Achieving Market Dominace with Pull-Through Sales Training & Promotions

1. NICOLAS J. PAPADOPOULOS
1814 Waterbeach Court • Apopka, FL 32703 • 407-421-2085 • npapadopoulos@cfl.rr.com
AREAS OF EXPERTISE
Market Analysis/Penetration • Forecasting • Sales Training & Mind Share Magnification
Team Building • Incentive Promotions • Distributor Relations • Key/National Account Management
New Business Development • Merchandising • Product Positioning • Marketing • Budget/Cost Accounting
Customer-Centric •Proposal Preparation/Articulation • Price Management • Margin Enhancement
Contract Negotiations • Product Performance Video Presentations • Inventory Management • Process Improvement•
Product Demonstrations • National Trade Show Effectuation
ACCOMPLISHMENTS
• Drove strategic volume increases to sustain continuous annual Double Digit Growth during my tenure achieving highest sales-
growth status within the North American Construction Products markets by restructuring internal obstacles which
enhanced the Mind Share of the sales force to be sales effective and cost-efficient.
• Trained and mentored 42 Independent Manufactures Sales Reps the first year to deliver a Stellar Double Digit Sales
Increase from a 34% Deficit.
• Trained in excess of 700 Distributor Customer Service, Sales and Management employees how to increase their Bottom
Line Profit by getting their Mind Share to sell the Brand that delivered the highest Gross Margin of any Consumable or
Contractor Supplies for the Construction Markets.
• Delivered $2,000,000.00 in annual sales increases of a single skew Diamond Blade that dominated the High Speed Blade
Market in speed performance and longevity of use with Hands-On Training and Promotional Pull-Through Programs.
• The Training and Promotional Pull-Through Programs were so successful that the Western Regional Sales Manager
requested that I implement them in his geographic area of responsibility. The combined annual success was the topic of
discussion during the following Sales Management Meeting. Everyone was in agreement to reorganize our TEAM. The
National Accounts Manager assumed his Eastern Regional Sales Manager position and the new title of National Manager
of Training and Promotions was born.
DISTINCTIVE SALES / MANAGEMENT QUALIFICATIONS
• Achieving market dominance in my competitive geographic area of responsibility is my number one goal!
• Possesses a proven track record of developing and executing sales strategies nationwide including End-User and
Distribution Pull-Through activities optimizing phenomenal double digit growth results and facilitating substantial
profitability increases.
• Achieving top sales awards in new and target accounts is not new to his history.
• 18 years of accomplished professional Sales/Management leadership within the building material, construction supply,
and industrial supply industries.
• Executive level communication, articulate negotiation finesse, stellar training and presentation ingenuity, extraordinary
ability to execute a variety of complicated projects simultaneously, innovative mechanical aptitude and assiduous
employee-motivating and goal achievement personality attributes.
• Adept at leading single-brand, multi-brand, and multi-channel sales teams as well as independent sales representatives,
building multi channel revenues as well as launching emerging products and new markets.
MYERS-BRIGGS TYPE INDICATOR (MBTI)
• NT Temperament Intuitive Thinker
• ENTP
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2. NICOLAS J. PAPADOPOULOS
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PROFESSIONAL TRACK
SAINT-GOBAIN – A global Fortune 100 company with ~$43B in revenues and 172,000 employees worldwide 2003-2007
EASTERN REGIONAL SALES MANAGER, Norton Company, Clipper, and Pro-Cut & Penhall brands 2003-2005
NATIONAL MGR. TRAINING & PROMOTIONS Norton Company, Clipper, and Pro-Cut & Penhall brands 2005-2007
E. REGIONAL SALES MANAGER, Norton Company, Clipper, and Pro-Cut & Penhall brands 2003-2005
Responsibilities encompassed all states east of the Mississippi River. Inherited a 34% Deficit in sales and Championed
Double Digit Sales Growth pacesetting results that year and following. Identified niche High Speed Diamond Blade Market
and aligned the new patented DUO Blade to capitalize on 2 Million Dollars in new sales growth. Trained and mentored sales
representatives and Manufacturers Reps motivating Double Digit Sales Growth continuously during my tenure.
