Dale Hurd
Lumberton
Summary
Results oriented territory sales manager who consistently achieves annual sales objectives, grows overall customer base, and increases market penetration. Highly organized with over 10 years of both inside and outside sales experience. Self-motivated with experience starting a new business, growing an existing business, and dramatically increasing territory sales by implementing tactical sales strategies in both new and existing markets.
Overview
16
16
years of professional experience
Work History
Northeast Territory Sales Manager
XCMG America
Lawrenceville
09.2023 - Current
- Developed territory strategies to enhance market penetration and customer engagement.
- Analyzed competitor offerings to refine pricing strategies and product positioning.
- Built strong relationships with clients to drive sales growth and loyalty initiatives.
- Onboarded 4 new dealers in the Northeast territory.
- Participated in trade shows, conferences, seminars, and other events to promote products or services.
Territory Sales Manager
Ritchie Bros. Auctioneers
12.2022 - 09.2023
- Communicate regularly with regional, and strategic managers for daily support and strategic planning for accounts
- Monitor equipment and truck market trends, market conditions, and competitor actions to adjust strategies and achieve sales goals
- Drive team revenue totals by bringing in new business
- Responsible for selling all of the Ritchie Bros. multi channel solutions within assigned territory
- Sourcing and growing sales with new business by building strong, personal, and professional relationships with customers
- Developing assigned territory by building, maintaining, and updating Playbook on a frequent basis
- Supporting and developing new and existing relationships with customers to continue sales growth
Business Development Representative
Woods Machinery
12.2019 - 12.2022
- Business Development Representative working in rentals, outside sales, and inside sales
- Increased dealership 2020 rental margins by over 500%
- Exceeded 2020-2022 Equipment Sales expectations
- Maintained extensive knowledge of company products and services to provide top-notch expertise to customers
- Utilized knowledge of industry trends to develop value-added solutions and approaches for target audiences
Sales Representative
Elite Pest Solutions
06.2019 - 12.2019
- Sales Representative responsible for selling environmental pest solutions
Northeast Regional Manager
Cemen Tech
11.2018 - 04.2019
- Regional Manager responsible for ensuring overall territory success by providing superior customer experience before, during, and after the sale
- Successfully completed factory product training programs, IMPACT selling training program, sales processes training, and internal support systems training
- Received excellent Q1 Performance Evaluation Review
- Opened five new customer accounts while still completing product and sales training programs
- Represented company for the northeast territory at two national industry trade shows
- Exceeded first quarter sales goals and on track to exceed 2019 sales goals
- Managed existing customer base by focusing on strengthening current customer relationships
- Worked closely with company team members across departments to offer above and beyond support and service to customers
- Analyzed previous years' sales reports, market share reports, and customer related service and parts reports to establish a strategies sales plan for exceeding 2019 sales goals
- Worked with Sales Director to create a strategic plan to set-up a dealer network in the northeast region
Outside Sales Representative
Garden State Bobcat Group
06.2013 - 10.2018
- Started as an entry-level sales specialist selling compact equipment to both government and national accounts in the assigned territory of New Jersey and Staten Island
- Position evolved into responsibility for all government and national account sales for all equipment lines with territory expanding to include the state of Delaware and three counties in Maryland
- Regularly exceeded revenue, margin, and market share goals
- Increased total sales revenue by 207% from 2014 year end to 2016 year end
- Grew overall market share in specified sales territory for second largest product line sold from 6.5% to 34% in two years
- Successfully bid and awarded four state level cooperative contracts, twelve county level contracts, and dozes of other county and municipal level bids and contracts in the state of NJ
- Received awards in recognition of completing multiple manufacturer level training courses and seminars aimed at increasing product market and overall sales knowledge
- Responsible for highest sales revenue generating account in overall company territory
- Member of the New Jersey Chapter of the APWA
- Consulted by other dealer principals, manufacturer representatives, and sales representatives across the country in regard to growing government market sales
Owner
Dangle Wax LLC
11.2012 - 11.2013
- Successfully formed a self-funded start up company selling wax products used in sports application
Store Manager/Sales Manager
Sports Exchange
06.2010 - 12.2012
- Earned store manager after working as a sales employee with focus on selling sporting goods and assisting ownership in starting a new store location
Education
Bachelor of Arts - Psychology
Southern New Hampshire University
Hooksett, NH05.2015
Bachelor of Science - Business Studies
Southern New Hampshire University
Hooksett, NH05.2013
Skills
- Account Management
- Territory Management
- Solution Selling
- Strategic planning
- SalesForce
- Monday project management software
- Exceptionally organized
- Highly motivated self-starter
- Government contracts experience
- Account development
- Process improvement
- Contract management experience
- Customer service-focused
- Strategic selling
- Opening new accounts
- Microsoft Office proficiency
- HubSpot CRM system proficiency
- PipeDrive CRM system proficiency
- IMPACT Sales process experience
- Multi-task management
- PFW inventory management system experience
Timeline
Northeast Territory Sales Manager
XCMG America
09.2023 - Current
Territory Sales Manager
Ritchie Bros. Auctioneers
12.2022 - 09.2023
Business Development Representative
Woods Machinery
12.2019 - 12.2022
Sales Representative
Elite Pest Solutions
06.2019 - 12.2019
Northeast Regional Manager
Cemen Tech
11.2018 - 04.2019
Outside Sales Representative
Garden State Bobcat Group
06.2013 - 10.2018
Owner
Dangle Wax LLC
11.2012 - 11.2013
Store Manager/Sales Manager
Sports Exchange
06.2010 - 12.2012
Bachelor of Arts - Psychology
Southern New Hampshire University
Bachelor of Science - Business Studies
Southern New Hampshire University