Ken McGlauchlen
Kronenwetter,WI
Summary
Senior business executive with a proven track record of consistently surpassing sales targets and cultivating high-performing sales teams across multiple sectors, including building materials, industrial, commercial, retail, distribution, and eTail. Offers innovative and strategic solutions that drive long-term success. Experienced in guiding and developing sales teams through effective coaching and empowering decision-making. Possesses refined business acumen, strong work ethic, and a positive attitude that contribute to overall organizational growth and success.
Overview
34
34
years of professional experience
Work History
CCO & Vice President of Sales and Marketing
Engineered Specialties, LLC
06.2021 - Current
- Direct all company sales and marketing initiatives
- Developed and implemented a complete sales and marketing plan for Sales growth in new market channels
- Built a team consisting of Business Development,Regional Sales Managers, Design Estimators, Sales Admin, Insides Sales Professionals, Architectural Representative, Installation Manager and Marketing Specialist
- Hired and managed outside Independent Rep Firms
- Manage all business growth including P&L, budgeting, product pricing and forecasting for all business channels
- Worked in tandem with the external marketing department on all design and marketing initiatives
- Developed and presented monthly, quarterly, and year end reports to the Private Equity Ops team and Board of Directors.
- 35.5% Sales Growth in first 6 months
- Doubled company size in 3 years
- Consistent EBITDA performance above 31%
- Successfully developed new business channels of Industrial, Commercial, eTail, and Distribution
- Developed detailed forecast and growth plan for business
- Hired, trained, and mentored complete outside and inside sales channel and developed inside support team
- Created innovative marketing content and implemented changes to digital media and web content
- Developed system installation division
- Implemented acquisition of Filtration line
Director of Sales
Wausau Supply Company
08.2020 - 06.2021
- Direct all sales-related company initiatives
- Built a team of 9 Regional Managers, 3 National Account Managers
- Manage all business growth including P&L of all product lines
- Worked in tandem with the internal marketing department, marketing development group, and customer service teams
- Sales team recorded record sales growth and profits in 2020
- Assisted in hiring and launching two new emerging markets to promote company expansion
- Developed a national account team for large distribution partners and big-box retailers
- Restructured compensation program for the outside sales department
- Created RTM leadership development program for individual growth and succession planning
Senior Manager
Johns Manville
01.2020 - 08.2020
- Directed sales initiatives and programs for national footprint contractors, national distribution customer base and sales in national and international markets
- Developed exclusive agreements and sales programs with the owner market
- Responsible for price-setting and negotiations with executives to maintain current relationships and win new business
District Sales Manager
Johns Manville
01.2017 - 01.2020
- Directed regional sales of $161M+ to distributors, contractors, consultants, architects, and owners
- Led a team of 31 outside sales professionals and independent representative firms to directly influence business with regional and national distribution partners and install contractor base
- Managed performance and profitability by overseeing sales growth, hiring, retention, training, and customer service
- Highlighted Achievements:
- Mentored sales professionals by realigning teams to drive growth
- Recruited sales candidates with qualified, experienced, and service-oriented motives
- Shaped profit margin improvements through a focused higher margin of product offerings and systems
- Strategically expanded contractors and distribution, resulting in new business with minimal overhead expenses
- Responsible for monthly and quarterly sales planning with Senior Leadership to achieve current/future sales and contribution margins
- Nurtured relationships with key partners for sales growth and long-term commitment
Senior Manager - National Accounts
Johns Manville
01.2009 - 01.2017
- Directed sales initiatives and programs for sales to owners in national and international markets in the Automotive, Commercial, and Industrial space
- Planned and developed exclusive agreements and specifications with the owner market
