Outdoor

Director of Sales - Industrial Division

Underwater Kinetics was established in 1971 and is a global leader in the flashlight and reusable shipping case industry. As the Director of Sales I am responsible for all Sales & Marketing relating to the Industrial, Fire, and Safety markets within the United States. I am also responsible for meeting revenue, market share, growth goals, and the direction of Sales activities, for all products within the Industrial market segment.  Responsible for all Domestic Flashlight & Case sales that represent 42% of the total sales for the entire company

Establish and execute strategy in conjunction with the CEO to increase and
maximize sales and profit growth within the assigned territory and market segments.
-Expand total dollar, unit, and profit sales, as well as market share, within applicable
territory and market segments.
-Expand visibility of brand within territory market segments by utilizing available programs
and resources.
-Perform joint end-user sales calls and presentations to build brand awareness,
knowledge of product line, and pull sales through distribution.
-Engage assigned team as appropriate in the evaluation of effectiveness of accounts and
recommend action as appropriate.

Lead assigned team in the identification and development of sources of new business.
-Establish target market, account, and end-user lists in conjunction with assigned team.
-Develop action plans for penetrating and developing business within the targeted
territory and market segments.
-Develop relationships with key accounts and end-users as appropriate in order to achieve
objectives within the targeted business channel.

Engage in periodic marketing, new product development and customer support activities.
-Assist with trade shows, sales training and sales promotional activities within the
applicable territories and market segments.
-Profile key competition regarding products, pricing, distribution channels, market share,
and strengths/weaknesses.
-Collect reliable territory and market segment information and estimate potential.
-Provide relevant data on market conditions as applicable to the sale of product line within
assigned territory and market segments.
-Provide input on new product ideas as they relate to potential growth opportunities.

Perform administrative duties as required.
-Prepare and present monthly and quarterly reports covering sales performance, pipeline,
forecast, budget and expenses.
-Prepare personnel evaluations for assigned team members as required.

Responsible for all Domestic case sales that represent 10% of the total sales for the entire company.  Developed a Case only catalog to properly represent our offering and capabilities.  Developed "Get Quote" on website to drive increased sales across all market segments and territories.  

-Establish and execute strategy in conjunction with the Director of Sales to increase and maximize sales and profit growth within the assigned territory and market segments. 
 -Expand total dollar, unit, and profit sales, as well as market share, within applicable 
 territory and market segments. 
 -Expand visibility of brand within territory market segments by utilizing available programs 
 and resources. 
 -Perform joint end-user sales calls and presentations to build brand awareness, 
 knowledge of product line, and pull sales through distribution. 
 -Establish target market, account, and end-user lists. 
 -Develop action plans for penetrating and developing business within the targeted 
 territory and market segments. 
 -Develop relationships with key accounts and end-users as appropriate in order to achieve 
 objectives within the targeted business channel. 
-Work with the Director of Sales in periodic marketing, new product development and customer support activities. 
 -Assist with trade shows, sales training and sales promotional activities within the 
 applicable territories and market segments. 
 -Profile key competition regarding products, pricing, distribution channels, market share, 
 and strengths/weaknesses. 
 -Collect reliable territory and market segment information and estimate potential. 
 -Provide relevant data on market conditions as applicable to the sale of product line within 
 assigned territory and market segments. 
 -Provide input on new product ideas as they relate to potential growth opportunities. 
 -Prepare and present monthly and quarterly reports covering sales performance, pipeline, 
 forecast, budget and expenses.

Case Division Manager

•Develop interest in Pelican’s product range at the end user level.
•Assist the Director of Sales  with coordinating dealer organizations engaged in the sale and promotion of company products within the assigned market segment.
•Develop new business relationships. 
•Maintain rapport with customers by making periodic contact, investigating new opportunities, and resolving problems.  
•Make daily calls to current/prospective clients to build relationships and provide sales support. 
•Assist clients in reducing costs and improving profitability by having a thorough grasp on company and partner’s products and solutions.
•Assist with the implementation of the marketing plan covering the assigned market segment.
•Conduct on-site visits at end user and dealer organizations to determine competitive activity in the area, review status of current sales efforts, resolve problems, and ensure sales goals are being achieved.
•Conduct sales visits with existing and potential customers either in conjunction with the Director of New Segments and/or dealer representative or independently, as the situation warrants.
•Assist with trade shows, sales training, and sales promotional activity within the market segment to promote the sale of company products.
•Plan and conduct periodic sales meetings to educate, train, and stimulate sales growth and keep dealer representatives aware of new products.
•Complete daily sales call input, feedback, follow-up and scheduling information using Pelican’s chosen contact management system, in a timely manner according to guidelines established by Director of Sales.
•Resolve customer service problems and coordinate expediting and shipping of company products when necessary. 
•Provide weekly reporting of pipeline and forecast. 
•Actively supports Pelican’s commitment to Quality and all quality objectives, with an emphasis on continual improvement.

Commercial Sales

MEI Research Corporation is a global leader in the distribution of re-useable shipping cases, custom case solutions and flashlights selling directly to end-users, federal and local governments as well as the military.  MEI sells top brands including Pelican Products Inc, SKB Corporation Inc, Seahorse, Parker Plastics, Bel-Air Cases, Mag Instruments, Streamlight Inc, Surefire LLC and Insight Technology Inc.

•	Search for new Commercial/Government opportunities and submit bids
•	Visit Commercial/Government accounts and maintain relationships 
•	Advise customers of the best possible case solutions
•	Developed first ever catalog and online marketing campaigns
•	Handle multiple projects at once and complete tasks on time
•	Implemented in-house foam customization equipment that increased profit margins by over 30%
•	Design computer generated 2D & 3D models for customer approval
•	Create custom foam interiors for re-usable shipping containers
•	Manage customer service for all Internet, phone orders, exchanges and returns
•	Assist with Purchase orders and account receivables

MASCO Electronics, MEI Research Corp., Placentia, CA
			Electronic Outside Sales Representative, July 2001-October 2001
•	Called on existing clients to generate business within the San Fernando Valley territory

Sales/Marketing Mgr

Find out detailed information about Mark Rich, Director of Sales - Industrial Division in Murrieta, CA

Mark Rich: Director of Sales - Industrial Division in Murrieta, CA

Mark Rich

Underwater Kinetics

Underwater Kinetics

Pelican Products, Inc.

MEI Research Corp