Sales Manager or Territory Manager or National Account Manager o
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TODD HANNEL 9 Windcroft Lane Lancaster, NewYork 14086 PROFESSIONAL SUMMARY
cell: 716-545-8287 e-mail: [email protected]
Accomplished Sales Manager with 20 years of cross-functional industry experience in commercial, manufacturer, distributor and end-user markets. Customer-centric leader with a solid track record of exceeding territory and market share goals that effectively builds high performance teams. Product Experience: Skincare, Personal Hygiene, Janitorial, Cleaning, Paper, energy cells/customized battery packs Selected Skills: a Developing Sales Promotions a Strategic Business Planning a Busin ess Development a Training Sales Representatives a Project Management a Client Retention a Revenue & Profit Growth a Pricing Strategies a Trade Shows/Events a Market Penetration a New Product Launches a Training/Development
PROFESSIONAL EXPERIENCE QUEEN CITY MANUFACTURING , Grand Island, New York Current National manufacturer/distributor of melamine-based sponge/pad products Sales Manager Manage $ 4 million International territory. Developed new sales network by ident ifying and hiring strategic manufacturer representative organizations. Instrumen tal in establishing new business base in Northeastern Ontario (Canada). Created new marketing and training materials. a Organization trending to grow more than 40% for fiscal 2010 a Secured new business in both US and Canada a" estimated new annual volume = $ 100,000+ ELECTROCHEM SOLUTIONS, INC. , Clarence, New York 2009-2010
Global leader in design/sales of customized battery power and wireless sensor sy stems International Sales & Business Development Manager Managed $ 12 million International territory. Provided technical sales support ( including preparation of proposals and quotations) for all existing and new Inte rnational accounts. Provided training and support for all VARas and independent representatives in overseas markets. Identified and evaluated business opportuni ties in existing and emerging markets. Assisted in establishing new business bas e in China a Secured new contract in Norway with PGS a" annual value $2.5 million a Secured new business with oil-exploration companies in China for 2010 a" value d at $225,000 annually GOJO INDUSTRIES, INC. , Buffalo, New York 2007 - 2009
Global leader in manufacturing/distribution of skincare products. National Account Director
Managed 2 Corporate Accounts and 1 National Account group covering entire US and representing $4.3 million in annual sales. Worked closely with key representati ves to prospect, secure and support new National and key regional skincare busin ess. Created sales promotions, growth incentives and consolidation programs for Corporate Account locations. Conducted regular business reviews. Communicated an d managed implementation of price increases. Presented company initiatives and n ew product launches to key account management. Attended various National and Reg ional trade shows. a Secured new Account Contracts at: Vanguard Healthcare, Ventura Foods, Dallas C owboys, Mansfield ISD and C&D Zodiak, approximately $300,000 in incremental busi ness a Successfully grew JanPakas (Corporate Account) business 37.7% in 2008 a Received JanPakas aSupplier Partner of the Yeara award for 2008 a Assisted in development and was primary implementation manager for JanPak Cons olidation Program a" responsible for $600,000 incremental growth in 2008 PROFESSIONAL EXPERIENCE (CONTINUED) HOSPECO, INC., Buffalo, New York 2006 - 2007 Manufacturer/distributor of Feminine Hygiene, Wiping cloths and Janitorial produ cts. Regional Sales Manager - Northeast Managed 4 manufacturer representative agencies covering the Northeastern United States and Ontario, Canada. Worked closely with manufacturer representatives at distribution and end-user levels. Designed cost-advantage calculators in order t o present cost savings estimates for potential clients. Coordinated new product introductions and sku elimination programs. a Attained established 2007 sales goal of $10,000,000, largest in organization a Secured new business at: Dunkin Doughnuts, MSC Industrial & Plus II Stationers a Improved company profitability by successfully divesting territory of unprofit able pieces of business and increasing sales margins within remaining accounts i n territory JOHNSONDIVERSEY, INC., Buffalo, New York 1998 - 2006 Global manufacturer/distributor of floor care products, cleaning products and di lution control systems. Eastern Division Manager - Consumer Branded Professional Products (2001 - 2006) Worked closely with 6 manufacturer representative agencies (39 reps) covering 11 states. Focused on the distributor, broad line foodservice, wholesaler and enduser markets for Windex, Raid, Glade, OFF!, Fantastik. Developed customized annu al sales plans and related tracking spreadsheets. Coordinated installation of di spensing systems at end-user accounts. Designed sales promotions and growth ince ntive programs. Conducted recruitment process for replacement agencies. a Sales of $19 million representing approximately 25% of Consumer Brands group t otal objective- 2006 a Achieved established sales objectives for fiscal years 2001, 2002, 2004 & 2006 a Generated $2,100,000 in total sales, 2x other Divisions, December 2005 Market Manager - Great Lakes Division (1998 - 2001) Drove sales of floor care products and cleaning chemicals/systems at distributio n level in Buffalo, NY, Rochester, NY and Erie, PA markets. Presented new produc ts and programs to distribution management and sales force. Identified new marke t opportunities and oversaw implementation and support. Designed marketing progr ams and tracked related spending by distributor. Conducted annual business revie
ws. a Achieved sales objectives for fiscal years 1999 & 2000 a Attained new business objectives every year while in Great Lakes Division
EDUCATION CANISIUS COLLEGE, Buffalo, New York Bachelor of Science - Marketing TRAINING/DEVELOPMENT Spin Selling Training Attended Stephen Covey aSeven Habits of Highly Effective Peoplea Conceptual Selling Seminars (Ft. James & GOJO)
