Richard Huck
Festus,MO
Summary
Business development and major account leader with experience in capital equipment, warehouse automation, and B2B sales process development across domestic and international markets. Brings project design/management scope, CRM experience, and a track record of leading complex sales cycles and mentoring teams. Value Based Selling techniques and strategies, Exceptional Communication and Negotiation skills. Developing Sales Teams and Business Development networks at OEM and Dealer levels. Author of 6-8 patentable designs (Hydraulic Equipment, Controls, Attachments, Extreme Heat Equipment). Published Photographer and Author of Sales Solution training guides.
Overview
31
31
years of professional experience
Work History
Senior Major Account Manager
Frazier Industrial Company
Long Valley, NJ
08.2017 - Current
- Leading major account growth, project design, and engineering coordination for warehouse storage and automation systems for 3PLs, Food and Beverage, Cold Storage and Manufacturing.
- Concept Design, Develop ROI, Europe systems.
- Managed assigned national accounts including Grail, AB, ADM, Nestle, Purina and GCs Clayco and ARCO, Integrators KLG, Option III.
- Only RM to win Award for New Automated Product Introduction (trip for two to South Africa).
- Projects include Automated and semi-automated systems, racking, all storage products and their interface with delivery vehicles such as AGVs, Lift Trucks and other types.
- Sold them to “C” level decision makers plus Architects, Designing Firms, GCs, Food and Distributor Networks.
- Managed projects from $100 to $42M for accounts across the US, Canada, Mexico.
- Started from $0 to $5M Doubling Sales in District both in 08, 09, 10.
Sales and Marketing Leader, National Accounts Manager
Here-U-Lift, Inc.
Maple Plain, MN
07.2005 - 06.2007
- P&L responsibility for all Sales and Business Development activities including Retail, Allied, Catalog, Rental and Ergonomic programs.
- Manage Team of eighteen sales and seven support that won Platinum Dealer of the Year ‘06 and ‘07 due to growth through sales to 3PLs and Logistics companies.
- Function as Mentor and Trainer for sales staff at all levels to develop talent from within.
- Grew business by adding new markets such as Automated Systems and conveyors.
- Designed Systems, Conveyors, Warehousing and Distribution as The Major Growth market.
- Developed programs to attach this market by acquiring products and realigning existing lines.
- Developed and executed innovative financing arrangements.
- Develop all Marketing and Financial Merchandising tools then follow up and qualify, with sales reps, all leads resulting from public relations and advertising.
- Develop and execute Major Account Program aimed at C level decision makers with ten targeted companies receiving 4 Major orders the first year.
- Coordinate with other departments within the organization for customer service efforts.
- Prepared periodic reports showing sales volumes, margins, and territory close ratios.
Founded and operated an International B2B marketing and engineering firm
JA&A, Inc.
Festus, MO
04.1998 - 07.2005
- Establishing US entities, trademarks, corporate offices, staff, policies, and procedures then maximize growth for offshore based manufactured Warehouse, Material Handling, Automation and Industrial storage products.
- Established several Company Charters within the US for legal entities and operations.
- Established trademarks. Founded corporate offices and staff. Composed all policies and Procedures.
- Traveled 2-3 weeks quarterly to Europe, Mexico, England, Japan and other points for business planning with current clients in order to fulfill current contracts and research and recruit new.
- Researched, introduced, and managed German and Swedish Automated and Ergonomic product lines to the US.
- Composed Business Plan, assembled all sales tools including websites, literature, and technical information sheets.
- Searched for, interviewed and negotiated a contract with a US Manufacturing partner for one German company then ran the start up.
- Raised funds for startup and operations for two different product lines.
- Found Finance and Leasing partners, implemented financial tools to aid sales.
- Introduce Swedish vertical storage products into US.
- Negotiated vendor programs where customers’ products would be listed in customer’s catalogs.
- Provide necessary direction and training to direct sales personnel and/or independent manufacturer's rep organizations on appropriate products, selling techniques, account strategies, and negotiating.
- Designed and executed Warehouse product introduction and training for regional Toyota dealers.
- Developed business plan for Equipment Distributor to return operations to profitability.
- Negotiated private label agreements for Korean lift truck firm selling Canadian products in the US.
