Award winning sales management professional thrives in highly competitive environments. Excel at securing/maintaining competitive business and development of new distribution channels. Charismatic manager and leader, motivating/training sales personnel to peak performance. Consultative style enables solid relationships, trust and repeat business. |
SALES & MARKETING EXECUTIVE
Visionary ability to conceive and translate innovative sales/marketing strategies into unique products and programs resulting in outstanding ROI, new growth platforms and industry trends. Well versed in creative marketing campaign design. Excel at capturing competitive business and new channel development. Charismatic manager and leader, directing cross-functional teams and motivating/training sales personnel to peak performance. Consultative style enables trust, repeat business and a hedge against competition. Experience includes national/regional big box and specialty retail, distributor and industrial channels.
Areas of Expertise:
National Account Management
Sales Management & Training
Business & Channel Development
Consultative Sales & Marketing Techniques
Consumer Insight & Needs Analysis
Innovative Merchandising Concepts
Visionary Sales & Marketing Strategy
Marketing Campaign Design
New Product Development
Brand Management
Focus Group Studies
Advertising
PROFESSIONAL EXPERIENCE
LIBERTY MARKETING – Sacramento, CA 1999 – Present
Director of Sales & Marketing
Direct sales and marketing for Manufacturer Representative Company dealing with consumer and industrial products. Manage P&L, strategic planning and business development. Negotiate pricing and quality issues with vendors. Hire and train sales reps on consultative techniques designed to create trust, repeat business and maintain competitive edge.
* Generated 50% increase in sales by conversion of competitive business and channel development.
* Increased sales by 25% through creation of training and incentive programs to motivate sales reps.
* Introduced bulk packaging to independent trade, giving them an advantage over big box retail.
* Partnered with OEM to develop new product line designed to revitalize a critical industry sector.
COATS NORTH AMERICA – Charlotte, NC 1985 – 1999
Key Account Executive 1990 – 1999
Account Executive 1985 – 1990
Managed national and regional retail/wholesale business for flagship division of $300 million consumer and industrial products company. Promoted in recognition of performance to convert a competitively held Western Region. Trained distributor network, developed alternative sales/distribution channels and captured competitive business, establishing brand dominance. Used by management as a marketing consultant, conceived strategies that proved critical to the creation of new products and policies.
* Produced 35% sales increase during first year with company by conversion of competitive key accounts and development of alternative sales/distribution channels.
* Generated $500,000 in new product sales, displacing firmly entrenched competition and establishing brand dominance for a flagship line critical to future growth.
* Grew business 1000% with a key retail chain, eventually eliminating major competitors and establishing a growth platform for a new product line.
* Increased sales by 20%, doubled customer exposure and created a hedge against competition through design of a telemarketing program that was adopted as the company model.
* Transformed a lagging product line into the #1 quality leader through design of a comprehensive and innovative marketing plan that led to a national ad campaign.
* Conceived idea and directed development for one of the most unique products industry-wide, quickly displacing competition and achieving #2 ranking in company unit and dollar sales.
H. H. SCOTT COMPANY – Woburn, MA 1983 – 1985
Regional Sales and Marketing Manager
Directed sales and marketing on east coast for $25 million consumer audio products company. Supervised 20 manufacturer representatives and 6 direct reports. Managed key national/regional retail chains and developed distributor business. Contributed to design and implementation of innovative products and sales/marketing programs as leader of the product development team.
* Revitalized sales force by recruiting and training teams of manufacturer’s representatives, effectively motivating them to achieve a 30% increase in sales.
* Increased sales at major retail chain accounts by 20% through development of an intensive product training program, which was adopted as the company model.
* Conceived design and directed marketing for what became Scott’s first high end speaker line, opening doors to previously unapproachable market segments.
* Drove sales to a 35% increase through development of new national and regional channels including Kmart and Target.
EVEREADY BATTERY COMPANY – St. Louis, MO 1977 – 1983
District Manager 1980 – 1983
District Merchandising Representative 1978 – 1979
Sales Representative 1977 – 1978
Promoted quickly in recognition of performance to develop and manage southern New Jersey territory of $1.3 billion consumer/industrial products company. Secured and expanded account base comprised of national/regional retail chains and wholesale distributors. Selected to train and mentor new sales representatives and distributors to achieve performance objectives.
* Achieved “Outstanding Performance Award” during first year as District Manager, exceeding quota by 35% and elevating territory ranking to #8 of 146 nationwide.
* Developed the concept and prototype for Eveready’s present day merchandising systems, an innovative design that increased sales at test locations by a minimum of 250%.
* Secured/developed key national accounts, opening both Best Products and Spencer Gifts and significantly increasing existing business with Eckerd Drug.
PROFESSIONAL DEVELOPMENT
Coats North America – Gave presentation on “Consultative Selling” at National Sales Meeting.
Eveready Battery Company – Successfully completed Sales Management Training Program.
Dale Carnegie Course – Recruited to give speech presentations and assist with course instruction.
Computer proficient – Microsoft Office Suite
AWARDS
President’s Club - Salesman of the Year - Regional Manager of the Year
Top 10% performer throughout career
Winner of numerous contests
EDUCATION
B.S., Business Administration with concentration in Marketing Management
University of Rhode Island, Kingston, RI - 1976 |
