Ray Phillips
Sales Leadership Territory Managment
Charlotte,NC
Summary
Free Agent!!! Career Pivot!!! Dynamic Service Oriented Sales Leader/Territory Management Professional seeking to partner up with an Industry Leader. I bring 15 + years of Successful Experience earned by Prospecting, Presenting, Negotiating, Selling, and Servicing the Commercial Real Estate/ Construction Industry throughout the Southeastern US. Whether it's demoing/selling capital equipment to end users or through a distributor network or negotiating, closing, and project managing high level commercial real estate surface construction projects, I can help grow Your Client Base, spread Brand Awareness, & Gain Market Share by providing Unmatched Client Centric Experiences. Just need a chance!
Overview
17
17
years of professional experience
Work History
Mid Atlantic/Southeast Territory Sales Manager
BW Manufacturing
Charlotte, NC
03.2024 - Current
- Responsible for generating Brand Awareness by identifying and on-boarding End User Contractors and Equipment Distributors throughout KY, WVA, VA, TN, GA, NC, SC who specialize in concrete surface preparation and dust containment equipment
- Analyze market opportunities and utilize data to develop and implement Sales and Product strategies to achieve record breaking profitability Sales
- Establish rapport with key distributors, inventory planners, store personnel, and key client contacts
- Act as internal contact for clients
- Create forecasting, demand planning, and overall performance efficiencies to improve service levels to all Clients across the 7 State Territory
- Schedule and Coordinate Equipment Demonstrations and On-Site Training for both End Users and Equipment Distributors.
Owner
BANR, llc
06.2020 - 03.2024
- Help small businesses author a 3 Year Strategic Plan
- Coach & Consult with small businesses across various industries to identify operational inefficiencies and growth opportunities
- Develop and implement tailored strategies, systems, and processes to optimize sales capture rate, improve profitability, streamline project execution, and improve financial position
- Provide guidance and training fostering a culture of continuous improvement and increased productivity
- Monitor and evaluate KPIs to track progress and make data driven recommendations for further improvement.
VP of Sales/Estimating/Marketing/Business Development
Rearden Industries dba Carolina Asphalt
03.2012 - 08.2015
- Searched, qualified, hired, developed multiple Sales/Estimators/BDR's
- All Reps had zero industry experience and minimal Sales Training
- Top Line Sales Revenue Growth scaled 4x
- Field Margin north of 25% each year
- Set a Season Capture Rate of < 70% for 3 consecutive years!!! Conducted Monthly Training: Prospecting, Negotiation, Closing, Communication, and most importantly Listening skills
- Conducted 1 2 1 Accountability Meetings
- Created and measured KPIs
- Team Sell/Team Estimate
- Ride with Reps weekly
- Quota carrying VP of Sales, minimum of $3 million per season.
Sales/Estimating/Marketing/Business Development
Rearden Industries dba Carolina Asphalt
11.2007 - 03.2012
- Began career with Rearden Industries, dba Carolina Asphalt as a Commercial Sales/Estimator
- Worked on each crew to better understand how a job is produced
- This helped me outsell competition!! Prospect for new business
- Follow up on Leads within 2-4 hours of initial inquiry
- Perform site condition assessments based on information obtained during the qualification process
- Build and Estimate each job
- Create proposals, Present, Negotiate, and Close
- Log all business correspondence in CRM
- Personal Sales increased from $350,000 in 2007 to consistently selling over $5,000,000 annually
Education
Business/Political Science -
Georgetown College
01.1994
Certified in Socratic Selling, Negotiating, Closing, & Account Management -
G.E. Capital Sales Training
Skills
- Prospecting
- Listening
- Qualifying
- Presenting
- Negotiating
- Problem Solver
- Strategic
- Autonomous
- Collaborative
- Organized
- Systems and Processes Driven
- P & L
- KPS
- Time Management/Territory Management
- Accountable
- Motivator
- Servant Leader
- Distributor Channel Network
- CRM
- Salesforce
- Microsoft Dynamics
- Outlook
- PowerPoint
- Excel
- Adobe
- Social Media Marketing
- Estimating
Volunteer Experience
- ALS ONE
- Joe Martin Foundation
Timeline
Mid Atlantic/Southeast Territory Sales Manager
BW Manufacturing
03.2024 - Current
Owner
BANR, llc
06.2020 - 03.2024
VP of Sales/Estimating/Marketing/Business Development
Rearden Industries dba Carolina Asphalt
03.2012 - 08.2015
Sales/Estimating/Marketing/Business Development
Rearden Industries dba Carolina Asphalt
11.2007 - 03.2012
Business/Political Science -
Georgetown College
Certified in Socratic Selling, Negotiating, Closing, & Account Management -
G.E. Capital Sales Training
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