Tim Dunn, ABB Emergi-Lite US Regional Sales Manager, has done it all. After starting his career in production, his role changed every few years, from operations to sales, including stops in shipping, logistics, and marketing.
“I’ve been in every position, so the higher I went, the more it helped create a foundation of knowledge that I could build on, as I knew the work that went into each position I previously held.”
Tim’s belief in the Emergi-Lite products and passion for his work grew with every new position. These experiences enabled him to quickly absorb new information that helped him grow to where he is today. Now, with over thirty-five years of experience under his belt, he is more energized than ever.
Credit due
When Tim was hired in production, he had no idea where the next few years would bring him and the effect it would have on his career.
While Tim credits several managers for taking chances on him, one stands out. He hired Tim to manage the marketing department on the strength of his emergency lighting knowledge, sending him to higher education courses in Management and Marketing that helped him grow not only his field of expertise but in others as well. Today, Tim openly credits that manager for mentoring him, seeing his potential and investing in him.
“He could see where I could be before I could see it, myself. The whole key to my career has been him.”
Strengthening relationships
Having a manager who believed in him helped Tim realise that he could mentor agents in the same way. When Tim sees potential in an agent, he coaches them through this process and provides support when needed. For example, Tim’s training helped one agent go from $100,000.00 of business at -15% margin to 1.3 million at 35% margin.
Now, with twenty-six agents in sixteen states under his wing, Tim travels around the country supporting them and strengthening their relationships. He views his agents like family by always providing guidance and assistance. He also makes sure they get to know the people behind the products, whether at industry events, making the rounds at the office or putting them in touch with the right person when needed, Tim builds trust in the brand and the people.
“It’s not a one-man show. I want them to meet all the members of the team. Then, they can see the people behind the scenes who make everything happen.”
Selling what you believe in
Tim brings incredible conviction to every person he talks to; he is no “widget” salesman. Considered one of the best regional managers in North America, Tim knows emergency lighting like the back of his hand and believes in the people and products.
“I’m not selling products, I’m selling a belief in our emergency lighting. It (emergency lighting) provides safety and security, and I want people to know that – how important it really is.”
Tim’s passion and belief in the products stem from the people who work in the office and manufacturing plant.
“I have confidence in the people working here. When you’re passionate and you believe in what you’re saying, it comes across.”
Balancing home life
For Tim, success on the road did not mean sacrificing his home life. He has been happily married for thirty-six years and recently moved to be closer to his son’s family. As someone who spends long periods of time away from home, his secret to a maintaining a good work-life balance is to be present in the moment, whether it is family or work, always giving people your full attention.
“When I’m at home, I’m at home. When I’m on the road, I’m on the road.”
While he projects confidence and success, Tim is also dedicated and passionate when he sets his mind to something. He exudes a sense that he is grateful for all he has but always strives for more. His last bit of advice: “Always make the best of what you have and be happy”.
