BRIAN V.

WILSON
bwilson26@cinci.rr.com
381 Ingram Road
Cincinnati, OH 45218-1133
(H) 513.851.5055
(C) 513.748.2877

"Brian is able to meet even the most demanding challenges ... During his tenure
with Rumpke, he set an unprecedented record for monthly commercial new business
growth ... Brian proved that he could not only sell himself, but teach others to
do the same." Excerpts from Recommendations
Sales Management, Customer Relationship Management, Business Development
Results-driven sales leader with solid record of achievement identifying busines
s opportunities, penetrating new accounts, and turning around declining markets.
Created and executed business-building strategies; motivated diverse individua
ls to work as a team to accomplish challenging sales objectives. Reputation for
a positive, 'can-do' attitude. A natural leader with a management style that br
ings out the best in people. Unparalleled ability to identify decision makers,
get past gatekeepers close the sale - and teach others to do so. Key strengths:
Communications & Relationship Development - Building relationships with prospect
s, customers, and employees ... cold calling, networking ... persuading, influen
cing, negotiating, and closing ... ensuring customer retention by providing extr
aordinary service.
Energizing Sales Performance - Expanding market share ... driving sales revenue
by aggressively pursuing new business while expanding volume with established ac
counts ... utilizing appropriate selling strategies - consultative selling, solu
tion selling, strategic selling, and team selling ... cultivating strategic rela
tionships and customer loyalty ... selling on value, not merely on price.
Demonstrating Leadership & Integrity - Making sound hiring decisions ... trainin
g and delegating effectively ... motivating all stakeholders to work as a team .
.. coaching, mentoring, leading by example ... instilling trust by always delive
ring as promised.
Improving Business Processes - Prioritizing, planning and organizing ... putting
first things first ... troubleshooting and problem solving... handling the unex
pected ... meeting deadlines.
PROFESSIONAL EXPERIENCE
Succeeded in a series of increasingly responsible positions, each of which requi
red cross-functional communication skills, sales leadership, a high degree of fl
exibility, and an entrepreneurial approach. Developed and managed high-performi
ng sales teams in intensely competitive markets. Demonstrated competencies in:
Team Leadership: Recruiting, teambuilding, sales training, management developme
nt, conflict resolution and problem solving, evaluating job performance, and ide
ntifying best practices.
Business Development: Competitive analysis, c-level sales presentations, contra
ct negotiations, key account management, pricing strategies, and program develop
ment.
General Management: Business analysis, budget development, budget control, cost
reduction strategies, performance improvement, recycling and "green" initiative
s.
RUMPKE CONSOLIDATED COMPANIES, Cincinnati, OH
11/04 - Present
"Brian is the consummate professional ... an inspiration to many ... a world-cla
ss motivator and leader ... one of his greatest qualities is his ability to envi
sion the path to success and to communicate that vision clearly ... his executio
n skills are outstanding ... If you want positive results, Brian is a top produc
er."Excerpts from Recommendations
Sales Results: 180% (2009 YTD), 100% (2008), 155% (2007), 272% (FY2006), 236% (
FY2005), 130% (FY2004, ending 6/05)
Performed needs analysis, generated/analyzed usage reports to establish programs
, develop pricing, and prepare bids. Made presentations at all levels, from purc
hasing agents through CEOs. Positioned the company as a trusted customer by pro
viding industry expertise and a service-first approach. Progressed into sales ma
nagement.
Hired and coached new reps who were all above quota and on pace to nearly double
sales from previous year. Sales team members ranked #1, #2, #3, and #4 out of 2
3 in the region. Mentored one of the lowest-performing reps in the company, who
became the highest sales producer in the company.
Turned around a department that had had no direct management for over 6 months.
Morale was low, turnover was high, costs were out of control, and sales were we
ll below budget. Provided leadership, clarity and direction; resolved HR issues
. Made up sales deficit within 6 months, cut cancellations by 50%, got expenses
under control, and finished the year at 100% of sales goal.
Delivered record sales and solidified customer relationships by: putting the rig
ht people in the right positions, creating and communicating a common vision for
success, and providing the training and support needed to get the job done.
Led team that achieved 155% of sales goal (9/06-12/07). Quota was based on 4 re
ps; team had only 2 reps for 2 months, then 3 reps through 6/07. Personal sales
productivity, as Sales Supervisor, added $96K, which was not counted towards te
am total.
