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Date Created: 12/22/15
Jim Hilfinger 574-361-3728 Elkhart, IN 46516 email@example.com PROFILE I am a highly energetic, hands-on, relationship driven professional, able to quickly assess new business opportunities and situations, and develop executable plans in a team or individual environment. I am able to creatively evaluate new opportunities in a highly analytical manner and successfully integrate customer needs, along with the company’s profit requirements. My customer sales philosophy is to utilize a laser approach to identify and sell to the “right customers” not “all customers”. My open management style and optimistic attitude allow me to always remain positive and these are strong contributors in my ability to communicate effectively, lead, inspire, motivate, and earn the commitment and desire from others to achieve objectives. AREAS OF EXPERTISE Strategic Leadership Revenue and Profit Generation Business Acumen Big Box Retail Sales Client Partnerships Multi-Channel Sales Management Project Management Training and Staff Development 2-Step Distribution Excellence Vendor Managed Inventory Strategic Business Planning Sales Incentive Design Customer Segmentation Solution Selling PROFESSIONAL EXPERIENCE NIBCO, INC . March 1990 – November 2012; Elkhart, Indiana (a $600 million worldwide manufacturer of plumbing and flow control products for residential and commercial construction, industrial, retail, repair and remodel markets). VP W HOLESALE S ALES (August 2010 – November 2012) Directed and managed $350 million wholesale distributor sales network and manufacturing rep agent sales, through multiple channel approach (Plumbing, H/VAC, PVF, irrigation, OEM, MHRV, and B2B channels), with high focus on strategic sales planning, double digit growth, new business acquisition, profit maximization, staffing, associate mentoring and skill development. Developed, managed and motivated staff of 5 directors, 6 regional managers, 5 commercial spec managers, 50 outside sales associates and multiple rep agencies. Created high performance organization through activity based plans and objectives, aligned with a results driven sales incentive program. Designed and implemented key market/customer growth strategies for maximizing profit and sales. Built and enhanced client relationships with owners and top “C” level executives at largest accounts. Organized national sales meetings, training seminars, and facilitated large scale key customer entertainment events. Interaction with all key internal functional leaders, and marketing/product teams to formulate and execute new product ideas and sales strategies to maximize growth. Selected Accomplishments Grew key national plumbing wholesale accounts (Ferguson, Winwholesale and Hajoca) by $15 million, while increasing profit levels by 10%. Developed long-term strategic plan and annual operating budget for $350 million enterprise. Implemented project tracking and specification excellence program to improve win/loss ratio of commercial project bids, increasing total projects won by 20%, through increased specifications. Successfully negotiated and retained primary product position with annual multi-million dollar buying group programs (AD, Embassy, OMNI & WIT), achieving $20 million revenue growth. Increased division profitability by $8 million through partnership programming and strategic market development and growth with the “right partners”, in the “right markets”. Hired, trained and integrated 15 new associates into our field sales organization, while reassigning high contributors to enhanced leadership roles to maximize customer interaction and sales growth. Designed and implemented multifaceted sales incentive program aligned to maximize new product sales, reward the high achievers and incentivize lower performers to attain their sales objectives; with no increase in total corporate compensation payout dollars over prior year. VP R ETAIL SALES (October 2006 – October 2011) Directed all sales and marketing efforts for $100 million business segment to big box retailers (Home Depot, Lowes, and Menards); developed end-user brand preference, product line expansion, new product sales, profitability enhancement and effective POS merchandising. Managed, directed and motivated staff of three managers, and six outside rep sales/service agencies. Prepared, designed and presented large scale, multi- million dollar product line reviews. Created and implemented service excellence programs for 100% fulfillment, pricing accuracy and successful performance penalty avoidance. Selected Accomplishments Successfully defended and retained base product share position with all retail customers, while increasing profits by $20 million, on 30% reduced net sales. Developed a pricing analytics system to monitor, trigger and validate timely price increases to retail customers. Annual profit increased from a negative -$2 million to a positive +$10 million in year 4 of implementation. Achieved highest contribution improvement over all other divisions. Negotiated and secured a $25 million dollar contract with Menards to be their sole source radiant heat and PEX products provider, and also a key sponsor/partner in their NASCAR racing program. Created a new concept merchandising program for Lowe’s to promote sales of highly technical products for PEX radiant heat systems, utilizing minimal store inventory and space requirements. Implemented state-certified, continuing education training programs for Menards to provide training and certification of PEX potable water