Kevin Cochran
San Diego,CA
Summary
As an accomplished Sales Manager, I offer high performance development and implementation of superior sales strategies. Proven track record of identifying and creating profitable business opportunities, qualifying authentic prospects and cultivating strong partnerships. Demonstrated expertise in team leadership and development. Skilled in nurturing a lasting client rapport based on knowledgeable support and consistent service. Proficient in developing and applying advanced marketing, prospecting and merchandising strategies to accomplish promotional goals. Demonstrated success in building networks and supporting branding objectives. Expertise in facilitating communication amongst diverse teams, incorporating strategic analytical skills into application driving all sales with experience in both B2B and B2C sales. Demonstrated success in building networks and supporting branding objectives.
Overview
13
13
years of professional experience
Work History
Regional Area Manager
Main Electric Supply
San Diego , CA
01.2019 - 02.2022
- Responsible for overseeing all Sales & Operations for the San Diego region with a combined revenue exceeding $85M in 2021
- Lead, Inspired and Managed 9 Sales professionals, 2 Managers, 15 internal support staff and 20+ warehouse/driver employees and processes
- Lead the sales team to achieve sales goals by an average of 14% three years in a row and the business grew from $55M in 2018 to $85M in 2021
- Fostered a team environment centered on strong internal relationships, actively monitored key performance indicators to identify challenges and develop innovative solutions to issues
- Built new and maintained strong customer relationships at various levels of customer management, from CEO/Ownership level to local managers making the buying decisions
- My relationships were instrumental in several key business development successes / wins
- Analyzed all financial reports and managed P&L to remain under expense budget and hit Management by Objective MBO net profit goals three years in a row
- Recognized as Rookie of the year of the entire company in 2019 for outstanding performance and team contributions, also Led the San Diego Branch to achieve branch of the year in 2020
- Partnered with various Executive Management team members to develop long term San Diego region business strategies which included 5-year sales plans and GTM approaches
- Drove accountability with sales team through modified CRM tools and creation of customer scorecards to ensure each Region/Sales Professional met or exceeded sales goals
- Evaluated customer loyalty programs, rebates and buying terms to ensure the greatest possible ROI per customer is being achieved
- Conducted job interviews, completed employee performance evaluations, and made recommendations regarding disciplinary action, promotions, and terminations.
Branch Manager
Gexpro/Rexel USA
San Diego , CA
12.2017 - 12.2018
- Managed all aspects of Branch Sales and Operations with revenue exceeding $13M in 2018
- Responsibilities included building management, purchasing, supplier relations, customer pricing matrices, inventory management and process implementation
- Led the branch in achieving a record-setting revenue of $13 million and profitability during the 2018 fiscal year
- Trained 15 branch employees in business operations, sales techniques, customer service, and credit policy during the first year of operation leading to a 10% growth in sales
- Manage branch budgets, control expenses, and analyze financial reports to achieve profitability goals
- Analyzed the CRM system to pinpoint areas of improvement, identify concerns and suggest enhancements based on customer feedback
- Identify and pursue new business opportunities, including new customer acquisition while maintaining strong relationships with existing customers.
Regional Switchgear Product Manager
Rexel USA
San Diego , CA
12.2015 - 12.2017
- Managed all aspects of the Square D Product line for direct sales and through stock sales for 6 Southern California branch locations and one distribution center with sales of $15M in 2017
- Developed a unified regional sales plan for each branch in collaboration with Regional VP and Branch Managers, identifying goals and strategies to guide development of go-to-market strategies
- Collaborated with Outside sales teams on the development of prospective customer lists, forecasting business opportunities, quoting strategies which resulted in a 30% increase in sales in two years
- Created a standardized series of quarterly workshops that allowed each sales professional to be fully trained on the product line and understand how to sell.
Senior Outside Sales Representative
Rexel USA
San Diego , CA
01.2013 - 12.2015
- Responsible for transitioning existing customers business to new company, maintaining strong relationships, generating new customers, increasing sales, and increasing product knowledge
- Negotiated pricing and set up contracts with manufactures to finalize sales agreements with customers, ensuring the company maximizes profit margins while maintaining a competitive advantage
- Followed up on all proposals, technical questions and service/billing customer concerns related to company products and services, ensuring high-quality service and satisfaction for all customers
- Continued to grow the overall account base and increased sales YOY by an average of 8% in 2 years.
Outside Sales Representative
Graybar Electric
01.2009 - 12.2013
- Responsible for generating new customers, managing existing customers, increasing sales, negotiating, building strong relationships with customers and suppliers, promote products and services and close deals
- Managed all aspects of two national corporate accounts for Jack in the Box and SeaWorld to supply all their electrical equipment, lead contract negotiations, managed sales forecasting, performance reporting and contract compliance
- Generated $3 million in new business during the initial year and grew the overall account base to over $5+ million in a span of 2 years.
Education
Bachelor of Arts in Business Administration - Marketing -
Washington State University
Skills
- Multidisciplinary Team Leadership
- Sales Quota Management
- Sales Projections
- Strategic Account Development
- Interpersonal & communication skills
- Business Development
- Analytical skills
- Forecast and Budgeting
- P&L Management
- Sales management
- Fiscal Aptitude
- Time and Project management
- Proactive Account Planning & strategy
- Risk Management
- Microsoft Office Suite
- CRM software
- Project Management software
- New Business Development
- Account Management
- Strategic Planning
- Sales Plan Implementation
- Data Analytics
- Performance Evaluations
- Sales Statistics Analysis
- Operating Procedures and Policies
- Business Analytics
- Lead Generation
- Direct Sales
- Consultative Selling Techniques
- Goal Setting and Achievement
- Budgeting and Expenditures
- Market Intelligence
- Database Management
- Market and Competitive Analysis
- Key Account Development
- Sales Territory Growth
- Cross-Channel Marketing
- Sales Quota Management
- Sales Projections
- Strategic Account Development
Timeline
Regional Area Manager
Main Electric Supply
01.2019 - 02.2022
Branch Manager
Gexpro/Rexel USA
12.2017 - 12.2018
Regional Switchgear Product Manager
Rexel USA
12.2015 - 12.2017
Senior Outside Sales Representative
Rexel USA
01.2013 - 12.2015
Outside Sales Representative
Graybar Electric
01.2009 - 12.2013
Bachelor of Arts in Business Administration - Marketing -
Washington State University
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