SENIOR EXECUTIVE - SALES MANAGEMENT & MARKETING
P&L • Strategic Planning • Consumer Products & Services • National Accounts • Diverse Retail Channels
· Exceeded Eastman Kodak’s 1999 45% growth goal by 3 percentage points and 2000 35% growth goal by 1 percentage point while keeping selling expenses significantly under budget—achieved record scores for customer and employee satisfaction; led 450 personnel nationally, including 100 new hires.
· Delivered 1997-1998 sales at 25% ahead of goal—introduced marketing strategies that grew key national account’s revenues 20%, achieving 5% increase in market share, largest increase among Kodak national accounts.
· Exceeded 1995-1996 sales, market share, and profit goals by 20% both years.
An innovative and energetic leader, skilled communicator/team builder, and adept negotiator. Recognized for broad strengths in P&L management, strategic planning, sales and marketing, category management, strategic accounts management, business development, sales-expense reduction, as well as development of high-performance sales forces that continuously exceed goals. Sound understanding of technology, with four successful launches of technology products. Proven ability to analyze markets, accounts, and growth opportunities, then introduce strategic and tactical solutions that improve competitive performance beyond established plan. An exceptional strategist and change agent, relentless in the pursuit of maximum sales, market share, and profits.
PROFESSIONAL EXPERIENCE
EASTMAN KODAK COMPANY - CONSUMER IMAGING DIVISION, U.S.
A $4 billion business providing consumer imaging products and services such as Kodak cameras, films, batteries, photofinishing equipment & supplies, one-hour photo and digital imaging services.
Director of Sales – On Site Pictures Division, Raleigh-Durham, NC March 1999 to Present
Lead national sales and training organization of 440 personnel for the $600 million On Site Pictures Film Processing Services Division subsidiary of Eastman Kodak that provides one-hour photo film developing and digital imaging services turnkey solutions to retailers primarily in the drug and mass channels. Responsible for management, leadership, and development of sales and training programs to ensure attainment of revenue and profit growth goals. Over $38 million budget responsibility.
· Achieved 135% of 1999 and 140% of 2000 combined sales, profit, customer, and employee satisfaction goals.
· Developed and implemented enhanced sales and training programs that generated annual sales volume growth of 48% (3% over goal) in 1999 and 36% growth (1% over goal) in 2000.
· Led successful hiring and recruitment campaign of over 100 new sales hires to support business growth.
· Implemented new business planning process and sales productivity initiatives, which resulted in cost savings exceeding $2 million per year. Managed total selling expenses to come in 3% under budget in 1999 and 5% under budget in 2000.
· Led major sales organization restructuring that resulted in increased market share and customer satisfaction, while yielding annual net cost savings of $1.7 million.
Executive Director - National Accounts, Baltimore, MD 1997 to March 1999
Led cross-functional team of sales, marketing, and logistics support personnel for Rite Aid Corporation, one of Kodak’s largest national accounts. Managed sales in excess of $200 million with full P&L responsibility.
· Exceeded goals by 25%, which ranked among top 5% of Kodak’s U.S. Sales Division.
· Successfully negotiated more profitable sales contracts that achieved customer satisfaction objectives.
· Developed more effective marketing plans that increased customer’s retail sales by 20% while also producing 5% core product market share increase, largest increase among Kodak’s national accounts.
· Effectively mobilized cross-functional support team that achieved both customer and company objectives.
Regional Sales Manager - Consumer Products, New York City 1995 - 1997
Managed sales and trade marketing activities for division's largest region with sales over $75 million to all the major food retailers throughout eastern third of U.S. (including AHOLD, A&P, Giant Eagle, Giant Food, Pathmark, Safeway, Stop & Shop, Wakefern, and Wegmans). Supervised 7 Key Account Managers, 10 Food Brokers, plus Regional Marketing Director.
· Developed and supervised execution of Regional Sales Action Plans that significantly exceeded company sales, share, and profitability goals by 20% for 2 consecutive years.
