Doug Herman is a Business Development Strategist with an expertise in maximizing profitability and market share through the unique application of industry specific sales strategies that create competitive and disruptive marketing action.
He is especially talented in leading a large team through change processes and inspiring passion for the company’s service or product, leveraging his professional communication gifts in presentations, written, or marketing tools.
Doug is currently the Vice President of Sales & Design at Xybix Systems, Inc in Littleton Colorado. He's developing a national sales team that has opened two additional channels and has continued developing his sales team finding over 23% sales growth in the first two years. The design team he oversees has increased in size and under his leadership has increased in productivity and accuracy with a 60% closure rating on everything they develop.
Doug had spent five years at Airgas On-Site Safety Services, a subsidiary of Airgas Inc., most recently as the Director of Business Process Improvement & Marketing, where he uncovered improvement opportunities and developed teams instilling processes for contracts, pricing, and marketing. He previously served as the Director of Sales recruiting, training, developing, and leading a national team of sales professionals growing the business’ topline sales 58% in three years.
His industrial career began at Grainger in a sales position where he found strong success in the MRO market, acquiring new customers. In his subsequent role at Shur-Sales & Marketing, Doug was assigned national distributors (Grainger, Airgas, Fastenal, White Cap, MSC, Applied Industrial Technologies) successfully driving 15 supply lines through those channels.
Doug has authored five books and spoke professionally in over 4,000 events since 1991.
A consummate learner driven to self-development, Doug has a B.A. in Leadership and has pursued multiple studies in leadership at Denver Seminary and has completed his Lean Six Sigma Black Belt and Lean Professional for Service certifications from the Acuity Institute of Business Leadership.
Doug has been married for 25+ years and is the father of four children. Doug enjoys laughter and finds that it occurs most with friends during his travel, exercise, home improvement projects, watching his Denver Broncos and any outdoor activity that includes water!
A Quick Word!
Can being "good" separately, offer the chance to be "great" together?
Can being "good" separately, offer the chance to be "great" together?
If Jim Collins - author of Good To Great - is correct, then you need to build a great team.
Please take two minutes to watch my video and let's see if a connection could work.
Thank you for your time today ... I really appreciate it!
Ideation & Innovation
Sales Process and Alignment
Disruptive Marketing Strategy
Lean Six Sigma Black Belt | Lean For Service | Kaisen
Xybix Systems, Inc.
Vice President of Sales
Aug 2014 - Present
Xybix is an industry leader in height-adjustable ergonomic workstations and consoles for public safety professionals. We currently design, build, and implement ergonomic furniture solutions for robust and demanding environments in 911 Dispatch Centers, Command and Control environments and Control Rooms.
Trending Results: 30% top-line sales growth / team development / KPIs, metrics, processes developed and locked down
• Serve as a key member of the executive team that sets the company’s strategic direction.
• Directly responsible for the company’s revenue.
• Lead overall revenue generation, market development and management.
• Spearhead sales initiatives that are consistent with the company’s overall strategy.
• Provide accurate sales forecasting for company direction.
• Develop plans and strategies for developing business and achieving the company’s sales goals
• Put in place infrastructure and systems to support the success of the sales function
• Hire, develop, and manage the sales teams, operations and resources to deliver profitable growth as he;
o Plans and monitors staff progress; reviews and evaluates performance results
o Initiates appropriate disciplinary proceedings.
o Coordinate and enforces system policies and procedures
o Maintains appropriate sales response operations by establishing work schedules; assigning employees, and providing backup.
• Define and oversee incentive programs that motivate the sales team and create synergy within the company to achieve individual sales rep and company-wide sales targets
• Define and coordinate sales training programs that enable staff to achieve their potential and support company sales objectives
Airgas On-Site Safety Services
Director of Business Process Improvement & Marketing Jan 2014 - Present
Responsible for the evaluation, analysis, development, and completion of business process improvement projects or initiatives.
Responsible for all marketing programs, strategies, and deliverables for internal and external customer engagement.
Contributor of leadership team guiding company growth, strategic plans, and ensuring sustained profitability.
Airgas On-Site Safety Services (formerly Oilind Safety)
Director of Sales, National Oct 2010 - Dec 2013
Responsible for all sales and marketing for national safety services company catering to Fortune 100 customers within these sectors; CPI, CPI Contractors, Energy, Mining, Environmental. Tasked with YOY incremental growth.
Oversaw sales growth from $32MM to $54MM with company winning consecutive Airgas Awards for YOY Sales Growth.
Recruited, Hired, and Developed sales team from 12 to 18 reps in three time zones.
Negotiated strategice alliances and launched sales initiatives for the company.
Oilind Safety, Safety Sales Specialist Jul 2009 - Oct 2010
Rocky Mountain Territory: Selling Safety Services and Respiratory / Breathing Air equipment to the energy sector. Includes Oil & Gas, Mining, Power Plants, and Wind Energy. We also work with Environmental companies as well contractors working in these volatile work environments.
