PAUL L.

BLOCK III
1104 Mill Street, Unit 306 * Naperville, Illinois 60563
630-862-8327 * pb4e9a1e@westpost.net * http://www.linkedin.com/in/paulblock

SENIOR-LEVEL ACCOUNT MANAGER / SALES EXECUTIVE:

National Accounts, Major Territories, Regional Districts
Results-focused sales leader with 13 years experience driving sales, profit grow
th, and penetration of key accounts for a wide variety of industry-leading corpo
rations. Highly adept at managing critical relationships with strategic national
accounts and in developing high potential partnerships. Visionary, big picture
thinker skilled at devising growth-focused account and territory development str
ategies and in providing leadership in effectively implementing these plans to a
chieve peak levels of performance. Areas of expertise:
________________________________________
Business Development * Relationship Building * National & Regional Account Manag
ement
Account Relationship Management * Customer Service & Retention * Multi-Channel D
istribution
Sales Force Training & Leadership * Marketing * Tradeshow Management
________________________________________
PROFESSIONAL EXPERIENCE
WW GRAINGER, Northbrook, Illinois * 2005-2010
$6B, Fortune 500, leading broad line supplier of facilities maintenance products
.
Government Segment Sales Manager (2008-2010)
Promoted to serve on this key corporate division's leadership team, with direct
accountability for delivering more than 50% of a $215MM revenue stream. Provided
high-level support to 5 district sales managers overseeing more than 70 inside
sales representatives, consulting on strategic account planning, business review
s, and tailored presentations to maximize high potential opportunities. Conducte
d in-depth root cause analyses into key sales segments, identifying trends, buyi
ng habits, opportunities, and threats impacting purchasing behaviors.
* Drove $3MM ($2.9M) in incremental sales growth for 2 key segments in a single
year, surpassing sales and growth goals despite a significant market down turn.
* Achieved a landmark 11% growth among 30 targeted "high potential" accounts wit
h the successful implementation of focused account strategies and one-to-one coa
ching of sellers involved with these accounts.
* Delivered 4% growth among the segment's top 15 strategic vendors.
* Recognized for outstanding performance with the elite Grainger Government Cust
omer First Award.
Account Relationship Manager & Business Solutions Consultant (2005-2008)
Served as the primary liaison with customer accounts across 5 states in an effor
t to assess, analyze, and address all customer business and purchasing needs, ex
pand customer relationships, and grow sales volume. Responsible for managing a 3
00-account portfolio representing $2.9MM in annual sales volume.
* Consistently exceeded annual sales goals, driving up to 22% year-over-year gro
wth.
* Devised and implemented quarterly strategic selling plans for the territory's
top 25 accounts along with account package strategies for the entire 300-account
region.
* Increased key customer contacts by 30% with each of the 300 accounts in territ
ory.
* Achieved a 97% close rate on customer quotes and bids.
* Recipient of the Grainger Navigator and multiple Customer First Awards.
PAUL L. BLOCK III * Page 2 * pb4e9a1e@westpost.net
________________________________________
TECHMART, Odenton, Maryland * 2003-2005
$17MM national distributor of computer accessories, electronics, and school supp
lies to college bookstores.
National Sales & Marketing Manager
Managed all functions pertaining to sales growth and new business development.
Directed growth in revenue and profitability for all national accounts and buyin
g groups within the channel. Prospected new business, recruited, trained, and pr
ovided leadership to in-house sales team, and managed the corporate booth at ind
ustry trade shows.
* Drove single year sales 12%, representing the largest revenue growth in 4 year
s.
* Won strategic contracts with large customers generating more then $500K in inc
remental sales.
* Drove profit margins 2% through institution of a standard pricing strategy.
* Responsible for the opening of 150 new bookstore accounts in a single year.
* Successfully built company from a regional distributor into a national distrib
utor.
* Further increased sales by directing the design and implementation of a new e-
commerce website.

FELLOWES, INC., Itasca, Illinois * 1997-2003

$600MM office products, computer, and consumer electronic accessories manufactur
er.
Assistant National Sales Manager
Incrementally grew revenue and profitability of a key channel and national accou
nts. Executed a diverse scope of channel-specific sales, marketing, and business
development activities. Developed Plan-O-Grams and merchandising programs for C
ollege Bookstore retail outlets. Provide sales training and leadership to accoun
t sales staff, manufacturing representatives, distributors, and bookstore retail
ers. Set-up and worked corporate booth at industry trade shows.
* Nurtured solid customer relationships, effected aggressive marketing campaigns
, and executed strong management of manufacturing representatives to grow net sa
les of the educational channel from $400K to over $2.5MM.
* Took on leadership of "2nd Tier" mass retail accounts, automotive retail custo
mer, and shop-at-home companies. Challenged to turnaround performance of mismana
ged accounts, develop new business, and broaden exposure to and knowledge of com
plete product line.
* Took over and repaired damaged account representing $250K in lost business, re
turning the account to corporate profitability objectives while growing business
by more than 30%.
* Drove an estimated $150K savings in operating expenses by launching a strategy
to transition direct customers to a distributor partner-based service.
* Recipient of Fellowes Target Buster Award 4 consecutive years.
EDUCATION & TRAINING
Associate of Science in Business Administration (in progress)
College of DuPage, Glen Ellyn, Illinois
Certified in Dimensions of Professional Selling
Extensive record of ongoing professional development training in sales and custo
mer service
best practices with the American Management Association (AMA).
TECHNICAL SKILLS & EXPERTISE
System Certified: Cognos-Power Play * MS Office Suite: Excel, Word, Publisher, O
utlook
SAP * Oracle * Constant Contact * Relationship Manager * CRM * Goldmine * Tele-m
agic

A word version of my resume is available upon request.