Sales, Marketing, & Global Purchasing Executive
Multi-functional, motivated and entrepreneurial sales and marketing leader with proven record of developing and increasing business in new and challenging markets. Original and out of the box thinker with track record for:
• increasing sales to national retailers in Asian and European import business,
• creating innovative products and executing effective brand management strategies,
• maximizing business development and marketing opportunities,
• developing a world-class Asian sourcing matrix,
• fostering development of overseas vendor and manufacturer relationships, and
• utilizing an extremely robust skill set to build business.
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PROFESSIONAL EXPERIENCE
Company Confidential, IL August 2004-Present
A $45 million privately held giftware company.
Vice President of New Business Development - November 2005-Present
Director of New Business Development - August 2004-November 2005
Hired to sell national retail mass market accounts, design and develop appropriate products and packaging, develop suitable contract manufacturers, and reduce company’s overall cost of goods.
Sales Accomplishments
• Opened Target Corporation in 2005 as a new customer, and achieved sales of $1.5 million in first year with four buyers at Target.
• Sold Lowe’s in 2006 and achieved first year volume of almost $800K.
• Closed Kmart in 2007 for initial orders over $700K.
• Contracted Aldi in 2007 for initial orders of $100K.
• Opened Walgreens as a new customer in 2007 in the beauty/fashion department.
• Developed an additional $580K in business with J.C. Penney.
• Managed sales efforts for 6 of the company’s top 10 accounts, total of over $5 million, over 11% of company revenue in 2007.
• Hired and managed several key account sales representatives and agencies.
• Created top- and bottom-line revenue objectives and both short and long term distribution strategies.
Marketing Accomplishments
• Managed company’s brands and licenses in multiple distribution channels. Initiated and/or maintained all licensor relationships. Major licenses included Disney, Peanuts, Rudolph, Marvel, AKC, The Dog, Better Homes & Gardens, and Grinch.
• Directed the creation of products, programs, and merchandising strategies suitable for assigned channels (mass marketers, grocery/drug stores, discount department stores, home improvement centers).
• Created multiple products that generated over $500K in first year of distribution.
• Produced sales materials, including but not limited to presentations, sales sheets, customer quote sheets, etc.
• Developed a $900K 4’ section of Hispanic religious merchandise for Walmart, which received placement in hundreds of stores.
Operations Accomplishments
• Built an overseas supplier base that supports the company, and reduced COGS by up to 70% for certain product categories. Spent 8-10 weeks per year overseas.
• Experienced in meeting licensor (Disney) and mass market international manufacturer compliance standards, and identifying and contracting China-based factories to meet these requirements.
• Served as a member of the Executive Committee, helping to chart a course that has led to significant overall business improvements. Played a key role in the company’s turnaround by increasing sales, reducing costs, and operating a profitable division of the organization.
• Developed and managed complete P&L responsibility for my division. Only group in entire company with full P&L accountabilit
Design Factory International, Inc. - Evanston, IL July 2001-March 2004
A start-up importer and wholesaler of Christmas trim-a-tree and home décor products.
Director of Sales and Product Development
• Sold to Menards, AAFES, Aldi, and other selected national retailers, consistently producing significant increases in sales over previous years.
• Developed seasonal home décor product line (approximately 1500 items). Also experienced with RTA furniture and storage, dinnerware and serving ware, and other housewares.
• Initiated new factory relationships and products with Taiwan, Hong Kong, China, Thailand, and German partners. Successfully negotiated pricing and production schedules with several factories.
• Created inside and outside sales channels, and determined the corporate strategies for penetrating various markets. Also managed several sales representatives.
• Art directed and produced all sales presentation materials and methods (web/digital, and print); also produced both unique and private label customer packaging. Produced company catalog under intense deadline pressure.
• Managed all aspects of international trade, including execution of letters of credit, control of goods in transit, and dealings with freight forwarders, customs brokers, and US and international customs agents.
• Created comprehensive company website and web portal for customers, sales representatives, and company officers. Designed 1,650 square foot corporate showroom in the Dallas World Trade Center. Acquired and implemented corporate financial and sales management systems application software.
Pacific Direct, LLC - Scotia, NY June 1999-July 2001
A start-up importer and wholesaler of seasonal décor.
Business Development Manager
• Worked closely with national sales manager to position multiple lines in the gift and department store markets in order to grow from zero sales to over $1 million in one year.
• Provided back office management and support of customers in the US and in South America.
• Managed all aspects of international trade, including the execution of letters of credit, control of goods in transit, and dealings with freight forwarders, customs brokers, and US and international customs agents.
• Produced company catalog—from product graphics and layout to full color printing and distribution—under intense deadline pressure.
Hewitt’s Garden Centers, Inc. - Scotia, NY March 1998-July 2001
An eight store chain of garden centers in upstate New York.
Business Development Manager
• Built and launched HolidaysatHome.com, an online Christmas home décor and content provider. Controlled shipping and warehousing, customer service, advertising and marketing, and content.
• Sourced and chose new retail system for the garden centers in a very limited amount of time. With a $200,000 budget, interviewed and selected vendors to provide hardware, maintenance, and retail software. From the ground up, managed and coordinated the removal of legacy system and replacement with new system. Coordinated and implemented the requests of business owner, merchandise managers, six buyers, and eight store or warehouse managers to achieve best possible configuration of new system. Project finished on time and under budget.
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UNIQUE SKILL SET
Advanced proficiency in Microsoft Office, Microsoft Access, Frontpage, Powerpoint, Adobe Illustrator CS2 and Photoshop CS2. Basic comprehension of Adobe Indesign, Quark Xpress, Adobe/Macromedia Flash, and SQL programming. World business traveler-China, Hong Kong, Germany, Thailand. Extensive knowledge of Chinese business practices and customs. Complete package with sales, product and packaging design, sourcing, fulfillment, and customer service background.
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EDUCATION
BS, Natural Resources Management, Cornell University - Ithaca, NY |
