Jeffrey O. Lovelien
Waukesha,WI
Summary
Accomplished Sales Executive with over 20 years of experience in cultivating client relationships and leading sales teams. Expertise in designing and implementing targeted sales and marketing strategies that leverage market segmentation and vertical integration to achieve revenue goals. Proven track record in performance improvement through effective coaching, innovative sales tactics, and operational optimization. Demonstrates a strong commitment to expanding market reach while enhancing team effectiveness and client satisfaction.
Overview
19
19
years of professional experience
1
1
Certification
Work History
Director of Sales
Vulcan GMS
Milwaukee, WI
03.2023 - Current
- Vulcan provides lead (Pb) products, having a foundry, engineering services, machining, lead-lining, and assembly services for the medical, pharmaceutical, aerospace, and nuclear markets.
- Reporting to the President and owner, with four direct reports, including the Sales Manager and Account Managers. Also, a member of the leadership team.
- Creating a sales plan to match company goals and strategies, and creating proper reporting in the CRM.
- Coaching the sales team and account managers with ongoing education and skill-building, which included market segmentation, communication, updated training procedures, and customer service.
- KPI implementation to locate bottlenecks, understand them, and holistically make corrections.
- Rock implementation with timelines, which includes quarterly and yearly goals.
- 2024 had the highest profitability, and 51% quote capture rates.
- New 5-axis machine, auto-feed lathe, and a new automated robotic line for radio-pharma were added to accommodate new markets and the implementation of a new product line.
- SIOP introduction and forecasting.
Director of Sales
Dielectric Manufacturing
Richfield, WI
02.2022 - 02.2023
- A contract manufacturer of custom precision plastic and metal components and assemblies used in diverse industries, including defense, aerospace, healthcare, power distribution, agriculture, and food processing. Reporting to the President with nine reports: Sales, Estimating, and Customer Service.
- Creating a sales plan to include vertical market execution and strategies, CRM, pipeline, customer reports, and KPIs to match company goals.
- Goals include expansion (machinery, employees, and technology), coaching (inside sales, outside sales, customer service, and estimating), development of new markets including aerospace, oil and gas, energy, defense, and transportation, and the addition of new customers with policies and procedures in place to accommodate the growth.
- Successfully implemented a new CRM in Epicor.
- KPIs were created to monitor growth, quote-to-order ratio, profitability, customer retention, customer market sales call reports, no-quotes, customer service issues, and customer surveys.
- Created new positions in customer service and inside sales. Coaching techniques to be proactive and customer-centric.
- Coached the team on differentiation in selling techniques, marketing, and customer service, with a focus on communication and teamwork.
- New customer quotes, quote acceptance, and improved profitability (over 30%). was the highest in the company’s 54-year history.
Director of Sales
The Kinetic Company
Greendale, WI
12.2016 - 02.2022
- Company Overview: A manufacturer of industrial knives for the metals, plastic, wood, tissue, and recycling industries.
- Member of the executive team reporting to the President, with a team of 16 outside sales reps and 6 inside salespeople in North America for respective brands, projects, services, and products.
- Responsible for the development of strategic direction, verifying vertical markets, overseeing communication with key management, decision makers, and influencers to provide insights on sales performance and reporting.
- Maintain accurate sales records, database, and reports to ensure the quality of service and enhance future sales and marketing strategies.
- Develop and oversee sales plans for territory creation, quota management, and channel strategy.
- Develop, lead, and mentor a team of dedicated commercial, direct, and non-direct sales managers to meet and exceed market share and revenue targets.
- Participate in the development of the vision and strategic imperatives for the commercial sales teams.
- Forecast monthly and quarterly sales performance; carry a monthly quota, and develop revenue goals within an annual budget and a 3-year strategic plan.
- Create and implement action plans to deliver our strategy and tactical plans to the sales team.
- Provide company-wide support for the sales teams to ensure timely implementation and training for new and future product lines.
- Interface with senior management to ensure the overall achievement of revenue goals and profitability.
- Improved profit margins by effectively managing expenses, budget and overhead, increasing closings and optimizing product turns. Gross profit margins increased to 38%.
- Successfully grew annual sales by an average of 7% to 9% in respective territories.
- Increased the quote rate by 50% and the win rate by 70%.
- Recognized for effective project management skills and the ability to collaborate with internal teams, including engineering, production, and inside sales, resulting in new product lines in both contract manufacturing and the industrial knife division.
- Kinetic had the most profitable year in 2019, with the tissue market accounting for over 65% of company revenue, and the highest profit margins overall.
- Maintain key customer contacts, and serve as a senior resource for sales negotiation with new and existing accounts.
- Develop business cases for special pricing or projects, and assess profitability and customer/company impact before implementation, which resulted in gross profit margins increasing to over 38%.
National Sales Account Manager
Carlson Tool & Manufacturing
Cedarburg, WI
02.2013 - 01.2016
- Company Overview: A manufacturing company providing engineering, tooling, drilling, and machining services.
- Reported to the President with eight direct reports (sales) to support the company’s product and service growth goals.
- Designed strategic marketing and sales initiatives in collaboration with the President and the Board of Directors.
- A manufacturing company providing engineering, tooling, drilling, and machining services.
- Increased sales by 8% to 14% annually, resulting in new machinery and new hires.
- Trained the sales team through ongoing education and skill-building, which included market segmentation and wallet size.
- Introduced new technology, including Made-to-Manage, Zoho CRM, and Access, to facilitate metric tracking.
- Improved lead times and customer satisfaction through the improvement of workflow and scheduling.
Territory Sales Manager, Outside Sales
The Kinetic Company
Greendale, WI
01.2006 - 01.2013
- Used change methodologies to increase sales and led projects for increased productivity.
- Monitored competitive activity and adjusted strategies to maintain market position.
- Assisted customers with product selection based on their individual needs.
- Developed and executed sales plans tailored to regional characteristics.
- Resolved customer complaints regarding sales and service.
- Coordinated with logistics to ensure timely delivery of products to clients.
- Monitored sales performance metrics to ensure achievement of targets.
- Attained annual quota.
- Created and managed relationships with key customers in the region.
Education
MBA - Business Administration
University of Phoenix
Bachelor of Science - Business/Management
University of Phoenix
Skills
- Business Development
- Oral & Verbal Communication
- Relationship Builder
- Interpersonal Skills
- Market segmentation
- Team building
- CRM management
- Sales forecasting
- KPI development
- Strategic planning
- Sales strategy
- Employee training
- Project management
- Account management
- Negotiation strategies
- Communication skills
- Relationship management
- Change management
- Pipeline development
- Sales coaching
Certification
- Sales Growth Leadership Certification
- Cornell University
Timeline
Director of Sales
Vulcan GMS
03.2023 - Current
Director of Sales
Dielectric Manufacturing
02.2022 - 02.2023
Director of Sales
The Kinetic Company
12.2016 - 02.2022
National Sales Account Manager
Carlson Tool & Manufacturing
02.2013 - 01.2016
Territory Sales Manager, Outside Sales
The Kinetic Company
01.2006 - 01.2013
MBA - Business Administration
University of Phoenix
Bachelor of Science - Business/Management
University of Phoenix
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