Summary
Overview
Work History
Education
Skills
Timeline
Generic

Marlin Dale Marcum

Orange Park,FL

Summary

Driven Area Sales Manager with over thirty five years of experience in management capacity and strong competitive sales drive, adaptability and perseverance. Strong listening skills and problem-solving attitude to uncover needs and overcome objections to close sales and achieve goals within multiple assigned territories. Successfully motivates and develops sales teams in results-driven and customer-focused environments with positive attitude towards achievement.

Overview

31
31
years of professional experience

Work History

Area Sales Manager

Sunrise Fresh Produce
Jacksonville, FL
09.2022 - 04.2023
  • Built lasting relationships with clients through outstanding customer service interactions.
  • Exceeded targets by building, directing and motivating high-performing sales team.
  • Established strong relationships with major accounts and key decision-makers to increase sales in designated territory.
  • Monitored customer buying trends, market conditions and competitor actions to adjust strategies and achieve sales goals.
  • Collaborated with vendors and built effective partnerships devoted to capitalizing on emerging and sustainable sales opportunities.
  • Reported sales activity, generated sales quotations and proposals and maintained customer contact database to achieve sales objectives and quota.

Senior Account Manager

Rice Fruit Comapany
09.2021 - 08.2022
  • Cultivated productive relationships with business representatives and consulted closely to uncover needs and match to available solutions.
  • Provided extensive support in sales, technical and business areas to key accounts.
  • Improved account management by predicting potential competitive threats and outlining proactive solutions.
  • Motivated team members to meet and exceed sales targets.
  • Worked with customers to develop strategic business and account plans.
  • Obtained pricing deals, negotiated contracts and solidified beneficial agreements.
  • Delivered sales presentations and pitches to clients, upper management and junior sales associates for demonstration.

Director of Business Development

Kegels Produce
04.2017 - 08.2021
  • Negotiated, prepared and signed contracts with clients.
  • Identified and pursued valuable business opportunities to generate new company revenue and improve bottom line profit.
  • Established, initiated and optimized business development strategies based on company targets, product specifications, market data and budget factors.
  • Led change and transformation across business areas to deliver benefits and align company resources.
  • Consistently exceeded quotas through penetration of new accounts.
  • Supported marketing teams, creating, deploying and optimizing campaigns for Produce clients.
  • Compiled product, market and customer data to generate informed sales and profit projections.
  • Developed and implemented favorable pricing structures balancing firm objectives against customer targets.
  • Enhanced marketing exposure through successful website content management and direct correspondence with potential clients.

Senior Account Manager

Primo Produce Inc,
02.2006 - 03.2017
  • Developed deep knowledge of customer businesses and relationship to company objectives.
  • Met or exceeded sales goals for Foodservice Distributors accounts by bringing in over Hundreds of new accounts and upselling Value Added Products deals to existing clients.
  • Cultivated productive relationships with business representatives and consulted closely to uncover needs and match to available solutions.
  • Contributed to annual revenue goals by selling new services and developing new accounts.
  • Provided extensive support in sales, technical and business areas to key accounts.
  • Motivated team members to meet and exceed sales targets.
  • Worked with customers to develop strategic business and account plans.
  • Obtained pricing deals, negotiated contracts and solidified beneficial agreements.
  • Delivered sales presentations and pitches to clients, upper management and junior sales associates for demonstration.
  • Collaborated with Management team to determine company goals and translate goals to individual clients needs.

District Sales Manager

Delmonte Fresh
01.2001 - 01.2006
  • Coached sales associates in product specifications, sales incentives and selling techniques, significantly increasing customer satisfaction ratings.
  • Assessed each location's individual and team performances, analyzing data trends to determine best methods to improve sales results.
  • Worked diligently with dealers and management teams to forge lasting relationships and assist in solving unique business problems.
  • Monitored customer buying trends, market conditions and competitor actions to adjust strategies and achieve sales goals.
  • Devised strategies for retaining accounts, delivering polished sales presentations and promoting brands and products.
  • Attracted new clientele and developed customer relationships by hosting product-focused events.
  • Boosted market share by establishing sales and distribution channels, developing new products, and solidifying sales partnerships.

Produce Specialist

Sysco Foods Inc
03.1993 - 12.2001
  • Researched product's technical specifications and accurately communicated information.
  • Continually expanded knowledge of Value Added product line.
  • Assisted with demonstrations for complete line of produce to showcase functionality.
  • Increased sales by educating prospects on benefits of products and services in comparison to competitors.
  • Upsold products and services to increase company revenue and with foodservice end users.

Senior Buyer

Sunrise Fresh Producr
Jacksonville, FL
05.2023 - Current
  • Negotiated policies and contracts with vendors to achieve optimal pricing and consistent availability.
  • Determined lowest possible cost, factoring in quality, and reliability and negotiated favorable contracts.
  • Communicated with vendors regarding inventory needs and negotiated prices to maintain profit margins.
  • Dispensed purchase orders to suppliers with accurate pricing, deadlines and terms and conditions.
  • Performed extensive vendor and supplier research to identify cost-effective options and product availability.
  • Reviewed proposals, qualified vendors, and recommended optimal suppliers.
  • Analyzed inventory usage and assessed trends to provide maximum coverage for each time period.
  • Forecasted purchasing trends and improved merchandising strategies.
  • Collaborated with buyers for special events and seasonal promotions to maintain adequate product stock and drive sales.
  • Collaborated with internal departments to better understand needs and determine purchasing requirements.

Education

No Degree - Business Management

Marshall University
Huntington, WV
05.1983

Skills

  • New Account Development
  • Partnership Building
  • KPI Tracking
  • Account and Territory Management
  • Sales Tracking
  • Revenue Projections
  • Territory Expansion
  • Consultative Selling
  • Market and Competitive Analysis
  • Territory Management
  • Sales Training
  • Sales Presentation
  • Networking Events
  • Public Presentations
  • Regional Sales and Support
  • Developing New Business
  • Customer Consultations

Timeline

Senior Buyer

Sunrise Fresh Producr
05.2023 - Current

Area Sales Manager

Sunrise Fresh Produce
09.2022 - 04.2023

Senior Account Manager

Rice Fruit Comapany
09.2021 - 08.2022

Director of Business Development

Kegels Produce
04.2017 - 08.2021

Senior Account Manager

Primo Produce Inc,
02.2006 - 03.2017

District Sales Manager

Delmonte Fresh
01.2001 - 01.2006

Produce Specialist

Sysco Foods Inc
03.1993 - 12.2001

No Degree - Business Management

Marshall University

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Marlin Dale Marcum