Andrew Benz
Andrew Benz
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Resourceful and collaborative business operations and sales expert with more than 20 years of highly successful management campaigns in business sectors in highly competitive markets. Extensive experience creating innovative strategic solutions that promote market penetration. Long history of building cohesive and high-performing teams with close-knit organizational relationships. Collaborate with other key stakeholders to reach innovative solutions by combining deft leadership, subject matter expertise and industry acumen.
PROFESSIONAL EXPERIENCE
JAJ Enterprises, Coburg - OR 08/2017 – 06/2020
Director, Sales & Marketing
Manage an umbrella of divisions including Coach Glass, RV Glass Solutions, A-1 Auto and Coach Glass Auto with a focus on strategic planning, personnel development, customer service, and marketing strategy. Hire and train internal and external sales team for Coach Glass division. Set performance standards and expectations to ensure successful sales campaigns. Set marketing goals for all divisions. Develop ad campaigns to improve consumer brand awareness and drive new sales.
• Dramatically increased revenue by more than 20% in the first year while training new Coach Glass sales team of 6. Built and implemented an attractive compensation plan with a bonus component meant to motivate teamwork. Also, created and implemented a training program focused on consultative selling to build relationship selling.
• Delivered the largest account for the company which created more than $2.5-million in sales. Spent 18 months listening and working to earn their business. Discovered their previous vendor sent them too much damaged glass. Developed new pack-aging and standards to guarantee the new clients wouldn’t have the same problem.
• Developed content including copy, video and photography for launch of corporate websites to support company growth.
• Dominate OE market share of RV windshields by increasing our market share from 28% to more than 50% by enthusiastically leading the sales team and communicating goals directly with the entire staff.
• Substantially increased sales by more than 37% or $7-million in less than two years by hiring and training a completely new sales team, designing a new compensation strategy and training program. Sales were $18-million at time of hire and are now $25-million.
Boat Innovation, Discovery Bay - CA 12/2015 - 08/2017
Vice President, Sales & Marketing
Partnered with senior management team of automatic boat fender start-up to develop a sales, marketing, and launch strategy. Fostered partnerships with industry stakeholders to secure future distribution partners from the retailer and wholesaler community. Moved company from concept to execution phase in concert with the rest of the executive leadership team.
• Directly secured critical distributor partnerships to ensure successful product release to market.
Built relationships by making appointments and personally visiting high profile suppliers like West Marine, Fisheries in the PNW and San Diego Marine Exchange in the Southern California market.
• Praised by management for successful launch of an automated fender product in October 2016. It was dis-played at a small amount of trade shows showing great promise at each show and selling out.
• Conceptualized and deployed internet sales site. 90% of all sales are through this company web site.
West Marine, Inc. Watsonville, CA 01/2011 - 11/2015
Vice President, Western and Central Regions
Led teams encompassing more than 100 stores in a $185 million region that included stores in Hawaii and all inter-national sites. Full P&L responsibility for over 1000 employees and 10 direct reports. Served internally and externally as a prominent face of the organization. Directed regional sales and oversaw bottom-line factors, including product management, business development, and long-term strategic planning for new and existing ventures. Led international market development projects to ensure successful responses to changing global market needs. Assumed full responsibility for all bottom-line functions for the Western and Central regions.
• Significantly increased regional sales by 37% over 3 years, from $135-million to $185-million by setting KPI’s, developing the sales training and hiring key managers and district managers. Developed new compen-sation plan that was team focused. as well as a customer service training program to bring these sales.
• Created a new customer training program that improved customer satisfaction 10%. The training program involved all district managers, store managers and staff.
• Enthusiastically convinced management to opened 12 new flagship stores and as well as remodel more than 80% of existing stores in-region, bringing an enhanced experience for the customer.
Senior Director of Sales Western Region, Wholesale 01/2005 - 01/2011
Oversaw the development of a previously underperforming business unit and brought it in line with sales targets and company expectations. Strengthened the lagging division and turned it into a robust business unit. Reorganized sales strategies and customer solutions practices to better meet the needs of the region. Implemented strategic plans to address KPIs. Expanded portfolios and integrated new products. Transitioned from pitch-based sales approach to consultative selling approach.
