Vincent Rufo
Saylorsburg,PA
Summary
Accomplished sales leader offering high performance leading, development, and implementation of superior sales strategy. Proven track record of identifying and creating profitable business opportunities, qualifying authentic prospects and cultivating strong partnerships. Demonstrated expertise in team leadership and development.
Overview
21
21
years of professional experience
Work History
Strategic Account Executive
Grainger Industrial Supply
Saylosburg, PA
08.2024 - Current
- Negotiated pricing and terms, managing P&L exceeding $50M for national contracts to enhance financial performance.
- Cultivated strong relationships with key clients to identify and address business needs.
- Developed growth strategies by effectively managing over 100 internal sales and service team members alongside external stakeholders.
- Facilitated alignment among leadership on resource allocation to support strategic initiatives.
District Sales Manager, Commercial
Grainger
Eastern, Pa
01.2017 - Current
- Led a team of 12 sales representatives. Including all hiring, training, coaching, and mentoring to ensure optimal performance. Minimum of 75% of team members achieved yearly goals each year.
- Developed and implemented strategies to increase market share and profitability of the district. Cumulative growth: $24.5M to $55M
- Created and implemented strike team concept / Implementation team
- Collaborated with other departments such as other sales teams, finance, human resources and operations in order to ensure success across all areas of responsibility.
- Built strong external vendor relationships to support and teach local sales staff.
- Developed and communicated both "voice of the account manager" and "implementation team" to senior leaders and led the effort for the Northeast region and the entire function across the US.
- Strategic thought leader and change management leader: member of DSM Sales effectiveness council, DSM advisory council, DSM SMS council, Region Keepstock SME, KS expert team, VAM team leader, LDP cohort lead, peer voted awards, AM, NAM, & DSM Team MVP. Led two teams through seller investment. Presented to and lead all functional district leaders during both functional meetings and new leader meeting.
- Leadership Development Program – 2021 cohort lead & 2022 North American Program lead
National Account Manager
Grainger
North East
05.2014 - 12.2016
- Double digit growth and increased GP YOY
- Negotiated and managed contracts with Northeast headquarters and US sites.
- Indirectly led roughly 300 sellers and responsible for $18M in annual revenue and gross profit
- Developed a high-level strategy at a corporate level and indirectly lead sellers across the US to drive profitable growth.
- Identified, project managed, and implemented $100K+ multisite opportunities.
- Coached and lead sellers through joint calls, one on one strategy sessions, and in person customer visits.
- Lead change internally and helped drive a culture and process changes within our customers businesses.
- Coordinated cross-functional teams to ensure successful execution of account strategies.
Commercial / Manufacturing Account Manager
Grainger
Allentown, Pa
10.2011 - 04.2014
- 2014 YOY growth: 43%, corporate sales growth 47% 2013 YOY growth: 28%, corporate sales growth 42%; 2012 YOY growth: 24%, corporate sales growth 17%
- Strategy
- Develop action plans and target key stake holders
- Qualify opportunities through customer needs analysis to Align solutions to meet customer objectives
- Position and provide cost savings documentation, product substitutions, and other value added services as required to grow my product offering while differentiating the value of Grainger – focused on total cost of ownership solutions
- Implement agreed upon vendor consolidation strategies
General Manager
Fastenal
Allentown, Pa
06.2006 - 09.2011
- Grew yearly sales revenue from $745k to $2M per year achieved sales goal 41 out of 61 months
- Responsibilities
- Led 12 direct full and part time employees and $2M in annual revenue
- Improved YOY profitability
- Accountable for growing and achieving company sales, inventory, profit, collection, and freight goals
- Responsible for growing and maintaining top 10 revenue accounts and top 10 MRO potential accounts
- Coach, mentor, inspect, and develop sales staff on all aspects of our business
- Support sales team in field by identifying and closing growth opportunities
- Conducted & lead all branch related activities
- Cycle counts, audits, leases, truck maintenance, merchandising, labeling, backstock, inventory levels, stocking decisions, kitting, branch services
Outside Salesperson
Fastenal
Easton, Pa
04.2005 - 05.2006
- Grew and maintained current customer accounts, identified potential new customers, and cold called
- Cleaned/organized storerooms for customers, labeled bin stocks, delivered and put away product, identified and adjusted min/max stocking levels
- Grew revenue in my territory from $240k annually 720k annually in first year
Education
Skills
- Sales Team Leadership
- Contract Negotiation
- Cross-Functional Collaboration
- Performance Improvements
- Goal Setting
- Project Management
- Territory Management
- Proficient in sales force
Activities
- Kutztown University wrestling team 2000-2005, four-year starter & two year captain
- Special Olympics volunteer 1996 – 2005
- Autism speaks volunteer 2007 -20012
- Varsity wrestling coach 2006 – 2011
- Youth soccer coach 2015-2019
Training
Customer Focused Selling Strategic Key Account Sales and Management Coaching and Mentoring Decision Making Primary Functions of a Leader Negotiation Essentials Leading teams Influence without authority finance for non-finance majors Commitment management Negotiation workshop
Affiliations
- Girls travel soccer coach U6-U12; youth through high school wrestling coach; autism speaks volunteer; JC member
- Kutztown University Wrestling team captain 2004 & 2005.
Accomplishments
- Peer voted team MVP as an Account Manager, National Account Manager, and District Sales Manager
- received the "how we work" award for identifying, developing, and building the implementation team.
- Qualified for Presidents sales club
Timeline
Strategic Account Executive
Grainger Industrial Supply
08.2024 - Current
District Sales Manager, Commercial
Grainger
01.2017 - Current
National Account Manager
Grainger
05.2014 - 12.2016
Commercial / Manufacturing Account Manager
Grainger
10.2011 - 04.2014
General Manager
Fastenal
06.2006 - 09.2011
Outside Salesperson
Fastenal
04.2005 - 05.2006