Erik Black
Freedom,CA
Summary
Resourceful Sales Executive with 25 years of experience working independently and collaboratively with team to foster client relationships and drive sales. Identifies decision-makers within prospect account to initiate sales process and deliver successful results. Team-minded in collaborating with management to strategize and improve sales approaches. Accomplished Sales Manager offering high performance leading development and implementation of superior sales strategy. Proven track record of identifying and creating profitable business opportunities, qualifying authentic prospects and cultivating strong partnerships. Demonstrated expertise in team leadership and development.
Overview
15
15
years of professional experience
Work History
Vice President of Sales
Kelly-Moore Paint Company Inc.
San Jose, CA
01.2023 - 01.2024
- Mentored and internally promoted successful company sales and account management staff into leadership positions to drive company growth.
- Supported sales team members to drive growth and development.
- Enhanced sales volume through skilled support to both new and inactive customers.
- Implemented effective strategies for improving customer service satisfaction levels.
- Analyzed customer data to identify new sales opportunities.
- Managed, trained, and mentored a team of sales professionals.
- Cultivated strong professional relationships with suppliers and key clients to drive long-term business development.
- Led sales planning, development and account management to grow existing accounts and establish new sales accounts.
- Negotiated contracts with customers to ensure mutually beneficial agreements.
- Overhauled internal operating budget consisting of sales and marketing expenditures, identifying wasteful spending.
- Developed relationships with key clients to maximize revenue potential.
- Communicated regularly with territory and regional managers for daily support and strategic planning.
- Aligned sales objectives with business initiatives using strategic development, forecasting and budgeting.
- Collaborated with marketing teams to create promotional materials for products and services.
General Manager
Kelly-Moore Paint Company Inc.
San Jose, CA
03.2018 - 12.2023
- Developed and implemented operational strategies to improve efficiency, reduce costs and maximize customer satisfaction.
- Developed pricing strategies that maximized profits while remaining competitive in the market.
- Analyzed sales data to identify trends in customer preferences and buying habits.
- Sourced new sales opportunities through inbound lead follow-up.
- Collaborated with internal teams such as marketing, human resources, finance, manufacturing to ensure successful execution of projects.
- Communicated regularly with territory and district managers for daily support and strategic planning.
- Managed a team of 28 sales representatives by providing guidance on best practices in salesmanship.
- Cultivated strong professional relationships with industry partners and created focused campaigns to drive business development.
- Utilized CRM software to track leads and manage accounts throughout the sales cycle.
- Prepared presentations and proposals for existing and potential accounts.
- Identified new potential markets and developed plans for targeting them.
- Performed cost-benefit analyses for proposed projects or initiatives related to improving sales operations effectiveness.
- Coached, developed and motivated team to achieve revenue goals.
- Created reports outlining key performance indicators related to sales and operations objectives.
- Mentored and internally promoted successful company sales and operations staff into leadership positions to drive company growth.
District Sales Manager
Kelly-Moore Paint Company Inc.
01.2015 - 02.2018
- Oversaw and managed sales reps for fourteen stores in Oregon and Idaho as well as ten stores in the Central Coast and 13 stores in the South Bay in California
- Tracked and communicated market conditions and growth opportunities for corporate management
- Coordinated and supported Outside Sales Teams’ efforts to expand sales and exceed corporate expectations and goals
- Resolve internal and external conflicts; including product and service complaints, within company guidelines to protect the company and improve customer satisfaction
- Develop working relationships with large buying customers in each territory
- Work closely with DOM to improve customer service levels, expense budgeting, store inventory and profit levels as a team
- Work with corporate staff to reinforce employee performance, training and development, safety, security, and loss prevention efforts throughout the district
- Recruit, train, and motivate employees under supervision, monitor performance and manage in compliance with Kelly-Moore guidelines
- Work with sales representatives to develop strategies to meet business challenges and recognize new opportunities by developing objectives, properly communicating objectives, measuring achievement and celebrating success
- Manage and monitor account pricing, accounts receivable and all collection activities for the district.