cell: 716-545-8287 e-mail: [email protected]
Accomplished Sales Manager with 20 years of cross-functional industry experience in commercial, manufacturer, distributor and end-user markets. Customer-centric leader with a solid track record of exceeding territory and market share goals that effectively builds high performance teams. Product Experience: Skincare, Personal Hygiene, Janitorial, Cleaning, Paper, energy cells/customized battery packs Selected Skills: a Developing Sales Promotions a Strategic Business Planning a Busin ess Development a Training Sales Representatives a Project Management a Client Retention a Revenue & Profit Growth a Pricing Strategies a Trade Shows/Events a Market Penetration a New Product Launches a Training/Development
PROFESSIONAL EXPERIENCE QUEEN CITY MANUFACTURING , Grand Island, New York Current National manufacturer/distributor of melamine-based sponge/pad products Sales Manager Manage $ 4 million International territory. Developed new sales network by ident ifying and hiring strategic manufacturer representative organizations. Instrumen tal in establishing new business base in Northeastern Ontario (Canada). Created new marketing and training materials. a Organization trending to grow more than 40% for fiscal 2010 a Secured new business in both US and Canada a" estimated new annual volume = $ 100,000+ ELECTROCHEM SOLUTIONS, INC. , Clarence, New York 2009-2010
Global leader in design/sales of customized battery power and wireless sensor sy stems International Sales & Business Development Manager Managed $ 12 million International territory. Provided technical sales support ( including preparation of proposals and quotations) for all existing and new Inte rnational accounts. Provided training and support for all VARas and independent representatives in overseas markets. Identified and evaluated business opportuni ties in existing and emerging markets. Assisted in establishing new business bas e in China a Secured new contract in Norway with PGS a" annual value $2.5 million a Secured new business with oil-exploration companies in China for 2010 a" value d at $225,000 annually GOJO INDUSTRIES, INC. , Buffalo, New York 2007 - 2009
Global leader in manufacturing/distribution of skincare products. National Account Director
Managed 2 Corporate Accounts and 1 National Account group covering entire US and representing $4.3 million in annual sales. Worked closely with key representati ves to prospect, secure and support new National and key regional skincare busin ess. Created sales promotions, growth incentives and consolidation programs for Corporate Account locations. Conducted regular business reviews. Communicated an d managed implementation of price increases. Presented company initiatives and n ew product launches to key account management. Attended various National and Reg ional trade shows. a Secured new Account Contracts at: Vanguard Healthcare, Ventura Foods, Dallas C owboys, Mansfield ISD and C&D Zodiak, approximately $300,000 in incremental busi ness a Successfully grew JanPakas (Corporate Account) business 37.7% in 2008 a Received JanPakas aSupplier Partner of the Yeara award for 2008 a Assisted in development and was primary implementation manager for JanPak Cons olidation Program a" responsible for $600,000 incremental growth in 2008 PROFESSIONAL EXPERIENCE (CONTINUED) HOSPECO, INC., Buffalo, New York 2006 - 2007 Manufacturer/distributor of Feminine Hygiene, Wiping cloths and Janitorial produ cts. Regional Sales Manager - Northeast Managed 4 manufacturer representative agencies covering the Northeastern United States and Ontario, Canada. Worked closely with manufacturer representatives at distribution and end-user levels. Designed cost-advantage calculators in order t o present cost savings estimates for potential clients. Coordinated new product introductions and sku elimination programs. a Attained established 2007 sales goal of $10,000,000, largest in organization a Secured new business at: Dunkin Doughnuts, MSC Industrial & Plus II Stationers a Improved company profitability by successfully divesting territory of unprofit able pieces of business and increasing sales margins within remaining accounts i n territory JOHNSONDIVERSEY, INC., Buffalo, New York 1998 - 2006 Global manufacturer/distributor of floor care products, cleaning products and di lution control systems. Eastern Division Manager - Consumer Branded Professional Products (2001 - 2006) Worked closely with 6 manufacturer representative agencies (39 reps) covering 11 states. Focused on the distributor, broad line foodservice, wholesaler and enduser markets for Windex, Raid, Glade, OFF!, Fantastik. Developed customized annu al sales plans and related tracking spreadsheets. Coordinated installation of di spensing systems at end-user accounts. Designed sales promotions and growth ince ntive programs. Conducted recruitment process for replacement agencies. a Sales of $19 million representing approximately 25% of Consumer Brands group t otal objective- 2006 a Achieved established sales objectives for fiscal years 2001, 2002, 2004 & 2006 a Generated $2,100,000 in total sales, 2x other Divisions, December 2005 Market Manager - Great Lakes Division (1998 - 2001) Drove sales of floor care products and cleaning chemicals/systems at distributio n level in Buffalo, NY, Rochester, NY and Erie, PA markets. Presented new produc ts and programs to distribution management and sales force. Identified new marke t opportunities and oversaw implementation and support. Designed marketing progr ams and tracked related spending by distributor. Conducted annual business revie
ws. a Achieved sales objectives for fiscal years 1999 & 2000 a Attained new business objectives every year while in Great Lakes Division
EDUCATION CANISIUS COLLEGE, Buffalo, New York Bachelor of Science - Marketing TRAINING/DEVELOPMENT Spin Selling Training Attended Stephen Covey aSeven Habits of Highly Effective Peoplea Conceptual Selling Seminars (Ft. James & GOJO)
