Howard Hopkins

Rsponsible for all sales in North America.

Managing 70+ independent lighting agents throughout the United States and Canada. Driving substantial sales growth; up 65+ percent since my arrival.

Eastern Regional Sales Manager responsible for 37 independent lighting agents throughout the US and Canada. Exceeded budget by 3-4+ million in 2013 and 2014. In two years drove sales within my territory from 5 million to 13 million. On pace for 15 million in sales for 2015. Overall responsibility for corporate direct sales through management of a national network of 37 independent lighting agencies. Responsible for the training and development of each agency's inside and outside sales forces. Development of strategic business, market and promotional plans to grow sales, strengthen company’s competitive market position and penetrate new markets and/or channels of distribution. On-site sales calls and training sessions with agent partners, engineers, architects, distributors, contractors and end-users. Development of budgets and incentive programs for customers. Preparation of action plans for each agency. Ongoing monitoring of industry trends related to product, pricing, competition, market changes and forecasts. Assistance in conceptual product development. Key Achievements: Responsible for achieving and surpassing monthly and annual budgets on a consistent basis. Conducted comprehensive assessment of company’s agent network and subsequent action plans. Identified and replaced underperforming agents throughout the country with new stronger performing agents. Developed strategic alliances with new agents and gained access to new markets throughout the US. Revitalized and re-focused customer service team, resulting in significant drop in customer complaints and less RGAs. Provided on-going leadership, highly energized and invigorated the sales channel on a myriad of levels.

Global manufacturer of commercial and industrial electrical and lighting products On-site and remote management of an extensive network of 21 independent lighting rep firms with a combined staff of over 200 sales personnel, located throughout the western half of the US. Responsible for leading sales calls at the architectural, engineering, distribution and end user levels in an effort to get our products specified. Continuous mentoring, coaching and support of all sales personnel in an effort to achieve and surpass forecasted revenue targets. Developing various go-to market strategies and tailored incentive programs within each territory while strengthening existing relationships and fostering new ones at all levels. Other responsibilities include product deployment and training, developing proposals and quotations, identifying and developing new business growth opportunities. Key Achievements:  Responsible for driving sales within a $5mn sales territory  Consistently met and exceeded all company revenue targets  Currently +35% sales generated YTD vs. 2011  Highest margins maintained within division  Revitalized under-performing/under-served sales territory and produced double digit growth every quarter while rebuilding stagnant relationships within the territories (at all vertical levels) and establishing new ones  Established new consignment warehouse location in Dallas to serve the central US and therefore significantly reduced logistical overhead and gained operational efficiencies  Identified operational inefficiencies at existing California-based consignment warehouse and developed a corrective action plan to re-locate to another facility  Effectively introduced into the marketplace the new Nexus wireless management system.  Developed significant new web-based revenue streams

Largest US manufacturer & importer of commodity-based exit and emergency equipment and other lighting products On-site OEM, distributor, contractor and end-user sales and rep force development and management for an extensive multi-million dollar account base consisting of 70+ accounts, located throughout the U.S. and Canada. Responsibilities included developing individualized budgets and aggregate account-based forecasts, product deployment and training, developing proposals and quotations and identifying and developing new business growth opportunities. Key Achievements:  Double-digit year over year revenue growth for $5mn territory  Consistently exceeded annual sales targets while maximizing profitability  Prospected, developed and grew exit and emergency lighting business with various key OEM accounts including though not limited to; Thomas & Betts, Atlas, Skyline, Elite, DMF, Deco, Howard, Teron, StanPro, ALP/Bill Brown Sales, Evenlite, Isolite, LSI, Beghelli, Peerless, Lamar, Mobern, Vision, Encore, Spero, ISI, Orion, Visioneering, Orbit, Ni-Cor and High-Lites

Leading yogurt and ice-cream franchise establishments Start-up responsibilities included; developed an approved initial business plan in order to secure SBA financing necessary to launch the venture, completed franchisor required training program at the corporate offices, analysed real estate market data to identify optimum retail location, purchased all necessary equipment, secured all required health and safety approvals, negotiated additional non-franchise related product licenses in order to expand product offerings, hired trained and developed sales force. On-going scope of responsibilities included; implemented initial business plan, inventory management and portion control, sales force management and training, established annual budgets and forecasts, accounting, monitored industry trends and various applicable industry data, maintained equipment, devised a variety of targeted marketing and advertising programs for local customer base. Key Achievements:  Annual sales revenue consistently exceeded $500k  Created additional revenue stream by offering full catered parties with contracted entertainment  Planned and executed various charitable and fund-raising events within the community  Completed franchisor required re-model 4 years after opening  Consistently met and surpassed all health and safety audits and franchisor operating standards  Successfully brokered the sale of TCBY franchise and realized significant ROI