- New product selections and launches; price setting and negotiations; maintaining current relationships, new business, and retention goals
- Highlighted Achievements:
- Achieved $241M in new business by enforcing price guidelines and negotiating with vendors and customers
- Generated an increase in sales with an average of 35% each fiscal year
- Developed strong alliances with high-net-worth regional and national accounts that secured sales retention
- Organized sales/ operations conferences with owners to ignite current year's action plans and spur sales to ensure proper communication
- Developed stronger territory sales representatives' performance through sales and exclusive sales positions
- Awarded top volume producer in Owner Services Group
Principle Partner /Owner
Alan Stevens Associates
01.2008 - 01.2009
- Directed consultive services sales to building owners
- Lead 21 inside and outside consultants
- Direct and manage P&L performance and profitability; and oversee sales growth, hiring, retention, training, safety and customer service
- Developed new business with building owners for consultative sales and social media platforms and web-based account services
Senior Sales Representative
Johns Manville
01.2005 - 01.2008
- Directed sales initiatives and programs for sales to owners, contractors, distributors, architects, and consultants in MN and IA market
- Planned and developed sales plans and goals with distributors and contractors
- New product selections and launches; price setting and negotiations; maintaining current relationships, new business, and retention goals
- Highlighted Achievements:
- Achieved $16M in fresh territory business within two years that increased profitability by enforcing price guidelines and negotiating with vendors and customers
- Set up and developed local distribution partners to sell Johns Manville material to the contractor base
- Developed strong alliances with distribution and contractor partners and secured sales retention
- Created and presented sales presentations with architects, consultants, and distribution to introduce new products and discuss current product lines to increase Johns Manville market position and increase profitable sales volume
Tremco
01.2003 - 01.2005
- Highlighted Achievements:
- Achieved $8,000,0000 in new direct-to-owner business first year in fresh territory
- Chosen to be a lead trainer for new employees
W.P. Hickman Systems
01.1993 - 01.2003
- Highlighted Achievements:
- Sales award winner 8 out of 10 years
- Exceeded sales plan every year in sales territory
- Created DVD and video presentations for school and retail accounts
The Garland Company
01.1991 - 01.1993
- Highlighted Achievements:
- Rookie of the year award winner
Education
CORE Curriculum -
Harvard School of Business
01.2019
Psychology/Music -
University of Wisconsin - Eau Claire and Madison
01.1989
Skills
- Adaptable
- Integrity
- Communication
- Problem Analysis
- Positive Motivator
- Scoped Leadership
- Data-driven decision making
- Sales enablement support
- Market research and analysis
- Innovative mindset
- Visionary thinking
- Budgeting and financial planning
- Partnership and alliance building
- Talent development
- Financial acumen
- Innovation management
Affiliations And Education
- President of South Metro Futbol Club and Farmington Club Soccer, Farmington, MN, Led a program of 1,000 youth soccer players, 13 board members, and 86 Coaches. Grew $2,000,000 program 70% over 10 years and merged club with Minnesota Thunder Academy. Developed social media presence and e-commerce store.
- Board President for Shadow Marching Arts and Drum and Bugle Corps, Oregon, WI, Leading program of 36 staff, 5 Administrators, 9 Board Members, 155 Youth Performers. Successfully transitioned the program from a School Program to an Open Class Drum Corps with an annual budget of over $3,000,000.00.
- Past Board Member for Midwest Roofing Contractor Association, Cleveland, OH
- Past Board Member for IIBEC, Raleigh, NC
Timeline
CCO & Vice President of Sales and Marketing
Engineered Specialties, LLC
06.2021 - Current
Director of Sales
Wausau Supply Company
08.2020 - 06.2021
Senior Manager
Johns Manville
01.2020 - 08.2020
District Sales Manager
Johns Manville
01.2017 - 01.2020
Senior Manager - National Accounts
Johns Manville
01.2009 - 01.2017
Principle Partner /Owner
Alan Stevens Associates
01.2008 - 01.2009
Senior Sales Representative
Johns Manville
01.2005 - 01.2008
Tremco
01.2003 - 01.2005
W.P. Hickman Systems
01.1993 - 01.2003
The Garland Company
01.1991 - 01.1993
Psychology/Music -
University of Wisconsin - Eau Claire and Madison
CORE Curriculum -
Harvard School of Business
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