ROBERT ROGERS
Charlotte,NC
Summary
Results-driven sales executive with 15+ years of B2B leadership experience in industrial supplies, packaging, MRO, and equipment sectors. Proven track record driving revenue growth, managing P&L, building high-performing teams, and penetrating strategic accounts for manufacturers and distributors. Expertise in consultative selling, cross-functional collaboration (operations, S&OP, product development), and leveraging CRM tools like Salesforce to optimize strategies, exceed targets, and deliver value-added solutions. Excelled in both manufacturing (product development, pricing, e-commerce) and distribution (inventory management, vendor partnerships, RFPs/RFQs) environments, fostering accountability and innovation to achieve sustainable growth in competitive markets.
Overview
18
18
years of professional experience
1
1
Certification
Work History
Division Sales Manager
Veritiv Corp
01.2023 - Current
- Company Overview: Leading Distributor of Packaging & Facility Solutions
- Directed a team of strategic account executives in B2B packaging and industrial supplies, generating $40M+ in annual sales and $12M+ in gross profit through targeted business development, account penetration, and cross-selling of equipment, kitting, and custom design services.
- Achieved 38% growth in value-added solutions, including $1M+ in equipment sales, serving manufacturers and distributors in food & beverage, manufacturing, agriculture, pharmaceutical, and automotive industries.
- Expanded sales team by 40% via recruitment, training, and onboarding programs emphasizing consultative selling, product expertise, and market penetration to drive performance and revenue.
- Partnered with operations and customer service to align S&OP processes, enhancing delivery efficiency, customer satisfaction, and overall profitability in a distribution-focused environment.
Executive Vice President / President, Huntington Brass
Afeel Corporation
01.2020 - 01.2023
- Company Overview: Manufacturer of Decorative Plumbing Products & Equipment
- Led full P&L for North American operations, negotiating national contracts with major retailers (Do It Best, EC Barton, Ace Hardware) and achieving 16% sales growth in 2020 and 20% in 2021 via direct sales, rep agencies, and e-commerce strategies.
- Transformed organizational culture using OKR systems to align teams on KPIs, boosting accountability and enabling customer-centric improvements in pricing, marketing, catalogs, and product development.
- Designed sales coverage models for B2B retail and e-commerce verticals, acquiring new accounts and expanding existing ones in manufacturing and distribution channels.
Director of Sales, North America
Cordstrap
07.2017 - 12.2019
- Company Overview: Manufacturer of Cargo Securement Equipment & Solutions
- Oversaw U.S. and Canada sales operations, including national accounts, business development, inside/field sales, training, and coverage models, growing revenue by 12% (2017), 15% (2018), and 9% (2019) to exceed $45M while surpassing GP and EBIT targets.
- Acquired $3.5M in new business through Salesforce-driven prospecting, marketing campaigns, pipeline management, and consultative approaches, emphasizing value-added services and SaaS for industrial clients.
- Redesigned sales models to achieve 25% expense savings and 27% sales growth over two years; implemented global price increases adding $1.9M (2017) and $2.4M (2018) to EBIT.
- Developed onboarding/training programs integrating product knowledge, engineering, and consultative selling, reducing new hire ramp-up time by 50% and enhancing ROI in manufacturing and distribution settings.
District Sales Manager, Manufacturing & Commercial
W.W. Grainger
02.2008 - 07.2017
- Company Overview: Distributor of MRO Supplies & Equipment
- Managed multi-state teams generating $40M+ in annual MRO sales across manufacturing, healthcare, food & beverage, chemicals, mining, oil & gas, rail, airlines, property management, contractors, OEM, metal working, logistics, and retail sectors.
- Excelled in consultative selling of services, vendor-managed inventory, and SaaS, negotiating multi-million-dollar contracts and winning competitive RFPs/RFQs for distributors and end-users.
- Led Leadership Development Program, mentoring high-potential talent and promoting multiple team members into sales/leadership roles; also managed government accounts, outperforming targets in federal, state, local, and higher ed segments.
- Served as Branch Manager overseeing call centers, operations, counter sales, and continuous improvement, exceeding sales targets and operational excellence ratings in a high-volume distribution environment.
Education
Master of Business Administration -
University of Colorado at Denver
Bachelor of Science - Business Management
Metropolitan State University of Denver
Skills
- Sales Strategy & Business Development
- P&L Ownership & Profitability Optimization
- Team Leadership, Training & Onboarding
- Consultative Selling & Negotiation
- Strategic Account Management & Penetration
- CRM (Salesforce) & Data Analytics (Power BI)
- Product Development & Value-Added Services
- Cross-Functional Collaboration (S&OP, Operations)
- Change Management & OKR/KPI Implementation
Certification
- Certified in Value-Based Conversations, Dimension of Professional Sales, and Negotiating to Yes (Wilson Learning, Carew International, GCTDC, NCOE).
- Trained in Situational Leadership, Servant Leadership, Inside Out Development, Challenger Sales, Spin Selling, Continuous Improvement, Agile Methodology, 4 Disciplines of Execution, Chally Assessments, Myers-Briggs, Predictive Index (Captain Profile), OKR, and Competency-Based Recruiting.
- Proficient in Power BI, P&L analysis, and CRM (Salesforce) for trend identification and strategic decision-making.
- Completed GE Current Lighting Institute training (2012, 2014, 2017).
- Trained in Media and Community Relations; experienced as keynote speaker and board presenter.
Awards
Multiple President's Club recognitions and awards for Operational Excellence and Customer Wow., Board of Directors, Red Rocks Community College Foundation (2010–2014)., Founding member of Women's and African Americans' Business Resource Groups at Grainger, providing mentorship for diverse talent development., Volunteer: Food Bank of the Rockies, Red Cross, Judi’s House, Susan G. Komen, MSIR Shiba Inu Rescue
Timeline
Division Sales Manager
Veritiv Corp
01.2023 - Current
Executive Vice President / President, Huntington Brass
Afeel Corporation
01.2020 - 01.2023
Director of Sales, North America
Cordstrap
07.2017 - 12.2019
District Sales Manager, Manufacturing & Commercial
W.W. Grainger
02.2008 - 07.2017
Bachelor of Science - Business Management
Metropolitan State University of Denver
Master of Business Administration -
University of Colorado at Denver
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