David Porter is an accomplished business leader with extensive experience driving improved sales results and profits thr...
DAVID L. PORTER Gastonia, NC 28054 (704) 747-6003 /
[email protected]
SALES AND NEW BUSINESS DEVELOPMENT LEADER Accomplished business leader with extensive experience driving improved sales results and profits through customer focused and market driven strategies. Leadership spans Executive Sales Management, Segment Marketing, Product Management, Marketing Communications and New Business Development. Proven track record in developing and implementing sound management structure and processes that improve productivity. Successful in leading sales efforts serving the Industrial, Transportation, Consumer Goods and Wholesale Distribution sectors. Visionary leader; drives positive change, builds empowered teams that executes plans that generate sustainable & profitable growth.
AREAS OF EXPERTISE
Sales Leadership Strategic Planning Organizational Change
New Business Development Team Building Lean Principles
Key Account Management Sales Process Development P&L Budget Management
PROFESSIONAL EXPERIENCE TSC Global / Barjan LLC – Charlotte, NC May 2010 – January 2012 A leading company in the sales, marketing, distribution and global sourcing of consumer brand products to America’s top retailers; specializing in travel centers, convenience stores and heavy duty truck shops. Held positions of increasing responsibility and key contributor in the integration, assessment and sales development of multiple businesses. Director of Business Development / TSC Global (July 2011 – January 2012) Organized and focused the Business Development Team on the Convenience, Drug and Grocery channels. Developed department structure, assignments, selling materials and sales process / proposal development tools Lead the introduction of the MISTIC line of electronic cigarettes - Orchestrated acquisition of 7 Retail Chain Accounts and 4,000 + retail locations established in first 120 days Supported CEO and COO in the strategy and proposal development to win Sam’s and Wal-Mart Established Wholesale Distributor network; Eby-Brown, H.T. Hackney, SNI, Topicz Director of Sales / Barjan LLC (January 2011 – July 2011) Project Managed the Heavy Duty Tool Division Integration and Divesture. Assessed all aspects of the Sales function; Personnel, Process and Performance Established Sales Structure, Sales Strategy, Value Proposition and Sales Development Tools Project Lead to channel due diligence requests to and from the acquiring company Regional Sales Manager / Barjan LLC (May 2010 – December 2010) Targeted National and Independent Travel Centers in the southeast and southwest United States. Provided leadership and direction to 12 Account Managers and 1 Service Merchandiser Developed Consultative Selling Process to deliver customized retail merchandising solutions - Merchandising resets generated 32% to 38% retail sales and margin increases Implemented Territory Development Planning to increase sales performance & Account Manager productivity Parts Associates, Inc. (PAI) – Cleveland, OH A national distributor of maintenance, repair and operating (MRO) supplies.
June 2008 – May 2010
Vice President of Sales Responsible for the leadership and direction of sales, sales management, training and business development. Established fundamental sales management processes and management tools. Re-engineered the new sales rep recruiting, onboarding and territory development process. Restructured and realigned the sales organization into 2 Regions with 9 Districts and 125 sales representatives. Recovered and retained the Company’s top Corporate Account; $1.2M in annual revenue. Re-energized the new account sales focus; New Account Sales +13% YTD July ’09. Introduced Freedom to Choose assortment program and increased unit sales by 100% thru Q2 2009. Re-framed the value proposition and introduced PAI Value Prop Tool Kit; $300K in Q408 new account sales.
David L. Porter Page 2 Barnes Distribution (Division of Barnes Group) - Cleveland, OH 1999 – 2007 A top 20 distributor of maintenance, repair and operating (MRO) supplies with over 55,000 available products. Vice President of Marketing ( 2007) Responsible for the leadership and direction of the Marketing Team to support a $400 Million North American Sales Organization. Developed and implemented the organizational structure that included Product Management, Segment Marketing and Marketing Communications; Up-graded key Director level positions. Re-purposed the Product Management role and realigned the 13 major product line assignments for greater focus and accountability; Partnered with Supply Chain for global sourcing and Supplier Relationship Management. Initiated Product Line Reviews to rationalize the 55,000+ SKUs; Identified $4 Million of under-performing inventory. Expanded the Vendor Co-op Program; Increased vendor funding to $592K in ’06 and $800K in ’07. Introduced Regional VP Challenge Cup Quarterly Contest; $800K in new item sales in Q307. Formulated the Segment Marketing strategy and championed the initial development and piloting of the Speed to Market Target Marketing program. Introduced comprehensive Transportation Vertical Marketing collateral materials, Fleet Segment launch package, eMarketing Program and Flash Presentation Builder. Barnes Distribution Vice President of Sales, KAR Products Brand (2006) Responsible for the sales / margin and management of the $125 Million North American sales organization. Provided management direction, training and development of 400+ sales professionals, 42 District Managers and 5 Divisional Vice Presidents. Up-graded Divisional Vice President position through performance management, redeployment and promotion of a high potential internal candidate. Improved the District Management Team with the addition of 7 experienced front line managers. Expanded team selling structure with robust sales management essentials and launch criteria; 23 teams generated 8.5% sales growth. Introduced Territory Enhancement Model to improve sales rep productivity; order size +9%, daily sales average +10% and new account sales +24%. Successful in securing 2 year contract extension with Swift Transportation, $4.6 Million account. Barnes Distribution Zone General Manager – Southeast (1999 – 2005) Responsible for the leadership, management development and sales / margin growth of the $42 Million Southeastern United States sales organization. Directed 8 Regional Sales Managers, 5 Business Development Specialists and 125 sales professionals. Up-graded 5 of the 8 Regional Sales Manager positions. Exceeded 2005 and 2004 revenue plans @ 101.1% and 101.9%, respectively. Improved sales performance to plan 4 consecutive years. Improved net gross margin by 300 and 100 basis points in 2004 and 2005, respectively. Successful launch of a new Team Selling Model. Zone General Manager of the Year in 2004 AMP / Tyco Electronics - Charlotte, NC 1980 – 1999 This company is a leading global manufacturer of electrical and electronic connecting devices and value added assemblies. Held numerous positions of increasing responsibility serving the Computer / Peripheral and Aerospace Markets. Industry Manager - Manager of Product Management - New Products Manager - District Sales Manager
PROFESSIONAL DEVELOPMENT Developing Emotional Intelligence – Case Western Reserve University Barnes Distribution Leadership & Development Program Columbia University Graduate School of Business – Emerging Leadership Development Program EDUCATION: BA in Psychology from University of North Carolina at Charlotte
