John Katrenick
Lake in the Hills,IL
Summary
Driven Area Sales Manager with 30+ years of experience in management capacity and strong competitive sales drive, adaptability and perseverance. Well-honed listening skills and problem-solving attitude to uncover needs and overcome objections to close sales and achieve goals within multiple assigned territories.
Overview
24
24
years of professional experience
Work History
NA Area Sales Manager
Adicomp USA Inc.
03.2020 - 12.2023
- Work in close contact with existing clients while establishing new Accounts
- Create new sales opportunities and build trustworthy relationships with customers
- Identify customers needs and provide technical solutions
- Perform client and prospect demonstrations, translate technical data for a variety of audiences (both virtual and in-person)
- Coordinate clients’ orders and follow up on delivery when needed
- Assist director of operation with development of US-based service department
- Represent Company at trade shows.
Account Manager
Fluid Process Equipment
09.2018 - 04.2020
- Learn all aspects of product lines, components and “value added” services
- This includes examples of all key benefits of each product line and application of these products to specific customer needs
- Achieve targeted sales goals within assigned territory
- Plan to generate new leads
- This plan will be developed by working with Sales Manager and gathering information from other Account Managers
- Improve overall sales performance within a very proactive sales plan with specific initiatives, that include Capturing Lost & Declining business in existing customer base, growing MRO business and capturing significant business from targeted customers
- Develop knowledge of customer accounts within assigned territory
- This included technical requirements, annual production volumes, targeted pricing and competitive analysis
- Continuously achieved maximum profitability by meeting or exceeding gross margin goals by conducting effective negotiations
- This includes understanding each customer’s business processes, their buying procedures, their definition of “customer service”, and identification of key contacts to elevate relationships.
Area Sales Manager
McGee Company
06.2016 - 07.2018
- Managed solution-based sales of industrial compressed air systems in Northern Colorado, Southern Wyoming and Western Nebraska
- Evaluated efficiency and productivity of existing systems
- Suggested improvements, upgrades and purchases based on ROI
- Successfully generated leads to build strong sales funnel
- Maintained strong client relationships
- Consistently exceeded monthly sales goals
- Increased market share by 15% across all core product lines, contract services and annual service.
- Established strong relationships with key clients, resulting in increased customer retention and satisfaction.
- Provided exceptional customer service to existing clients through regular communication and prompt resolution of issues or concerns raised by them.
- Worked diligently to resolve unique and recurring complaints, promoting loyalty, and enhancing operations.
Area Manager
Brabazon Pump & Compressor Co.
09.2010 - 10.2015
- Managed, called on, and sold a diverse portfolio of products from multiple manufactures directly to customers in assigned territory
- Followed up on new leads and referrals resulting from field activities and trade shows
- Established rapport and maintained regular contact with existing and new customers (particularly existing accounts)
- Prepared and presented quotes and proposals to customers
- Actively pursued new and existing customers for contract services, and annual service agreements
- Oversaw customer services through quality checks and other follow-up; identified and resolved customer concerns and responded promptly to customer inquiries.
Service Sales Manager
Atlas Copco Compressors, LLC
11.2005 - 07.2010
- Prospected, sourced, and maintained quality customers in assigned territory
- Achieved or exceeded assigned sales goals by developing action plans and schedules to identify specific sales prospects, targets, and/or markets
- Managed, called on, and sold products directly to customers in assigned territory
- Followed up on new leads and referrals resulting from field activity
- Established rapport and maintained regular contact with existing and new customers (particularly key accounts)
- Responded promptly to customer inquiries
- Introduced new products and service upgrades
- Studied customer needs and coordinated customer service
- Actively engaged in planned prospecting activities geared at increasing the customer base
- Obtained, developed or otherwise prepared, delivered and presented sales materials, exhibits and promotional programs
- Prepared for and attended exhibits, conferences, meetings, and other local, regional, and national promotional opportunities
- Prepared and presented quotes, proposals, pricing, credit terms, and renewal, extension, or alteration of service contracts to customers
- Activated and maintained contract services (with the goal of moving a customer up the service ladder)
- Oversaw customer services through quality checks and other follow-up; identified and resolved customer concerns
- Updated job knowledge (for both products and sales/marketing strategies and skills) by participating in educational opportunities; reading professional publications; networking; and participating in professional organizations
- Prepared reports as assigned relative to activity, lost orders, closings, follow-up, and performance against budget
- Reported on special developments, information, or feedback gathered through field activity, including recommendations for product, service, pricing changes and evaluation of competitive developments.
Midwest Area Sales Manager
Patlite USA Corporation
08.2002 - 07.2005
- Responsible for attaining $1.4 million in sales for a $6 million dollar company, selling our full line of Audible/Visual Status Indicators through distribution and OEM’s
- Responsible for maintaining good relations with all distributors throughout the Midwest, as well as signing on new distributors
- Attended all major trade shows and followed-up on leads generated
- Prepared written quotes and presentations to successfully gain distribution through OEM’s.
Application Engineer/Sales Support
Ingersoll-Rand Company
05.2000 - 07.2002
- Worked as part of the technical sales development program in the Air Compressor Group
- Generated proposals for Air Systems ranging from $500 - $50,000 dollars to businesses, dealers, distributors and manufacturing facilities throughout the greater Chicago land area
- Provided technical assistance in choosing the proper compressor equipment and accessories for specific applications
- Responsible for managing orders and supporting a sales team of Sales Engineers and their customers with price quotes, general arrangement drawings, engineering data and various other requests
- In addition to my sales responsibilities, I also generated invoices, credit approvals on all orders originating from the Elmhurst facility, delivery of all equipment to and from our local warehouse, and was responsible for managing inventory levels
- Established and maintained customer satisfaction, retention and loyalty.
Education
Bachelors in business management -
University of Maryland
Overseas Campus Munich, Germany01.1984
Skills
- Proficient in Microsoft Office Suite
- Microsoft CRM
- Trade shows
- Prospecting
- Relationship Building
- New Account Development
- Territory Management
- Lead Qualification
Awards
- MBox (Air Audit Service) region champion
- S&K Sales Merchandising Excellence Award (2yrs)
- Pentax Sales Person of the Year (3yrs)
- Godiva Chocolates Sales Person of the Year (2yrs)
References
References are available on request.
Languages
French
Limited Working
German
Professional Working
Timeline
NA Area Sales Manager
Adicomp USA Inc.
03.2020 - 12.2023
Account Manager
Fluid Process Equipment
09.2018 - 04.2020
Area Sales Manager
McGee Company
06.2016 - 07.2018
Area Manager
Brabazon Pump & Compressor Co.
09.2010 - 10.2015
Service Sales Manager
Atlas Copco Compressors, LLC
11.2005 - 07.2010
Midwest Area Sales Manager
Patlite USA Corporation
08.2002 - 07.2005
Application Engineer/Sales Support
Ingersoll-Rand Company
05.2000 - 07.2002
Bachelors in business management -
University of Maryland