David Schwandt

About David Schwandt

Driven sales leader with a tenacious focus on achieving sales goals and objectives.…

Experience

1. VP Sales

   Saxco

   Jun 2001 — Present

   Direct and lead a team of 12 professional sales representatives and account managers located in CA/OR/WA selling packaging to 1500+ wineries. Continuing and ongoing reinforcement of sales process and sales techniques, including active listening, reality testing questions, expectation management, collecting decisions, and taking control of the customer or prospect conversation. Administer product line, pricing, supplier relationships, trade shows, advertising, expense and sales budgets. Define and execute category growth strategy. • Negotiate and maintain over 20 key customer multi-year supply contracts, ranging from $500K to over $10 million in annual revenue • Consistently gain 5-10% annual new business growth in mature market • Transformed sales team from order takers to skilled sales professional through the installation of a defined and repeatable sales process, first year result was a 4-fold increase in new customer acquisition • Restructured customer value proposition from factory direct broker to value add distributor, with resulting increase of 50% in product margin • Facilitated launch and implementation of CRM tool resulting in increased business development, pipeline strength, and sales productivity • Refocused sales activity to business development, from primarily farming and servicing existing accounts, resulting in over 200% increase in sales revenue pipeline

Education

• UW Foster School of Business

  BA, Business

  1979 — 1982