· Achieved company’s prestigious Winners Circle Award for producing results that have consistently ranked among the 10% of the U.S. Sales Division.
· Developed and trained regional sales force in Category Management and supervised its implementation in leading national retail chains, resulting in significant sales and share increases.
· Earned highest Leadership Assessment among peers with scores significantly above national average each year.
Marketing Manager - Consumer Products, New York City 1993 - 1995
Directed marketing and strategic planning functions for Kodak’s largest sales zone generating $455 million in revenue. Supervised development and implementation of sales and marketing plans for all of Kodak’s consumer products sold through multiple retail distribution channels in 14 Northeastern states. Managed activities of 6 District Marketing Directors to provide trade marketing support to zone's key retail accounts.
· Increased sales revenue by 16% in 1995 and 15% in 1994.
· Exceeded targets by up to 12% and marketing contribution by up to 18%.
· Improved contribution through revenue enhancement, cost control, and more effective resource allocation.
· Effectively managed a $2.7 million marketing budget that produced significant market share gains.
Director, Strategic Planning - Consumer Electronics, Rochester, NY 1992 - 1993
Developed strategic marketing plans, coordinated activities between R&D, Marketing, Sales, and Business Research to formulate optimal product strategies.
· Developed comprehensive marketing plans for new consumer digital imaging photo products.
· Led Customer Advisory Program for Digital Photofinishing Equipment, which resulted in one of Kodak’s most market- driven new product designs.
District Sales Manager - Consumer Products, Washington, DC 1988 - 1992
Promoted to one of largest sales districts in U.S., responsible for sales of $90 million through all retail channels (mass, food, drug, warehouse, specialty, and wholesalers). Managed team of 15 sales professionals and 4 food brokers. Successfully developed and executed marketing plans that resulted in continual achievement of company sales, market share, and budget goals. Developed strong relationships at executive levels of district’s major accounts (Host/Marriott, Best Products, Ritz Camera, Peoples Drug & Giant Food).
· Won major contracts with large national accounts, resulting in highest district market share gains in the U.S.
· Exceeded sales goals 3 consecutive years, ranking among top 10% of all districts in U.S.
District Sales Manager - Consumer Products, Kansas City, MO. 1986 - 1988
Responsible for sales of $50 million of consumer imaging products through all retail channels (mass, food, drug, warehouse, specialty, and wholesalers). Managed team of 10 sales professionals and 3 food brokers.
· Increased sales 25%, largest district sales increase in U.S.
· Built highest performing district in Midwestern Region, exceeding sales goals by 10% each year.
District Sales Manager - Consumer Electronics Products, Washington, DC 1985 - 1986
Responsible for gaining retail distribution of new consumer electronics products in national consumer electronics and mass retailers. Managed team of 10 sales professionals across one third of U.S.
· Produced highest district sales growth in U.S., exceeding all sales penetration goals.
· Recruited and trained new sales representatives, one third of who won promotions within 1 year.
National Accounts Coordinator - Consumer Products, Rochester, NY 1983 - 1985
· Developed marketing programs, plus prepared and delivered sales presentations to top management of division's largest national accounts, including Wal-Mart, Eckerd Drug, and Service Merchandise. Generated $12 million in new sales.
Regional Accounts Manager - Consumer Products, Los Angeles, CA 1982 - 1983
· Exceeded sales goals by 30% with Kmart, region’s largest account.
Sales Account Executive - Consumer Products, Los Angeles, CA 1978 - 1982
· Grew 3-state territory's sales from $6 to $10 million, double national average. Two-time winner of top sales award.
EDUCATION / PROFESSIONAL AFFILIATIONS
B.S., Marketing Management, Syracuse University, Syracuse, NY. 1978. Cum Laude.
Food Executive Management Program, Cornell University, Ithaca, NY. 1996.
Strategic Account Management Association (SAMA), Sales and Marketing Executives International (SAME - Baltimore Chapter), Photo Marketing Association International (PMA), Photo Manufacturers & Distributors Association (PMDA). |
