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Summary

Entrepreneurial sales and management leader with extensive experience directing highly competitive profit centers  and districts to new success. Extensive multi-unit experience with a diverse record of impactful performance in variety of environments, including startups, mid-range organizations, and multi-billion dollar companies. Turnaround specialist proven in influencing others to drive execution of sales, marketing operations, overhauling inadequate systems and transforming enterprise-wide processes producing the desired financial results. Assertive leader of sales and marketing processes. Focused on driving higher margins, ROI, and EBITDA. Primary focus in consumer products but also experienced in business to business.

Areas Of Expertise

Operations & Sales Management • Multi-Unit Management • Line and Management Employee Training • Interpersonal Skills • Talent Identification & Selection • Strategic Marketing • Supply Chain Management • Strategic Planning • Revenue Generation • Strategic Coaching • Change Management • Labor Optimization • Professional Development • Team Building & Leadership • Procurement and Purchasing • Process Improvements • P&L Oversight • Conflict Management • Inventory Control • Business Plans & Analysis • Commercial & Residential Contractor Accounts

Locations

I've worked and covered territories in as many as 8 states at one time, from Ohio to Florida and west to Texas. Willing to travel extensively and will consider relocation for the right opportunity.

Work History

Sep 2015Present

Territory Sales Manager / Field Sales Trainer

Cordatus LLC

An independent outside sales representative / independent contractor for Empire Today for the Central Alabama district. Use face-to-face presentations, sell product and installations services for carpet, hardwood, laminate, tile, and vinyl flooring in the Birmingham, AL area to homeowners, businesses, homebuilders, architects, and places of worship using a proprietary CRM system. Negotiate pricing levels and services provided. Prospect for new business via referrals and cold-calls. Facilitate hands-on training for new sales reps.

Key Achievements

  • On track to personally sell in excess of $1.5 million in flooring in 2016
Apr 2014Sep 2015

Behavioral and Psychometric Analyst / Management Consultant / Outside Sales

Corter Consulting

Seek out, qualify, and work with business owners and leaders to identify and diagnose areas for organizational development. Use assessment products to aid in talent selection, job benchmarking, succession planning, and improvement of corporate and executive communications. Consistently debriefed employees with their supervisors present so each employee understood themselves better and the supervisor understood the best ways to work with and communicate with the employee. Assessed, coached and developed various employees to understand their roles within organizations and adapt behaviors to achieve maximum performance and success. Coached mid-level and senior executives on motivation modeling and communications.

Key Achievements

  • Developed new business in the Alabama area and in several other states
  • Worked with two different Fortune 200 clients
  • Certified in multiple disciplines relating to Human Performance and Assessment
  • Utilized social media to drive revenues and find customers
  • Created an Employee Turnover Audit calculator to find the true cost of turnover
  • Created a Top Performing Management Algorithm for Management Selection
Jun 2012Apr 2014

District Sales Manager

Sears Hometown Stores

Principal visionary over sales and P&L financial performance for a 13-center district across central Alabama. Devised, introduced, and deployed strategic initiatives aimed at enhancing promotional sales, customer service and business development functions. Interfaced with independent store operators (franchisees) to build trust and establish collaborative relationships. Authority over coaching and mentoring store associates in line with sales and revenue expectations as well as operational excellence. Executed sales of existing stores and opening of new operations. 

Key Achievements

  • Catalyzed district’s bottom-to-top-25% ranking transformation within 8 months
  • District Sales Manager of the Year for the Region (August 2013)
  • District Sales Manager of the Year (2013) for new company initiative (Leasing)
  • District Sales Manager of the Year (2012) for Customer Satisfaction
  • Top District Sales Manager in the Region August 2013
  • Top District Sales Manager for Management Impact August 2013
  • District Sales Manager for #1 store and #3 store in Region
Dec 2003Jun 2012

