Norm Randall
Hershey
Summary
Motivating National Sales Manager with over 30 years of experience coaching and building sales teams to reach performance goals. Focused, organized, and committed to fostering high-productivity and morale. Advanced communication and presentation skills.
Overview
33
33
years of professional experience
Work History
National Sales Manager
Aries Chemical
05.2021 - Current
- Developed and implemented national sales strategies to enhance market penetration.
- Analyzed market trends to identify growth opportunities in diverse regions.
- Cultivated relationships with key clients, ensuring alignment with company goals.
- Monitored sales performance metrics, adjusting strategies for maximum effectiveness.
- Negotiated and closed agreements with large customers and monitored and analyzed performance metrics.
- Attended events, training seminars, and manufacturer product showcases.
- Achieved consistent year-over-year growth in both revenue generation and territory expansion through strategic planning and execution.
- Met with customers to give sales presentations, negotiate contracts and promote services.
- Delivered comprehensive sales presentations, showcasing the company''s products and services to secure new business contracts.
- Developed and maintained key relationships with clients, leading to an enhanced customer loyalty and increased repeat business.
- Coached sales associates in product specifications, sales incentives, and selling techniques, significantly increasing customer satisfaction ratings.
- Created customized solutions for unique client needs resulting in increased customer satisfaction.
- Analyzed industry trends to maintain a competitive edge in pricing strategies and product offerings.
- Enhanced communication within the sales team through regular meetings, updates, and training sessions.
Sales Manager Pulp & Paper
ARIES CHEMICAL
01.2015 - Current
- Direct/Coordinate all product and equipment sales activities nationally for the pulp & paper business unit.
- Responsible for recruiting, interviewing, hiring and developing sales team including: Initial basic company orientation and training, team building, advanced product and application expertise training. Surveys, proposal writing, demonstrations/presentations and advanced sales technique training. Coordinate corporate involvement in specialized support to the sales team. Provide guidance to account managers to reach mutually agreed upon sales goals and objectives. Provided audits and oversee all major accounts for paper division.
- Develop and grow personal sales territory.
- Support existing sales by servicing current programs, applications, and equipment. Provide technical advice and recommendations on an ongoing basis. Obtain additional sales by assisting customers in solving problems and increasing operational efficiency. Grow sales by opening new accounts within assigned territory. Responsible for all account record keeping and collection efforts.
- Developed cleaning programs & products for felt wash, boilout, and machine cleaning.
- Managed, developed, diversified, and expanded product line to be a greater resource to our customers.
- Interfaced with vendor base/suppliers and developed new relationships for the diverse product lines we supply to our customers.
- Accomplishments
- Achieved Multi-Year Growth Over 10%
- Held Business Through Corporate Contracts
- Developed New Application Technology
- Developed Strategic Customer & Vendor Relationships
Regional Sales Manager
ARIES CHEMICAL
01.2012 - 01.2015
- Generate business in a virgin/new territory by creating a strategic business plan focusing on potential customers that would benefit from our unique and diverse product line.
- Further develop the business in my region by introducing additional products to help my customers achieve their goals of less downtime, increased production, and greater efficiency.
- Be a technical resource to customers.
- Install & maintain application equipment.
- Continually provide solutions to my customers by providing Total Lower Cost, and OEE.
- Assist Paper Group with cleaning product line & application expertise.
- Personally developed cleaning programs & products for felt wash, boilout, and machine cleaning.
- Product Line Experience
- Felt Wash, Boilout, Specialty Machine Cleaning
- Defoamers
- Biocides
- Polymers, Retention/Drainage
- Roll Release
- Specialty Applications
- Waste Water Treatment
- Boilers & Cooling Towers
- Fresh Water Treatment
- Equipment Systems
- Accomplishments
- Grew Territory 42%, 45%, 54% Consecutively
- Gained Strategic New Business
Director of Pulp & Paper
CALVARY INDUSTRIES
01.2008 - 01.2012
- Directed all product and application/system sales activities nationally for the pulp & paper business unit. Responsible for hiring and developing sales team including: Initial basic company orientation and training, updating product lines and equipment systems, surveys, proposal writing, demonstrations/presentations, advanced sales techniques. Co-coordinated corporate involvement in field sales and support. Recruited, interviewed, hired, trained, and directed the daily activities of sales representatives. Provided formal audits of all major accounts in management area. Maintain and grow personal sales territory.
- To support existing sales by servicing current programs, applications, and equipment. Provide advice and recommendations on an ongoing basis. Obtain additional sales by assisting customers in solving problems and increasing operational efficiency. To grow sales by opening new accounts within assigned territory. Responsible for all account record keeping and collection efforts.
- Personally developed cleaning programs & products for felt wash, boilout, and machine cleaning.
- Interfaced with existing suppliers and developed new relationships for the product lines of cleaners, biocides, polymer programs and specialty applications.
- Product Line Experience
- Felt Wash, Boilout, Specialty Machine Cleaning
- Defoamers
- Biocides
- Polymers
- Roll Release
- Specialty Applications
- Accomplishments
- Sales Increase of 80%
- Expanded & Rejuvenated Product Line
- Expanded Sales Force
Account Representative, Pulp & Paper
CALVARY INDUSTRIES
01.2006 - 01.2008
- Generate business in a new territory creating a business plan and objectives. Develop the business in my region by introducing prospective customers to company and product line. Provide technical service to customer base. Install & maintain application equipment. Continually provide solutions to my customers by providing Total Lower Cost, and OEE. Assist Paper Group with cleaning application expertise.
