Andy Berg
Elmhurst,IL
Summary
Team oriented, motivated self-starter with 20 years of extensive experience and dedication to performance driven sales. Highly successful in developing strategies, penetrating new markets and building long-term profitable accounts. Core expertise includes: Successful generation of new leads, building a pipeline for both new and existing business, developing negotiation strategies and proposals, consistent quota attainment and over achievement in complex selling environments and managing all contract phases from start to finish.
Overview
21
21
years of professional experience
Work History
Business Development Manager-Americas
BFM Fitting Global
09.2018 - 08.2024
- Prospected for potential new end user customers, set the meetings, traveled to the territory to lead the meetings, analyzed the opportunities and performed audits to make the right recommendations of BFM Fittings technical products
- Met with the technical engineering, production and maintenance directors for companies across several industries including food, pharmaceuticals, chemical, plastics and equipment production
- Designed and lead training sessions for engineering and sales staff for multinational OEMs-equipment manufacturers and system integration firms to promote the use of BFM’s products
- Managed a distribution rep network of 12 companies who represented and sold BFM Fitting products in North and South America
- Traveled with reps domestically and internationally to provide support on larger sales opportunities and to provide ongoing training
- Since 2018 grew territory sales 140% or $3.5M with new distributor acquisitions, distribution rep trainings, end user sales calls at the headquarter and plant level and by traveling extensively throughout the territory
- Consistently achieve annual sales growth targets which range from 12-15% or on average of $600,000/yr
- Achieved largest annual sales growth in 2023 vs year prior- 27% or $1.3M
- Travel Internationally throughout South America, Mexico and Canada meeting with prospective customers to help grow sales there 118% since 2018
- Organized, designed and worked trade show booths for several international trade shows a year which included The International powder bulk solids show and The Packaging Expo
- Lead annual strategizing and forecasting meetings with distributor partners to establish a sales revenue budget and outlining objectives on how to achieve budget goals.
District Sales Manager
Biolab
05.2014 - 09.2018
- Sold to and managed a dealer base with 60 locations across 4 states doing over $5M in pool and spa chemical sales annually
- Successfully prospected, built relationships with, negotiated contracts and pricing for and secured accounts for 6 new dealers totaling $200,000 in new business in 2017
- Developed, organized and led technical training seminars for my existing dealer base used to educate on advanced pool and spa care knowledge, updates on latest technology and innovation including training on our water testing software and how to use it as a tool to increase sales
- Created training curriculum and taught “pool schools” for my top dealer’s customer base
- Schools were designed to teach customers the basics of water chemistry, core product knowledge, how to troubleshoot common pool issues and the importance of using our sophisticated water testing software
- This platform provided me an opportunity to sell customers on their regular maintenance chemicals along with upselling them on additional ancillary products
- Helped in the implementation of a key dealer agreement for my most profitable dealer Caribbean Pools (locations in IL and IN)
- This agreement which included a new pricing structure and the mandate of the opening of a 4th retail location has helped increase their sales 20% in the last 3 years
- In 2017 total sales of Proguard and Bioguard chemicals exceeded $650,000.
Senior Sales Executive
CHD Expert
09.2012 - 05.2014
- Joined CHD’s start-up US division to build the go-to-market strategy for foodservice database services
- Prospect and sell comprehensive foodservice database to upper-level management and owners of foodservice industry companies
- Lead comprehensive webinars with prospective clients to demonstrate the benefits of CHD’s technical products and services
- Show functionality of web-based data query tool Easy2Find thru sample queries
- Work alongside clients’ marketing and sales team to design and formulate optimal sales solutions for their business
- Customize sites to provide secure hosting of the clients data to organize their internal information into one database, run reports and analytics, provide easy access to our web based platform for their organization
- Successfully converting 25% of client demonstrations into sales, surpassing company goal of 20%
- Closed 25 sales within the first 8 months, helping to successfully launch the product in the US
- Manage existing accounts and ongoing training of query tool Easy2Find
- Weekly strategizing with CHD senior management and marketing team to optimize sales growth within the company.
Senior Account Manager
Coca-Cola Enterprises
12.2003 - 07.2012
- Successfully managed over 75 Convenience/Petroleum and Drug store accounts totaling over $1 million in inventory
- Consistently grew sales in specific territory over 4% the last 5 years of employment, surpassing the company goal of 2% per year
- 2011 highest volume Account Manager in district
- Developed and managed the highest volume account in the state of Arizona for the Convenience and Petroleum sector
- Responsible for leading tours with Atlanta based Coca-Cola executives to explain the thought process and strategy around executed account improvements
- I.E
- Cooler resets, placement of innovative POS, cold equipment and formation of creative product displays
- Trained new Account Managers on the inventory and ordering process, product rotation and handheld computer functionality
- Confirmed understanding of customer’s business needs, issues and opportunities in order to develop viable business solutions
- Gathered and analyzed customer beverage sales data (e.g., brand package, cup set, package mix, pricing) in order to determine beverage category needs, facilitated marketplace analysis and determined operational needs
- Demonstrated an ability to analyze and communicate customer economics with a connection to Coca-Cola products
- Developed basic financial acumen from customer’s P&L and profit story
- Built a business plan/solution and contingency plan in collaboration with the customer using information collected during the account discovery process (e.g., identify & understand customer needs, identifying opportunities, in-outlet visits) to ensure the plan met customer needs.
Education
Bachelor of Arts - Broadcast Journalism
Arizona State University
Tempe, AZ05.2000
Skills
- Business Development
- Territory Management
- Strategic Planning
- Prospecting
- Project Management
- Pipeline Development
- Product Demonstrations
- Revenue Forecasting
- Customer Acquisition
- Market Research
- Revenue Generation
- Sales and Marketing
- Contract negotiation expertise
- Order Management
- Networking strength
- Analytics
- Sales Leadership
- Performance Metrics
- Pipeline Management
- CRM Platforms
- Lead Generation
Activities
- Arizona State University Hockey Team, Team Captain, 2000
- ASU Hockey Media Liaison
Timeline
Business Development Manager-Americas
BFM Fitting Global
09.2018 - 08.2024
District Sales Manager
Biolab
05.2014 - 09.2018
Senior Sales Executive
CHD Expert
09.2012 - 05.2014
Senior Account Manager
Coca-Cola Enterprises
12.2003 - 07.2012
Bachelor of Arts - Broadcast Journalism
Arizona State University
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