Sales Representative
Kelly-Moore Paint Company Inc.
Santa Cruz, CA
01.2014 - 12.2014
- Responsible for maintaining and growing business in a specific geographic region
- Increase the bottom line profit of the territory, by increasing market share, gallons sold and gross margin dollars
- Manage all credit and collection decisions within the territory
- Develop working relationships with customers in the territory while providing exceptional customer service to ensure customer loyalty
- Proficiency in product knowledge, both our product and the competitor and educate the customer as well as the store teams
- Build the brand within the territory by contributing to local organizations and other industry associations
- Engage with segment specialists to enhance sales opportunities within the territory
- Identify and call on new prospects by securing referrals from existing customers and researching all local business with a need for our services
- Be a leader in the store, the district and in the community by being positive, a good teammate and showing respect for others.
Market Manager
Kelly-Moore Paint Company
Boise, ID
03.2009 - 12.2013
- Oversaw and managed the sales and operations for the five stores Mountain West district
- Tracked and communicated market conditions and growth opportunities for corporate management
- Coordinated and supported Outside Sales Teams’ efforts to expand sales and exceed corporate expectations and goals
- Resolve internal and external conflicts; including product and service complaints, within company guidelines to protect the company and improve customer satisfaction
- Develop working relationships with large buying customers in each territory
- Work closely with DSS to improve customer service levels, expense budgeting, store inventory and profit levels as a team
- Work with corporate staff to reinforce employee performance, training and development, safety, security, and loss prevention efforts throughout the district
- Recruit, train, and motivate employees under supervision, monitor performance and manage in compliance with Kelly-Moore guidelines
- Work with sales representatives to develop strategies to meet business challenges and recognize new opportunities by developing objectives, properly communicating objectives, measuring achievement and celebrating success
- Manage and monitor account pricing, accounts receivable and all collection activities for the district.
Education
Some College (No Degree) - Business Management
Sacramento State University
Sacramento, CASkills
- Business Networking
- Sales and Market Development
- Managed Budgets
- Sales Strategy
- New Market Penetration
- Territory Management
- Project Management
- Sales Team Leadership
- Client Development
- Operations
Accomplishments
· Exceeded Sales Budget in Pacific South region by $6.5M in 2021
Exceeded Profit Budget in Pacific South region in 2019, 2020 & 2021
Increased Profit from $3.8M to $8.2M from 2018 to 2022
Highest New Account Development sales in the company - Pacific South 2019 & 2020
Highest Operating Profit over budget in PacificDdivision – South Bay 2017
· Highest district Gross Profit percentage increase in Pacific Division – South By 2017
· Highest District Territory Sales Increase in pacific division – South Bay 2016
· highest district percentage gallons increase in pacific division – South Bay 2016
· highest district new account development – Mountain West 2013
· Highest district pecentage sales increase – Mountain West 2013
· highest district average secret shopper – Mountain West 2012 & 2013
· highest district percentage sales increase – class 10 – mountain west 2012
· Payroll percent to sales goal achievement – mountain West 2012
· highest percentage Sales increase award – cascade district 2010
· Top 5 in Kelly-moore New account development in 2008 with $266,096
· Sales rep of the Year 2008 – cascade district
Timeline
Vice President of Sales
Kelly-Moore Paint Company Inc.
01.2023 - 01.2024
General Manager
Kelly-Moore Paint Company Inc.
03.2018 - 12.2023
District Sales Manager
Kelly-Moore Paint Company Inc.
01.2015 - 02.2018
Sales Representative
Kelly-Moore Paint Company Inc.
01.2014 - 12.2014
Market Manager
Kelly-Moore Paint Company
03.2009 - 12.2013
Some College (No Degree) - Business Management
Sacramento State University
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