Jeff Lovett
Phoenix,AZ
Summary
Dynamic National Sales Manager with a strong record in Profit & Loss leadership and collaborative management. Proven ability to conduct competitive analyses to refine marketing strategies, exceeding revenue targets while enhancing customer satisfaction. Expertise in project management, negotiations, and team building complements outstanding multitasking and problem-solving skills. Aiming to leverage strategic insights to drive business growth and operational excellence.
Overview
23
23
years of professional experience
1
1
Certification
Work History
National Sales Manager – Transit Infrastructure
MarmonIEI-Transit Infrastructure
Phoenix, AZ
06.2022 - Current
- Bolster the development and growth of a $30mm Transit Infrastructure segment in North America.
- Created and executed plans for customer acquisition, retention, and growth.
- Craft and implement P&L and strategic marketing plans for channel sales, pricing, and promotion to exceed product volume mix and margin objectives.
- Transcended budget by 46% in year one by mentoring and coaching Regional Managers and reps at distributor, engineering, and specifier levels.
- Orchestrated the composition of the largest transit order, valued at over $15 million.
- Conduct weekly sales meetings to review sales pipeline progress for 30, 90, and 120-day periods.
- Evaluate the effectiveness of sales strategies, pricing, account penetration, and market conditions, and modify them to optimize results.
Director of Sales-West
Service Wire Company
Phoenix, AZ
05.2016 - 06.2022
- Governed a $75M territory in the Western Region targeting key verticals including Mining, Data Centers, Wastewater, and Commercial Construction.
- Drove demand with distributors, contractors and engineers and negotiated orders for major North American projects $500k and larger.
- Achieved 32% revenue growth within the first two years.
- Conducted regular meetings with regional sales staff and reps to discuss progress and set targets.
- Monitored market trends, customer preferences, competitor activities, and industry developments in the western region and modified strategies as needed.
VP of Marketing & Canadian Sales
Aetna Insulated Wire
Virginia Beach, VA
06.2014 - 02.2016
- Facilitated P&L for a $120 million wire manufacturing company while establishing elevated levels of quality, accuracy, and accountability in sales, production, and engineering methodologies.
- Conceived National Account programs developed the go-to-market strategy for proper distributor and rep alignment.
- Mentored five direct sales reports, three RSMs, and twenty manufacturers' representatives throughout North America.
- Fostered strong partnerships with major Canadian distributors, generating $7 million in new revenue, accounting for 30% of overall Canadian sales.
VP Energy & Industrial Segments
Aetna Insulated Wire
01.2012 - 01.2014
- Promoted by the Group President to lead the development and implementation of $100 million company-wide pricing, sales, and marketing initiatives, leading to increased profit margins and reduced operational inefficiencies.
- Piloted a major international alliance in the oil and gas industry resulting in a major contract that contributed $600K profit.
- Instituted a game-changing sales strategy that increased ROS by 10% in less than four months, driving sales of higher-margin products.
- Implemented 80/20 customer and sales strategies, reducing operating constraints by 25%, and quotation win ratios increased by 10%.
- Managed financial operations, overseeing budgeting, forecasting and financial analysis activities.
VP of Oil & Gas Segment
Aetna Insulated Wire
01.2010 - 01.2012
- Selected by the Group President to manage and direct the sales and marketing of a high-profile, legacy product line across three vastly autonomous Marmon Group companies.
- Drove revenue to over $10 million in 18 months by implementing revised sales, pricing, and marketing initiatives in North and South America.
- As the head of a high-profile corporate strategic alliance in South America, I secured a $5.8 million order that opened doors to the South American market.
- Increased revenue by 40% for a legacy product line by promoting cross-functional cooperation among sister companies, including sales, engineering, and production.
General Manager of Low Voltage Power Products
Aetna Insulated Wire
01.2005 - 01.2010
- Hand-picked by Group President to set up and direct a breakout manufacturing/sales segment.
- Hired, managed and directed 10 direct manufacturing reports and a sales and operations manager.
- Developed and executed division P&L, sales strategies and objectives, and operational budgets for North America.
- Recouped $6 million revenue loss in the second year of operation, and grew revenue from $12 million to $21 million by aggressively targeting and securing four strategic distributors in North America.
- Developed and implemented operational strategies to improve efficiency, reduce costs and maximize customer satisfaction.
Regional Sales Manager Central/Northeast
Aetna Insulated Wire
01.2002 - 01.2005
- Increased revenue by 30% within two years by replacing 1/3 of underperforming manufacturer’s reps and hiring reps with synergistic product lines and market knowledge.
- Managed and directed 14 manufacturer's reps from Ohio-Maine-Florida that contributed to 33% of overall company sales.
- Analyzed regional sales performance data to develop actionable insights.
- Developed strategies and plans for regional sales growth by establishing relationships with key accounts in the region through personal visits and phone calls.
Education
Bachelor of Science - Marketing and Management
Bentley University
Waltham, MASkills
- Profit & Loss Leadership
- Key & National Account Management
- Sales Pipeline Management
- Competitive analysis
- Solution selling
- Forecasting, Budgeting and expenditures
- New Business Development
- Collaborative Management
- Negotiation Management
- Strategy management
Certification
- Advanced Negotiations-Marmon Group
- Jeff McGee Sales Mastery
- 80/20 and Segmentation practices
- International Trade Laws and Relations
- Accounting for Non-Accountants
Timeline
National Sales Manager – Transit Infrastructure
MarmonIEI-Transit Infrastructure
06.2022 - Current
Director of Sales-West
Service Wire Company
05.2016 - 06.2022
VP of Marketing & Canadian Sales
Aetna Insulated Wire
06.2014 - 02.2016
VP Energy & Industrial Segments
Aetna Insulated Wire
01.2012 - 01.2014
VP of Oil & Gas Segment
Aetna Insulated Wire
01.2010 - 01.2012
General Manager of Low Voltage Power Products
Aetna Insulated Wire
01.2005 - 01.2010
Regional Sales Manager Central/Northeast
Aetna Insulated Wire
01.2002 - 01.2005
Bachelor of Science - Marketing and Management
Bentley University
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