• Led a stellar 162% increase in sales from $34-million to $89-million in less than 6 years. Hired a great team that expanded the staff from 5 to 25 sales representatives (an even combination of inside and outside sales representatives), covering international, government and business on the west coast
• Dramatically increased Net Income in excess of $24-million and increasing average margin targets from 18% to 27%. This was accomplished by directing the team and expand product offerings to all customers. Team trained on the importance of selling a blend of products to offset low margin goods.
• Built an industry-standard pricing logic tool that involved a customer tiered pricing structure. The more a customer spent, the greater the discount on their purchases. I implemented a Bronze, Silver and Gold pricing matrix updated annually. In addition, evaluated all term accounts and made appropriate changes.
• Created new interactive e-learning sales training platform for all sales representatives throughout the country. This program allowed all representatives to learn new and existing concepts together. As an online training tool, everyone has the capability to see, learn, and help each other. Selling techniques and expected practices were incorporated setting the standards for everyone. This allowed all teams to better work and learn together while helping them advance to Consultative Sellers.
Additional Employment:
Toys “R” Us (District Manager)
Lucky Food Stores (Store Manager)
EDUCATION AND CERTIFICATIONS
San Diego State University – San Diego, CA
Business Administration
Canada College -- Redwood City, CA
Associate Degree
Business
SKILLS AND AREAS OF EXPERTISE
Budgeting | Cost Accounting | Expense Control | Financial Analysis | Financial Statements | Reporting | P&L | Change Management | International Business | Start Ups/Turnarounds | Strategic Planning | Recruiting | Team Leadership/Motivation | Training/Development | Talent Management | Performance Management | Employee Engagement | Web Design | Business Development | Negotiations | Market Analysis | Needs Assessment | Presentations Product Marketing | Sales Forecasting | Customer Service | Ops Management | High Performer | Product Management | Consultative Selling | Vision
Andrew Benz
A------------
------------
Resourceful and collaborative business operations and sales expert with more than 20 years of highly successful management campaigns in business sectors in highly competitive markets. Extensive experience creating innovative strategic solutions that promote market penetration. Long history of building cohesive and high-performing teams with close-knit organizational relationships. Collaborate with other key stakeholders to reach innovative solutions by combining deft leadership, subject matter expertise and industry acumen.
PROFESSIONAL EXPERIENCE
JAJ Enterprises, Coburg - OR 08/2017 – 06/2020
Director, Sales & Marketing
Manage an umbrella of divisions including Coach Glass, RV Glass Solutions, A-1 Auto and Coach Glass Auto with a focus on strategic planning, personnel development, customer service, and marketing strategy. Hire and train internal and external sales team for Coach Glass division. Set performance standards and expectations to ensure successful sales campaigns. Set marketing goals for all divisions. Develop ad campaigns to improve consumer brand awareness and drive new sales.
• Dramatically increased revenue by more than 20% in the first year while training new Coach Glass sales team of 6. Built and implemented an attractive compensation plan with a bonus component meant to motivate teamwork. Also, created and implemented a training program focused on consultative selling to build relationship selling.
• Delivered the largest account for the company which created more than $2.5-million in sales. Spent 18 months listening and working to earn their business. Discovered their previous vendor sent them too much damaged glass. Developed new pack-aging and standards to guarantee the new clients wouldn’t have the same problem.
• Developed content including copy, video and photography for launch of corporate websites to support company growth.
• Dominate OE market share of RV windshields by increasing our market share from 28% to more than 50% by enthusiastically leading the sales team and communicating goals directly with the entire staff.
• Substantially increased sales by more than 37% or $7-million in less than two years by hiring and training a completely new sales team, designing a new compensation strategy and training program. Sales were $18-million at time of hire and are now $25-million.