NATIONAL MGR. TRAINING & PROMOTIONS Norton Company, Clipper, and Pro-Cut & Penhall brands 2005-2007
Strategically developed and executed distributor training programs delivering phenomenal sales results, influencing the
Western Region to request implementation. Pioneered promotions, precipitating astronomical pull through distribution blade
sales. Simultaneously managed East Region and assisted West Region synergizing a National demand for training and
promotions. Led all sales and marketing activities to the construction supply and rental distribution channels with concrete,
brick, block, tile, and metal cutting equipment, abrasives, and diamond blades; as well as pull through activities with
contractors, municipalities, and road construction crews. Determined and established sales territories; led the recruitment,
hire, and development of sales representatives. Established business plans, sales strategies, accountability tools, and
performance measures for the division. Administered progress, sales expense budgets, business conditions, competitive
information, and sales forecast reporting. Built and maintained contracts, best practices, and consignment inventory with
independent rep agents. Coordinated with product management to rationalize product lines, promotions, pricing, and
margins. Led the development and maintenance of relationships with key regional and national distribution accounts. Took
lead on, supported, and facilitated large-scale promotional events, trade shows, materials, product demonstrations, and
training.
ELECTROLUX – Subsidiary of $22B Global Company, Electrolux AB based in Sweden (Now HUSQVARNA) 1996-2003
DISTRICT SALES MANAGER, Electrolux, Dimas, Partner, Target, Felker, Diamant Boart Stone 1996-2003
Managed multi-brand and multi-channel Florida Territory: Analyzed budgets, forecasts and quotas for a declining territory and
continuously increased sales volume. 1996-1997, 51.5%, 1997-1998 (Restructured Territory) 28%, 1998-1999, 24.6%,
1999-2000, 28% Broke $3,000,000.00 In Sales and 2000-2001 (Restructured Territory). Achieved forecast for (Restructured
Territory) 2001-2002. Exceeded forecast for 2002 and qualified for Maximum Bonus. In the last quarter of 2002 all
(Restructured Territory) was returned to my geographic area of responsibility, exceeding 6 Million dollars in sales volume.
National Account Sales for Prime Equipment increased in 1999 by 20.7% and in 2000 by 26.2%. Prime Equipment’s sales
volume in Florida exceeds 10% of Prime Equipment’s sales volume with Target in the US. Also increased National Account
volume of Nations Rent in 1999 by 180%, in 2000 by 45.4% and in 2002 by 113% bringing Nations Rent’s sales volume in
Florida exceeds 20% of what Nations Rent did in sales volume with TARGET in the US. The success of these two National
Accounts contributed to TARGET awarding me with Salesperson of The Year, Best in Equipment Sales and Best Product Mix
for 1999. In 1997 TARGET awarded me with Rookie of the Year and Best in Abrasive Sales.
Participatory effectuation at local and national trade shows: (AED) Associated Equipment Distributors, World of Concrete,
Con Expo-Con/AGG, (ARA) American Rental Association, Masonry Expo, Coverings, Surfaces, STAFDA, Sunbelt Vendor
Fest and Fastenal National Product Show.
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COLOR WHEEL PAINT MANUFACTURING CO. INC. 1994-1996
TERRITORY MANAGER, Florida’s largest independently owned paint manufacturer 1994-1996
Managing Lake County territory: conducting site inspections and recommendations; preparing detailed product and
application method specifications; presentation and negotiation of specifications to architects, management groups, builders,
and paint contractors on commercial and residential projects; maintaining unanimity between architects, management
groups, builders, and paint contractors; negotiating and consummating Key Account pricing contracts; and established
membership with Lake County Home Builders Association contributed to being recognized with 4 first place Awards, “Number
of New Accounts”, and “Number of New Target Accounts
Research competitor’s industrial product specifications and application protocols, recommended equivalent of industrial VOC
compliant paints, epoxies, and proper equipment for application to industrial contractors, OEM’s and citrus processing plants.
Coordinating sales presentation, product training, and preventative service and maintenance education of Airless and HVLP
spray equipment systems and accessories.
AKTIENGESELLSCHAFT– Stuttgart, West Germany worldwide sales in excess of $8 billion. 1990-1992
TERRITORY MANAGER, AEG Power Tool Corp., Member of the Daimler-Benz Group 1990-1992
Managed Central and North Florida territory; analyzed budgets, forecasts and quotas for a declining territory. Increased
sales volume $330,134 reflecting a 74% increase from 1989 sales figures and exceeded combined 3rd and 4th quarters by
157% in 5 months. Recognized with an Award, “New Account Program Outstanding Achievement”, 13 new accounts totaling
$170,481 in New Business.
