innovative Building Materials Sales Leader

Summary

Thomas Moon
My greatest professional satisfaction is building high energy sales teams, developing future leaders and  generating innovative solutions.  Building value for my customers, sales team and employer has always been my ultimate goal.
As an accomplished Sales Leader, I leverage vision and innovation to create new opportunities. My extensive experience in all building-material customer groups offer a broad network of relationships. I bring a proven record of success in ...

  • Team Building
  • Leadership
  • Revenue generation
  • New business development
  • Major account management
  • Improved profitability
  • Market-share gains 

I look forward to leading new high energy sales teams in achieving greater results for their themselves, their clients, and our employer.

A history of building new opportunities

  1. District Manager, Masco Cabinetry

    Led team of 7 Account Managers targeting new and renovation residential cabinetry opportunities sold thru showrooms, dealers and 2-step partners. Responsibilities for sales revenue and profitability thru price management and new program development.

  2. Regional Sales Director, GAF

    Led team of 11 Territory Managers focused on low slope (commercial roofing) opportunities. Responsibilities for top line sales revenue and bottom-line profit.
    o Grew regional sales from $48 million in 2015 to $65 million in 2018.
    o Achieved 130% of YTD sales plan (165% of PYTD). Achieved 205% of operational income YTD plan.
    o Achieved significant industry share growth throughout region.
    o Directed sales team to enhance distribution in key markets while aggressively growing contractor base.

  3. -
    Strategic Accounts Manager, GAF

    Targeted new clients from Real Estate Investment Trusts, Developers, Mass Merchant Retailers, Design & Build Developers, General Contractors, manufacturers and Property Management companies.  Created new C-Suite relationships with key influencers inside major building owners such as ...

    • Developers Diversified Realty
    • Inland Investments
    • Kite Reality
    • Phillips Edison
    • Bass Pro Warehouse
    • Simon Properties
    • Scannell Properties
    • Cafaro
    • General Growth Properties
    • General Motors
    • Ford
    • Walmart
  4. Manager,Strategic Accounts, USG

    Inniatiated all start-up activities including strategy development, staffing, training, establishing goals, identifying targets and ultimately measuring success of the new initiative. Staffed and deployed new team of four strategic account managers, targeting new relationships inside the developer, retailer, hospitality and financial owner segments.


    o Newly created strategic relationships generated incremental sales growth exceeding $20,000,000 with exceptional gross-profit contributions.


    o Delivered more than 35 new owner-clients, who elected to exclusively specify USG products for future facilities.

  5. Manager, National Account Ceilings, USG

    At the request of senior leadership, drafted business plan to better manage channel conflict within the retail channel. Deployed national sales organization with two regional managers and independent representatives targeting untapped potential of highly profitable but under-performing 2-step segment.

    • New structure grew retail ceilings industry share from 23% to 48% in four-year period.
    • Increased sales revenue by 45% and grew profitability by 57%.
  6. Manager, Merchandising, USG

    Accepted new strategic marketing role focused on strengthening share inside retail big-box segment. Responsible for new marketing budget of $600,000. Led the complete redesign of product packaging, which was immediately copied by competition.

    • Grew ceiling sales with Home Depot from $0 in 1989 to $65 million.
    • Industry leadership enabled company to earn “Vendor of the Year” honors with Home Depot.
  7. National Accounts Manager, USG

    Important clients included ...

    • Home Depot
    • ACE Hardware
    • Do-it Best
    • Cotter & Company,

    Participated in team sales and marketing work-groups, including cement backer board distribution, small package patch and repair, and the Gypsum Wood-fiber marketing initiative.

  8. Regional Manager, USG

    Built new sales team of 12 individuals, including direct and independent sales representatives over a 13-state region. Created new share by converting multiple accounts from an entrenched competitor to USG. 

  9. Field Sales Representative, USG

    Achieved all major sales recognitions available to sales personnel, including Product Emphasis Promotion Champion in 1985 and the USG President’s Club

  10. Home Building, Architectural Student

    As a college sophomore, I designed, constructed and sold a speculative residential home.  All aspects of the project were management by myself while still maintaining a full class schedule studying architecture.

    • Home design
    • Permitting
    • Material procurement
    • Subcontractor selection
    • Negotiations
    • Accounts payable
  11. Architectural Engineering, Southern Polytechnic State University

    Worked throughout college with progressively higher construction oriented jobs. On the job experience secured invaluable understanding of construction trades and technical requirements prior to graduation.

    • Carpentry
    • Land Surveying
    • Commercial site planning
    • Drafting
    • Structural steel design
    • Commercial estimating
    • Project management.  

Proudest Accomplishment

Developing a winning business proposal for Home Depot which led to significant growth opportunities.

Experience Highlights

  • Manager, Strategic Accounts
    Created an entirely new department targeting b2b business opportunities with major building owners.
  • Manager, National Account Ceiling Sales
    Built new sales organization which reduced channel CONFLICT and grew broad based industry share.

Education Highlights

  • Executive Studies
    University of Chicago Booth School of Business - Strategic Sales and Marketing
  • Executive Studies
    Columbia University School of Business - Winning NEGOTIATIONs
  • Home Building
    designed, constructed and sold residential home while maintaining full college class schedule.
  • Fraternity Leadership - Sigma Nu
    Led fraternity initiatives in charity FUNDRAISING.
  • Architectural Engineering / Construction Management
    Achieved bachelors degree in Architecture while maintaining full time employment in construction.

Hobbies and Interests

  • Travel
    Janet and I enjoy travel exploring different regions, countries and cultures.
  • Outdoor sports and activities
    I enjoy snow skiing in winter and golf when the snow melts.

Skills

  • revenue generation
  • market-share gains
  • New business development
  • Major Account Management
  • Team Building
  • Communication
  • Innovation
  • Leadership

Questions & Answers

Describe your leadership style.

  • Integrity - The sales team must believe that their leader has the Integrity to deliver honest messages and take appropriate actions to secure success for their team.

  • Vision – Developing concise strategic visions.

  • Communication - Effective two-way communications to share vision and listen to the needs of the team.

  • Coaching & Training - Working with eager talent to coach them in solving problems and developing their own solutions. When team members formulate their own solutions, they become far greater assets for their employer.

  • Team Building - Building positive and motivating environments, where members are focused on exceeding their own objectives as well as their team, clients and employer.
What are your long-term goals?
Fully leverage my innovative selling and leadership skills to build new opportunities for my clients, sales team and ultimately my employer.
What tools do you use?
Every successful plan starts with strong communication skills. Listening to the needs of the customer is the first step to fully understand what is required to develop a successful business plan. Leveraging vision, innovation, integrity and industry knowledge are the foundations required to ultimately offer significant value to the client and partner.
Describe your greatest accomplishment.
Generating new business opportunities with major corporations such as Home Depot. Leveraging every skill and value to build a successful business proposal which ultimately led to annual sales revenue in excess of $60 million dollars while also achieving profitable growth and industry share gain.
Who are your main influences?
Throughout my education and career, I've been fortunate to have benefited from excellent professors and innovative business leaders. Ultimately my life long partnership with my wife Janet has been my greatest source of support and council.
Why did you choose your profession?
I have always been fascinated watching structures grow out of the ground. I have also enjoyed creating new opportunities. Pursuing a career in building materials provides the opportunity to leverage my love of construction, my innovative selling skills and my successful leadership strategies.

Major Account  management

Location

LinkedIn

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