You are on page 1of 3

Curt D.

101 Cimarron Court Apple Valley, MN 55124 (952) 456-5318

An accomplished technical sales professional with a history of establishing exceptional customer relationships leading to profitable revenue growth. Effectively communicates to all levels within a business - engineers, purchasing and business owners, and easily translates complex technical applications into clear, understandable business decisions. Combines leadership, business acumen, and technical expertise with strong communication and motivational skills to consistently exceed both individual and team expectations. Consultative selling expertise in a wide variety of technical applications specializing in energy and efficiency in the following industries: hi tech, metals, food, utilities, medical, and construction. Experience includes:

• • • •

Sales Management National Account Management Customer Development Business Development

• • • •

Distributor Management Budget Management Program Management Vendor Negotiation

• • • •

Strategic Planning Personnel Management Process Improvement Change Management

A regional distributor of leading energy efficient building products and technologies; marketing to commercial/residential builders and HVAC contractors specializing in indoor air quality (IAQ), building science, and energy conservation.

Outside Sales Manager
Manage sales expansion and account development of new/existing accounts and multiple key accounts throughout the state of Minnesota.

Hired as company’s first outside sales manager. Established sales process, procedures, and long term strategic plan. Grew company sales from $3M to $15M in 10 years, managed growth of sales department to staff of six, and created a long term, stable and loyal customer base. Met or exceeded sales objectives and earned bonus for 13 consecutive years contributing to overall company success and the attainment of a 75% marketshare leadership position. Identified unrealized marketplace potential; established strategic partnerships with builders and mechanical contractors. Partnership resulted in the development of multiple “win-win” programs for all parties and has generated nearly $8M in revenue in a ten year period. Formulated and presented exclusive equipment idea and gained management approval, worked with manufacturer to build equipment, and negotiated sole nationwide distributor agreement. Resulted in market leadership, high margins, and annual sales of $250K. Recognized the opportunity and built a niche market soon to be expanded regionally. Developed indoor air quality products business plan that has established company as leader in Building Science and Indoor Air Quality generating $15M annually after 10 years. Led efforts resulting in Company winning 5 consecutive Trillium Award from the Twin Cities Builders Association. Award recognized development of energy efficient designs and

• • • • •

building performance and established Company as the acknowledged industry leader in energy efficiency.

Curt D. Carlson
• •

(952) 456-5318

Page Two

Reduced sales expenses and increased profits. Designed performance-based compensation plan based on gross margin vs. % of revenue that is projected to increase overall sales revenue by 9% and increase average margins to 23%, an increase of 8%. Implemented a new coverage model to increase efficiency, profitability, and meet competitive threats. Reviewed and selected 2 new upper Midwest wholesalers, established annual sales goals, provided training and support. Increased distribution and generated $1M annual sales with an average margin of 13%.

Minnesota Valley Engineering, Inc., New Prague, MN Midwest District Manager

1991 – 1993

Manufacturer of cryogenic equipment consisting of cryogenic containers (bulk storage tanks), process piping, and control equipment; serving electronic, chemical, food freezing, fabrication, steel, & other industries. Led sales production and account management throughout 11 states. Managed 80 new opportunity accounts with largest single key account generating $2.5M annually. Total annual sales revenue of District exceeded $9M.

Consolidated two separate specialized sales groups in eleven states and managed the resulting sales geography. Over 1.5 years, increased marketshare in both segments, exceeded goals and objectives, and generated annual sales in excess of $9M.

Union Carbide Corporation, Linde Division, Chicago, IL Senior Sales Representative (1985 – 1991) Sales Representative (1981 – 1984)

1981 – 1991

An international manufacturer of industrial and specialty gasses sold in cryogenic form (bulk liquid) and gas form; servicing electronic, chemical, food freezing, fabrication, steel, and other industries.

Managed all consultative sales and service functions throughout a 4-state area, handling F500 high-tech accounts generating annual sales revenue in excess of $10M.

Reorganized account coverage for a F500 Hi Tech company with several locations, diverse requirements, and multiple pricing structures. Resulted in consistent account coverage, improved account management, increased profitability, and the development of a long term business relationship generating in excess of $10M annually. Assumed management of a deadlocked contract negotiation. Opened negotiations, determined and addressed concerns, and successfully negotiated a $2.5M long-term supply contract and partnering relationship. Faced potential loss of largest account due to labor strike complications with Company drivers honoring picket line. Negotiated a “Hold Harmless” agreement with customer that resulted product shipments resuming and $15M business being maintained and subsequently retained. Coordinated efforts and functions of multiple company and customer departments during a time of emergency that ensured continued customer operations and overall safety. Developed and Action Plan that resulted in uninterrupted customer production and uncompromised safety which led to an eventual contract extension.

• • •

EDUCATION AND TRAINING B.S. Business Administration – Finance & Marketing emphasis Illinois State University, Chicago, IL

Multiple Advanced Sales & Marketing Programs with specific industry training involving Electronics, Semiconductors, Beverage, HVAC industries and related Codes/Regulations.