Shur-Sales and Marketing
National Accounts Manager Sep 2008 - Jul 2009
Worked as independent manufacturer's rep for 15 manufacturer lines; all which specialize in safety products for the industrial workplace.
Was responsible for generating and increasing sales for National Distributors in 6-state territory focusing on new business. Doug identified a minimum of $4M in opportunities with a minimum close rate of 50%.
Capital Safety - DBI/Sala
THI - Ergodyne & Basic Issue
BEST Glove Inc.
Stoko Skin Care
Sqwincher Electrolyte Drink
National Safety Apparel
National Marker Corp
Acquisition Sales Manager Feb 2008 - Sep 2008
Responsible for developing long lasting partnerships with customers to supply and manager their MRO procurement.
Responsible for targeted account activity within an aligned territory. Overall responsibilities included: meeting quota and targets; prospecting and developing accounts and relationships via the telephone; developing and maintaining a high level of knowledge of Grainger's products as well as competitors' offerings.
Penetrate the market place to acquire market share through a consultative approach as well as a seamless and rewarding customer experience. Partner, research and analyze the strategic business direction and needs of each account to determine how Grainger can best align itself as a product and service partner for all current and future business needs of the account.
Determine customer potential as well as negotiate transaction terms, conditions and pricing for each existing and new account.
ReaLife Presentations, Inc.
General Manager & Business Development Aug 1996 - Oct 2007
Manage all operations, including finances, marketing, promotions, PR, product development, and sales.
Deliver energetic motivational presentations and speeches to audiences of 500-3,000 teens or teens and adults.
Train client staffs on techniques for addressing students, parents, faculty, and donors. Coach executives on communication.
Market a unique service by incorporating humor, animation and drama, and personal experience into presentations. Create value and increase client market share by inducing audiences to consider client’s product or service.
Negotiate contracts with literary agencies, booking and management agencies, publicists, and a web designer. Produce books, articles, and products, including merchandise for speaking engagements and company events.
Develop and pursue leads from client referrals, company website, email solicitations, mailings, and cold calling. Establish and cultivate strong client relationships. Supervise administrative assistant and outsourced services.
Pure Revolution Conferences, LLC
President Jan 2004 - Dec 2007
Manage content, hiring of speakers, themes, logistics, and on-site delivery of conferences, concerts, and seminars designed to educate and to facilitate client fundraising.
Train company staff and clients on techniques for promoting and organizing events. Play key role in development and maintenance of Leadership Handbook, a guide to hosting events.
Oversee bookings for speakers and musicians. Devise marketing and promotions for company’s services and client conferences, including local campaigns, website, email, and DVDs. Negotiate partnerships with family-oriented organizations such as the Compassion International child development agency.
Cultivate client relationships and deliver presentations. Write books to cross promote the company. Spearhead merchandising initiatives and production of web content.
Recent commercial articles authored.
Remove "hole watch" headaches
Technology eases confined space compliance
A hole-watch person attending a permit-required confined space is not only critical for the safety process of any entry, it is an OSHA requirement. This employee must manage and monitor all entry points, while effectively communicating and responding to onsite needs.
Safety issues can arise when this position is improperly staffed. Part of the challenge in pinpointing highly qualified hole-watch personnel stems from ... read more
Executive Profile: Doug Herman
Doug Herman believes character and focus are the most important aspects of a winning sales team. With integrity, a customer solution mindset and passion, his sales team has the necessary ingredients to succeed.
BIC Magazine recently visited with Hennan to learn ... read more
Confined space attendants
According to a five-year study conducted by the U.S. Department of Labor, confined space accidents result in an average of 92 deaths each year. The good news is that this average has improved drastically since 1991, when OSHA estimated that 174 fatalities a year were caused by confined space accidents. However, there is still much work to be done to reduce the fatality rate of confined space entry.
The risks of confined space entry can be greatly reduced by following ... read more
Time for a Pure Revolution: Empower the ones you love to fight the spiritual battle, protect their future, demand what they deserve
An exciting new angle on purity that gives parents powerful and practical encouragement to motivate their teens to take a stand against the cultural norm. Doug Herman explains the challenges teens face—challenges of love, identity, and the influence of character on sexual choices—and shows the critical role parents play in creating character and purity within their teens and ultimately igniting a “Pure Revolution.”
Leadership 1998 - 2004
32 hours of studies on Leadership, Theology, and Biblical Studies.
Southwestern Assemblies of God University
Christian Leadership, BA 1984 - 1988
Southwestern Assemblies of God University (SAGU) is a private, Christian university located 30 minutes south of the Dallas/Fort Worth Metroplex in Waxahachie, Texas. The University was established in 1927 and now offers more than 60 associate, bachelor’s or master’s degrees on campus or online. More information is available at www.sagu.edu or by calling 1-888-YES-SAGU.
Copyright 2014 Doug Herman