BRIAN F.

BURICH
San Tan Valley, AZ 85143 815-545-3525 b.u.rich@sbcglobal.net www.linkedin.com/in/bfburich

SALES SALES MANAGEMENT TRAINING

QUALIFICATIONS PROFILE Results-oriented Sales Professional with experience in business development, new product development, marketing, strategic planning, client relationship management, and pricing/margin administration. Skilled at building rapport with existing and new customers, assessing needs and opportunities to increase sales. Champion new products and programs to increase sales volumes, profit margins, and market penetration. Develop and deliver training programs for sales force and customer sales personnel, increasing the effectiveness of the complete sales process. Consultative selling skills targeted to decision- makers: architects, building owners/managers, contractors, corporate managers, and C-level executives. Territory management of time, travel and priorities to maximize ROI. Direct the selling efforts of company and independent sales agents; provide training and assistance to help gain new business. Strategic planning of both annual and long-term (5 year) goals. Develop and administer sales plans, target accounts, account coverage, and operating budgets. Retail and wholesale selling experience in the electrical, hardware, insulation, plumbing, HVAC, and power equipment markets. Fluent in the use of: Word, Excel, Outlook, PowerPoint, and SalesNexxus. Trained in Best Sales Practices by Action Selling; able to implement a disciplined and wellorganized approach to the selling process. PROFESSIONAL EXPERIENCE Brave Products, Inc. , Streator, IL 2003 2013 National Sales Manager Positioned Brave log splitters as the premium, Made in the U.S.A. brand in the retail market. Developed new products from concept to consumer; since 2004 new products accounted for over 20% of revenues. Created videos to promote new products. Hired and trained three Independent Sales Agencies and directed Inside Sales/Customer Service team of three. Developed international business by establishing distributorships in Japan, New Zealand, and Australia. Created marketing campaigns: trade shows, advertising, promotions, product literature and website content. Joliet Junior College , Joliet, IL 1997 2003 Adjunct Faculty, Business Departme nt Developed lesson plans, classroom presentations and lectures, and assessment tools for undergraduate Sales 101 class. Provided feedback on student projects and papers. Maintained accurate records for student grading.
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Logoskirt Corporation, Chicago, IL 2001 2003 Marketing Manager Grew dealer network by 30% for the sales of customized trade show displays, banners, and drapes. Utilized cold calling, direct mail, and telemarketing to develop new dealers. Designed attention- grabbing displays to draw dealers into the Logoskirt trade show booth. Nomaco, Inc., Zebulon, NC 1998 2001 Regional Sales Manager (RSM) / National Accounts Manager (NAM) Administered OMNI, Embassy, and Wit Buying Group national rebate programs as NAM. Built strong customer relationships with buying group HQ executives and with key member distributors. Managed 12 rep groups in Midwest US and Canada; made sales calls on contractors, architects, engineers, property managers, and project managers as RSM. Increased Midwest region sales by 60% in 2000. American Lock Company, Crete, IL 1992 1997 Director, New Business Development Western Region Sales Manager Partnered with OEMs to increase private label business by 25% in 1996. Coordinated government bid/contract process ($ 3MM annually), sales to the United States Postal Service (USPS) ($ 2MM annually), and sales into the school market ($ 3 MM annually). Gained purchase commitments from The Home Depot ($ 500K, 1 st year); Menards ($ 2 MM), and Builders Square ($ 1.5MM). Trained Independent Sales Agencies and direct salespeople on retail programs for the Hardware and Automotive markets. Panduit Corporation, Tinley Park, IL 1983 1992 Telemarketing Supervisor Hired and trained a staff of 3 telemarketers. Expanded sales coverage to small and mid-volume accounts and niche markets (HVAC and TELECOM). Increased annual sales volume from $ 1MM to over $ 12MM.

EDUCATION Master of Business Administration Lewis University, Romeoville, IL Concentration: Marketing Bachelor of Arts Lewis University, Romeoville, IL

1990

1978