systems, and hydronic radiant heating system, operation and installation, to their contractor customers. Conducted over 100 seminars. Developed three stage “Gauntlet” order management program and entry process. Reduced billing errors by $800,000 per year and eliminated non-performance penalty payments by 98%. Winner – 2007 Chairman’s Award for Leadership. . D IRECTOR OF S ALES - EAST AND W EST R EGIONS (January 1999 – October 2006) Managed, coached and developed a team of regional managers, rep agents, and direct sales associates, along with direct management of select key national accounts and buying groups. Developed performance management planning, competency development, succession planning and execution of annual key operational budgets to exceed corporate objectives. Functional leadership and inaugural team lead for sales and demand forecasting and operational planning process. Sales leadership for various cross-functional teams providing direction and voice-of-customer inputs to establish and implement key corporate initiatives. Created and implemented key market/customer growth strategies for maximizing profit and sales. Built and enhanced client relationships with owners and top level executives at largest accounts. Selected Accomplishments Developed and executed regional growth plans and annual sales and operating budgets for $215 million dollars of residential and commercial wholesale distributor business. Increased wholesale and agent sales in East region by $35 million over a three year period. Reorganized entire West region. Hired/replaced and trained 10 new associates to provide needed skill sets to promote growth through strategic accounts. Increased sales by $30 million over a three year period. Managed and grew Ferguson Enterprises account to become company’s largest customer, with $38 million growth. Secured Sole Source position and $15 million business commitment on all NIBCO products in their new Richland, WA DC. Re-organized and restructured entire sales compensation program, creating profit based incentive goals to drive greater awareness and contribution throughout the company. Successfully closed non-performing rep agencies and integrated into company direct sales; saving over $1 million in annual commissions and operational expenses. Developed and implemented an Agent Rationalization Plan for improving sales profitability to rep agents; through the elimination of duplicated costs and the maximization of shared supply chain efficiencies. Annual savings achieved in excess of $1.2 million. Winner – 2006 New Products Promotion NATIONAL ACCOUNTS M ANAGER (January 1996 – December 1998) Managed company’s top customers (Ferguson, Hughes, Hajoca, and Tyco/Grinnell) and buying group sales (Embassy, C.L Watt, Wit) through direct and matrix sales organizations. Built and enhanced key customer relations with top level management interaction and entertainment. Developed and implemented service fulfillment, pricing and profit based performance programs. Secured new product sales to significantly grow existing business, create greater partner value, and increase customer spend. Selected Accomplishments Increased sales in excess of 150% over 3 year period. Negotiated and secured commitment for multi-million dollar Sole Source program with Ferguson Enterprises, increasing sales from $10 million to $40 million. Grew business largestany’s 2 account through aggressive market planning, training and focused contractor conversion strategies. Eliminated product fulfillment cost by 25% and improved service levels by 80% to Grinnell Company through inventory planning, product SKU consolidation and elimination of duplicated supply chain efforts. Reduced order turnaround time from 8 weeks to 2 weeks. Secured NIBCO’s first Sole Source commitment for commercial valves at Ferguson Enterprises, converting over 300 locations from competitor’s products. Winner - 100 Club award (top sales award) REGIONAL SALES MANAGER M IDWEST (March 1995 – December 1995) Designed “Partnership Development Planning” program for maximizing sales and profits. Grew business from $18 million to $25 million in residential plumbing products. NATIONAL SALES MANAGER HVAC/R D IVISIO(March 1990 – March 1995) Managed SBU functions, capital expenditure, cash flow analysis and development of key budgets. Grew business from $1.5 million to $10 million in new channel sales. SPX Corporation ; March 1984 – March 1990; multi-billion dollar, worldwide manufacturer of automotive, HVAC and appliance service equipment, tools and electronic test instruments. NATIONAL SALES MANAGER /NATIONAL ACCOUNTS M ANAGER TIF Instruments (Miami, FL) & Robinair Service Products Division (Montpelier, OH) Managed team of direct sales associates and multiple rep agents for automotive, HVAC, refrigeration, electrical and appliance service manufacturers and distributors. EDUCATION BACHELOR OF SCIENCE; BUSINESSA DMINISTRATION(BSBA) Bowling Green State University Major: Selling and Sales Management; Marketing STRATEGIES INSALES MANAGEMENT University of Michigan; Ross School of Business PROFESSIONAL TRAINING Management Development Training (DDI - Performance Management) Negotiation Skills Training (Waterhouse Group) Interviewing and Hiring; (DDI – Targeted Selection) Meeting Leadership; Facilitation Skills (DDI) Planning and Organizational Skills; (Franklin Covey) Sales and Operational Planning; (S&OP - Integrated Enterprise-Wide Demand Planning) Solution Selling (Waterhouse Group) Certified DDI Trainer SAP VMI (Vendor Managed Inventory)
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