, and Haz
mat containment.
* Developed Risk Management upgrade programs, which increased OSHA Safety Compli
ance over 35%. Included VPP.
* Developed various Safety solutions which reduced direct/indirect Safety Costs
for Government / Industrial customers.
* Improved and executed VMI National Homeland Security Decon program, which gene
rated over $4 million in new revenue.
* Co-developed major Safety Program for Rock Island Arsenal, the largest Governm
ent manufacturing facility in the U.S., expected to bring in over $1 million in
new revenue and reduced Indirect Risk Management costs by 30%.
JJ CONSULTING, Briarcliff Manor, NY 2003 - 2004
Consultant
Developed SSPC coating specifications for architects and engineers, sold and man
aged major commercial projects.
* Wrote specifications for major construction projects, NYTA, MNRR, which genera
ted over $1.5 million in new revenue.
RUST-OLEUM CORPORATION INC., Vernon Hills, IL 2001- 2003
National Accounts Manager, Industrial Distribution Division
Successful Strategic Partner with Grainger Industrial Supply, selling large comm
ercial/industrial end-users. Developed and sold marketing programs to governmen
t and sizable regional opportunities. Responsible managing all marketing and sal
es issues pertaining to MSC Industrial Supply's annual catalog and B2B web-site.
* Developed and implemented strategically focused programs based on newly discov
ered customer needs, which built sales 49%. Earned Presidents Club Awards.
* Developed new and upgraded "Total Coatings/Safety Program II" for the U.S. Pos
tal Service that generated over $1 million sales in additional revenue and incre
ase brand awareness.
* Added 12+ major lines to MSC's catalog and web-site, which generated an additi
onal 50% revenue increase.
Strategic Alliance Sales Manager, National Strategic Alliance Division 2000 -
2001
Responsible for developing new vertical channel distribution, increasing sales o
f existing distribution in Industrial, Plumbing and Electrical channels, and sal
es to the U.S. Government. Coached, trained and counseled field sales force on s
ales strategies and sales tactics, regulatory compliance concerning OSHA and SSP
C compliance regulations.
* Negotiated a National contract agreement with Affiliated Distributors, $15 bil
lion marketing organization, creating separate marketing and safety programs for
each of its operating divisions, which increased market share 35%.
* Led an IT team that developed and implemented a national link between Rust-Ole
um and Affiliated Distributor's CRM systems, set up new VMI programs, and traine
d entire sales force on strategic program utilization which surpassed sales goal
s.
* Earned Affiliated Distributor's prestigious "Supplier of the Year Award," and
nominated for "Marketer of the Year"
* Led Marketing teams which initiated new distribution B2B web-site links which
increased Strategic Alliance business 49%+.
Business Development Manager, National 1998 - 2000
Managed distribution channel development for inside/outside sales. Market analy
st, worked closely with Marketing and Sales Management teams, created new soluti
ons via new products, sales tools, promotional and merchandising programs, and p
romotion management, which increased new and existing business from distribution
, architects, engineers, and contractors.
* Developed and sold National coating projects for Government, Water Treatment P
lants, Hospitals, and various OEM's. Increased brand awareness, and built new sa
les by 15%. Achieved Presidents Club many times.
* Implemented "Hunter" tactics to add new distribution channel sales, increasing
category revenue by 25%.
* Conducted successful strategic line reviews with managed sales reps and distri
bution.
* Significantly increased line category's in MSC "Big Book" catalog by 40%. Succ
essfully managed Rust-Oleum's National sales force to implement MSC programs to
build branch sales by 50% (1998), 79% (1999), 46% in (2000).
* Negotiated National contract with ID-ONE buying group, and developed targeted
marketing programs for distribution channels, increasing account revenue by 20%.
Renegotiated contacts increasing profitability by over 15%
National Corporate Account Manager 1996 - 1998
Managed multi-level sales effort guiding key sales reps to develop new relations
hips at the National Account level while building line awareness levels among ke
y end-users and contractors. Utilized consultative team selling approach and "In
tegrity Selling Skills" coaching and training Grainger and Rust-Oleum sales team
s.
* Achieved Presidents Club status.
* Created and published "Equipment and Facilities Maintenance Programs", which a
ccounted for 45% of revenue.
* Sold in new product lines to industrial accounts, highest sales in the company
, increased account base over 10%.
* Developed new marketing program to gain new OEM and Government business, inclu
ding VMI, increasing sales 43%.
* Developed and launched the 1st National "Total Coating Solutions Program," for
U.S.P.S. w/Grainger, increased sales 35%
* Secured National buying programs for Coca-Cola vending machines, NY State Gove
rnment business, Continental/United/and American Airlines and others, increasing
sales over 30% in this sector.
District Sales Manager, Northeast 1985 - 1996
Responsible for building relationships with architectural and engineering firms
to get products specified, and write project specifications. Managed sales teams
, 31 Grainger branches, plus major regional distributors. Made key end-user join
t sales calls with Regional and National sales teams. Conducted sales/product tr
aining seminars for distributors and to represent Rust-Oleum at trade shows. Ana
lyzed territories and restructured districts, which increased efficiencies, and
profits over 20% annually.
* Won 1st "Eagle Award" by leading teams to develop and implement a complete Sa
les Force Automation system.
* Achieved President Club, Top Salesman Awards, Quota Buster awards.
EDUCATION - MBA - Finance and Marketing, Long Island University, Brookville, NY
BS - Marketing, Mercy College, Dobbs Ferry, NY
CORPORATE TRAINING - Microsoft Office Suite (Excel, Word, Powerpoint, Outlook),
MS Windows, MS Project.
* CRM/Sales Force Automation - Sales Force.com, ACT, Goldmine, * WebEx/ATT Conf
erence Calls * Lotus Notes, Palm
* Strategic Catalog Development, Internet/Intranet web-site development, Inspec
tion Services/ Preventative Maintenance Software, * Dimensions of Professional
Selling, Integrity Selling. Architectural Specification development/writing prog
rams
PROFESSIONAL MEMBERSHIPS AND CERTIFICATION: SSSPC- Protective Coating Specialist
# 771-676-1151
* SSPC- C1+C2 Nat'l accreditation for Specifying and Managing Projects
* Chaired/Co-Chaired various Sales and Marketing Advisory Councils
PERSONAL INTERESTS: Electronics, Computer Technology, Music, Mechanics, Carpentr
y, Motorcycling, Camping, Boating, Boy Scout Leader, Travel