SENIOR MANAGEMENT EXECUTIVE
Specializing in Consumer Product Sales & Marketing
Business Development Expert; Marketing Strategist & Tactician; Visionary Sales Leader. Established a reputation as a "quota buster" for exceeding monthly sales quotas for 10 consecutive years. Drove 2-year market share increases across every product line with a cumulative growth of 13.5%, translating to $90 million in revenue despite an economic downturn.
PROFESSIONAL EXPERIENCE
ANDERSON MERCHANDISERS, INC., Amarillo, Texas - since 1993
(Subsidiary of Anderson Media Corporation with annual sales revenues of $5.7 billion)
Senior Regional Sales Manager - since 2002
Executive directing 7 District Managers and 175 Sales Representatives servicing 200 Stores with full P&L responsibility for $402 million in annual revenues.
* Market Share Increases: Scooped the competition, driving two-year gains of continuous market share increases of 1.3% in books, 2.2% in music, and 10% in videos with continued growth projected for 2005.
* Financial Performance Improvements: Collaborated with music suppliers and marketing to create a price point promotion that drove a 253% company-wide increase in product sales within 5 months.
* Turnaround Management: Provided the leadership in team building, sales skills, category management, fixture solicitation, and customer relationship management that increased sales from -9% to 25% within one year, positioning it as the top-producing sales and customer relationship region in the company.
* Marketing Strategies: Championed co-branding events with major music and video suppliers that drove 50% increases in sales per promotion, translating to $1.7 million in annual music sales increases company wide and $50 million annual increases in video sales.
* Representative Suppliers/Customers: BMG Music, Buena Vista (Disney), Columbia Tri-Star, Paramount, Universal, Warner, Fox, Random House, Simon & Schuster, Scholastic, and Zondervan & Nelson.
* Awards & Recognition: Wal-Mart Supplier of the Year for outstanding support and contributions in 2003. Exceeded 2003 sales quotas by 15% above budget variance across all product lines.
* New Product Launch: Took over children's books merchandising and service at Wal-Mart stores, growing revenues from $60 million to $84 million in three years, with 9% profit margins for the last two years.
* Visionary Leadership: Pioneered the transformation from "product" specialists to "store" specialists producing a one-year sales increase of $360 million with a profit increase $60 million above budgeted goals.
* Cross-Merchandising Programs: Piloted aggressive cross-merchandising programs that boosted market share and yielded company-wide sales of $58 million annually.
* Training & Development: Masterminded Anderson Learning Center classroom training on selling skills, conflict resolution, train-the-trainer, merchandising, and leadership that reduced turnover 8% in the first year and an additional 5% the second year while simultaneously increasing company-wide sales by 10%.
District Sales Manager - 1994 to 2002
Hired as an Account Manager and promoted within one year to a district management position leading a 21-person statewide sales team supplying entertainment-oriented consumer products to multi-location mass merchandisers.
* Sales Growth: Exceeded budgeted sales goals by 25% and profit goals by 50% within a 5-store territory during the first 12 months of hire.
* New Market Development: Built a district from zero sales and zero staff into a $15 million territory with a 12% profit margin and a 21-person sales team within 6 months. Positioned the district as the company's #1 sales territory for three consecutive years, with a 20% profit margin on $50 million gross revenues annually.
* Awards & Recognition: Highest Sales Per Linear Foot in District Music Sales (out of 65 District Managers) * Five Million Dollar Store Sales for total product sales (top 5% of the company) * Faith Hill "Breathe CD" Sales Contest for highest district sales increase * Kenny Chesney "Greatest Hits CD" Sales Contest for outstanding merchandising and sales increases of 50% over the company average in the 4Q2000 * Academy of Country Music Award for 100% district increase of 5% or more in every store * #1 District Sales Territory for sales and profit increases (out of 80 districts).
* Mentoring & Succession Planning: Recruited, developed, trained, and mentored one sales representative a year into the district management trainee program for seven consecutive years, earning a promotion to Regional Sales Manager.
COCA COLA CORP., Denver, Colorado - 1990 to 1993
(Fortune 500 and the world's top-selling soft drink company)
Account Manager - 1991 to 1993
Sales Representative - 1990 to 1991
Directed 4 merchandisers and managed 100+ existing accounts.
* Sales Growth: Exceeded sales goals by 20% by implementing sales training, increasing shelf space, and initiating product promotions for soft drinks and new age products.
* New Business Development: Cold-called independent supermarkets, drug chains, and convenience stores generating $100,000 in new business over a one-year period.
PREVIOUS PROFESSIONAL EXPERIENCE
Materials Supervisor - INTEL CORP., and DATA GENERAL CORP. - 1988 to 1990
Production Planner - HONEYWELL CORP. - 1984 to 1987
EDUCATION & TRAINING
Bachelor of Arts in Business Administration
Dickinson State University, Dickinson, North Dakota
Recent training includes:
District Sales Manager Leadership & Management
Front Line Leadership
"Select the Best" Interviewing Skills
Selling Skills
Train-the-Trainer
Time Management
CERTIFICATIONS & MEMBERSHIPS
Certified in Production and Inventory Management (CPIM)
Member, American Production & Inventory Control Society |
