Richard Walston
York,PA
Summary
Customer-oriented, strategic-thinking sales professional with over 35 years of experience in building relationships, cultivating partnerships, retaining top accounts and growing profit channels. Multi-tasking and self-motivated leader with expertise in expanding network connections, persuasively introducing products, implementing pricing models, inventory control and projections, vendor relations, territory development and revealing customer needs to deliver solutions.
Professional with strong background in territory management. Proven ability to drive sales growth, build strong client relationships, and develop strategic market plans. Known for fostering team collaboration and adapting to changing market conditions. Expertise in negotiation, market analysis, and customer service. Reliable and results-focused with passion for achieving targets and exceeding expectations.
Overview
43
43
years of professional experience
Work History
Territory Manager
SIP Industries. Inc.
01.2023 - Current
- Developed strong relationships with key decision-makers, fostering trust and loyalty in the assigned territory.
- Cultivated relationships with key accounts in territory and provided support to drive customer satisfaction.
- Established successful account relationships by building rapport and maintaining consistent communication.
- Achieved sales goals and service targets by cultivating and securing new customer relationships.
- Expanded territory coverage by strategically identifying and targeting high-potential accounts.
- Improved customer satisfaction and retention through frequent visits, timely response to inquiries, and effective problem resolution.
Sales Consultant
L/B Water Service Inc.
07.2011 - Current
- I developed my customer base and grew business to 5 plus million in waterworks sales at 18 % plus profit level in water sewer and storm drain materials
- I leveraged my 38 years of industry experience and knowledge to actively engage and collaborate with contractors to grow business opportunities
- Used consultative sales techniques to understand customer needs and recommend relevant products and services.
- Generated increased sales revenue through effective lead generation and follow-up efforts.
District Sales Manager
Griffin Pipe Products Co. Inc.
08.2000 - 06.2011
- Analyzed and assessed market shifts to maximize opportunities and establish possible leads into new markets
- Grew mid-Atlantic market to 2nd largest sales region east of the Mississippi
- Formulated regional sales approach based on solid customer relationships and market-driven planning
District Sales Manager
Clow Valve Company
10.1995 - 08.2000
- Penetrated new markets by investigating competitor products, services and trends
- Generated new leads and developed deep client relationships to promote sales
- Grew territory from 1.8 million to 5.4 million before leaving
Sales Engineer
Bituminous Construction, Inc.
03.1992 - 10.1995
- Recommended improvements to customers and demonstrated potential cost reductions and process improvements
- Negotiated tender and contract terms to meet both client and company needs
- Conferred with customers and engineers to assess equipment needs and determine construction processes
Outside Sales Representative
WaterPro Supply,Inc.
01.1991 - 12.1991
- Conducted site visits to assess needs, demonstrate products and recommend strategic solutions for customer requirements
- Generated sales by executing complete sales cycle process from prospecting through contract negotiations and close
Outside Sales Representative
A-1 Pipe,Inc.
01.1990 - 12.1990
- Grew customer base by acquiring new customers and identifying needs to deliver relevant water, sewer and storm drain materials
- AĴended trade shows and sales conferences
- Answered customers' questions regarding products, prices and availability
Outside Salesman
A & P Water And Sewer Supply, Inc.
04.1982 - 12.1990
- Learned customer needs and desires to suggest specific product options
- Networked to build client base and promote products to new and existing clients
- Implemented consultative sales techniques to generate revenues and exceed sales targets
Education
High School Diploma -
Kenwood High School Ib And Sports Science
Baltimore, MD05.1982
Some College (No Degree) - Blueprint Reading Course
Essex Community College of Baltimore
Essex, MarylandPresentation Speaking Course -
Dale Carnegie
Towson, MD10.1986
Sales Negotiation -
Dale Carnegie
Towson, MD07.1986
Leadership Training Course -
Fred Pryor
Baltimore, MD05.1986
Skills
- Industry trends
- Customer relationship management
- Prospecting skills
- Consultative sales
- Lead generation
- Territory management
Associated Utility Contractor associate of the year - 2020
Collaberated with contractors and associates to build a stronger alliance with local municipalities and to help grow membership in the organization.
Timeline
Territory Manager
SIP Industries. Inc.
01.2023 - Current
Sales Consultant
L/B Water Service Inc.
07.2011 - Current
District Sales Manager
Griffin Pipe Products Co. Inc.
08.2000 - 06.2011
District Sales Manager
Clow Valve Company
10.1995 - 08.2000
Sales Engineer
Bituminous Construction, Inc.
03.1992 - 10.1995
Outside Sales Representative
WaterPro Supply,Inc.
01.1991 - 12.1991
Outside Sales Representative
A-1 Pipe,Inc.
01.1990 - 12.1990
Outside Salesman
A & P Water And Sewer Supply, Inc.
04.1982 - 12.1990
Presentation Speaking Course -
Dale Carnegie
Sales Negotiation -
Dale Carnegie
Leadership Training Course -
Fred Pryor
High School Diploma -
Kenwood High School Ib And Sports Science
Some College (No Degree) - Blueprint Reading Course
Essex Community College of Baltimore
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