1. Larry Nathan
(971) 832–2253 • lhnathan@yahoo.com
Career Focus — SALES • SALES MANAGEMENT
Expertise: Transportation Safety • Residential/Commercial Construction • Client Relations
Profile: Award–winning professional with a valuable depth of experience in new business
development, strategic sales and marketing, and territory management. Self–starter and
independent goal–setter with a record of success designing and executing sales and
marketing initiatives, negotiating contracts, and formulating strong business alliances that
result in business growth and profitability. Excellent public relations and interpersonal
skills—instill confidence and trust by delivering exceptional service, maintaining thorough
product knowledge, and exhibiting ethical conduct throughout all stages of the sales
process. Successfully manage time and multiple responsibilities; flexible in the face of
changing priorities and deadlines. Extensive network of contractor, distributor, and
municipal and state/provincial agencies.
Selected • Recipient of President’s Key Club Awards 10 of last 15 years.
Professional • Recognized with 10 internal awards for preparation of closed specifications for 3M’s
Highlights: Fire Protection Products, Waterproofing Products, and Energy Saving Films.
• Sold the largest 3M durable pavement marking project in the western US to the
State of Idaho ($6 million).
Fully prepared for a challenging professional opportunity.
EXPERIENCE SUMMARY
ENNIS FLINT, Bend, OR 2008–2014
Regional Sales Manager
Held territorial responsibility for the sale of the company’s full line of pavement marking solutions
throughout Alaska and Western Canada. Managed a distributor network, and established profitable
business relationships with municipal and state/provicinial agencies and contractors. Capitalized on
extensive experience in the transportation safety industry to accurately evaluate customer requirements,
negotiate contracts, and accomplish revenue objectives.
• Grew the territory 65% in five years.
• Increased margins by 40% since 2008.
• Captured 95% of all road marking paint business in British Columbia and Alberta.
• Played a key role in procuring a paint contract with the State of Alaska and Provincial paint
contracts in Manitoba and Saskatchewan.
3M COMPANY, Seattle, WA 1988–2008
Sr. Government Transportation Safety Specialist—Traffic Safety Systems Division (1998–2008)
Successfully positioned 3M as a preferred provider of Reflective Sheeting and Pavement Marking lines in
a territory comprised of Washington, Idaho, and Montana. Solidified business relationships and built
marketshare with municipal and state agencies, fabricators, distributors, and contractors through carefully
designed sales and marketing strategies, customized product introductions, and highly effective account
management.
• Grew territory an average of 15% a year over a period of eight years.
• Marketed and sold street name signs to the City of Seattle, and overhead guide signs to the
state of Washington.

2. Larry Nathan — Page 2
3M COMPANY (continued)
Account Representative—Construction & Home Improvement Division (1988–1997)
Promoted and sold 3M fire protection, waterproofing, and energy saving films to a client base in western
Pennsylvania, upstate New York, and eastern Ohio. Built strategic account relationships and achieved
sales targets through regular contractor training (5 times a year), exceptional levels of service, and
follow–up after the sale.
• Sold large waterproofing projects to major clients, including the state of Ohio, Cornell University, West
Virginia University football stadiums, and Three Rivers and Riverfront Stadiums.
• Marketed and sold energy saving film products to Westinghouse, Ohio State University, and the
Cincinnati Airport.
• Achieved internal recognition for successfully writing closed specifications for 3M products.
Early career experience as a Construction Supervisor (Francis/Boenke Construction, Colorado
Springs, CO.)
EDUCATION • PROFESSIONAL DEVELOPMENT • LICENSURE
Bachelor of Science, Agriculture, 1978
Natal University, Pietermaritzburg, Natal, South Africa
Beyond Selling to Business Development • Initial Price vs. Cost
Time and Territory Management • Managing the Distributor Network
Effective Speaking and Human Relations • Seven Habits of Highly Successful
People • Bridge to Customer Worries • Danger in the Comfort Zone
Microsoft Word, Excel, PowerPoint • CRM
Contractor License (in progress)
Class C Builders License
(971) 832–2253 • lhnathan@yahoo.com