Summary
Overview
Work History
Education
Skills
Websites
Achievements And Differentiators
Core Competencies
Timeline
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SHAWN DOLATA

Oxford,MI

Summary

Dynamic sales leader with a proven track record at Wimsatt Building Materials, driving revenue growth through strategic account development and performance management. Expert in market analysis and customer relationship management, I excel in fostering high-performing teams and optimizing profit margins, consistently exceeding targets and enhancing customer retention.

Overview

28
28
years of professional experience

Work History

REGIONAL SALES DIRECTOR (BUSINESS DEVELOPMENT)

QXO (Beacon Building Product)
, MI
07.2020 - Current
  • Lead, Coach and Develop a team of Outside Sales Representatives to drive profitable, above market growth and achievement of sales budgets.
  • Foster an environment that champions high performance, encourages continuous improvement, and strengthens collaborative teamwork across all sales initiatives.
  • Provide strategic support to Outside Sales Representatives and Sales Leadership in cultivating and maintaining strong, lasting relationships with critical accounts to ensure customer retention and growth.
  • Direct the successful implementation of sales campaigns, ensuring consistent execution and measurable results across all territories.
  • Establish and maintain clear, effective communication channels with Branch, Regional, and Executive Leadership teams to align objectives, share insights, and drive collective success toward common organizational goals.
  • Proactively gather market intelligence through active participation in local industry associations, networking events, and strategic vendor partnerships to identify opportunities and competitive advantages.

    • DIRECTOR OF SALES AND DEVELOPMENT

    BBG Builders Buying Group
    Spring Lake, MI
    09.2020 - 07.2022
    • Direct comprehensive sales strategy and operations, developing annual unit and gross-profit plans through market trend analysis
    • Lead and develop sales teams through strategic coaching, product training, and performance management to consistently exceed targets
    • Represent company at trade associations while monitoring competitive landscape and pricing strategies to optimize profit margins
    • Collaborate cross-functionally to coordinate advertising services and align customer specifications with operational capabilities
    • Manage budgets and analyze operational metrics to project revenue, assess profitability, and strategically focus sales efforts
    • Identify new business opportunities, expand strategic partnerships, and conduct in-person meetings to strengthen key relationships

    DIRECTOR OF SALES

    Wimsatt Building Materials
    Wayne, MI
    12.1997 - 09.2020
    • Delivered consistent revenue growth over 23-year tenure through strategic sales leadership and market expansion
    • Implemented CRM best practices and sales cycle management, consistently exceeding KPIs through effective lead conversion
    • Developed and managed annual budgets while establishing price schedules and discount structures for optimal profitability
    • Advised dealers and distributors on operational policies, assessed marketing potential of locations using statistical analysis
    • Recruited, trained, and mentored sales professionals while managing complex customer service issues and satisfaction

    Education

    Bachelor of Arts (B.A.) -

    Michigan State University
    East Lansing, MI
    12.1993

    Skills

    • Strategic Account Development
    • New Business Generation
    • Revenue & Profit Optimization
    • Territory Management
    • Sales Forecasting & Analytics
    • Customer Relationship Management
    • Market Analysis
    • Sales Team Development
    • Performance Management & Coaching Evaluation
    • Retention
    • Training Programs
    • Motivational Leadership
    • Strategic Sales Leadership
    • Budget Development & Management
    • Pricing Strategy
    • Customer Needs Assessment
    • Vendor Relations
    • Cross-Channel Marketing
    • Revenue Growth

    Achievements And Differentiators

    • 27+ Years progressive sales leadership in building materials industry
    • Proven record developing high-performing teams and exceeding revenue targets
    • Deep expertise with manufacturer, contractor, and builder relationships
    • Coaching excellence as the fifth bullet point, emphasizing your ability to mentor sales professionals and create targeted development programs
    • Strategic approach combining operational excellence with growth-focused business development

    Core Competencies

    Strategic Account Development, New Business Generation, Revenue & Profit Optimization, Territory Management, Sales Forecasting & Analytics, Customer Relationship Management, Market Analysis, Sales Team Development, Performance Management & Coaching Evaluation, Retention, Training Programs, Motivational Leadership, Strategic Sales Leadership, Budget Development & Management, Pricing Strategy, Customer Needs Assessment, Vendor Relations, Cross-Channel Marketing, Revenue Growth

    Timeline

    DIRECTOR OF SALES AND DEVELOPMENT

    BBG Builders Buying Group
    09.2020 - 07.2022

    REGIONAL SALES DIRECTOR (BUSINESS DEVELOPMENT)

    QXO (Beacon Building Product)
    07.2020 - Current

    DIRECTOR OF SALES

    Wimsatt Building Materials
    12.1997 - 09.2020

    Bachelor of Arts (B.A.) -

    Michigan State University

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    SHAWN DOLATA