Allen Scott Farnsworth
Green River,WY
Summary
Performance-oriented Sales Leader offering exceptional record of achievement over 14-year career. Tenacious manager with strategic and analytical approach to solving problems, bringing in customers and accomplishing profit targets. Talented in identifying and capitalizing on emerging market trends and revenue opportunities. 6 Plus years specializing in aftermarket sales,service and repair, equipment upgrades and replacements.
Overview
15
15
years of professional experience
Work History
Sales Manager
Hager Industries
10.2022 - Current
- Attended industry shows, conventions, and other meetings with primary mission of expanding market opportunities.
- Grew sales and boosted profits, applying proactive management strategies and enhancing sales training.
- Maintained ethical and positive working environment to reduce turnover and promote high retention rates.
- Met with clients, delivering presentations, and educating on product and service features and offerings.
- Coached employees in successful selling methods and encouraged cross-selling to drive revenue.
- Resolved customer issues quickly to close deals and boost client satisfaction.
- Maintained relationships with customers and found new ones by identifying needs and offering appropriate services.
- Closed lucrative sales deals using strong negotiation and persuasion skills.
- Established and cultivated solid business relationships with new or existing customers.
- Handled customer relations issues, enabling quick resolution, and client satisfaction.
- Evaluated performance against goals and implemented appropriate development plans.
- Utilized metrics to modify low-performing sales and marketing programs and plans to increase effectiveness.
- Achieved sales goals and service targets by cultivating and securing new customer relationships.
- Engaged in product training, demonstrations, consumer awareness, branding, and acquisition initiatives to raise awareness and revenues.
- Delivered recommendations to long-term accounts to promote brand awareness to key audience.
- Achieved established KPI for company, regional team and individual performance through teamwork and focus on customers.
- Built relationships with customers and community to establish long-term business growth.
- Implemented systems and procedures to increase sales.
- Compiled and analyzed data to determine approaches to improve sales and performance.
- Increased profit margins by effectively controlling budget and overhead and optimizing product turns.
- Managed accounts to retain existing relationships and grow share of business.
- Collaborated with upper management to implement continuous improvements and exceed team goals.
- Communicated product quality and market comparisons by creating sales presentations.
- Facilitated business by implementing practical networking techniques.
- Resolved problems with high-profile customers to maintain relationships and increase return customer base.
- Exceeded sales quotas and increased profitability through effective sales strategy and business planning.
- Liaised with sales, marketing, and management teams to develop solutions and accomplish shared objectives.
Technical Sales Manager
Keto Pumps/David Brown Santasalo
04.2018 - 08.2022
- Account manager for Wyoming,Colorado, Montana, Idaho, Oregon, Washington
- Developed and executed product market strategy to determine distribution, price and promotion efforts.
- Provided input on contractual agreements for products and services to develop options and maximize profit margins.
- Prepared and delivered samples and quotations to customers while providing technical expertise to convert prospects into sales.
- Promoted company products and services by attending trade shows and industry conferences.
- Traveled to customer locations to analyze technical challenges, create dynamic strategies and rapidly implement engineered solutions.
- Prospected new customers to generate sales leads and increased revenue from existing clients.
- Provided technical expertise and recommendations to improve systems and processes, establish cost savings and increase productivity.
- Maintained client and company confidence by keeping records confidential and secure to avoid data breach risks.
- Resolved problems with high-profile customers to maintain relationships and increase return customer base.
- Communicated product quality and market comparisons by creating sales presentations.
- Demonstrated products to show potential customers benefits and advantages and encourage purchases.
- Held one-on-one meetings with sales team members to identify selling hurdles and offered insight into best remedy.
- Managed accounts to retain existing relationships and grow share of business.
Wyoming Accounts Manager
Atsco Sales and Service Draper UT
03.2015 - 04.2018
- Sales and service rep for multiple industrial valve, actuation, measurement manufacturers focusing on Trona mining, power generation and public utilities across the state of Wyoming
- Responsible for the introduction of products into multiple mine locations and power plants resulting in reduced downtime and improved production.
- Collaborated with purchasing department to reconcile vendor invoices and facilitate payments.
- Secured high-value accounts through consultative selling, effective customer solutions and promoting compelling business opportunities.
- Delivered engaging and polished presentations to build connections with potential customers and distinguish business from competitors.
- Sold new products and services and developed new accounts to maximize revenue potential.
- Listened attentively to client feedback to create stronger relations and shape business.
- Oversaw new business development to generate sales leads, negotiate client pricing and forecast revenue.
- Built and strengthened long-lasting client relationships based on accurate price quotes and customer-centric terms.
- Educated clients on new products or services to increase customer engagement with brand.
- Managed book of business to maintain positive relationships and make effective financial or client-related decisions.
- Recommended brand products to customers to encourage repeat purchases and foster customer loyalty.
- Facilitated client satisfaction and renewed customer relations to drive growth.
- Analyzed account details such as usage, sales data and client comments to enhance understanding of effectiveness and client needs.
- Developed innovative and creative sales pitches to expand prospect understanding of company.
- Analyzed key competitors to respond to competitive threats.
