James Graves
White Lake,MI
Summary
Seasoned Sales Representative knowledgeable about selling in B2C environments. Leverages exceptional customer relations experience to win new customers. Skilled at demonstrating products and closing sales with tenacious and driven approach. Talented networker with expertise in cold calling, strategic planning and task prioritization focused on maximizing efficiency and sales success.
Overview
34
34
years of professional experience
Work History
Fastening & Anchoring Specialist
Colony Hardware
White Lake, MI
08.2022 - Current
- Onboarded new temps by entering employee information into systems.
- Developed team communications and information for meetings.
- Increased customer satisfaction by resolving issues.
- Worked with customers to understand needs and provide excellent service.
Calvary Industries
Calvary Industries
Cincinnati, OH
05.2008 - 08.2022
- Accountable for identifying and establishing new business at existing and new accounts.
- Developed relationships with key contacts , at existing customers as well as new, to increase awareness of the company’s products and capabilities while working in unison with the distribution channel.
- Increase sales at target customers by expanding the diversity of products sold and driving demand creation.
- Identified, pursued and captured $5M in sales through the conversion of a competitor's products at a new customer I pursued.
- Successfully secured design and contract while communicating with the Japan sales office with various departments for two projects with new client projected to generate >$15M over three–years.
- Grew sales at one customer from $50K to $1M benefitting two territories resulting from product conversion at client with 10 product lines and secured spec position on a global project.
- Drove demand creation through the developments of engineering contacts, product presentations and training sessions.
- Instrumental in winning new business by successfully communicating customer needs to regional quotation and Product Managers.
- Devised sales strategy with distribution channels resulting in significant increases in sales revenue, breadth of products sold and strengthened relationships at target accounts.
- Collaborated with customers and asked questions to assess needs and budgets.
- Furnished customers with exemplary service, helping build lasting, lucrative partnerships.
- Attended product-related technical shows and other activities to represent company products and services.
Territory Sales Manager
HILTI North Americac
Livonia, MI
02.1995 - 03.2008
- Established successful account relationships by building rapport and maintaining consistent communication.
- Consulted with businesses to supply accurate product and service information.
- Met existing customers to review current services and expand sales opportunities.
- Selected correct products based on customer needs, product specifications and applicable regulations.
- Maintained current knowledge of evolving changes in marketplace.
- Attended monthly sales meetings and quarterly sales trainings.
- Tracked changing product lines to effectively meet dynamic market demands.
Territory Sales Manager
Seagram Americas
Farmington, MI
02.1989 - 02.1995
- Division Manager for the Houston Division which was one of 36 divisions within a $1B Distributor & Manufacturing company.
- Responsible for budgeting, forecasting, satellite warehouse, and presentation to executive team.
- Established clear performance goals and metrics for revenue, P&L, customer service and customer retention.
- Propelled sales from $6M to $30M and successfully merged the region’s sales staff, locations, and customers following acquisition, including cross training personnel on new products, software, and reports.
- Drove division’s market share with Top 15 suppliers from less than 10% to as much as 75%.
- Achieved “Branch of the Year Award” as General Manager for top–performing division among 36 divisions within the organization: Most profitable; largest top line sales, gross margin and market share increase; and surpassing net income forecasts. Division was previously unprofitable with high turn over.
- Awarded the “Chairman’s Club” Award and twice the “President’s Club” Award over 5 years, reserved for top–20 sales performers.
- Exceeded targets by building, directing and motivating high-performing sales team.
- Coached sales associates in product specifications, sales incentives and selling techniques, significantly increasing customer satisfaction ratings.
- Targeted prospects in other territories through careful research of competitor products, services and trends.
Education
Bachelor of Science - Sales And Marketing Education
Cleary College
Ann Arbor, MI06.1993
Bachelor of Science - Airline Transport Pilot
Spartan College of Aeronautics And Technology
Tulsa, OK01.1992
Associate of Science - Atmospheric Sciences And Meteorology
Stautzenberger College - Toledo, Ohio
Toledo, OH06.1985
Skills
- Sales strategy development expertise
- Exceeds Sales forecasts and goals
- Superb sales abilities and customer service
- Sales territory growth with long term customer relationships at existing and newly developed customers
- Project Management
- Sales presentations
- Territory development while working with multiple go to market partners ie: Manufacturers Rep Firm and Distributors
- In depth knowledge and long history of analyzing sales reports to devise the best sales strategy for maximizing sales revenue, profit margin and synergistic sales
- Equipment Safety
- Profit Margins
- Client Presentations
- Team Meetings
- Corrective Actions
- Drill Cutters
- Professional Relationships
- OSHA Requirements
Timeline
Fastening & Anchoring Specialist
Colony Hardware
08.2022 - Current
Calvary Industries
Calvary Industries
05.2008 - 08.2022
Territory Sales Manager
HILTI North Americac
02.1995 - 03.2008
Territory Sales Manager
Seagram Americas
02.1989 - 02.1995
Bachelor of Science - Sales And Marketing Education
Cleary College
Bachelor of Science - Airline Transport Pilot
Spartan College of Aeronautics And Technology
Associate of Science - Atmospheric Sciences And Meteorology
Stautzenberger College - Toledo, Ohio
Similar Profiles
Robert FerenceRobert Ference
Branch Manager at Colony HardwareBranch Manager at Colony Hardware
Eric BrownEric Brown
Senior Buyer at Colony HardwareSenior Buyer at Colony Hardware
Alan DowAlan Dow
Senior Product Procurement Specialist at Colony HardwareSenior Product Procurement Specialist at Colony Hardware
Brandon De AndaBrandon De Anda
Warehouse Driver at Colony HardwareWarehouse Driver at Colony Hardware
Sarah ScheuernSarah Scheuern
Hostess/Barback at Zerbos BistroHostess/Barback at Zerbos Bistro