District Manager

E.C. Barton & Company

Significant multi location sales and management experience with full P&L responsibility in a retail lumber and building materials setting. Responsible for strategic planning, assets, finance, and operations of 16 to 23 different profit centers within two different company divisions and located across up to eight states. Worked with several different departments in new business development. Directed store managers in decisions involving personnel, accounts receivable, crisis management, equipment, and facilities. Successfully grew the gross profit revenue stream by working with store managers to develop sales personnel, insuring that merchandising standards were met. Participated in promotional campaigns. Promoted associates to assistant managers and assistant managers to store managers based on employee capacity, performance, potential, and intrinsic motivations. Forecasted sales and expenses for senior management. Monitored and controlled expenses, particularly the labor expenses associated with approximately 120 people, effectively reducing those expenses to meet company goals. Maintained inventory control by reviewing cycle counts and insuring compliance with all company purchasing and inventory control programs. Supervised accounts receivable and assisted manager with collections. Handled customer complaints and ensured that merchandising and cleanliness was in compliance with company standards. Initiated regular performance reviews of personnel and authorized raises accordingly (there was no formal employee review process prior to this). Directed store efforts to achieve the highest possible return on investment.

Key Achievements

  • Captured 43% net profit increase in six years by generating 60% sales growth
  • Top Return on Investment District Manager (2004, 2005, 2007, 2010, and 2011)
  • Set new company record for a relocated operation’s Grand Re-opening, improving it by over 107%.

  • Initiated and implemented a performance review system to insure that employees were accurately and fairly evaluated.

  • Cut  payroll in my district from 33% to 27% of Gross Profit dollars while still maintaining service levels and employee morale.

Nov 1999Dec 2003

General Manager

Five Star Lumber

Worked from the absolute beginning stages of a startup organization that grew from $0 to $7.8M in sales within four years. Wrote pro forma financial statements and policy manuals, arranged credit agreements, wrote Human Resources documents (dealt with a Professional Employer Organization) and performed Human Resources Management duties. After establishing a consistent procurement process, managed the supply chain to facilitate selling lumber, doors (custom made and standard), windows, moldings, flooring, roofing, drywall, insulation, cabinets, countertops, and other building materials to tract builders, custom home builders, and commercial contractors throughout Birmingham and the SouthEastern US. Worked extensively in special order purchasing and with both residential and commercial contractor accounts and architects. Performed a monthly full physical inventory of all commodity products, set up new products, forecasted demand needs, performed outside sales and business development and supported outside sales personnel.

Transferable Skills

  • Entrepreneurship. Having started this company with several partners, I wrote pro forma financial statements and policy manuals, and arranged credit agreements with vendors who were skeptical of a new company.
  • Human Resources Management. I wrote the company's complete policy and procedure manual, covering all aspects of safety, operations, benefits, and policies.
  • Marketing. I participated in the decision process surrounding the products we would stock, how we would take them to the marketplace, who we would market them to, and which distribution channel we  would employ.

Significant Accomplishments

We increased sales from zero to $7.8 million in four years while maintaining a gross margin percentage between 24 percent and 27 percent. I supervised up to twelve people including secretaries, drivers, salesmen, and yard workers.

Feb 1997Nov 1999

General Manager

Cahaba Lumber & Millwork

This was Alabama’s largest privately owned lumber company at the time with sales of $30 million across five locations and a re-load yard. Sales were primarily to the professional contractor base (98%).

Transferable Skills

I performed multi location management and purchasing duties for five retail locations and negotiated agreements to buy lumber, millwork, building materials, and hardware. I set pricing schedules based on current market conditions and customer demand.

Significant Accomplishments    

I was the point of contact for over 20 salespeople whom I trained in product features, benefits, and sales techniques. In our engineered wood products category (which was cutting edge at the time) I produced a sales increase of 30% by training outside salespeople and accompanying them on sales calls.

 Organized all aspects of the semi-annual inventory including scheduling, data input, and variation investigation. Maintained inventory files by managing the sku database. Effectively communicated with employees and suppliers via company memos and e-mail. Generated sales and gross margin reports for the company president. Created management late night and Saturday schedules. Supervised up to 50 people including junior management personnel, inside sales associates, outside salesmen, yard and delivery personnel, secretaries, and sales clerks.

