BUSINESS DEVELOPMENT: NATIONAL ACCOUNTS MANAGER * REGIONAL SALES DIRECTOR
An energetic and passionate business development professional who has consistently exceeded individual and team sales goals for over 20 years. A strategic thinker who devised and executed plans for opening new channels of distribution with key accounts in the consumer, business to business, and professional services markets. A highly accomplished in providing customer focused solutions to resolve
customer issues. A proven track record in developing innovative approaches that result in both immediate and longer term business payoffs. Practice a collaborative approach to winning new business, and establishing sustainable partnerships regardless of the economic or business climate.
AREAS OF EXPERTISE
Developing Relationships * Marketing Strategies * Needs Assessments * Profit & Loss Management * Consultative Selling * Project Management * Program Development * Product Launches * Strategic Planning and Execution * Team Development * Key Account Development * Market and Industry Analysis * Competitive Intelligence * Negotiations * Leadership Development * Customer Service
PROFESSIONAL EXPERIENCE
INDIANA UNIVERSITY, KELLEY EXECUTIVE PARTNERS, St. Charles, IL 2005-July 2009
A top 25 global provider of executive education (non degree) programs to Fortune 1000 firms.
DIRECTOR, BUSINESS DEVELOPMENT: Developed new business and partnerships with corporate clients which improved the firms strategic, organizational, and competitive capabilities. Lead collaborative efforts among the client, business school’s graduate faculty, and staff to design, develop, and deliver customized functional and leadership programs that improved the leadership competencies of the individuals in the organizations.
• Identified and closed incremental sales volume totaling $4 million in sales volume with new clients.
• Awarded the company’s largest contract with ConAgra Foods by securing a multi- million marketing program to upgrade the skills of the marketing community.
• Closed a global Project Management program with Manitowoc that more effectively rationalized their resources utilizing blended learning solutions.
• Designed and developed a Leadership program with Walgreens that improved the effectiveness of the firms District Managers and Pharmacy Supervisors.
• Capitalized on trends in delivering programs via emerging technology by creating two innovative e-learning programs with 3M focused on improving the decision making and marketing skills of the firm’s global marketing team.
• Established a network program that generated over $400,000 of incremental sales and lead to more profitable customized client programs. Customers included McDonald’s, USG Corp., WW Grainger, Nicor, Nalco, Tellabs, Pampered Chef, and Robert Bosch Corporation.
• Lead the initiative to revitalize the school’s executive education website to align with the school’s strategic plan.
RUST-OLEUM CORPORATION, Vernon Hills, IL 2003-2005
The world’s largest small project paint company.
DIRECTOR OF TRADE MARKETING
Managed and directed all Trade Marketing efforts of the company including customer promotion, merchandising, E-Commerce, and
private label programs. Identified opportunities to provide value-added services to trade customers and implemented those efforts in
the development of account specific business plans and long term strategies of the company’s brands.
• Saved over $2 million by introducing a promotional efficiency sales tool that significantly improved the promotional planning process.
• Gained distribution in over 1,000 stores by rolling out best in class merchandising aids to field sales to support the company’s largest new product introduction of Varathane wood stains.
GILLETTE 1984-2003
The world’s largest shaving, oral care, and alkaline battery company.
ORAL-B/BRAUN, Schaumburg, IL 2001-2003
TRADE MARKETING MANAGER, Food/Mass Channels, Chicago, IL
Formulated account business plans to deliver revenue and profit targets for Safeway, Albertson’s, Kmart, Meijer, and other large
Regional accounts in the oral care and dry shave categories. Developed and initiated business building promotional ideas that met specific market share and consumption objectives with customer, internal marketing groups and agencies. Initiated co-marketing initiatives such as database marketing, store demo, and national coupon programs that resulted in incremental sales.
• Improved promotional efficiencies by 10% with key customers through extensive evaluations of trade promotions.
• Negotiated contracts that resulted in over $1 million in promotional savings through more efficient media buys.
DURACELL, INC.
TEAM LEADER, Schaumburg, IL 1999-2001
Managed, trained, and motivated five Key Account Managers covering regional and national food, mass, and alternative channel customers (retail and wholesale) in the Midwest with $43 million in sales. Developed strategic account business plans with salespeople
to meet specific distribution, display, pricing, and promotional objectives. Managed District business development funds to meet sales and profit goals. Managed retail broker force to execute the company’s retail objectives.
• Awarded District of the Year for largest sales increase and best sales to quota finish among all Districts.
• Attained quota for ten successive years.
MANAGER, CATEGORY DEVELOPMENT, Bethel, CT 1998-1999
Determined strategic direction for the development of category management principles for Duracell North Atlantic group.
Integrated category management practices into the account business planning process. Trained all Category Managers, National
Account, and Key Account Managers on the process, techniques, and disciplines of category management.
• Integrated Nielsen’s Salesnet report suites into the field sales organization which improved the efficiency of the sales and sales
support teams.
• Internalized shelf management capabilities from third party to in-house category management teams which saved over $100,000
in the first year alone.
CATEGORY MANAGEMENT MANAGER, FOOD/SPECIALTY CHANNEL, Bethel, CT 1997-1998
Conducted detailed analysis of both internal and external business factors impacting Duracell’s largest food/specialty
customers including Safeway, Winn Dixie, Food Lion, and Ace Hardware. Developed comprehensive strategy which
positively impacted revenue, market share, profitability, and asset productivity.
• Served as battery category Team Leader in managing cross-functional team for Safeway’s SCOP program.
• Incremental revenue gains at Safeway ($6 million), Food Lion ($3.5 million), and Winn Dixie ($1 million) in first year.
FIELD SALES MANAGER, HEALTHCARE/INDUSTRIAL, Chicago, IL 1994-1997
Successfully managed and motivated a six person sales force covering 16 states with $25 million in sales.
Negotiated large end user contracts with customers in health care, communications, and industrial/MRO markets.
Managed the selling efforts for Cardinal Healthcare (company’s largest medical distributor). Developed an aggressive prospect
campaign that resulted in the opening of 100 plus accounts producing over $5 million in incremental sales.
• Duracell’s Inner Circle member for five consecutive years of sales quota attainment.
• Successful promotion of three direct reports into positions of increased responsibilities.
• Increased sales by 35% with personal key account customers.
RETAIL OPERATIONS AREA MANAGER, Dallas, TX 1993-1994
AREA SALES MANAGER, Dallas, TX 1988-1993
REGION SALES TRAINER, Dallas, TX 1987-1988
TERRITORY MANAGER, St. Louis, MO 1984-1987
EDUCATION
MBA, Management- University of Dallas, Dallas, TX
BS, Management- Indiana University, Bloomington, IN
Advanced training in Category Management, Key Account Selling and Negotiations. Computer technology skills
including 2007 Word, Excel, Power Point, Nielsen Nitro, Intactix, and Second Life. |
