Mark Kendrick
Morristown,USA
Summary
Successful Territory Manager with consistent history of improving operational performance and facilitating revenue growth through effective customer relationship management and targeted sales strategies. Proven ability to proactively identify customer needs, appropriate product and service offerings and potential up-sell opportunities. Highly process- and detail-oriented to ensure accuracy in sales negotiations, billing and accounts receivable. Excellent verbal and written communication and interpersonal skills with coworkers and customers while being a strong team player to support goal achievement.
Overview
12
12
years of professional experience
Work History
Territory Manager
GAF ENERGY
06.2024 - 02.2025
- Responsible for selling GAF Energy shingles, as well as the full line of GAF residential products, by working with homeowners, contractors, distributors, property managers and other specifiers by identifying prospective jobs and all decision makers in New York, New Jersey and Connecticut
- Conduct product knowledge presentations to distributors and contractors in large group settings as well as assist contractors with in-home selling
- Act as a the main point of contact between homeowner, contractor, project coordinator and the electrical and services teams for jobs sold within my territory
- Educated all parties regarding installation, power production, energy savings, state and federal tax credits, power off-set, DC vs AC, kilowatts vs kWh, how to read utility bills, inverters and storage options
- Achieved established KPI for company, regional team and individual performance through teamwork and focus on customers.
- Engaged in product training, demonstrations, consumer awareness, branding, and acquisition initiatives to raise awareness and revenues.
- Achieved sales goals and service targets by cultivating and securing new customer relationships.
- Started off 2025 at 200% percent to plan for month of January and almost halfway to my quarterly goal by 1/22
- Worked with vendors and suppliers to support timely delivery of products and services.
- Researched competitor activity and used findings to develop sales growth strategies.
Retail Sales Representative - National Accounts
GAF
04.2018 - 06.2024
- Increased average ticket size, frequency of spend and customer loyalty for GAF products within Home Depot and Lowe’s stores across New York, New Jersey, Pennsylvania and Connecticut
- Educated and promoted the growth of the roofing departments, with an emphasis on both residential and commercial products
- Trained homeowners, contractors and store employees on general product knowledge, application techniques and best practices
- Developed and maintained close working relationships with the Retail Sales Support Team, Territory Sales Managers, as well as retail store employees
- Maintained GAF products, insured product set integrity in stores, provided feedback on market conditions, insured proper inventory levels and assisted with special orders, such as designer shingles and ship-to-site requests
- Created the training presentation for all new hires and certified contractors company-wide for our newest and America’s #1 selling shingle representing more than $1 billion in sales annually
- Increased sales by offering advice on purchases and promoting additional products.
- Used consultative sales techniques to understand customer needs and recommend relevant products and services.
Sales Associate
GLOBALIZATION PARTNERS
07.2017 - 02.2018
- Marketed and sold international personnel placement services for global companies
- Built an aggressive pipeline of 20 companies (total value $300,000) in only 3 weeks
- Worked with prospects and accounts to arrange placement of employees in more than 150 countries
- Performed incoming sales and outbound prospecting
- Prepared and delivered presentations to C-level executives detailing services, ROI potential, and value
- Created Master Service Agreements (MSAs) and proposals
- Developed an innovative prospecting strategy that utilized websites, partners, sales team, trade show data, marketing campaigns, Google alerts, referrals, news reports, and social media
- Reviewed SalesForce data to identify aged opportunities (6 months-plus) and reestablished contact
Business Development Representative
EARTHLINK (acquired by Windstream)
01.2016 - 03.2017
- Created and executed direct sales strategies for managed network, security and cloud solutions to small and mid-size accounts in the new Enterprise Mid-market Accounts business unit
- Sales Leader for Q4 2016 and Q1 2017, out of 22 representatives
- Consistently met or exceeded goals every quarter
- Researched and qualified prospects across multiple retail and service industries, focusing on multi-location businesses with 5 to 30 locations
- Developed a multi-faceted prospecting plan to present solution-driven services
- Exceeded daily call volume expectations, averaging 70 calls per day
- Expanded lead base by utilizing personal networking and multiple data sources, including Zoom Info and Google city search to identify potential verticals
- Participated in weekly sales meetings, provided pipeline forecasting and management to improve lead generation and follow up
Regional Sales Manager, South Southeast Group Sales
MARRIOTT INTERNATIONAL
01.2013 - 12.2015
- Managed group sales of 10 to 100 rooms, catering and other services for 22 full service properties in 3 major markets to ensure alignment of customer preferences and execution of appropriate up-sell opportunities to maximize revenue and drive customer loyalty
- Negotiated contracts, arranged terms, and established billing
- Consistently exceeded goals; 101% of $3.6M revenue goal and 99% of rooms booked in 2015; 106% of $3.3M+ revenue goal and 102% of rooms booked goal in 2014; consistently closed sales ranging from $250 meeting room to $200K contract
- Determined highest level of service and recommended alternatives within properties or market to ensure business capture based on market conditions and individual property needs
- Communicated property details and marketing incentives to close sale
- Designed contracts and other documentation to ensure accuracy and timeliness
- Collaborated with Revenue Manager, Director of Sales and General Manager for specific properties; partnered with Sales Executives at individual properties, in geographic areas and for specific corporate accounts to maximize revenue and customer satisfaction
- Received Regional Sales Award - Group Sales Team of the Year for the Americas, recognizing top performance among 8 teams
Education
Master of Business Administration -
Montclair State University
Montclair, NJBS - Marketing
Florida State University
Tallahassee, FLBS - Hospitality Management
Florida State University
Tallahassee, FLSkills
- Consultative Sales
- Customer Relationship Management
- Competitive analysis
- Sales presentations
- Business Development
- Customer Loyalty Programs & Warranties
- Contract Negotiations
- Active Listening & Identifying Customers Needs
- Process Improvement
- Trade show and event representations
- New Product Launch & Promotion
Quote
I've missed more than 9000 shots in my career. I've lost almost 300 games. 26 times, I've been trusted to take the game winning shot and missed. I've failed over and over and over again in my life. And that is why I succeed.
Michael Jordan
Timeline
Territory Manager
GAF ENERGY
06.2024 - 02.2025
Retail Sales Representative - National Accounts
GAF
04.2018 - 06.2024
Sales Associate
GLOBALIZATION PARTNERS
07.2017 - 02.2018
Business Development Representative
EARTHLINK (acquired by Windstream)
01.2016 - 03.2017
Regional Sales Manager, South Southeast Group Sales
MARRIOTT INTERNATIONAL
01.2013 - 12.2015
BS - Hospitality Management
Florida State University
Master of Business Administration -
Montclair State University
BS - Marketing
Florida State University
Similar Profiles
Seth BowmanSeth Bowman
Contractor Sales Support at GAF EnergyContractor Sales Support at GAF Energy
Veronica RuskVeronica Rusk
Solar Partner Operations Specialist at GAF EnergySolar Partner Operations Specialist at GAF Energy
ERIC SALINASERIC SALINAS
MAINTENANCE TECHNICIAN at GAF ENERGYMAINTENANCE TECHNICIAN at GAF ENERGY
Laurie KleinLaurie Klein
Cashier at WalmartCashier at Walmart
EILEEN LAGOSEILEEN LAGOS
Medical Aesthetician at Restore Hyper WellnessMedical Aesthetician at Restore Hyper Wellness