Andy Lock
Fishers,IN
Summary
Seasoned Territory Manager and exceptional sales professional. Decisive team leader and business manager with excellent attention to detail and persuasive communication style. Offering 16 years of experience in heavy equipment & attachment sales. Overall 20+ years of sales success by managing a territory through new business development and account retention by continuous after sale service and support.
Overview
16
16
years of professional experience
Work History
Territory Manager
BR Attachments
09.2020 - 05.2024
- Monitored customer buying trends, market conditions, and competitor actions to adjust strategies and achieve sales goals.
- Communicated regularly with territory, regional, and strategic managers for daily support and strategic planning for accounts.
- Analyzed sales data to identify areas for territory improvement and implemented strategies to maximize sales growth.
- Planned and conducted weekly sales meetings to keep sales representatives up-to-date on new products and strategies.
- Worked with vendors and suppliers to support timely delivery of products and services.
- Managed over 150 + accounts within 9 State territory.
- Spearheaded successful sales strategies for existing and new products across specified territory.
- Established successful account relationships by building rapport and maintaining consistent communication.
- Attended trade shows and industry events to promote company products and services.
- Developed sales strategy based on research of consumer buying trends and market conditions.
- Achieved sales goals by cultivating and securing new customer relationships, while growing current customer base through repeat sales.
- Prepared sales presentations for clients showing success and credibility of products.
- Facilitated business by implementing practical networking techniques.
- Liaised with sales, marketing, and management teams to develop solutions and accomplish shared objectives.
- Collaborated with upper management to implement continuous improvements and exceed team goals.
- Managed accounts to retain existing relationships and grow share of business.
- Increased sales volume and expanded product line to new equipment dealers.
Aggregate Sales Specialist
Brandeis Machinery & Supply Company
12.2015 - 08.2020
- Followed up with customers after completed sales to assess satisfaction and resolve technical or service concerns.
- Showcased product features to customers and discussed technical details to overcome objections and lock in sales.
- Created and implemented sales strategies to successfully meet company targets of 30% market share in new sales for Aggregate market in territory.
- Advised, sold and configured wheel loaders, excavator and dozer products in single and multiple transactions, averaging $6M in sales per year.
- Educated customers about product features and benefits to aid in selecting best options for each individuals' needs.
- Provided first-rate service to all customers and potential customers.
- Drafted, finalized and submitted paperwork to complete sales.
- Supported retail distributors, dealers and customers through in-person and telephone support.
- Built rapport with customers and assessed needs to make product recommendations and upsell.
- Created professional sales presentations and seminars to effectively demonstrate product features and competitive advantages.
- Kept detailed records of daily activities through online customer database / CRM.
- Fielded customer complaints and facilitated negotiations, resolving issues and reaching mutual conclusions.
- Monitored service after sale and implemented quick and effective problem resolutions.
- Performed effectively in self-directed work environment, managing day-to-day operations and decisions.
- Met existing customers to review current services and expand sales opportunities.
- Achieved or exceeded company-defined sales quotas of consistently having 30% or more of new sales market share in defined territory every year.
- Negotiated prices, terms of sales and service agreements.
- Maintained current knowledge of evolving changes in marketplace.
- Informed customers of promotions to increase sales productivity and volume.
- Increased sales with execution of full sales cycle processing from initial lead processing through conversion and closing.
- Built relationships with customers and community to promote long term business growth.
- Identified new business opportunities through cold calling, networking, marketing and prospective database leads.
- Fostered lasting relationships with customers through effective communication and quick response, resulting in long-term loyalty and expanded client base.
Territory Manager
Rockland Manufacturing
07.2008 - 11.2015
- Monitored customer buying trends, market conditions, and competitor actions to adjust strategies and achieve sales goals.
- Communicated regularly with Sales Manager and Vice President for daily/weekly/monthly support and strategic planning for accounts.
- Managed over 100+ accounts within 9 State territory.
- Spearheaded successful sales strategies for existing and new products across specified territory.
- Established successful account relationships by building rapport and maintaining consistent communication.
- Developed sales strategy based on research of consumer buying trends and market conditions.
- Worked with vendors and suppliers to support timely delivery of products and services.
- Achieved sales goals and by cultivating and securing new customer relationships.
- Cultivated relationships with key accounts in territory and provided support to drive customer satisfaction.
- Implemented promotions and marketing campaigns to increase territory sales and brand awareness.
- Conducted regular market analysis to identify new opportunities for territory sales growth.
- Attended trade shows and industry events to promote company products and services.
- Trained and mentored sales representatives in sales techniques and strategies.
- Demonstrated products to show potential customers benefits and advantages and encourage purchases.
- Prepared sales presentations for clients showing success and credibility of products.
- Facilitated business by implementing practical networking techniques.
- Resolved problems with high-profile customers to maintain relationships and increase return customer base.
- Enhanced profitability by developing pipelines utilizing marketing and sales strategies.
- Implemented systems and procedures to increase sales.
- Exceeded sales quotas and increased profitability through effective sales strategy and business planning.
- Collaborated with upper management to implement continuous improvements and exceed team goals.
- Managed accounts to retain existing relationships and grow share of business.
- Increased sales volume and expanded product line to new equipment dealers.
Education
Bachelor of Science - Criminology
Indiana State University
Terre Haute, INSkills
- Pipeline Development
- Business Development
- Product Demonstrations
- Market Research
- Trends Analysis
- Contract Negotiation
- Goals and performance
- Sales Forecasting
- Opportunities Identification
- Business development and planning
- Customer Relationship Management
- Market Penetration Strategies
- Product and Service Sales
- Issue Resolution
- Business Growth
- Relationship Building
- Territory Management
- Product Promotion
- Time Management
- Account Servicing
- Sales Presentations
- Client acquisition
- Account penetration
- CRM Software
Timeline
Territory Manager
BR Attachments
09.2020 - 05.2024
Aggregate Sales Specialist
Brandeis Machinery & Supply Company
12.2015 - 08.2020
Territory Manager
Rockland Manufacturing
07.2008 - 11.2015
Bachelor of Science - Criminology
Indiana State University