- Product Line Experience
- Felt Wash, Boilout, Specialty Machine Cleaning
- Defoamers
- Biocides
- Polymers
- Roll Release
- Accomplishments
- Secured 6 major accounts
- Developed unique deposit control products and application techniques.
Account Manager, Paper Chemicals
DUBOIS CHEMICALS
01.1998 - 01.2006
- To support existing sales servicing current programs, applications, and equipment. Provide value added advice and recommendations on an ongoing basis. Obtain additional sales by assisting customers in solving problems and increasing operational efficiency. To grow sales by opening new accounts within assigned territory. Responsible for all account record keeping and collection efforts.
- Product Line Experience
- Felt Wash, Boilout, Specialty Machine Cleaning
- Defoamers
- Biocides
- Polymers
- Roll Release
- Water Treatment for Boilers & Cooling Towers
- Accomplishments
- Sales Increase of 900%
- New & Additional Commissions Sales Increase of $1.2 million
- Achieved Highest Award in Company 2002, 2003
- Developed Specialty Cleaning & Deposit Control Programs for Specialty Paper Business
Area Sales Manager, Industrial
DUBOIS CHEMICALS
01.1995 - 01.1997
- Directed all product and application/system sales activities for a nine member sales team in the Mid-Atlantic area (South eastern PA, South Jersey, Delaware, Maryland, Eastern Virginia.) Developed training programs for sales representatives in all areas including: Initial basic company orientation and training, product lines and equipment systems, surveys, proposal writing, demonstrations/presentations, advanced sales techniques. Co-coordinated corporate involvement in field sales training and support. Recruited, interviewed, hired, trained, and directed the daily activities of sales representatives. Provided formal audits of all major accounts in management area. Maintain and grow personal sales territory.
- Product Line Experience
- Water Treatment for Boilers & Cooling Towers
- Speciality Oil & Grease
- Metal Working Fluids & Rust Preventatives
- Specialty Cleaners
- Accomplishments
- Reduced P&L 64%
- Rejuvenated area that was down 13.8% in sales, to an increase of 15.5% or 5.5% over quota in 21 months.
- Increased Personal Sales by 26.6% or 16.6% over quota.
- Leadership Award for team building in personal management area and region.
- Sales Awards: Plan Maker FY95; Career Producer Club for exceeding personal and management area quotas
- Responsibilities increased from original territory of Philadelphia area, to include Allentown, PA through Virginia Beach, VA
District Manager, Industrial
DUBOIS CHEMICALS
01.1994 - 01.1995
- To recruit, interview, train, and direct the daily activities of three sales representatives in the Syracuse, Utica, and Rochester areas. To grow personnel commissions over quota in existing accounts and new customers. Maintain and provide all documentation as required.
- Product Line Experience
- Water Treatment for Boilers & Cooling Towers
- Speciality Oil & Grease
- Metal Working Fluids & Rust Preventatives
- Specialty Cleaners
- Accomplishments
- Ranked #1 in Division for new & additional sales at 150% over quota
- Promoted to Division Manager
Sales Representative, Industrial
DUBOIS CHEMICALS
01.1993 - 01.1994
- To grow personal sales by maintaining and servicing existing product sales and by selling additional products to existing customers. To grow personnel commissions by opening new accounts within assigned territory. To achieve within the appropriate timetable, acceptable performance standards as agreed upon with sales management. To personally be responsible for timely formal audits of the top ten accounts in the territory not already assigned to senior managers.
- Product Line Experience
- Water Treatment for Boilers & Cooling Towers
- Specialty Oil & Grease
- Metal Working Fluids & Rust Preventatives
- Specialty Cleaners
- Accomplishments
- 1994
- Increased Sales 37.7%
- Sales Rep of the Month for New & Additional Sales
- Career Producer Club Award
- Ranked #1 in Division for new &additional sales at 133% over quota
- Promoted to District Manager
- 1993
- Increased Sales 42.1%
- Sales Rep of the Month for New & Additional Sales
- Ranked #1 in Division for new & additional sales at 132% over quota
- Promoted to Syracuse Area
Education
BA - Economics
University at Buffalo
Buffalo, NY01.1991
AS - Business Administration
Broome Comm. Coll.
Binghamton, NY01.1989
Skills
- Sales leadership
- Networking expertise
- Sales strategies
- Forecasting
- Account relationship development
- Training and coaching
- Account retention
- Performance reviews
- Recruitment and selection
- Relationship building
- Sales presentations
- Key account management
- Team development
- Solution selling
- Product marketing
- Sales training
- Product sales
- Territory management
- Competitor analysis
- Contract negotiations
- New business acquisition
- Price schedules
- Sales projections
- Direct sales
Timeline
National Sales Manager
Aries Chemical
05.2021 - Current
Sales Manager Pulp & Paper
ARIES CHEMICAL
01.2015 - Current
Regional Sales Manager
ARIES CHEMICAL
01.2012 - 01.2015
Director of Pulp & Paper
CALVARY INDUSTRIES
01.2008 - 01.2012
Account Representative, Pulp & Paper
CALVARY INDUSTRIES
01.2006 - 01.2008
Account Manager, Paper Chemicals
DUBOIS CHEMICALS
01.1998 - 01.2006
Area Sales Manager, Industrial
DUBOIS CHEMICALS
01.1995 - 01.1997
District Manager, Industrial
DUBOIS CHEMICALS
01.1994 - 01.1995
Sales Representative, Industrial
DUBOIS CHEMICALS
01.1993 - 01.1994
AS - Business Administration
Broome Comm. Coll.
BA - Economics
University at Buffalo