Jan 1995Jan 1997

Store Manager

84 Lumber

This is a $3 billion company with over 400 locations nationwide. Here, I managed the daily activities and performance of twelve associates.

Transferable Skills

I developed and trained all personnel in my store and was directly responsible for all retail sales of a $4 million location with full profit & loss responsibility. I maintained inventory levels and placed orders as needed given seasonal needs and market tendencies.

Significant Accomplishments

I was promoted to this position from manager trainee in only 19 months.

Education

Sep 2006Dec 2007

Master of Business Administration (MBA)

University of North Alabama

Concentrated on the field of marketing while getting my MBA. At the same time, I remodeled my company's flagship store and oversaw the operations of 14 other stores across 5 states. I graduated with a 3.82 out of 4.0.

Certifications

Aug 2014Present

Professional Emotional Quotient Analyst

Target Training International

Emotional Quotient has five components:

  1. Self-Awareness
  2. Self-Regulation
  3. Motivation (beyond money or status)
  4. Empathy
  5. Social Skills

Since up to 90% of the difference between high performers and mediocre performers can be attributed to Emotional Intelligence, this certification allows me to utilize and interpret assessment products to insure the right person is being hired.

Aug 2014Present

Professional TriMetrix HD Analyst

Target Training International

TriMetrix HD is the most comprehensive and intensive examination of an individual's talent, acumen capacity, and core-competencies that's available on the market today. Drawing on Dr. Robert Hartman's Value Theory, TriMetrix HD is based on the science of Axiology, a mathematically accurate science that objectively identifies how one's mind analyzes and interprets our experiences. It identifies how we are most likely to react in any given situation and helps us understand how we make judgements. This information allows us to translate the results into quantitative measurements and scores, which can then be applied to the daily business world.

May 2014Present

Professional Behavioral Analyst

Target Training International

As a professional behavioral analyst, I use DISC theory to interpret behaviors in the workplace, foster better communication and understanding, and help people understand how they're most likely to react when under stress.

May 2014Present

Professional Motivators Analyst

Target Training International

Our motivators are our driving forces and there are 12 major driving forces at work in each person's life. By using scientifically validated assessment products, I'm able to identify those driving forces and help businesses match what's needed by a position to the people most likely to be motivated by those factors.

May 2014Present

Job Benchmarking

Competitive Edge, Inc

A proper job benchmark sets a standard with five to seven key accountabilities in collaboration with subject matter experts familiar with the job and its demands. Once in place, hiring managers can use the benchmark to select talent that matches the position's defined behaviors, motivators, emotional intelligence, core-skills, and acumen. People actually "fit" the position on an intrinsic basis. We hear things like, "I was MADE for this job." And they're right.

May 2014Present

Global Models of Leadership

Competitive Edge

Global Models of Leadership uses an improved process for selection, retention and development purposes. GML focuses on understanding how a particular job is best performed and helps managers and others select the right people for that position.

May 2014Present

DISC Modeling

Competitive Edge

With DISC training, managers will get a personalized report helping them to understand how to bring out the best in each of their employees. By learning how to read employee styles and adapt their own personal management style, they will become more effective delegating, giving direction, motivating and developing others. With DISC based training, managers will learn how to provide resources, environments and opportunities that support long-term professional growth. The in-depth easily customizable modular design and online tailoring features allow you to design a program specifically for your organization.

Nov 2011Present

Managing Multiple Projects, Objectives and Deadlines

SkillPath Seminars

I learned 

  • How to reap the benefits of better planning
  • How to get organized and stay that way
  • Why deadlines get missed—and how to make sure they won’t be
  • How to make sure the real “top priorities” don’t get lost in the shuffle
May 2009Present

Criticism & Discipline Skills for Managers

CareerTrack

I learned:

  • How to identify what causes employees to fall into the trouble zone
  • How to develop an approach to deal with employees that resulted in a more consistent, positive outcome
  • To create a plan to move employees from the trouble zone into the productive zone
  • How to uncover the answers that challenge managers and supervisors about how to be an agent of productive growth