Jeff Wallen Nashville, TN 37214 Cell 615-504-6625

Email jwallen6781@gmail.com Linked In Profile http://www.linkedin.com/in/jeffwallen1

Summary
I am a relationship oriented, senior-level, sales professional with expertise in aligning highly specifiable products and services with client needs. I bring a 20+ year track record of success with Architects, Engineers, General Contractors, SubContractors, Manufacturing Plants, Facility Managers, OEMs, Distributor/Channel Partners, Utilities, Municipals, Membership Co-ops, Universities, School Boards, Healthcare, Military and Automotive.

Core Competencies
Consultative Selling Solution Selling ROI Selling Relationship Building Product Positioning Building Sales through Client Education (CEU certified) Managing and Growing Channel Partners Strategic Planning Distribution Sales and Product Training C-Level Competent Exceptional Customer Service Always Managing Large Geographic Territories Voice of Customer Analysis Continuously Learning, Growing and Adapting Excellent Planning and Time Management

Professional Experience
Architectural Sales Manager Southland Brick and Block (Division of Lee Brick and Block KY) 10-2007 to 11-2011 Nashville, TN

Drives business-to-business sales by building and maintaining client relationships, developing proprietary product specifications and expanding product lines to meet customer needs. Educates architects, contractors, engineers and owners through presentations (AIA certified CEUs), training courses and strategic customer meetings. Increased market share in middle Tennessee market area during a significant economic downturn from 25% in 2007 to 35% in 2011. Recognized by industry professionals as a masonry expert and technical resource. Became a certified provider of National Concrete & Masonry Association (NCMA) and Brick Industry Association (BIA) courses for industry professionals as well as multiple other manufacturer specific presentations. Provided or facilitated thousands of continuing education units. Regional Sales Manager (TN, KY, AL, MS, AR) RockCast Cast Stone (Division of Reading Rock) 5-2006 to 10-2007 Nashville, TN

Educated distributors, architects, contractors and end-users on the design and installation of a limestone composite product developing new opportunities to increase sales in territory. Collaborated with architects and A&E firms to create proprietary design specifications that favored the use of RockCast products. Increased sales opportunities by opening dialog with additional distribution channels in Alabama and Arkansas. This ultimately culminated in the addition of the largest masonry suppliers in both states. Earned Presidents Club honors in 2007 for sales totaling $2.8M and exceeding the territory quota of $2.2M through September. Earned Presidents Club honors in 2006 for sales totaling $1.6M exceeding the territory quota of $800K by 100%. Enjoyed a fully sponsored trip to Jamaica in 2007 with family. Owner / Sales and Operations Manager BCS 72003 to 122008 Nashville, TN

Established a successful marketing and printing company offering graphic design and other printing services meant to highlight the company offerings and develop a significant company branding. Used a customer-centric approach to move the sales cycle from lead generation to product inception and design through the delivery of a finished product and account maintenance. Analyzed market and competitive data in order to develop innovative products and maintain competitive, profitable pricing and exceptional service. Business Development Manager Holophane Lighting (Division of Acuity) 11-2001 to 7-2003 Nashville, TN

Managed critical business development initiatives for a highly specifiable commercial lighting manufacturer targeting architects, civil and electrical engineers, electrical utilities, power boards, rural municipal and co-op organizations. Effectively presented products, negotiated contractual terms and prices and monitored sales cycle to ensure on-time delivery. Increased brand awareness through promotional activities, new product launches, specification differentiation and education and training.

Employed a multi-level ROI selling process to engage and educate potential architects, end-users and owners about products and their benefits, to establish relationships and opportunities prior to issuance of an RFQ. Provided product expertise for specialized construction requirements and developed lighting designs and layouts using VISUAL, an AutoCAD developed program. Territory Sales Manager (TN, KY, MS, AR) 3M Electrical Products Division 4-2000 to 5-2001 Murfreesboro, TN

Utilized hands-on management style and much face-to-face contact to support a base of 200+ distributor accounts, formulating marketing strategies that increased win-win opportunities and ultimately sales. Reestablished and strengthened dormant and neglected channel partners. Provided training and support to successfully boost overall revenue growth. Surpassed sales quota of $2.6M by 25%+ in 2000 with sales totaling $3.3M. This was after starting in April with a budget 15% behind quota. Developed and taught interactive training courses for electrical contractors and utility companies. Sales Representative (Nashville, Chattanooga, Knoxville) Burndy Electrical (Division of Framatome) 9-1996 to 4 -2000 Murfreesboro, TN

Successfully identified and won new business for an electrical connector manufacturer by leading presentations and increasing brand awareness with contractor associations, electrical inspector associations, specialized engineering companies and utilities. Established and grew relationships with distributors and direct accounts and played a leading role in new product introductions. Increased territory sales 1997-1999 by 27%. Exceeded sales quota by 28% during the first quarter of 2000. Nationally achieved highest quantity sales award for new compression tool product launch in 1998. Established first Low Pressure Hydraulic Tool specialty distributor/channel partner in 1999. Product Development Manager / National Corporate Trainer Square D Company (Division of Schneider Electric) 6-1992 to 9-1996 Lexington, KY

Supported the development of new distribution equipment products Safety Switches, Load Centers, Metering, and Commercial Panelboards. Provided technical assistance to field sales for Safety Switches. Provided issue resolution, in the field, for Safety Switch applications. Traveled Nationally teaching Distribution Equipment Safety Switches, Load Centers, Metering, Commercial and Industrial Lighting and Power Panelboards, Busway, Capacitors to distribution/channel partners, international groups and new internal sales force. Led the research and assessment process in Taipei, Taiwan for a $25M annual opportunity. Sales Engineer General Electric Switchgear Division 1989 to 1992 Nashville, TN

Managed all distribution and training activities for middle Tennessee channel partners. Proactively provided bill-of-material take offs and quotes to specific Electrical Contractor accounts.

Education
Bachelor of Business Administration (attained through use of G.I. Bill) Middle Tennessee State University December 1988 Murfreesboro, TN

Military Service
United States Air Force F-16 Avionics Technician / Air Training Command Electronics Instructor 1980 to 1986 Honorable Discharge

Community Activities Financial Peace University Community Instructor Christian Community Services, Inc. (CCSI) volunteer mentor Mentor of the Year Award 2010/2011 year 2008 to 2011 2009 to 2011