Territory Sales Manager
AtlantaOctober 31, 2009
DICK BRADFORD MASON ONEIL
2880 Shurburne Drive
Alpharetta, GA 30022
(404)394-4998 (Mobile) boneil78@gmail.com
Career Goal Successful Territory Sales Representative / Manager
Summary Job Experience:
Results-driven sales professional with refined leadership skills; an extensive background in industrial and fire equipment sales management; and 15+ years of experience across the following broad-based competencies:
Territory Management ● Sales Channel Development ● Purchasing and Inventory Control ● Market Trend Analysis ● Customer Relationships ● Pre-/Post-Sales Support ● Budgeting and Expense Controls ● Sales Forecasting ● Contracting/Sale Closing ● Staff Training/Supervision ● Business Growth and Development ● Materials Handling/Logistics ● Public Speaking ● Training Consultant ● Prospecting/Cold Calling
Proven initiative, drive and creativity. Experienced in personnel management and training, finance and accounting, product/service sales development, new site launch logistics and direct customer development.
Successfully forge profitable industry alliances and distributor channels. Skilled in conceiving and executing strategic marketing and prospecting initiatives resulting in significant new revenue.
Demonstrated expertise in product and selling skills training for new sales staff. Exceptional ability to assist sales personnel with product information, deal negotiation, financing and sale closing logistics.
Excellent oral/written communication, interpersonal, intuitive, organizational, negotiating, problem solving and leadership skills. Skilled in coaching staff to higher levels of production and profitability.
Highly-capable and versatile individual able to oversee multiple, concurrent and senior-level projects. Dedicated and conceptual leader with a superior work ethic and proven honesty and integrity.
Proficient in Microsoft Office, Word, Excel, Lotus, SAP and proprietary applications. Skilled in industrial equipment operations, pumps and fire control automation.
PROFESSIONAL EXPERIENCE:
WEIR OIL & GAS CO. - FORT WORTH TX, Williston ND
FEBRUARY 2009 OCTOBER 2009
Division Branch Manager
. Responsible for building and starting up a new Weir O&G - SPM branch office service center. Sold energy related pumps, flow controls, valves and recertification services for use in oil and gas production, drilling and high pressure well service applications.
. Involved in direct sales negotiations with division and district managers located in the
Northern Rocky Mountain Region.
. Service major customers by providing pump and valve repair service work at ND
branch facility. $3.6 Million Sales Revenue earned.
. 8 reports Responsible for all Human Resource, Expense, Forecasting, Branch Office
Management issues.
. Major focus is on expanding sales to existing customers and creating new revenue
Streams through equipment sales and service to existing and new regional customers.
THE HOME DEPOT ATLANTA, GA / Tulsa, Oklahoma JULY 08 JANUARY09
Technical Sales Associate
. Responsible for equipment and merchandise sales to wholesale, retail consumers and
contractors.
. Heavy focus on creating superior sales and customer service for regional customers.
. Must meet targeted sales forecast for store and district level revenue goals.
. Provide superior account management and customer support for both product sales
and service division sales which meet extraordinary customer expectations.
IDEX CORPORATION Hale Products Co. - Safety Division Hurst JOL Division SHELBY, NORTH CAROLINA / Tulsa, Oklahoma - DECEMBER 2007 JUNE 08
Central Regional Territory Manager
. Regional manager for Extrication Safety - Medical equipment sales and marketing
covering the Central US region.
Responsible for both industrial equipment dealer sales and customer training in an 8
state region.
. Created initiative which expanded Central US Region dealer network into a more
productive and profitable distribution channel .
Introduced multiple product lines successfully in short time period. Trained Dealer
sales forces - Hospital State & Local EMS Agencies Local FD Officers &
Rescue personnel covering county and regional sectors for Homeland Security
Federal Agency.
. Increased Equipment Sales 35% to over $3 MILLION in 6 month period versus
previous year in a historically difficult region.
ELITE FIRE / SE FIRE EQUIPMENT NAPLES, FL /Atlanta, GA 2006-2007
SE Sales Consultant - Representative
. Contract product advisor, trainer and sales commission sales consultant for a small
dealer marketing fire and safety equipment throughout the central and SE eastern U.S.
Orchestrate procurement, delivery, marketing and end-user training.
. Prospect and acquire key accounts including local/state/federal agencies, fire
departments, EMS departments, utility companies, paper mills, park managers, DOD,
DOA, DOI, plan managers, county officials, land stewards, railroad companies,
utilities, division managers and purchasing agents.
. Proactive demonstrate and sell firefighting vehicles, fire suppression and extrication
rescue equipment, pumps, valves, compressors and industrial systems/equipment.
. Key player in generating $500K in new customer equipment sales in one year for
regional dealer.
THE MALLORY COMPANY LONGVIEW, WA / Atlanta, GA 2003 - 2006
Fire Equipment Division National Sales Manager
. Spearheaded the sale of firefighting vehicles, pumps, skid units, training services,
and fire, safety and medical equipment to government agencies, OEMs, dealers,
hospital EMS, railroad companies, timber companies, utilities and paper mills across
a 40-state area.