- Reviewed and mitigated discrepancies to increase sales, reduce costs and streamline processes.
Sales Accounts Manager
Fairmont Supply Green River WY
03.2014 - 03.2015
- Oversaw sales forecasting, goal setting and performance reporting for all accounts.
- Forecasted sales and established processes to achieve sales objectives and related metrics.
- Negotiated prices, terms of sale and service agreements.
- Consulted with clients after sales and contract signings to resolve problems and provide ongoing support.
- Worked diligently to resolve unique and recurring complaints, promoting loyalty and enhancing operations.
- Anticipated clients' needs by staying in touch on regular basis.
- Attracted 10 new accounts through targeted client development.
- Maintained high standards of customer service by answering pricing, availability, use and credit questions accurately.
- Monitored market activity and quoted pricing to maintain healthy profit margins.
- Built client relationships by acting as liaison between customer service and sales teams.
- Contacted regular and prospective customers to explain product features and solicit orders.
- Organized joint sales calls with current customers and outside vendors.
- Developed sales strategy based on research of consumer buying trends and market conditions.
Sales Representative
NalcoChampion
03.2012 - 03.2014
- Duties include field sales and service, field testing of new products, maintaining chemical programs designed for each individual customer
- Responsible for adding service agreement with Anadarko Midstream in first 3 months on job
- Consistently increased sales monthly to existing accounts
- Averaged 150% of monthly goals since inception of first accounts.
- Created professional sales presentations and seminars to effectively demonstrate product features and competitive advantages.
- Met with existing customers and prospects to discuss business needs and recommend optimal solutions.
- Determined problem areas and resolved issues related to profitability and business objective achievement.
- Increased sales by offering consultation on products and services and applying customer service and upselling techniques.
- Minimized process lags through strategic sourcing and customer expectation management.
- Tailored sales approaches and techniques to specific client needs to increase marketing effectiveness.
- Surpassed sales objectives several consecutive years by cultivating productive client partnerships.
- Enhanced territory operations through successful cold-calling of area business leaders and establishing favorable contracts.
- Brought Customer Satisfaction Index levels from unsatisfactory to levels acceptable to manufacturer.
- Served as liaison for company, clients and referred prospects regarding inquiries, issues, order management, post-sales follow-up and customer relations.
- Effectively sold significant overstock of inventory, reducing overhead and improving cash flow.
- Attended advanced training sessions and conferences to increase product knowledge and productivity.
- Boosted brand awareness, implemented promotional campaigns and employed sales tactics as part of territory development.
District Manager
Quality Process Services Rock Springs WY
02.2009 - 03.2012
- Managed all personnel and budgets for locations
- Provided safety and field related training to all personnel
- Worked service jobs and was only field salesman for areas
- In 6 month time I was able to secure master service agreements with XTO, Williams,Hess,Hillcorp and EOG
- Met deadlines by proactively managing individual and team tasks and streamlining processes.
- Modeled strong negotiation skills to help team members close tough deals with lucrative clients.
- Modeled best practices for sales and customer service.
- Led targeted training programs to educate staff on product benefits and service capabilities.
- Developed sales strategy based on research of consumer buying trends and market conditions.
- Located, developed and promoted talented employees to cultivate collaborative and hardworking leadership team.
- Exceeded sales targets with well-developed sales strategy and empowering team coaching.
- Optimized team performance with newly implemented sales and merchandising procedures.
- Coordinated with other district managers to actualize performance improvement strategies.
Education
Did not graduate - undefined
Mira Costa College
Oceanside, CA1992
Diploma - General
Vista High School
Vista, CA1990
Skills
- Planning and Coordination
- Good Telephone Etiquette
- MS Office
- Active Listening
- Analytical and Critical Thinking
- Organization and Time Management
- Multitasking Abilities
- Attention to Detail
- Excellent Communication
- Team building
- Flexible and Adaptable
- Self-Motivated
- Teamwork and Collaboration
- Problem-Solving
- Training and Development
- Dependable and Responsible
- KPI Tracking
- Territory sales management
Accomplishments
- Achieved Hager Industries yearly sales goals within first 6 months of employment and doubled sales goals by end of year one.
- Added new customers to Keto/DBS portfolio within 6 months of employment
- Continued growth of DBS business with core customers to include competitor repairs in aftermarket service center.
- Secured valve and actuator business at multiple mines, resulting in reoccurring automatic orders and reduction of plant operations downtime
- Worked with oil and gas producers to analyze and test multiple chemical treatment options resulting in large production gains and reduced down time.
Timeline
Sales Manager
Hager Industries
10.2022 - Current
Technical Sales Manager
Keto Pumps/David Brown Santasalo
04.2018 - 08.2022
Wyoming Accounts Manager
Atsco Sales and Service Draper UT
03.2015 - 04.2018
Sales Accounts Manager
Fairmont Supply Green River WY
03.2014 - 03.2015
Sales Representative
NalcoChampion
03.2012 - 03.2014
District Manager
Quality Process Services Rock Springs WY
02.2009 - 03.2012
Did not graduate - undefined
Mira Costa College
Diploma - General
Vista High School
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