Ray Marker

Ray Marker

Work History

Work History
2008 - Present

District Coordinator

Promoted from general agent within two months to build new six-person sales team and train new field sales associates (agents). Motivate and drive veteran independent field agents. Define individualized marketing strategy for each agent. Maintain brand integrity in small/medium-sized business markets.

2006 - 2008

National Account Manager

iLevel by Weyerhaeuser

Developed and managed relationship with national accounts generating $200M in revenues for Weyerhaeuser's integrated residential building products division. Established strategic direction/vision. Strengthened company/products' visibility, ensuring #1 supplier status among customers.

Rebuilding key account relationship to increase revenue from $154M to >$200M in two years. After Weyerhaeuser acquired Trus Joist MacMillan, discovered parent's relationship with leading regional retailer was strained, hampering growth. Leveraged previous strong relationship with account to rebuild partnership. Rewrote agreements, improving customer satisfaction to drive 33% growth over multiple product lines.

Refocusing product sales portfolio for greater profitability. Small profit commodity items dominated the overall sales portfolio. Strategically rearranged product sales portfolio, highlighting sales impact of value-added products while reducing emphasis on products with lower profitability. Focus realignment, combined with overall sales growth, increased net margin nearly four times from single digits.

Pioneering customer forecasting system. Rapid growth in housing market created excessive demand for company's proprietary products, causing customer concern regarding adequate inventory. Introduced pilot forecasting process, enabling customer to forecast/receive product by location in return for supply guaranty. Maintained product flow and honored delivery time schedules, ensuring millions of dollars in future sales.

2000 - 2005

Regional Manager

Trus Joist, a Weyerhaeuser Business

Held P&L accountability and led team of seven sales associates and six staff supporting northern CA, NV and UT businesses and generating $130M in revenues. Defined and led sales strategies for residential construction products/systems. Drove development of strategic distribution channel partner program. Managed budgets, forecasted sales, and defined targets.

  • Turning around declining region. Northern California, NV and UT region had been struggling to improve sales over prior years. Rebuilt and grew sales and support organizations from ground up. Implemented strategy to identify and focus on influencers in each market who could help grow the brand in region. Matched campaigns to each market influencer. Tripled sales growth from $43M in 1998 to $130M in 2005.
  • Recovering revenue loss by rebuilding distributor channel.  Independent distributor ended relationship upon company’s acquisition by Weyerhaeuser, creating $16M revenue loss. Negotiated with new distributor to service the market without creating competition for Weyerhaeuser’s own distribution facilities. Funneled majoring of $16M volume to new distributor while acquiring the balance from existing distribution network.
  • Award-winning performance.  Honored with 2004 International Regional Manager of the Year award for outstanding team leadership.  Drove team to exceed expectations. Established region as one of the most profitable in the company.
1998 - 1999

Regional Manager

Following Trus Joist joint venture with MacMillan Bloedel, managed six-person team selling Trus Joist MacMillan's proprietary branded products in region of northern CA, OR and HI.

  • Reducing SG&A expenses. Discovered Sales, General and Administrative expenses were running in excess of 6%. Led team in analyzing spending in product rebate structure. Realized multiple rebates were being paid throughout the channel. Identified entities lacking channel value and eliminated payments. Cut expenses to 2%.
1989 - 1991

Technical Representative

Developed marketing and incentive programs to drive sales. Managed brand including Trus Joist’s legacy proprietary products as well as “new” technology products, Parallam PSL and TimberStrand LSL, added from MacMillan Bloedel joint venture.

  • Driving growth in territory. Previous sales in Atlanta territory had not grown at the same pace as in adjoining territories. Identified building retailers as key influencers in market. Designed marketing and business strategy to develop relationships with these retailers. Drove sales growth from $3M in 1991 to $20M in 1998. Won Regional Sales Associate award.
  • Securing market dominance. Articulated benefits of company’s proprietary engineered lumber products, gaining dominance in specified (architects/structural engineers) and homebuilder community markets to drive reviews. Optimized market demand and improved YOY growth, earning Atlantic Regional Sales Associate of the Year award.

Education

Education

Bachelor of Arts

University of Washington

Summary

Account Management / P&L / B2B / Channel Management / Consultative Sales / Budgets

Brand Expansion / Market Growth / Partnerships / Sales Planning / Process Improvements

As a top performing sales executive, I provided the leadership and demonstrated expertise that ignited revenue growth and enhanced profitability for a division of a $16B global company.

I have the skills one would expect in a consistently successful sales leader including key account development and management, new business development, brand strategy and expansion, channel management and team building. Targeting market influencers and refocusing sales portfolios to spotlight high margin products, I generated double and triple-digit growth while improving net margins up to four-fold.

Building and strengthening relationships with partners and key accounts, I ensured customer and brand loyalty, continually driving revenue expansion. Focused and success -oriented, I managed challenges and opportunities to optimize sales performance.

People describe me as passionate about the business, insightful, and results-oriented, propelling teams to excel with integrity. A strong and effective communicator within all levels of a company, and among customers and partners, I build trust and credibility. I have been particularly effective in:

  • Turning around struggling sales regions
  • Building and managing distributor channels
  • Refocusing on higher margin products to increase profits
  • Developing, training and motivating high performance sales teams
  • Increasing brand visibility to expand account revenues

My BA in Architecture is from the University of Washington. My recognition awards include International Regional Manager of the Year and Atlantic Region Sales Associate of the Year.

Interest

Board of Directors, Rocklin Little League. Rocklin High School Baseball Booster; Avid sports fan, golfer, and wine enthusiast.

Certifications

Certifications

Licensed Insurance Agent

California Dept. of Insurance