Anna Farina

Chicago, IL

Professional Overview

Highly Accomplished Sales Manager who excels at identifying potential sales talent with upward mobility potential to fill the current positions as well as having the potential to move up in an organization.  Successfully created sales teams from the ground up.  Managed remote sales teams ranging from 10 to 45 people across the United States. Created and implemented sales goals and standards of performance to clearly communicate expectations and goals to new reps and drive revenue and sales excellence. My sales teams have achieved President’s Club honors even in down economies. My sales’ training consists of analyzing business needs, identifying substantial growth opportunities, defining methods for capturing new customers and retaining existing clientele, and attaining leverage in competitive markets. Hands-On Self-Starter who specializes in technical sales with an emphasis on selling through distribution, dealer networks, and direct-to-consumer (DTC), and to big box stores.

 

Top Performer who continually gains buy-in among team members to promote unified objectives, enhanced accountability, and incredible goal achievement to align with a company’s mission. Influential Strategist who develops solid alliances among decision-makers, multidisciplinary staff, and clients / customers, and who sees the “big picture” to exceed expectations with a willingness to “go the extra mile” to surpass the status quo. Successfully created and achieved annual budgets while continuing to grow and manage new and existing customer relationships.  Aggressively promoted new products, technology, and services and implemented them into new and existing customers.

 

Engaging Communicator who aggressively drives the development and sales growth of territory sales representatives.  Innovative Thought Leader who demonstrates ethics and integrity while selling to diverse commercial and industrial customers.  

Work Experience

The Enginuity Group

Vice President and Principal

Licensed Business Intermediary with The Enginuity Group, Chicago Territory. Provides complete arrange or sale side and buy side services in addition to various M&A related consulting services. Manages the process of packaging and selling companies as well as the reverse with buyers seeking to acquire companies meeting certain criteria.

THINK COMPANIES INC

Schaumburg, IL

(2018 - Present)

Director of Sales and Service

Established this company to create and implement a new sales program for a leading distributor of lubricants and chemicals.  Directive is to re-engineer their inside and outside lubricants sales organization in the lubricants and industrial sales industries.  The program centers around achieving financial objectives by ethically increasing new customer sales and maintaining and growing their current customer base.  Program includes creating new KPI’s, new sales reporting means for management and creating a new training program for both inside and outside sales teams along with a complete servicing system to create value for their clients.  Providing technical expertise related to metalworking fluids, maintenance fluids, cleaners, greases to third-party toll blenders, manufacturers and end users.

  • Generated $1.700,000+ in pipeline revenue.

  • Developed $3 million in potential revenue by introducing a new marketing channel.

  • Brought on new distribution to cover the state of Minnesota with first-year projections of $1+ million.

  • Developed new sales processes to streamline the order placing process and reduce lead times.

 

FUCHS LUBRICANTS COMPANY

Harvey, IL

(2013 – 2018)

Sales Manager

Strategically steered a results-generating sales team of 4 Remote Sales Engineers, 4 Inside Sales Representatives, and 2 Field Service Technician in maximizing bottom-line performance for the world’s largest independent manufacturer of specialty lubricants with global sales of $2.4+ billion, including facilitating ongoing training, coaching, and mentoring activities to boost success.  Led territory-specific operations while cost-effectively managing budgets, profit / loss, and forecasting.  Developed and implemented process improvements to attain large-scale monetary and time savings.  Directed on-site service and maintenance requirements while providing fluid performance measurements and calibrations, as well as software support services and training.  

 

Coordinated and managed high-volume work orders and change orders in the Services Management System (SMS).  Oversaw all samples, tooling, testing equipment, and computer hardware needed for on-site service and maintenance while actively promoting a safe and compliant workplace.  Continually built and sustained beneficial customer relationships and promptly resolved customers’ issues to exceed expectations.

 

  • Recognized for job excellence as a 4-time “President’s Club” honor recipient and sales manager.

  • Profitably managed $25+ million in sales revenue with $10+ million from service.

  • Successfully onboarded 10+ new distributors and trained distributors on new products.

  • Led all facets of team recruitment, new hire orientations, progression plans, and reviews.

  • Generated $5 million in revenue by developing new distributor and dealer incentive programs.

  • Developed new product / service solutions to meet customers’ customized goals and expectations.

  • Created and implemented quality practices to ensure optimal customer satisfaction and acceptance.

 

SMC SERVICES CORPORATION

Oak Brook, IL

(2003 – 2014)

Vice President of Sales & Service 

Leveraged broad scope of industry knowledge toward managing $75 million in sales revenue and profit / loss responsibility with oversight of a dedicated sales team of up to 40+ Sales Representatives at this multi-solution manufacturer and outsource-service provider.  Led sales via direct-to-consumer (DTC), via distribution, via third-party sales representatives, and via big box retail stores. Developed pricing and packaging strategies and established forecasts.  Managed and maintained sales volume, product mix, and selling price by keeping current with supply and demand, changing trends, economic indicators, and competitors.  Established and achieved sales objectives by forecasting and developing annual sales quotas for regions and territories and projecting expected sales volume and profit for existing customers and new products. Collaborated with and led cross-functional teams to develop sales, corporate structure, and processes.

 

  • Managed $20+ million in house accounts with $3+ million in growth.

  • Launched national sales programs by developing field sales action plans.

  • Generated a minimum of 7% sales growth YoY to exceed all annual sales goals.

  • Personally recruited 29 Sales Representatives who continually met or exceeded sales goals.

  • Led team to achieve a $45 million increase in sales across an 8-year period during a recession period.

 

 

W.W. GRAINGER

Lake Forest, IL

(2001 – 2003)

Industrial Engineer – Distribution Center Design & Operations

Played a vital role in driving distribution center design and operations initiatives while concurrently serving as Productivity Software Program Manager for an entire U.S.-based distribution network.  Managed the seamless integration of productivity software into the Warehouse Inventory Management System and handled ongoing warranty and system enhancements.  Developed and maintained all documentation and instruction manuals.  Contributed to inbound operations design and implementation throughout the distribution center network.

 

  • Developed and implemented customized SKUs for large-scale clients.

  • Conducted training for new system users, including executives and distribution teams.

Education

Master of Human Resources Management Keller Graduate School of Management (August 2021)                                               

Master of Business Administration (Emphasis in Sales & Marketing) Keller Graduate School of Management

 

Master of Science in Project Management Keller Graduate School of Management

 

Bachelor of Science in Industrial Engineering University of Illinois

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