Richard D. Evans Columbus, OH 43221
P: 614-205-6747 [email protected]
Senior Level Sales and Marketing Executive with fifteen years
Experience. Focus on Team Leadership and Strategic Sales management
/ marketing. Experience managing high-powered sales teams selling
to National Accounts (Fortune 1000), Federal Government Agencies,
and Federal Contractors markets.
Proven performance in the areas of:
Creating, hiring and managing consultative sales teams.
Negotiating and managing large national agreements.
Developing suppliers and small business partners.
Experienced in all aspects of creating and developing a high
performing organization integrated with finance, customer service,
and supply chain.
Applied Industrial Technologies - Cleveland, OH 9/11 - 6/15
Applied Industrial Technologies is the nations second largest
industrial distribution companies for bearings, power transmission,
motion control, material handling and electrical components. The
company has 450 company service centers providing individual
service to thousands of customers across the US, Canada and
Mexico.
Strategic National Accounts - Government Sales Manager Manage 32
million in national account revenue.
Negotiated and won six national agreements in 12 months with
over four hundred locations. Total revenue potential of $40 million
in incremental sales.
Manage GSA accounts worth 8 million dollars.
Achieved double-digit sales growth in each of the last 3 years
for assigned accounts.
Trained and mentored dozens of outside account managers on the
four specific buyers in a complex sale.
Manage and created value added solutions, preferred supplier
status, marketing presentations and enhanced web content.
Manage business development for large national accounts with
multiple locations. Manage the government sales segment including a
GSA contract and several state contracts.
Kaman Industrial Technologies - Windsor, CT 9/08 8/11 Kaman is
the nations third largest industrial distribution companies for
power transmission, motion control, material handling and
electrical components. The company serves a broad spectrum of
industrial markets from 182 branches in the U.S., Canada, Mexico
and Puerto Rico.
Corporate Business Manager, Government Sales Grew sales from
$800K to over $18.5MM in 2 years.
Responsibilities include government sales training, account
planning, and developing/ executing marketing programs.
Successfully managed and develop all aspects of government sales
for 182 fully staffed Kaman locations and 300 outside account
managers.
Leverage of existing contracts, trade shows, and OEM
relationships, as well as, development of additional opportunities
for the expansion of the government sales team.
Negotiate and improved contracts for large commercial accounts
serving the government. Manage and direct national sales initiative
marketing to federal government agencies and large government
contractors.
Sales Management and Marketing Executive
Core Qualifications National Account Agreements Federal
Government Marketing Advanced Negotiation Skills Miller Heiman
Sales Training GSA Contract Management Developing Sales
Professionals Distribution Channels Supplier Co-Branding Developing
marketing and web content Public Speaking Microsoft Office
Employment History
Kimball Midwest - Columbus Ohio 1/06 9/08 Kimball Midwest is a
major force in the industrial maintenance industry stocking over
38,000 items. Products and services are provided from distribution
centers in Columbus, Ohio (corporate office and distribution
center); Dallas, Texas; and Reno, Nevada National Government Sales
Manager
100% growth over prior year (1st year).
Direct management responsibility to the federal government, and
overall growth strategy including product development, sales tools
and marketing collateral.
Manage and oversee national sales initiative for 500+ field
sales personnel.
Create field sales tools for account penetration. Improved
government customer web page content.
Newark Electronics - Chicago Illinois 1999 - 2006 The leading
business-to-business distributor of electronic components and test
equipment in North America. A knowledge-based industry market
leader with locations in the US, Canada, Mexico and Brazil.
National Government Sales Manager 9/05 1/06
Manage and oversee national sales goals of over $44 million in
Government Accounts.
Manage revenues gross profit margin, and economic earnings.
Direct management responsibility to the federal government
customers and government contractors.
Responsible for developing integrated account penetration
strategies and tactics with manufacturers, dealers and small
business partners.
Indirect responsibility for a total of 110 field sales and 100
inside customer service personnel, including training the sales
force on selling to government agencies and large government
contractors.
Develop and manage 200K marketing budget for the government
customer segment.
Company subject matter expert and representative for national
federal government trade
Helped establish three e-procurement contracts resulting in
incremental sales growth of 1.2 million dollars in 12 months.
Regional Government Business Manager 3/02 9/05 Manage and
oversee sales to the federal government in 18 states, including
Washington DC, for North Americas largest catalog distributor of
electronic components. Branch Sales Manager 2/99 3/02
General sales manager for two branches for North Americas
largest electronics catalog distributor. Branches are located in
Columbus and Cleveland, Ohio with total sales of 30 million.
Direct and train sales force of 20 inside sales personnel and 10
outside account managers.
Responsible for P&L, sales promotion, coaching, integration
of accounts across all channels and teaming.
Critical success factors include relationship building with
Fortune1000 companies, account penetration, growing
customer share and growing incremental sales.
Responsible for implementation of web based sales for the
Department of Defense resulting in 300% growth of
account.
Training and coaching of all sales staff and sales managers in
relationship selling.
EDUCATION B.S., Business Administration, Franklin University,
Columbus, OH
B.S., Marketing, Franklin University, Columbus, OH
Graduate Counselor Sales Person Training
American Management Association- Advanced Strategic Marketing
Strategies
