OBJECTIVE:
Seeking a Senior leadership assignment where I can use my strong leadership, in depth analytical knowledge, outstanding partnering, and communication skills to drive the company to new heights.
PROFILE:
A customer oriented, consumer focused senior sales professional with strong leadership skills and a proven track record of delivering outstanding business results in the North American consumer products industry. Twenty-year career of increased sales and marketing responsibilities across a diverse group of assignments within Johnson & Johnson Consumer Products Company, with a strong emphasis on customer relationship marketing, category management, trade marketing, business analytics, personnel and personal development, and product marketing. Committed to executional excellence and winning in the marketplace.
Documented key competency strengths from the Johnson & Johnson Standards of Leadership:
Collaboration Organizational Development
Customer Focus People Development
Marketplace Focus Mastering Complexity
PROFESSIONAL EXPERIENCE:
Johnson & Johnson Consumer Products Company 6/86 - Present
Vice President Sales: 1/04 - Present
Responsible for managing the $1.3 billion business in Wound Care, Baby Care, Kids Care, and Skin Care Franchises of J&J CPC within U.S. Member of Multiple Leadership Teams within Matrix Organization.
· Business Plan Attainment of Top Line and Bottom Line Forecast each year
· Three Year Compound Annual Growth Rate of 15%
· Executed Cost of Sales reduction from 3.8% to 3.3% of Top line sales
· Drove Trade Budget as a % of Sales from 8.6% to 7.1%
· Financed headcount and Developed Shopper Insights Role within the Sales Organization
· Strongest Credo result scores amongst the J&J Sales Organizations in 2005 and 2006
· Manage 7 Direct Reports and a team of 90 in total
National Sales Manager: 7/01 – 12/03
Responsible for developing the $900MM Wound Care, Baby Care, Kids Care, and Skin Care Franchises of J&J CPC within U.S. This role focuses on developing and implementing consumer driven business ideas to accelerate share growth of J&J CPC within the marketplace.
· Business Plan Attainment of Top Line and Bottom Line Forecast each year
· Reduced Trade Spending as a % of Sales from 10.4% to 8.6%
· Reorganized Sales Structure into COT Alignment from Regional Alignment
· Task Force Leader on New Compensation Plans and Global Trade Spending
· Manage a team of 70 persons who call on top 35 Retailers in the U.S.
· Winner of 3 Standards of Leadership Awards while in Assignment
Anthony J. Caffentzis Page 2
Executive Director – Customer Marketing: 8/99 – 6/01
Responsibilities included direct management of Wal*Mart team and Customer Marketing Department. Customer Marketing Structure included: Franchise Business Director, Trade Marketing Manager, and Category Management personnel
· Developed new structure for Customer Marketing to enable sales team to execute and communicate with the three distinct franchises within CPC
· Executed New Trade Spending Model in all Customers. Customer Segmentation Model rolled out into Sales Organization for 2002 Implementation
· Responsible for $90 Million in Trade Budget. Reduced Trade Spending as a % of sales from 11.1% to 10.4%
· Developed Special Pack Process to enable cost savings and enhanced communication with field
· Winner of 2 Standards of Leadership Awards while in assignment
Sales Director: Western Region 10/98 – 7/99
Managed Western region from East Coast.
· Executed building 1999 Business Plan within Customer base
· Aligned Trade Spending goals within Western Sales Team to that of the Company
· Developed Sales team structure for future growth
Director Field Sales: 1/97 – 9/98
Responsible for the “80/20” within Field Sales. As Company moved to Cross Functional Teams “Field Sales” was made up of all customers not within the Top 20 in the country. Managed team to forecast attainment and then closed job.
· Achieved Forecast with shrinking Customer Base and shrinking resources (Funding & Personnel)
· Moved 9 Personnel from “Field” Team to Major Customer teams without back filling assignments
· Developed New Organizational Structure for CPC Sales team while closing my assignment as the Director of Field Sales
Trade Marketing Manager, Baby Franchise: 5/95 – 1/97
District Manager: New York/Philly/New Jersey 1/93 – 5/95
Unit Manager New England 1/91 - 12/92
Key Account Manager/Trainer: New England 7/89 – 12/90
Account Manager: Providence/Boston 6/86 – 6/89
EDUCATION:
Northeastern University, Boston, MA.
Bachelor of Science Degree in Business Administration with concentration in Marketing and Management, 1986
OTHER EDUCATION:
Attended MBA Training course at Chicago Graduate School , 2000
Attended Johnson & Johnson Advanced Managers Leadership Course, 2002
PROFESSIONAL AFFILIATIONS:
NACDS and GMDC Member
Member of IRI and GMA Advisory Task Force |