Maintained distributors: in-stock inventory levels, product positioning and merchandising displays. Prepared and
implemented: distributor advertising campaigns, allotment of promotional items and distribution, unique distributor sales
incentive and volume purchase proposals, and all were adopted company wide.
Participatory effectuation at local and national trade shows: World of Concrete ’91 (WOC ’91), National Roofing Contractors
Association Show (NRCA ’91), Florida Pest Control Association Show (FPCA), National Hardware Show ’91 and Specialty
Tool and Fastener Distributors Association (STAFDA ’91).
Assessed a demographic need for, strategically planned, and established a new centrally located AEG authorized warranty
repair and service center. Recommended and maintained quantity of parts inventories. Encouraged and promoted non-
service distributors, termite and pest control companies and end users to utilize facility. Contractor Tool Service matured into
(#1) AEG warranty repair and service center in territory.
SENCO OF FLORIDA INC. – Florida’s largest pneumatic nailing and stapling distributor with 26 Sales/Service Centers. 1989-1990
SALES & MARKETING MANAGER, New Experimental Quick Drive Division 1989-1990
Contracted for six months to extensively research and develop: targetable niche markets, strategic marketing, product
positioning and implementation of application strategies for new experimental automated screw-feed fastening system to
commercial, industrial, and residential construction markets, manufacturers and OEM’s. Compiled technical information from
architects, tile roof manufacturers, and roofing contractors. Strategically formulated and implemented simulated hurricane
wind shear test results and created installation specifications resulting in architect endorsement and immediate acceptance of
product implementation to Florida’s multi-million dollar tile roofing industry.
Consulted with architects, contractors, distributors, suppliers, manufacturers and OEM’s. Managerial accountability to
explicate all research and development discoveries to Product Support Manager, District Managers and 26 Senco sales and
service centers throughout Florida.
Effectuated participation at South Eastern Builders Conference (SEBC) and Florida Roofing and Sheet metal Association
(FRSA).
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4. NICOLAS J. PAPADOPOULOS
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Successfully trained, directed, and assiduously motivated 60 sales and service employees on targetable niche markets, sales
presentation, equipment demonstrations, service and preventive maintenance protocols.
MCALLISTER & ASSOCIATES. – Multi-Line Heating, Ventilation & AC (HVAC) Manufacturers Representative Agency. 1989-1990
1989-1990
HVAC MANUFACTURERS REP. TERRITORY MANAGER
Managed Georgia, Alabama and East Tennessee territory: analyzed budgets, forecasts, and quotas. Increased territory
sales volume 118% reflecting sales volume in excess of $3.4 million, succeeded with 87% of targeted new accounts, and
achieved a 25% territory line increased in 12 months. Postured Ideal Tape Co., a major pressure sensitive tape
manufacturer, to a dominant product position by doubling sales from previous year.
Negotiated refrigerant allocations for Key Accounts, brokered allocated refrigerant, coordinated Truck Load (TL) and
synchronized Less Than Truck Load (LTL), Freight On Board (FOB), refrigerant distribution, servicing 293 wholesale
suppliers and OEM’s.
Effectuated supplier participation and co-op advertising in Counter-Day promotions. Participatory effectuation of all
representative manufacturers’ booths at the American Society of Heating, Refrigeration and Air-Conditioning Engineers
winter meeting national trade show in Chicago (ASHRE ’89).
SCANDINAVIAN FURNITURE CENTER –. Scandinavian Contemporary Furniture & Accessories Retail Chain 1984-1988
1984-1988
RETAIL OPERATIONS MANAGER. Altamonte Springs Florida
Supervised 8 employees in sales, warehouse management, assembly, customer service, and delivery. Implemented and
administrated successful leasing and finance program for high-end contract sales and individual customer purchases.
Administrated: daily store operations, high end contract furniture accounts, accounts payable and receivable, payroll,
collections, sales presentation techniques, sales development and training in leasing and finance programs, merchandising,
advertising, warehouse facility operations, inventory control, cost accounting, assembly quality control, public relations,
customer support, and customer service and delivery protocols.
Recognized as store’s top sales producer consistently, contributing 50% of $5.2 million average annual sales volume from
6000 square foot showroom. Promoted to Assistant Store Manager 3 months after hire. Promoted to Store Manager in
February 1986.