Randall Cotton
Summary
Achieved a 15% YOY sales increase at Nalco Chemical by leveraging expert sales presentations and robust relationship management. Excelled in sales team leadership, guiding teams to exceed targets through strategic territory management and performance coaching. Cultivated key client relationships, ensuring repeat business and referrals.
Overview
33
33
years of professional experience
Work History
District Sales Manager
Nalco Chemical
Midland, TX
01.2012 - 11.2022
- Collaborated closely with other district managers to share best practices, learnings, and drive overall success of the organization.
- Improved team performance by providing regular coaching, training, and mentoring to sales representatives.
- Increased sales revenue by developing and implementing effective sales strategies for the district.
- Exceeded annual sales targets through strategic planning, territory optimization, and customer relationship building.
- Recognized potential talent within the team members early on; mentored them into higher positions in the organization over time.
- Grew YOY sales 15% by consistently meeting and exceeding quotas.
Area Sales Manager
Nalco Chemical
Midland, TX
03.2002 - 01.2012
- Established strong relationships with key clients, resulting in increased customer retention and satisfaction.
- Enhanced team performance by providing ongoing coaching, training, and mentoring to sales representatives.
- Reported sales activity, generated sales quotations, and proposals and maintained customer contact database to achieve sales objectives and quota.
- Managed a successful sales team, consistently achieving and exceeding monthly sales targets.
- Built lasting relationships with clients through outstanding customer service interactions.
Sales Engineer
Nalco Chemical
Midland, TX
09.1993 - 03.2002
- Established long-term relationships with key clients for repeat business and referrals, cultivating a strong network within the industry.
- Identified sales opportunities by assessing environment and devising and implementing winning strategy.
- Identified and supported resale opportunities to achieve sales plans.
- Developed customized proposals that demonstrated a clear understanding of client requirements and offered compelling solutions to meet their unique needs.
- Generated new leads through cold calling, social media outreach, and attending industry events.
- Delivered technical sales presentations to prospects and presented benefits and value of products.
- Increased sales revenue by consistently meeting and exceeding sales targets through effective client presentations and product demonstrations.
District Sales Manager
Exxon Chemical
Houston, TX
03.1991 - 10.1993
- Collaborated closely with other district managers to share best practices, learnings, and drive overall success of the organization.
- Improved team performance by providing regular coaching, training, and mentoring to sales representatives.
- Increased sales revenue by developing and implementing effective sales strategies for the district.
- Exceeded annual sales targets through strategic planning, territory optimization, and customer relationship building.
- Recognized potential talent within the team members early on; mentored them into higher positions in the organization over time.
Sales Engineer
Exxon Chemical
Houston, TX
03.1990 - 02.1991
- Established long-term relationships with key clients for repeat business and referrals, cultivating a strong network within the industry.
- Identified sales opportunities by assessing environment and devising and implementing winning strategy.
- Identified and supported resale opportunities to achieve sales plans.
- Developed customized proposals that demonstrated a clear understanding of client requirements and offered compelling solutions to meet their unique needs.
- Generated new leads through cold calling, social media outreach, and attending industry events.
Education
Bachelor of Science - Chemical Engineering
Texas Tech University
Lubbock, TX1981
Bachelor of Arts - Chemistry
Texas Tech University
Lubbock, TX1978
Skills
- Sales Team Leadership
- Sales Presentations
- Goal Setting
- Sales expertise
- Territory Management
- Relationship building and management
- Sales Leadership
- Goals and performance
Accomplishments
Nalco Winners Circle three years (represents top 1% of Nalco sales professionals) 2007, 2012, 2020.
Timeline
District Sales Manager
Nalco Chemical
01.2012 - 11.2022
Area Sales Manager
Nalco Chemical
03.2002 - 01.2012
Sales Engineer
Nalco Chemical
09.1993 - 03.2002
District Sales Manager
Exxon Chemical
03.1991 - 10.1993
Sales Engineer
Exxon Chemical
03.1990 - 02.1991
Bachelor of Science - Chemical Engineering
Texas Tech University
Bachelor of Arts - Chemistry
Texas Tech University