Kimberly Lucas
Summary
Successful Grainger professional with an exceptional track record of exceeding goals, winning as one team and embracing curiosity. Embodies what it means to inspire & lead with enthusiasm with a real knack for building relationships while applying the Grainger edge.
Awarded as National Accounts Q1 How We Work Award.
Overview
31
31
years of professional experience
Work History
National Accounts Manager
W. W. Grainger
06.2022 - Current
- Provide visible leadership and facilitation of the sales management process to create improved revenues and earnings.
- Developed programs and plans for the accomplishment of Company sales, GP and related services goals.
- Maintain profitable growth with existing National Accounts.
- Develop/negotiate new agreements that position Grainger as the Primary or sole source MRO provider.
- Evaluate and negotiate the development, or discontinuation of Customer agreements through the contract management process.
- Coach Field Sales Team members relative to the strategic implementation of customer specific market plans while providing feedback for their professional development.
- Provide leadership in Change Management methodology throughout the customer's organization.
- Create a relationship and communication plan with field and support management.
Account Manager
W.W. Grainger
07.2013 - 05.2022
- Responsible for developing long lasting partnerships with customers to supply and manage their MRO procurement
- Position the Grainger solution as a strategic advantage for customers
- Articulate business drivers, balance sheets, and total cost of ownership concepts with executives and decision makers
- Establish and expand relationships with key executives and decision makers within each organization in account package.
Buyer for GE Transportation
CH2M HILL
03.2013 - 07.2013
- Responsible for the soliciting, negotiating, drafting, formulating and administering all phases of the purchasing process
- Process purchase orders for all GE Transportation locations for all repair and service requirements
- Prepare Scope of Work and Request for Quotation for all programs
- Evaluate proposals and negotiate contract for a specified service with supplier
- Maintain contract files - Indirect Material & Services Agreement and Certificate of Insurance for each supplier.
Sales Representative
Dearing Compressor & Pump Company
01.2008 - 03.2013
- Target, cold call and open new business
- Recommend new equipment and maintenance parts for customer facilities
- Arrange for installation and test-operation of machinery and recommended solutions to product-related problems
- Recommend and sell air compressors and/or vacuum pumps and services utilizing of machine operations
- Develop close and personal relationships with clients to ensure customer loyalty and retention.
Business Development Manager (Corporate Accounts)
Barnes Distribution
01.2006 - 08.2007
- Responsible for the development of long-term profitable sales growth through opening of new large accounts and targeted expansion of existing accounts
- Identified and qualified customers as well as conducted comprehensive customer needs analysis to generate sales
- Responsible for the overall profitability of assigned accounts
- Developed pricing schedule that met company gross margin objectives.
Sales Development Specialist
Barnes Distribution
02.2005 - 12.2005
- Responsible for targeting and opening new business
- Present the Barnes Distribution system to potential customers
- Conduct on site surveys and present final presentation
- Schedule conversion and implement the full system
- Assisted customer sales representative in penetrating/expanding existing accounts
- Promoted business through creative merchandising and implementing special promotional programs.
Business Development Specialist
Barnes Distribution
04.2003 - 01.2005
- Responsible for developing and implementing a comprehensive prospecting initiative that targets high potential accounts
- Present the Barnes Distribution system to prospective customers
- Conducted needs analysis, negotiate and close agreements
- Responsible for corporate account roll outs in my territory
- Planned, directed and Implemented all phases of the sales process
- Experienced in problem solving, leadership and communications, sales training, and customer relations.
Customer Sales Representative
Barnes Distribution
03.2001 - 03.2003
- Primarily responsible for building and strengthening customer relations
- Through account retention and expansion of sales within existing accounts
- Provide on-site service and support to current customers
- Maintained and expanded sales to existing customer base
- Developed close and personal relationships with clients to ensure customer loyalty and retention
- Opened new accounts by presenting the Barnes system and conducting site surveys
- Made final presentations to key decision makers.
Sales Representative
The Resin Enterprise
03.1999 - 02.2001
- Targeted and opened new business
- Presented cost savings ideas to buyers and engineers
- Negotiated long term sales agreements
- Helped one account save $30,000 per year by suggesting an alternative resin
- Prospected and developed regional and local accounts
- Established close client relationships, evaluated regional trends and product strategies
- Promoted new products, maintained client service and satisfaction, and monitored sales performance.
Senior Buyer
Carlisle Engineered Products
01.1997 - 03.1999
- Negotiated contracts with all suppliers
- Duties included purchasing capital equipment, MRO, safety, janitorial and office supplies
- Negotiated purchase agreements and reduced costs
- Negotiated resin contract with resulted in a $80,000 per year savings
- Supervised the buyer and purchasing assistant
- Discussed defective or unacceptable goods with quality control personnel and vendors, determined source of trouble, and took corrective action.
Purchasing Manager
OEM/Erie, Inc.
04.1993 - 12.1996
- Negotiated lease and capital equipment purchase terms
- Negotiated and managed contract changes, modifications, and terminations as required
- Replaced manual purchasing and inventory control system with a PC-based system
- Negotiated, issued, and maintained blanket purchase orders for production materials
- Maintained supplier certifications, quality audits, supplier performance reviews and standard budget cost reports
- Standardized purchasing procedures related to facilities, equipment, and services.
Education
Materials Management Program in the area of Purchasing Management -
Mercyhurst College
01.1996
Skills
- MS Office Suite (Word, PowerPoint, Outlook, and Excel)
- Salesforce
- Strategic planning skills
- Contract Negotiations
- Decision-Making
- Strategic account development
- Goal-Oriented
- Client Relationship Building
- Strategic Planning
- Business growth and retention
Cellular
814-969-8476
Personal Information
Title: Sales Professional
Timeline
National Accounts Manager
W. W. Grainger
06.2022 - Current
Account Manager
W.W. Grainger
07.2013 - 05.2022
Buyer for GE Transportation
CH2M HILL
03.2013 - 07.2013
Sales Representative
Dearing Compressor & Pump Company
01.2008 - 03.2013
Business Development Manager (Corporate Accounts)
Barnes Distribution
01.2006 - 08.2007
Sales Development Specialist
Barnes Distribution
02.2005 - 12.2005
Business Development Specialist
Barnes Distribution
04.2003 - 01.2005
Customer Sales Representative
Barnes Distribution
03.2001 - 03.2003
Sales Representative
The Resin Enterprise
03.1999 - 02.2001
Senior Buyer
Carlisle Engineered Products
01.1997 - 03.1999
Purchasing Manager
OEM/Erie, Inc.
04.1993 - 12.1996
Materials Management Program in the area of Purchasing Management -
Mercyhurst College