Energetic and accomplished professional with 12 years of experience in training, sales, large-scale account management, and sales management in a highly competitive industry. Proven ability to meaningfully grow individual and team-level sales numbers, build and maintain strong client relationships, motivate, and lead productive sales teams, creatively guide sales strategy, and capitalize on technological advances to support goals.
Overview
13
13
years of professional experience
Work History
District Trainer
Ferguson Enterprises Inc, A Wolseley Company, Pike Creative
08.2021 - Current
Mid-Atlantic
As a Salesforce SME, owned new “Post Sales Process” training and implementation for the Mid-Atlantic district; created support structure after go-live dates working with managers and their direct reports to drive consistency within the program and to ensure appropriate adoption of the new process
Evolved into a companywide “One Freight” main point of contact leading the new initiative through all phases of implementation; led the district through the pilot and rollout phases and assisted other regions in training and adoption of the program
Created training content for thousands of associates to complete nationwide; provided input and strategic thinking to enhance reporting within Power Bi reporting while working with managers to capture results and reinforce utilization at sales level to meet budgetary goals
Created a continuing education program for those associates who had just recently gradated the SSP (Sales Support Program) that was eventually adopted by HQ and incorporated throughout all districts
Implemented a new technological forward training request and submission process within the Mid-Atlantic district that allowed all customer groups and departments to streamline their needs and for our training team to collect data and operate in a more effective, organized manner
Miscellaneous:
HR Awards – Excellence in Training and Development
Digital Workspace Specialist - O365
Leadership Foundation Experience
Bob
Project Manager
Ferguson Enterprises Inc, A Wolseley Company
01.2020 - 07.2021
Mid-Atlantic
Selected as one of four associates across entire region to take on new position being implemented within the company focusing on the more technical side of the business relating to large scale commercial fixture and equipment packages
Managed entire job process from competitive buyout phase through submittal stages with plumbing mechanical contractor/GC/architect/engineer, finalizing vendor/manufacturer contracts, material allocation/release, and completion of job closeouts
Job awarded rate of 93.6% (103 of 110 total job packages built and priced out)
Managed 103 total jobs and their fixture/equipment packages ranging from hotels, high rise condos/apartments, hospitals, schools, large or multi-floor office spaces, wing projects, government projects, casinos, etc
15+ million in total value & increased gross profit percentages for all major accounts handled during 18-month timeframe
Utilized as a main point of contact for our new project management online platform Bidtracer continuously assisting peers and working with HQ on technological enhancements
Senior Commercial Sales Team Manager
Bidtracer
10.2015 - 12.2019
01.2018 - 01.2019
Total supervised sales processed by fiscal year (August through July) are as follows:
16/17 - $145,417,293.95
17/18 - $148,671,195.71
18/19 -, ,337,319.81
Ferguson Enterprises Inc, A Wolseley Company
Washington DC, DC
- 01.2017
Metro District
Supervise 30-35 commercial inside sales associates/account managers, including four team managers, across the DC Metro territory that includes northern Virginia, Washington DC, and Maryland
Manage and track sales across four commercial sales teams; Coordinate with outside sales staff and directors on strategic sales growth initiatives; Conduct biannual performance reviews; Utilize CRM to organize client information to enhance sales performance; Train and mentor new sales associates; Led the regional team’s transition to new sales vertical implementation and complete overhaul of technological advancement through extensive training and continuous support; Developed new goals-based, key performance indicator sales criteria to motivate sales and proactively reward associates; Continually master commercial plumbing/mechanical business activity including market analysis and competitive pricing trends; Engage in problem resolution for sales associates, clients, and management
Awards / Recognition / Sales Figures:
District Leadership Award, 2016, , an award granted annually to one management level associate in the region for “selfless leadership with great customer and associate focus for the good of the team”
Selected as one of six branch level associates across entire enterprise to serve as a Subject Matter Expert working with the corporate IT department to fully comprehend existing workflows before transitioning to a new order processing system companywide
DC Metro commercial sales vertical named Commercial Supply House of the Year 2016-17, awarded to recognize the strongest margin growth, market share growth, and overall commercial sales nationally
Commercial business vertical exceeded fiscal year sales goals - 2015-16, 2016-17, 2017-18
Inside Sales Supervisor
Ferguson Enterprises Inc, A Wolseley Company
Beltsville, Maryland
03.2015 - 10.2015
Supervised approximately 20 inside sales associates at the company’s most profitable branch location within the DC Metro (awarded “Blended Supply House of the Year” for 2014/2015 by corporate headquarters based on trading profit, share gains, trading margin percentage, working capital efficiency, and overall leadership)
Tracked sales goals; managed time and labor; trained new associates; engaged in conflict resolution
Inside sales and account management for the leading wholesale distributor of commercial plumbing and mechanical products at the company’s most profitable branch location in relation to total sales and trading profit (of over 1,300 branches)
Managed key large-scale accounts in a competitive market; provided high-volume service to customers, vendors, reps, and purchasing agents; managed orders, product submittals, quotations and special product pricing, delivery logistics, analysis of external vendor pricing matrices, and competitive bidding
Numbers / Awards / Recognition:
Reached personal average of $850,000+ in monthly sales volume; increased monthly sales threefold from 2011-15
President’s Club Sales Support Recognition (2013; 2014; 2015)
Reached competitive fiscal year sales goals in total sales and trading profit (, Sales Team of the Month Winner for 4 out of 6 months that program was active (2012)
Lead Generator
Diamond Springs Water Inc
Richmond, Virginia
05.2011 - 08.2011
Generated new customer leads for the largest water distribution company in the Mid-Atlantic using multi-channel marketing strategies; created and maintained the company’s first sustainable database system in Microsoft Excel to track current clients, potential clients, and competitor data
Education
Bachelor of Science - Business: Marketing Management
Virginia Polytechnic Institute and State University (Virginia Tech)
December 2010
Skills
Additional Skills & Activities
Computer Skills:
Proficient in CRM (Salesforce, Dynamics, & Bidtracer), Office 365 (including Microsoft Teams, Power Bi, & SharePoint), Adobe Acrobat Pro, Calabrio, Cisco Finesse, Cisco Jabber, Workday
Virginia Tech: Dean’s List; Flex Out Hunger Philanthropy, Blacksburg, VA 2007-2010
Timeline
District Trainer
Ferguson Enterprises Inc, A Wolseley Company, Pike Creative
Bachelor of Science - Business: Marketing Management
Virginia Polytechnic Institute and State University (Virginia Tech)
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