| THOMAS L. CLARK
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OBJECTIVE: Senior Level Sales - Commercial / Industrial Products
BACKGROUND SUMMARY:
o Territory Management
o Strategic Planning
o Sales Force Training / Development
o Team Building / Leadership
o New Product Launch
o Dealer / Rep Management
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o Competitive Market Positioning
o Multi-Channel Distribution
o Niche Markets Exploitation: New Product Application
o Marketing Planning: Advertising / Collaterals
o Nationwide Project Management
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PROFESSIONAL SUMMARY:
Dynamic sales and sales management career delivering higher-than-expected results. History of achieving strong, sustainable revenues, market penetration and development through organizational, business development and performance management. Excellent presentation, negotiation and communication skills. Strong computer literacy with skills in all Microsoft Office modules including Word, Excel, Access, Outlook, FrontPage, PhotoDraw, PowerPoint, and Publisher as well as Adobe Photoshop and Adobe Acrobat and other miscellaneous applications.
PROFESSIONAL EXPERIENCE:
Lighting Fixture Manufacturer* – California Headquarters ( 2003 – 2004)Sales Representative Development Consultant
This was a highly successful project of limited duration. Developed and produced CD-based training course for Sales Reps. Traveled entire country to train and motivate existing sales rep force and recruit new agencies to fill vacancies. Results: The CD catalog was so well received that it became a standard part of traditional printed catalog. Several previously inactive reps became strong producers.
Lighting Control Systems Manufacturer* – Illinois Headquarters (1993 – 2001)
Regional Sales Manager
Introduced to new product and through extensive self-study, learned intimate details about how product worked. Wrote and published shortcut “map” to every one of product functions. Results: Because of in-depth product knowledge, company did not have to send an engineer from home office into territory 2 days a week for a year, saving at least $200,000.
Company developed software application for it’s main hardware product that was ideal for use in major league sports arenas. Single most important designer of such venues in USA was not specifying product. Took initiative and set up show to demonstrate features and benefits of product to this designer. Result: Designer was very impressed by product capability and specified that no other product used in sports arenas. The designer specified product and refused to accept alternative equipment proposed by the contractor and company enjoyed at least $5 million dollars worth of additional business thanks to the action of this designer.
Sales Rep firm in Oregon had been performing below expectations. Agent had lost confidence in company and products. Knowing that they had all the necessary selling skills and customer contacts to be successful, made concerted effort to work with him and improve productivity. Result: Within 2 years firm became #1 in commissions in entire country.
X*, the microchip giant, had built two new factories in the Phoenix area and hired HVAC specialist, Y*, to operate the building automation equipment. Our competitor’s lighting control equipment was so unreliable that X* threatened to dismiss Y* for incompetence. Sold Y* on the superior reliability of company’s lighting control product. Y* completely removed competitor’s product in two major plants and replaced it with our product. Results: Y* was so pleased with product that they standardized on it, resulting in $500,000 per year additional sales nationwide.
Company had reached agreement with headquarters of large pharmacy chain to develop special lighting control system to be installed in more than 5,500 stores nationwide over period of years. Due to new building construction time pressure from pharmacy headquarters, hardware portion of first dozen systems had to be shipped and installed while new firmware was being completed. Approached by management to take on the additional responsibility to travel entire country installing the new firmware and training the store managers. Result: Chain is well pleased with equipment and will ultimately install $2.75 million worth of product.
Scientific Instrument Manufacturer* – California Headquarters (1989 – 1993)
National Sales Manager
Company had difficulty projecting quality image to US market because its catalog literature was not on par with competitors. Contracted with The Thomas Register to produce new catalog in conjunction with advertising campaign in hardcover Thomas reference books found in nearly every purchasing department and public library in USA. Result: New company image raised visibility dramatically and produced increased business with entirely new set of customers. Estimated 15% increase in first year due to improved catalog presentation.
Company had developed line of pocket-sized, low cost, digital thermometers. Traditional array of catalog distributors of scientific instruments were not enthusiastic about adding another pocket thermometer to their line. Developed plan to advertise product directly to users that did not traditionally shop big laboratory supply catalogs. Results: Sales of these thermometers increased over 300% in the first six months.
Test Equipment Manufacturer* – Illinois Headquarters (1984 – 1989) Regional Sales Manager
Los Angeles sales office staffed by two ultra long-term sales people and one administrator. Sales people had grown comfortable just visiting old friends rather than actively searching for new business. Instituted program that required sales staff to prospect for new business as main focus of daily activity. Result: Los Angeles sales started to increase and recognized 25% sales increase due to aggressive prospecting program.
Discovered that the Alaska representative had a serious conflict of interest that was completely hidden from the company. Immediately recognized inconsistencies and deemed continued canceling of schedule meetings to be suspect. Traveled to Alaska, confirmed suspicions and made Alaska a house account. Result: Alaska sales doubled in the first year.
EDUCATION:
Bachelor of Science – Loyola University - Chicago, IL
* REFERENCES:
Outstanding professional and personal references as well as actual employer names gladly supplied upon request to: tjtxmail hyphen resume at yahoo dot com
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