Terry Norton
Lake Geneva,WI
Summary
Motivating Senior Account Manager with 18years of experience working with distribution market with contract-molding, sub-molding, Tier 1 and 2 and OEM accounts. Skilled at handling several large accounts while mentoring others and maintaining productivity in busy situations. Distinguished history of maximizing revenue and consistently exceeding revenue goals.
Overview
19
19
years of professional experience
1
1
Certification
Work History
Market Sales Manager
Millennium
01.2023 - Current
- Responsible for $33M sales territory.
- Currently on pace to exceed sales revenue and GP % for 2024.
- Mentored 8 sales staff members in best practices for prospecting, closing deals, and managing accounts effectively.
- Developed comprehensive account plans for key customers, resulting in increased market share.
- Exceeded sales targets through effective territory management and relationship building.
- Optimized inventory management, reducing stockouts and improving on-time delivery rates.
- Responsible for building and managing own sales budgets
- Effective use of CRM reporting in NetSuite
- Coached and promoted high-achieving sales and account management employees to fill leadership positions with qualified staff and boost company growth.
- Increased profit margins by effectively controlling budget and overhead and optimizing product turns.
- Collaborated cross-functionally with headquarters, regional and other teams nationally to maintain consistent message and experience.
Sr. Account Manager
Formerra Formerly PolyOne/Avient Distribution
09.2011 - 01.2023
- Profitable revenue growth, including new business development.
- Achieved stated gross margin targets as a percentage of sales.
- Approach the sales process with a high degree of professionalism and effectiveness by successful utilization of customer centric selling skills and tools, such as use of scorecards, business reviews, EVE tools, high/wide/deep, prospecting & new account calls, development of a robust sales funnel, collecting ARs, avoidance of bad debts, cross selling with other business units, and effective CRM system management.
- Establish, track, and close new business targets consistent with short- and long-term objectives at designated accounts within the territory.
- Developed contact matrix and establish strong relationships with key decision makers and project facilitators.
- Prospecting and cold calling.
- Manage sales plans, sales budgets, and expense budgets. * Establish account development plans and network resources up, down and across both the customer's organization and Avient.
- Consistently delivered on the planned results (AOP).
- Developed account relationships, identify opportunities and capture service opportunities at strategic accounts within assigned geography or industry.
- Understands and works with the key players, applications, requirements, trends, and needs as well as Avient's potential and share within the targeted industry.
- Coordinate closely with regional sales teams as well as collaborating with the technical area as necessary to accelerate and drive profitable growth through solutions selling to targeted accounts.
- Establish a linkage between the customer's business strategy and Avient's capabilities.
- Monitor the competition to better understand issues and threats and develop plans to eliminate barriers.
- Implement Avient's, pricing and market strategies as well as business practices. Negotiate customer contracts and value packages to insure an acceptable return on Avient resources invested.
- Participated in strategy development, help position the business and develop the offer. Assist in defining the target markets, and commercial strategy.
- Develop written Account Plans for top 10 strategic accounts including metrics to define annualized sales potential at each account.
- Manage strategic relationships, cultivate new alliances, and monitor competitive activity.
- Create and maintain CRM (SFDC) data and sales statistics as required.
- Mentor new sellers in geographic market place.
- Developed long-lasting client relationships by providing exceptional customer service and support.
- Enhanced communication between departments for more effective problem-solving and collaboration.
Sales Representative
Cope Plastics
11.2005 - 08.2011
- Grew sales from $600k to 3M in 36mths Increasing account base from 150 to 350. Consistently met or exceeded monthly quotas.
- Created professional sales presentations and technical seminars to effectively demonstrate product features and competitive advantages.
- Met with existing customers and prospects to discuss business needs and recommend optimal solutions.
- Trained and mentored new sales representatives.
Education
Business Administration And Management
Clarke College
1997
Associate of Science - Business Administration And Management
McHenry County College
Crystal Lake, IL1995
High School Diploma -
Woodstock High School, Woodstock, IL
06.1992
Skills
- Deep Knowledge of Business
- CRM Software
- Teamwork and Collaboration
- Negotiation Skills
- Pipeline Growth
- Business Strategies
- Account and Territory Management
- Verbal and Written Communication
- New Business Opportunities
- Territory Expansion
- Revenue Growth
- Customer Engagement
- Data-driven decision-making
- Sales Presentations
- Social Media Marketing
- Sales Coaching
Accomplishments
2014, 2015 Chairman's Winner. Given to the top 3% of sales and margin growth performers.
2009 Presidents Award for sales and growth.
1996 NAIA DIV II All American Baseball at Clarke College
1993 Bronze Metal for Team USA in Mexico Baseball Olympics
Certification
- CSP - Certified EOS Leadership and Management 2023
Timeline
Market Sales Manager
Millennium
01.2023 - Current
Sr. Account Manager
Formerra Formerly PolyOne/Avient Distribution
09.2011 - 01.2023
Sales Representative
Cope Plastics
11.2005 - 08.2011
Business Administration And Management
Clarke College
Associate of Science - Business Administration And Management
McHenry County College
High School Diploma -
Woodstock High School, Woodstock, IL
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