Chris Marlow
Carrollton
Summary
Highly motivated, results-oriented and technical sales leader with more than 20 years experience in sales/marketing and business development. Highly accomplished in cultivating new markets and customers, expanding existing accounts and driving profitability. Proven results across North and South America in locating, growing and maintaining both simple and complex accounts. Polished communicator with superior account management skills, excellent presentation and problem-solving, who thrives in competitive and dynamic environments. Experienced in leading teams through change management and business transformation, while focusing on objectives and delivering superior results. Holds MBA and BBA in Business Administration/Marketing.
Overview
22
22
years of professional experience
Work History
Channel Leader
ABB
09.2023 - Current
- Cultivate and develop strategic partnerships to build and maintain ABB's channel strategy
- Articulate value proposition to channel partners to maintain and increase share of profitable business
- Established quick credence and relationships within the company and externally as well while leveraging years of relationships built in the industry
- Created stability and framed a new culture within the retail channel which is vital to the success of the channel
- Brought new relationships to the ABB business which have not previously been in place and passed along knowledge and introductions to key ABB stakeholders
Vice President of Strategic Growth
Cerrowire, LLC (Marmon Berkshire-Hathaway)
03.2023 - 09.2023
- Identify opportunities to improve business process flows and overall company productivity.
- As an 80/20 company, drive results within the top accounts such as Sonepar, Graybar, Wesco, Rexel, CED, USESI, Border States and others.
- Increase company growth through collaboration with sales and marketing departments.
- Spearhead cross-functional initiatives across departments to achieve business goals for bottom-line profits.
- Drive third-party contract negotiations to obtain favorable pricing and scheduling parameters.
- Align organizational objectives with company mission, increasing revenue, profit and business growth by collaboratively developing integrated strategies.
- Facilitate over $1B in annual business for 3+ years
- Drive new product engagement, strategy, release and adoption. New products are expected to generate over $500M in incremental revenue
Vice President of Sales - Electrical Distribution
Cerrowire, LLC - (Marmon Berkshire-Hathaway)
05.2020 - 03.2023
- Develop short and long-term sales strategies to gain market share, uncover new sales opportunities and increase revenue.
- Perform monthly sales forecasting and competitive analysis to determine product performance levels and need for new product developments.
- Analyze past sales data and team performance to develop realistic sales goals.
- Increase revenue by implementing effective sales strategies in sales cycle process from prospecting leads through close.
- Increased awareness, relationships, and revenue at numerous top-tier electrical distributors
- Maintain C-Suite and below relationships at many electrical distributors
- Lead and attend all industry functions including: NAED, IMark, AD, NECA & Others
VP, Sales - National Accounts
Southwire Company
02.2019 - 04.2020
- Manage strategic direction for large national accounts across 6 Southwire regions
- Responsible for $1.2 Billion in revenue for 4 large accounts which drive profitable returns for the organization
- Effectively communicate with C-Suite executives and vendor relations managers with each distributor to establish performance metrics, KPI's and develop/implement rebate and incentive plans
- Since February, lowered AR balance and helped to decrease overall company DSO by 1 day which drastically improves the company's controllable asset turnover performance
- Implemented quarterly business reviews and top-to-top meetings (annually) with each account to foster communication and discuss metrics and performance
- Manage requests for marketing funds to support trade shows, contractor loyalty programs and other business supporting events
- Change management agent and champion for the company in driving behavior and results for each organization based on annual objectives
Sr. Director & VP, Industrial
Southwire Company
10.2011 - 02.2019
- Managing direct reports including a product manager and field sales managers (Also work with all Manufacturer's Reps.). Hired, trained and developed incentive plans to drive sales effectiveness which resulted in both top-line growth and EBITDA expansion
- Responsible for 3 separate large P&L's spanning the Americas. Drove profitability and increased gross margin by $8M by increasing sales and optimized plant loading
- Engage in high level contract negotiations in the Americas, including metals, currency and rebates/incentives
- Strengthened $100M product line acquired via acquisition which resulted in re-branding, investment, and relaunch of the product
- Interfacing with C-Suite executives, both internally and externally daily in the US, Canada and Latin America
- Creating marketing and sales plans which include social media campaigns, direct marketing, videos, trade shows & websites
Business Process Leader - SAP ERP System
Southwire Company
01.2011 - 10.2011
- Working with IT and consultants to build a + $50M ERP system
- Serving as the Electrical Division's subject matter expert to build inputs
- Ensuring the future system will function with sales' requirements
Construction Sales Manager
Southwire Company
12.2001 - 01.2011
- Responsible for multiple geographic territories.
- Managing multiple P&L's for different products and regions.
- Managing an inside sales team as well as outside product representatives (both direct & Manufacturer's Representatives).
- Developing sales quotas, and implementing the plan.
- Making face-to-face sales calls in the territory (travel up to 50%).
- Working with Electrical Distributors, Contractors, and EPC firms.
Education
MBA - Business Administration
Auburn University
Auburn, AL2017
BBA - Marketing
University of West Georgia
Carrollton, GA12.2001
Skills
- Windows /Apple iOS/Safari /Microsoft Office
- SalesForcecom /Midaxo/ SAP
- Change management
- Contract negotiations
- International sales support
- National accounts management
- International and domestic travel
- Proven success across matrix management
- Forecasting/strategic planning
- Mergers & acquisitions -business integration
- P&L accountability
- Creation of sales comp structures
- Understanding of sales retention
Additional Information
Honors & Personal Information:
- Nominated for Leadership Georgia
- Top supplier salesperson winner for large customer
- Elected to company's leadership class for over 12 years
- Global Council Member - Marmon DEI (Current)
- Board Member - Carroll County Chamber of Commerce Executive Committee
Timeline
Channel Leader
ABB
09.2023 - Current
Vice President of Strategic Growth
Cerrowire, LLC (Marmon Berkshire-Hathaway)
03.2023 - 09.2023
Vice President of Sales - Electrical Distribution
Cerrowire, LLC - (Marmon Berkshire-Hathaway)
05.2020 - 03.2023
VP, Sales - National Accounts
Southwire Company
02.2019 - 04.2020
Sr. Director & VP, Industrial
Southwire Company
10.2011 - 02.2019
Business Process Leader - SAP ERP System
Southwire Company
01.2011 - 10.2011
Construction Sales Manager
Southwire Company
12.2001 - 01.2011
MBA - Business Administration
Auburn University
BBA - Marketing
University of West Georgia
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