Revitalized focus on specialty markets - municipal and recycling, adding over $5
00K in annual revenue. Reduced customer costs 10-20% by initiating recycling pr
ograms. Saved $13K annually for a customer by helping them recycle metal parts.
"...we were leaving a company that we had been with for over 26 years ... we h
ad no room for downtime. ... Brian and his staff not only made the process smoot
h, they made it enjoyable." Adam Weber, Operations Manager, AE Door & Window
Increased sales productivity and reduced turnover by developing improved retenti
on and commission sales plans. Restructured sales reporting, tracking and train
ing programs, which were adopted corporately. Averaged 20% productivity improvem
ent per rep while driving down operational costs.
Worked closely with Director of Sales and Corporate Training Department to facil
itate ongoing sales coaching and best practice training in all markets. Develope
d training materials and taught classes on cold-calling, territory management, g
oal setting, commission and retention sales.
Streamlined pre-signing sales process, which increased visibility for sales fore
casting, improved relationship between sales and operations, and enhanced operat
ional efficiency.
Transformed a stagnant territory with 70% market share into the #1 new business
territory in the company. Drove major competitor out of the market to increase
market share by 21%. "...that particular territory had been written off as a re
tention territory with minimum growth potential. Brian, in less than 2 years, n
ot only learned the waste business, he turned that territory into Cincinnati's n
umber one 'new business' territory." Jim Kem, Sales Manager, Rumpke
Demonstrated excellence from first year with the company. Increased territory r
evenue 472% the first year in outside sales. Finished 2006 at 272% of sales goal
, #1 sales producer out of 100 in the company 7 out of 12 months, achieved Gold
Club status, and earned recognition as Sales Rep of the Year.
Developed/launched the company's LEED program, which now generates over $250K in
annual revenue. Identified best practices that were implemented corporate-wide.
Managed due diligence and reporting; coordinated all initial LEED projects, wh
ich led to additional revenue through recycling programs.
Positions held: Sales Representative (9/09-Present and 11/04-9/06), Assistant S
ales Manager, Central Ohio Region (05/08-4/09), Sales Supervisor (9/06-05/08).
SERVICEMASTER/TRUGREEN CHEMLAWN, Cincinnati, OH
1/00 - 11/04
Branch Marketing Manager (2003-2004)
Led team of 50 employees. Accountabilities ranged from sales forecasting and bu
dget planning to customer relationship management. Streamlined operations and re
duced expenses while increasing sales and maintaining service. Improved routing
efficiency, reduced waste, and instituted competitive bidding from vendors. "He
managed our sales staff to not only outperform our branch budget, but also to ou
tperform the other 19 branches in our region."Michael Grove, TruGreen Chemlawn
Delivered highest profits out of 300 branches in the company.
Increased sales from $5.4MM to nearly $6.5MM.
Consistently ranked among top 10 sales producers out of 1,500-3,000 sales reps n
ationally.
Presented Sales Strategies Training at Midwest Regional Meeting.
Promoted to Assistant Branch Marketing Manager in 2001. Took on added responsib
ilities for sales training, reporting, and more - all while maintaining personal
sales productivity.
Earned awards for most new sales (year-over-year), highest profit growth, and mo
st profitable out of 11 branches in the region (2004). Additional awards: Empl
oyee of the Year (2002, 2001 - for most contribution to branch's success), plus
multiple Top Gun Awards (for sales), Lowest Cancellation Percentage in the Regio
n, plus several sales training awards
Sales Representative (2000-2001). Rookie of the Year.
JOSEPH TOYOTA OF CINCINNATI, Cincinnati, OH
1996 - 1999
Sales Representative
Sold new and used cars and related services - financing, insurance, and extended
warranties. Achieved and maintained gold-level status , 3 consecutive years(top
sales producers with highest customer satisfaction ratings - only top 150 out o
f 600 in the nation were selected) Played key role in dealership being recogniz
ed as #1 Toyota dealer in the region. Tapped by management to train all new sal
es reps (1998).
PROFESSIONAL DEVELOPMENT & AFFILIATIONS
Professional development has included sales training through DEI, Dale Carnegie,
and Jeffrey Gitomer. Completed Franklin Covey time management training. Compu
ter skills: AS400, Microsoft Office