Curt D.

Carlson
101 Cimarron Court (952) 456-5318
Apple Valley, MN 55124 cmcarlson345@msn.com
SALES PROFESSIONAL

SUMMARY OF QUALIFICATIONS

An accomplished technical sales professional with a history of establishing exceptional customer

relationships leading to profitable revenue growth. Effectively communicates to all levels within a
business - engineers, purchasing and business owners, and easily translates complex technical
applications into clear, understandable business decisions. Combines leadership, business acumen,
and technical expertise with strong communication and motivational skills to consistently exceed
both individual and team expectations. Consultative selling expertise in a wide variety of technical
applications specializing in energy and efficiency in the following industries: hi tech, metals, food,
utilities, medical, and construction. Experience includes:
• Sales Management • Distributor Management • Strategic Planning
• National Account Management • Budget Management • Personnel Management
• Customer Development • Program Management • Process Improvement
• Business Development • Vendor Negotiation • Change Management

PROFESSIONAL HISTORY AND SELECTED ACCOMPLISHMENTS

Shelter Supply, Inc., Lakeville, MN 1993 – Present

A regional distributor of leading energy efficient building products and technologies; marketing to
commercial/residential builders and HVAC contractors specializing in indoor air quality (IAQ), building science,
and energy conservation.
Outside Sales Manager
Manage sales expansion and account development of new/existing accounts and multiple key accounts throughout
the state of Minnesota.
• Hired as company’s first outside sales manager. Established sales process, procedures, and
long term strategic plan. Grew company sales from $3M to $15M in 10 years, managed
growth of sales department to staff of six, and created a long term, stable and loyal customer
base.
• Met or exceeded sales objectives and earned bonus for 13 consecutive years contributing to
overall company success and the attainment of a 75% marketshare leadership position.
• Identified unrealized marketplace potential; established strategic partnerships with builders
and mechanical contractors. Partnership resulted in the development of multiple “win-win”
programs for all parties and has generated nearly $8M in revenue in a ten year period.
• Formulated and presented exclusive equipment idea and gained management approval,
worked with manufacturer to build equipment, and negotiated sole nationwide distributor
agreement. Resulted in market leadership, high margins, and annual sales of $250K.
• Recognized the opportunity and built a niche market soon to be expanded regionally.
Developed indoor air quality products business plan that has established company as leader in
Building Science and Indoor Air Quality generating $15M annually after 10 years.
• Led efforts resulting in Company winning 5 consecutive Trillium Award from the Twin
Cities Builders Association. Award recognized development of energy efficient designs and
 building performance and established Company as the acknowledged industry leader in energy
efficiency.
Curt D. Carlson (952) 456-5318 Page Two

• Reduced sales expenses and increased profits. Designed performance-based compensation

plan based on gross margin vs. % of revenue that is projected to increase overall sales
revenue by 9% and increase average margins to 23%, an increase of 8%.
• Implemented a new coverage model to increase efficiency, profitability, and meet
competitive threats. Reviewed and selected 2 new upper Midwest wholesalers, established
annual sales goals, provided training and support. Increased distribution and generated $1M
annual sales with an average margin of 13%.

Minnesota Valley Engineering, Inc., New Prague, MN 1991 – 1993

Manufacturer of cryogenic equipment consisting of cryogenic containers (bulk storage tanks), process piping, and
control equipment; serving electronic, chemical, food freezing, fabrication, steel, & other industries.
Midwest District Manager
Led sales production and account management throughout 11 states. Managed 80 new opportunity accounts with
largest single key account generating $2.5M annually. Total annual sales revenue of District exceeded $9M.
• Consolidated two separate specialized sales groups in eleven states and managed the
resulting sales geography. Over 1.5 years, increased marketshare in both segments,
exceeded goals and objectives, and generated annual sales in excess of $9M.

Union Carbide Corporation, Linde Division, Chicago, IL 1981 – 1991

An international manufacturer of industrial and specialty gasses sold in cryogenic form (bulk liquid) and gas form;
servicing electronic, chemical, food freezing, fabrication, steel, and other industries.
Senior Sales Representative (1985 – 1991)
Sales Representative (1981 – 1984)
Managed all consultative sales and service functions throughout a 4-state area, handling F500 high-tech accounts
generating annual sales revenue in excess of $10M.
• Reorganized account coverage for a F500 Hi Tech company with several locations, diverse
requirements, and multiple pricing structures. Resulted in consistent account coverage, improved
account management, increased profitability, and the development of a long term business
relationship generating in excess of $10M annually.
• Assumed management of a deadlocked contract negotiation. Opened negotiations,
determined and addressed concerns, and successfully negotiated a $2.5M long-term supply
contract and partnering relationship.
• Faced potential loss of largest account due to labor strike complications with Company drivers
honoring picket line. Negotiated a “Hold Harmless” agreement with customer that resulted
product shipments resuming and $15M business being maintained and subsequently retained.
• Coordinated efforts and functions of multiple company and customer departments during a time
of emergency that ensured continued customer operations and overall safety. Developed and
Action Plan that resulted in uninterrupted customer production and uncompromised safety which
led to an eventual contract extension.

EDUCATION AND TRAINING

B.S. Business Administration – Finance & Marketing emphasis

Illinois State University, Chicago, IL
Multiple Advanced Sales & Marketing Programs with specific industry training involving
Electronics, Semiconductors, Beverage, HVAC industries and related Codes/Regulations.