Summary
Overview
Work History
Education
Skills
Affiliations
Timeline
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Don Gurrister

Don Gurrister

Old Hickory,TN

Summary

Dynamic Senior Account Executive with a proven track record at Core-Mark International, formerly Eby-Brown, excelling in client relationship management and consultative sales. Achieved significant account retention including Lenny's Gas N Wash, U of I and others through strategic relationship building and effective contract negotiations. Committed to fostering strong partnerships and delivering exceptional service over my 37 years working at this company.

Experienced with client relationship management, ensuring high levels of satisfaction, growth and retention. Utilizes strategic planning to drive business growth and meet client needs. Proven track record in managing high-profile accounts and delivering successful campaigns. Demonstrated skills in strategic planning and effective communication.

Overview

37
37
years of professional experience

Work History

Senior Account Executive

Core-Mark International
03.2013 - Current


  • Increased account retention by maintaining strong relationships with clients and addressing their needs promptly.
  • Negotiated contracts that maximized profit margins while maintaining competitive pricing for clients.
  • Closely examined market trends, product innovation and placement, industry news, and competitor offerings, ensuring informed decision-making and strategic planning.
  • Established long-lasting partnerships with key industry vendors and brokers including MARS, Hershey and Mondelez, generating increased brand awareness and credibility.
  • Conducted regular client reviews to assess performance metrics, identifying areas for improvement and implementing necessary changes through client access of our (RAD) Retailer Analytics Dashboard tool

District Sales Manager

Core-Mark International/ Eby Brown Company LLC
03.2013 - 03.2023
  • Collaborated closely with other district managers to share best practices.
  • Managed a team of 15 while performing a dual role as an Account Executive developing chain relationships.
  • Improved team performance by providing regular coaching, training, and mentoring to sales representatives.
  • Increased sales revenue by developing and implementing effective sales strategies for the district and for my chains.
  • Exceeded annual sales targets through strategic planning, territory optimization, and customer relationship building.

Commissioned Sales Representative

Eby-Brown
02.1988 - 03.2013
  • Solicited, signed, maintained and managed all aspects of 100+ accounts for 25 years as a commissioned rep in the Chicago and Northern Indiana markets.
  • Enhanced client satisfaction by addressing concerns promptly and providing exceptional service.
  • Generated additional sales opportunities with upselling and cross-selling techniques.
  • Increased sales revenue by identifying and targeting high-potential accounts and even seasonal accounts with high profit margins.

Education

Bachelor of Arts - Management

Lewis University
Romeoville, IL
05-1985

Skills

  • Client relationship management
  • Relationship building
  • Team collaboration
  • Sales quota achievement
  • Account management
  • Key account management
  • Relationship management
  • Consultative sales
  • Sales expertise
  • Customer relationship development

Affiliations

  • Illinois Association of Wholesale Distributors Board of Directors 2014-2019. Serving as IAWD President 2017-2019

Timeline

Senior Account Executive

Core-Mark International
03.2013 - Current

District Sales Manager

Core-Mark International/ Eby Brown Company LLC
03.2013 - 03.2023

Commissioned Sales Representative

Eby-Brown
02.1988 - 03.2013

Bachelor of Arts - Management

Lewis University

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