- Imported and marketed Hydraulic “EX” lift trucks along with other Hydraulic Equipment from Germany.
- Developed and taught “Customer Service 101” for Service Techs to increase sales per service call.
- Advanced Handling Solutions, Inc., Warehouse Design, Engineering, Distribution Company.
- Successful startup and implementation of catalog sales company for Industrial Systems, Material Handling Products, Conveyors, Fluid Power Components, Theft Controls, In-plant process, storage and lift systems components and repair items to distributor network.
Sales Manager/Major Account Manager
Allied Industrial Equipment Corporation
St. Louis, MO
01.1995 - 04.1998
- P&L responsibility for all sales and marketing activities for a Crown/Toyota/Taylor distributor including retail Sales, CSS, Automated/Warehouse ergonomic program.
- Leader and Mentor to a staff of 11 new and 4 Allied equipment sales and 8 support personnel.
- Introduced Automation (sortation, conveying, storage and wrapping) equipment into product line.
- Increased GP by $145,000 second year, $200,000 third year through intro of Automation program.
- Stabilized sales group to zero turnover while improving the professionalism of staff.
- Manage and execute Major Account Program aimed at C level decision makers with ten targeted companies received 4 Major orders the first year (60 lift trucks first year).
- Initiated and taught application training program to maximized profit and not be a “me too.”
Education
Business Administration, Mechanical Engineering
Jefferson College
Hillsboro, MissouriSkills
- Solution Based International design, sell and manage projects from $100 to $40M for Capital MH Equipment including Automation Warehouse, Conveyors, Sortation, Radio Shuttles, Distribution Equipment, introduced and developed market for several offshore products in the US, Financial Merchandising
- CRM programs SalesForce, Power BI, Gold Mine and Act!
- Analytical, Independent thinker
- Known for being keenly adept at “Seeing the Big Picture”
- Long and short sales cycles
- Major Account Management
- Known as Top Hunter/Closer, B2B Multi-Channel Sales and Marketing
- Managing Staffs of 25 at OEM levels and in multi-branch, multi state dealer
- AutoCAD LT 2019
- E-Commerce programs
- MS Office 2026, New Customizable Product development and introduction
- Understand Spanish and was conversational in German
- Data-driven decision making
- Customer relationship management
- Client engagement
- Strategic planning
- Issue resolution
- Key relationship development
- Consultations
- Account management
- Partnership development
- Performance tracking
- Marketing coordination
- Contract negotiation
- Pipeline maintenance
- Meeting management
- Price structuring
- Sales forecasting
- Financial acumen
- Resale partnerships
- Sales contracts and agreements
- Teamwork
- Teamwork and collaboration
- Customer service
- Problem-solving
- Time management
- Attention to detail
- Problem-solving abilities
- Multitasking
- Reliability
- Multitasking Abilities
- Excellent communication
- Organizational skills
- Team leadership
- Team motivation
- Verbal and written communication
- Decision-making
- Detail-oriented
- Relationship building
- Staff training and development
- Goal setting and achievement
- Task prioritization
- Sales targeting
- Rapport and relationship building
- Business development and planning
- Interpersonal skills
- Sales processes
- Analytical thinking
- Operations management
- Team recruiting and onboarding
- B to B sales
- Market research
- Pricing strategy
- Sales projections
- Problem-solving aptitude
Languages
English
Native or Bilingual
Spanish
Limited Working
Interests
Published Photographer
Timeline
Senior Major Account Manager
Frazier Industrial Company
08.2017 - Current
Sales and Marketing Leader, National Accounts Manager
Here-U-Lift, Inc.
07.2005 - 06.2007
Founded and operated an International B2B marketing and engineering firm
JA&A, Inc.
04.1998 - 07.2005
Sales Manager/Major Account Manager
Allied Industrial Equipment Corporation
01.1995 - 04.1998
Business Administration, Mechanical Engineering
Jefferson College
Activities and Awards
1997 MSHSAA Man of the Year Award for Community Service, Published Photographer, Cofounder, President 2 years St. Pius H.S. Booster Club, Field announcer for Lancer Football - 7 years
Military
US Army, Top Grad 3 Hydraulic and Maintenance schools, Top Grad of NCO Leadership Academy