. Assessed needs, developed specifications and managed the contract bid process.
Managed three sales staff over a 40 state region, and oversaw sales forecasting,
budgeting, expense control and commissions.
. Increased gross annual sales from $400,000 to $1.5M within 30 months.
. Grew customer business and contract acquisitions 40% by forging profitable
relationships with the U.S. Federal Agencies, US Forest Service, BLM, U.S. Fish &
Wildlife Service, State Agencies DNR/DOT/Parks, fire departments, city/county
governments, hospital EMS and environmental firms.
. Successfully negotiated a $.5M contract with the State of Tennessee for equipment
and materials.
TYCO INTL FIRE & SAFETY MARINETTE, WI / ANSUL US-CANADA DIV. MONTREAL, QC / Atlanta, GA 2000 - 2003
Central / Eastern Operations Manager
. Acquired Wajax-Pacific Co. - Opened up a branch office and service center in
Atlanta for a manufacturer of industrial safety systems including pumps, slip-on units,
and safety valves. Directed forecasting, budgeting, inventory control, sales and
marketing initiatives. Established a more comprehensive and productive customer
service team for Eastern US market.
. Managed inside sales staff, office manager and shipping clerk engaged in phone and
internet equipment sales and order fulfillment across a 37-state area. Consistently
increased overall bottom-line profitability.
. Grew business revenue from $1M to $2.8M within three years.
. Instituted a dealer network resulting in a 25% increase in overall sales.
. Increased new customer sales 35% and new product sales 50% over a three-year
period.
. Recipient of V/P Award for highest increase in sales/profitability among all branches.
WAJAX-PACIFIC COMPANY Montreal, QC / Seattle, WA 1987 - 2000
Southeast Regional Sales Manager Atlanta, Georgia
. Managed profitable sales of heavy equipment and industrial pumps across a 16-state
region for an equipment manufacturer serving the construction, mining, railroad,
utilities and forestry industries.
. Prospected and proactively acquired contracts with government agencies, paper mills,
timber companies, dealers, OEMs, utility firms, nature conservation entities, fire
departments and railroads.
. Acquired hundreds of new customers through cold calling, onsite visits and equipment
training.
. Increased annual sales revenue from $300,000 to $3M with heavy competition.
BAKER-HUGHES - CENTRILIFT DIVISION TULSA, OK / Denver, CO
1979 - 1987
Senior Sales Engineer
. Centrilift was originally owned and operated by Byron Jackson Pump Company in
Tulsa, OK. Purchased from Borg Warner by Baker-Hughes in 1984. Sold electrical
submersible and horizontal pump systems to energy producing companies and Water
Source Utility Cos throughout the Midwest and Rocky Mountain Regions.
. Applications included tertiary recovery, hydro-thermal water, independent oil wells
capable of greater production and county water well projects.
. Worked out of Tulsa, OK, Casper Wy, Cody Wy, and Denver CO offices assisting
service teams out of local operation centers.
. Averaged $3-4M Equipment Sales Annually.
. Improved existing customers sales and technical service contracts for major oil
companies such Conoco/Phillips BP/Shell Mobil Chevron.
. Created new customer sales by developing new revenue streams targeting
Independent Oil Companies such as Koch Industries, Davis Oil, Husky and Tenneco
as well as engineering firms contracted to install pump systems for clients located in
Kansas, Nebraska, Colorado and Oklahoma. Developed plan for assisting county
agencies in Colorado and Kansas in meeting significant increases in H2O water
demands for growing business sector and population increases in their sectors.
. Opened up profitable Cody, Wyoming Service Center 1981.
. Increased revenue and market share by 40% in Rocky Mtn. region 1986 to $4.0M.
. Presented with the Vice Presidential Top US Sales Engineer Award 1986.
EDUCATION AND TRAINING
UNIVERSITY OF DENVER Denver, CO
MBA Program ♦ Coursework: Management, Public Speaking and Personnel Training
UNIVERSITY OF LOUISIANA Lafayette, LA
B.S. in Business Administration ♦ Coursework: Marketing, Management and Technical Business Sales
PROFESSIONAL TRAINING AGENCIES / LOCATIONS:
Georgia Public Safety Training Center, Forsyth GA Georgia Forestry Commission, Macon GA The Nature Conservancy, Disney FL Complex Florida State Parks Training Facility, Gainesville FL Operations Facility, Claremore, OK & Montreal, QC Canada Atlanta Martial Arts Academy, Duluth GA.
TECHNICAL COURSE WORK SUPPLEMENTAL TRAINING:
Electrical Pump Operations Customer Training/Sales Course - Oil Field Competitive Analysis Sales Training Course Centrifugal Pumps Sales and Installation Training Hydraulic Pumps Multiple Application Training - Basic EMS - Lifesaving - Vehicle Crashes - Vehicle Jaws of Life Advanced Extrication - EMS Rescue Firefighting Tactics - Wildfire Fire Fighting - Urban Area Emergency Tactics - Land Stewardship - Advanced Control Burning - Advanced Water Handling Pump Field Applications Hydraulic Pump Training Martial Arts Instructor Yoshukai 2nd Degree Black.
