Brian Hensley
Edwardsburg,MI
Summary
Experienced fishing and outdoor sporting-goods sales professional with 30+ years of experience in territory sales, dealer account management, retail operations, business development, and customer relationship management. Proven success managing multi-state territories and developing long-term relationships with dealers, distributors, buyers, and decision-makers. Quadrupled sales across a Michigan, Indiana, and Ohio territory through strategic account development, relationship building, product knowledge, and consistent field presence. Strong background in sales forecasting, preseason ordering, inventory planning, category-focused merchandising, product training, market analysis, and trade shows. Extensive hands-on fishing industry experience and a proven ability to work independently while traveling extensively to support customers and grow business.
Overview
31
31
years of professional experience
Work History
Retail Manager
ClearH2O Tackle LLC
Edwardsburg, MI
01.2012 - Current
- Oversaw all aspects of fishing and outdoor sporting-goods retail operation, driving sales, managing purchasing, optimizing inventory, enhancing merchandising, fostering customer relationships, and curating product selection.
- Manage daily retail sales and operations with direct responsibility for purchasing, inventory management, merchandising, customer service, and sales performance.
- Develop product assortment and merchandising strategies designed to maximize visibility, customer engagement, and sales within limited retail space.
- Monitor product performance and outdoor sporting-goods trends to identify opportunities for new products, improved assortment, and increased sales.
- Evaluated historical sales, customer demand, market conditions, and product trends to establish purchasing requirements and ensure optimal inventory levels.
- Cultivated strong customer relationships through in-depth fishing knowledge, product expertise, personalized recommendations, and effective issue resolution.
- Identify customer needs and sales opportunities by leveraging more than three decades of experience in the fishing and outdoor sporting-goods industry.
- Maintain hands-on knowledge of fishing tackle, equipment, seasonal demand, and the purchasing behavior of outdoor consumers.
Independent Sales Representative
Mid-America Sport Sales
Raymore, MO
07.1999 - 12.2011
- Managed an extensive dealer territory covering Michigan, Indiana, and Ohio, representing multiple outdoor sporting-goods product lines and providing sales, account management, training, and merchandising support to dealers and retailers.
- Quadrupled territory sales through strategic account development, relationship management, territory expansion, and consistent customer contact.
- Conducted extensive in-person field sales calls, spending the majority of the role traveling throughout Michigan, Indiana, and Ohio to service existing accounts and develop new business.
- Developed preseason sales orders and forecasts by analyzing historical sales, market conditions, customer demand, and product opportunities.
- Conducted product training and demonstrations for dealer personnel to improve product knowledge and support sales of represented brands.
- Presented product features, benefits, and selling opportunities to dealers and retail sales teams.
- Represented multiple outdoor sporting-goods brands at major national and regional industry events, including ICAST, Bassmaster Classic, NBS, Sports Inc., and Sports Specialists.
- Maintained strong customer relationships through responsive service, product expertise, regular account contact, and follow-through.
- Identified new sales opportunities through market observation, customer feedback, competitive analysis, and direct field interaction.
Manufacturers Sales Representative
Consolidated Lighting
South Bend, IN
02.1996 - 07.1999
- Managed customer relationships and the complete sales process from initial contact through order fulfillment and installation.
- Managed the sales process from initial contact through order placement, fulfillment, and installation.
- Developed new and existing customer relationships by identifying needs and recommending appropriate products and solutions.
- Negotiated agreement details and submitted manufacturer orders, ensuring clear communication with customers throughout the process.
- Coordinated with customers, manufacturers, and installation personnel to ensure successful project completion.
- Addressed customer questions and issues, sustaining strong relationships and high-quality service throughout the sales cycle.
Education
Bachelor of Science - Business Administration and Marketing
Manchester University
North Manchester, IN05-1993
Skills
- Territory management
- Multi-State Territory Development
- Territory & Account
Management - Sales Forecasting & Preseason
Ordering
- Product Training &
Demonstrations - Trade Shows & Industry Events
- Microsoft Word & Excel
- QuickBooks
Personal Information
Title: Territory Sales & Account Management Professional
FISHING & OUTDOOR INDUSTRY EXPERIENCE
- 4-time qualifier TNT Fireworks B.A.S.S. National Championship
- 30+ years of professional experience in fishing and outdoor sporting goods
- Extensive experience representing outdoor sporting-goods brands at national and regional industry events
- Extensive field-based sales experience throughout Michigan, Indiana, and Ohio
- Deep product knowledge and understanding of fishing tackle, outdoor consumers, seasonal demand, and retail sales
- Extensive experience working directly with dealers, retailers, buyers, and sales associates
Timeline
Retail Manager
ClearH2O Tackle LLC
01.2012 - Current
Independent Sales Representative
Mid-America Sport Sales
07.1999 - 12.2011
Manufacturers Sales Representative
Consolidated Lighting
02.1996 - 07.1999
Bachelor of Science - Business Administration and Marketing
Manchester University