Howard F. Cohen
Ft. Mill,SC
Summary
Accomplished Sales Manager with more than 20 years of experience developing relationships and partnerships. Strategic and analytical with motivational leadership style and expertise in building new network connections, promoting products and expanding territories.
Overview
39
39
years of professional experience
1
1
Certification
Work History
Sales Manager
PCE Inc, HTI & Apex Plastics, HTI Plastics
Lincoln, NE
07.2019 - 03.2022
- HTI Plastics, OEM manufacturer for industries including healthcare, packaging, sporting goods and custom products
- Apex Plastics, OEM blow molding manufacturer in plastic bottle and canister industries
- Capabilities and experience to meet most demanding projects and products specifications
- Accomplished in managing projects from start to finish, negotiating, liaison between end user and engineering team on new projects and quotes
- Expert in analyzing customer’s needs and offering solutions to increase sales
- Handled customer relations issues, enabling quick resolution and client satisfaction.
- Maintained relationships with customers and found new ones by identifying needs and offering appropriate services.
- Grew sales and boosted profits, applying proactive management strategies and enhancing sales training.
- Monitored customer buying trends, market conditions and competitor actions to adjust strategies and achieve sales goals.
- Produced contracts, reports, letters, and proposals for clients.
- Resolved customer issues quickly and managed over 150 accounts to increase sales and meet quotas.
- Delivered engaging sales presentations to new clients, explaining technical information in simplified language to promote features and increase client base.
Territory Sales Representative
Nebraska Book Company
Lincoln, Nebraska
06.2009 - 07.2019
- Maintained sales relationships to 200+ collegiate store accounts, increasing sales by 27% in three-year period
- Negotiated contracts, products and services to upper level management personnel
- Products included software upgrades to POS & ICS software, which was communicated individually to VP's & Directors in the collegiate market place
- Launched and positioned new rental program resulting in increased revenue
- 1st sales person to be awarded Employee of Month in April 2017
- Increased sales by offering consultation on products and services and applying customer service and up-selling techniques.
- Fostered lasting relationships with customers through effective communication and quick response, resulting in long-term loyalty and expanded client base.
- Met existing customers to review current services and expand sales opportunities.
- Kept detailed records of daily activities through online customer database.
- Built and cultivated long-term quality relationships with over 200 colleges by addressing needs and providing superior customer service.
- Developed and maintained strong working relationships with Directors & VP's within assigned territory.
Store Manager/Textbook Manager
Nebraska Book Company/UW, Parkside Campus Bookstore
Kenosha, Wisconsin
05.2008 - 06.2009
- Managed all aspects of the campus bookstore including inventory, cash control, employees and opening & closing procedures
- Built and maintained strong working relationships with University upper level management
- Hired, trained and managed all personnel to run store successfully
- Purchased, inventoried and managed all textbooks and supplies
- Increased sales by 33% in first year of managing store.
- Rotated merchandise and displays to feature new products and promotions.
Store Manager/Senior Sales Representative
Keenan Stores/Nebraska Book Company Panther Bookstore
Milwaukee, Wisconsin
09.2002 - 05.2008
- Increased exclusive book orders by meeting with decision makers resulting in 25% increase in store sales
- Built strong working relationships inside and outside store
- Efforts resulted in 400% increase of exclusive orders for store
- Created highly successful marketing campaign for buyback resulting in 300% increase on number of books that came back at end of term from students
- Created new promotional giveaways to students that were used throughout 18 store locations
Sales Account Manager
Jefco/SMS Technology
Chicago, Illinois
09.1996 - 09.2000
- Directly sold and managed key account sales to upper level management
- Targeted markets included arenas, convention centers restaurants, chain retailers and national distribution networks
- Directly involved in development and innovation of new equipment to clean and maintain flooring for arena's and convention centers
- This resulted in 30% increase in sales for company
- Sales efforts included direct selling of innovative portion control product line to national chains Blockbuster & Boston Markets & Sysco Food Service
- Trained upper level store management on how to maintain cleanliness within their store environment
Vice President Sales
AOH International
Deerfield, Illinois
09.1993 - 09.1995
- Directly sold portable seating products to arena and convention center markets
- Negotiated major contracts to upper-level management
- Launched territorial distribution network
- Coached outside sales organizations on product specifications, sales incentives and selling techniques, significantly increasing sales and customer satisfaction ratings.
Director of Institutional Sales
Clarin Corporation
Lake Bluff, Illinois
09.1980 - 10.1993
- Selling and managing key account sales
- Sales efforts included hiring and training of dealers and distributors to sell products to institutional seating industry on national basis
- Instituted marketing strategies, sales literature and training seminars to aid in sale of products to upper level management of key accounts
- These efforts resulted in 35% increase in sales for company
- Negotiated multi-purchase contract with industry leaders resulting in largest sale in company history
Education
Bachelor of Arts - Business Administration
Kendall College
Chicago, ILSkills
- Sales Statistics Analysis
- Sales Projections
- Market Trend Analysis
- Staff Training and Development
- Verbal and Written Communication
- Relationship Building
- Salesforce Software
- Lead Generation
- Territory Management
- Lead Identification and Generation
- Presentations and Public Speaking
- Contract Management
Accomplishments
- 2017 – Employee of the Month
- 2012 - 2013 Platinum Level Performance Leadership Award 2011 - 2012 Gold Level Performance Leadership Award
- Hobbies:
- Golf: Have run numerous tournaments and outings over the years
- Cooking: Developed recipes for family and friends
- Family: Special times that we can share and be together
Certification
- Dimensions of Professional Selling Program - 2015
- Enterprise Sales Training Program - 2015
Timeline
Sales Manager
PCE Inc, HTI & Apex Plastics, HTI Plastics
07.2019 - 03.2022
Territory Sales Representative
Nebraska Book Company
06.2009 - 07.2019
Store Manager/Textbook Manager
Nebraska Book Company/UW, Parkside Campus Bookstore
05.2008 - 06.2009
Store Manager/Senior Sales Representative
Keenan Stores/Nebraska Book Company Panther Bookstore
09.2002 - 05.2008
Sales Account Manager
Jefco/SMS Technology
09.1996 - 09.2000
Vice President Sales
AOH International
09.1993 - 09.1995
Director of Institutional Sales
Clarin Corporation
09.1980 - 10.1993
Bachelor of Arts - Business Administration
Kendall College