Boat Innovation, Discovery Bay - CA 12/2015 - 08/2017
Vice President, Sales & Marketing
Partnered with senior management team of automatic boat fender start-up to develop a sales, marketing, and launch strategy. Fostered partnerships with industry stakeholders to secure future distribution partners from the retailer and wholesaler community. Moved company from concept to execution phase in concert with the rest of the executive leadership team.
• Directly secured critical distributor partnerships to ensure successful product release to market.
Built relationships by making appointments and personally visiting high profile suppliers like West Marine, Fisheries in the PNW and San Diego Marine Exchange in the Southern California market.
• Praised by management for successful launch of an automated fender product in October 2016. It was dis-played at a small amount of trade shows showing great promise at each show and selling out.
• Conceptualized and deployed internet sales site. 90% of all sales are through this company web site.
West Marine, Inc. Watsonville, CA 01/2011 - 11/2015
Vice President, Western and Central Regions
Led teams encompassing more than 100 stores in a $185 million region that included stores in Hawaii and all inter-national sites. Full P&L responsibility for over 1000 employees and 10 direct reports. Served internally and externally as a prominent face of the organization. Directed regional sales and oversaw bottom-line factors, including product management, business development, and long-term strategic planning for new and existing ventures. Led international market development projects to ensure successful responses to changing global market needs. Assumed full responsibility for all bottom-line functions for the Western and Central regions.
• Significantly increased regional sales by 37% over 3 years, from $135-million to $185-million by setting KPI’s, developing the sales training and hiring key managers and district managers. Developed new compen-sation plan that was team focused. as well as a customer service training program to bring these sales.
• Created a new customer training program that improved customer satisfaction 10%. The training program involved all district managers, store managers and staff.
• Enthusiastically convinced management to opened 12 new flagship stores and as well as remodel more than 80% of existing stores in-region, bringing an enhanced experience for the customer.
Senior Director of Sales Western Region, Wholesale 01/2005 - 01/2011
Oversaw the development of a previously underperforming business unit and brought it in line with sales targets and company expectations. Strengthened the lagging division and turned it into a robust business unit. Reorganized sales strategies and customer solutions practices to better meet the needs of the region. Implemented strategic plans to address KPIs. Expanded portfolios and integrated new products. Transitioned from pitch-based sales approach to consultative selling approach.
• Led a stellar 162% increase in sales from $34-million to $89-million in less than 6 years. Hired a great team that expanded the staff from 5 to 25 sales representatives (an even combination of inside and outside sales representatives), covering international, government and business on the west coast
• Dramatically increased Net Income in excess of $24-million and increasing average margin targets from 18% to 27%. This was accomplished by directing the team and expand product offerings to all customers. Team trained on the importance of selling a blend of products to offset low margin goods.
• Built an industry-standard pricing logic tool that involved a customer tiered pricing structure. The more a customer spent, the greater the discount on their purchases. I implemented a Bronze, Silver and Gold pricing matrix updated annually. In addition, evaluated all term accounts and made appropriate changes.
• Created new interactive e-learning sales training platform for all sales representatives throughout the country. This program allowed all representatives to learn new and existing concepts together. As an online training tool, everyone has the capability to see, learn, and help each other. Selling techniques and expected practices were incorporated setting the standards for everyone. This allowed all teams to better work and learn together while helping them advance to Consultative Sellers.
Additional Employment:
Toys “R” Us (District Manager)
Lucky Food Stores (Store Manager)
EDUCATION AND CERTIFICATIONS
San Diego State University – San Diego, CA
Business Administration
Canada College -- Redwood City, CA
Associate Degree
Business
SKILLS AND AREAS OF EXPERTISE
Budgeting | Cost Accounting | Expense Control | Financial Analysis | Financial Statements | Reporting | P&L | Change Management | International Business | Start Ups/Turnarounds | Strategic Planning | Recruiting | Team Leadership/Motivation | Training/Development | Talent Management | Performance Management | Employee Engagement | Web Design | Business Development | Negotiations | Market Analysis | Needs Assessment | Presentations Product Marketing | Sales Forecasting | Customer Service | Ops Management | High Performer | Product Management | Consultative Selling | Vision