OBJECTIVE
A Senior Executive role in a growth focused organization where my skills in developing systematic growth strategies, allocating resources to need, and communicating the timelines for executing the corporate mission will provide the environment within which the organization will exceed its goals of sales and profitability.
SUMMARY
A seasoned Business Manager with 20 years of experience in DC operations, sales and financial management, motivating people, strategic planning, and integrating technology in the workplace. I have held increasingly responsible leadership positions and have consistently demonstrated the ability to formulate and adhere to budgets, plan and execute projects, and in attracting and retaining high-quality performers. I am a highly efficient manager, and prefer to approach projects in a structured, organized fashion. I have been asked to serve on numerous advisory councils and committees due to my strong communication skills, and a reputation for taking logical, analytical approaches to problem solving. I have a proven record of sales support through implementation of Operation procedures and Information Systems that aid associates in providing the customer with accurate, timely information, and outstanding service.
My ability to negotiate mutually beneficial outcomes, and embrace technology to provide outstanding customer service as well as to streamline infrastructure and operations are the primary reason I have been a top performer in my industry.
PROFESSIONAL EXPERIENCE
Dir. Sales & Marketing ProTech Systems, Inc., Albany, NY 2002 ? 2003
Responsibilities: Management of the sales and marketing activities for a $5M Manufacturer. Managed the Customer Service, Marketing, and Sales Departments and the Distribution Facility. Channel development, including oversight of National Sales Manager and Manufacturers Reps network nationwide in both commercial and residential markets. Oversight of advertisement design, placement and tracking as well as product labeling. Oversight of trade show activities, including show selection, logistics and lead follow-up. Responsible for all aspects of customer fulfillment activities, including all customer service activities, warehousing, shipping, receiving, customer returns.
Selected Achievements
ANALYZED AND PLANNED
Identified the need to refocus on a stagnant brand. Developed the plan with input from my Sales, Marketing and Customer Service Departments. Plan incorporated new product announcements and updated literature with a revised catalog and new consumer literature. Plan also included focused advertising supported by direct mail, and enhanced registered dealer program. Results: Plan was approved by CEO and put in place for the coming year. New product development commenced, and literature design began.
General Manager Easco Warehouse Distribution, Albany, NY 1999 - 2001
Responsibilities: General management of a $20M sales and distribution business including 100,000 sq. ft. DC and 150 associates. Monitored, mentored and evaluated five direct reports including DC Facility Operations, B2B Sales, Retail Sales, General Office, and Purchasing Managers. Developed and executed business plans in concert with each manager. Developed strategic plan. Represented the company in vendor negotiations and industry functions. P&L responsibility. Negotiated with banks for financing and terms and maintained primary contact with accounting firm, bankers, and major vendors.
Selected Achievements
ANALYZED AND EVALUATED
Identified the need for a company restructuring, and conceptualized the methodology to do so. Researched the proper person to develop a restructuring plan. Helped develop, and then implemented the plan. Negotiated a vendor return of slow-moving merchandise with extended terms to stimulate cash flow. Communicated the plan to the employees. Negotiated with lenders to replace the existing financing. Negotiated sale of the business assets to a similar minded company. Results: Succeeded in implementing a restructuring plan that insured key employees were retained, vendor support maintained, and a credit line secured to maintain company cash flow.
PERSUADED
Stimulated sales by gaining the support of suppliers through company reputation and personal relationships, to fund advertising and stocking programs. Conducted radio ad campaign to get customers to concentrate on preventative maintenance merchandise using a 75th anniversary sweepstakes. Simultaneously conducted a contest with wholesale customers to grow their volume with a diamond ring giveaway. Results: Received $100K in advertising from supplier's discretionary funds. Received trailer load terms and discount on LTL shipments. Received extended terms (6 equal payments) and discount (5%) on pre-season buy-in not available to the general marketplace. Wholesale sales increased over 10% during the contest period.
REPRESENTED AND ORGANIZED
Organized a user group meeting to address the need for Parts Plus member companies to fully utilize their Enterprise Systems. Negotiated with the vendor to host the meeting. Persuaded the member companies to attend. Planned, scheduled, designed the curriculum, ran a forum, and implemented the meeting. Results: Increased sales through improved customer service. Improved efficiency and cost effectiveness for each member company.
DC Operations Manager Easco Warehouse Distribution, Albany, NY 1990 - 1999
Responsibilities: Operations management for a $20M sales and distribution business with a 100,000 sq. ft. with 150 associates. Responsible for Facilities and Fleet management, Customer Service, HR, and MIS. Responsible for General Office, including AR, AP, GL processing. Monitored and planned for improved statistics in turnover, shrinkage, error control, worker productivity, delivery time management and cost controls. Managed over 50,000 SKU's. Managed Customer Service department. RFP authoring and Operations and Information Systems strategic planning.
Selected Achievements
INITIATED AN ACTION
Initiated an on-line wholesale customer ordering and information system. Evaluated competing technologies and software packages. Purchased and installed the technology, trained the salespeople, implemented the solution with the customers. Result: Experienced a minimum 20% increase in sales for those customers that were implemented.
CONCEPTUALIZED
Conceptualized the need for a replacement to legacy WMS systems, and implemented a new system on time and on budget. Evaluated and selected the vendor. Negotiated the contract. Prepared the implementation budget and coordinated the physical installations in multiple locations. Evaluated, selected, and purchased the telecommunications infrastructure. Designed the data conversion methodology. Conceived and coordinated the training courses and communicated the plan to employees and customers. Authored the operations procedures. Monitored the usage and the impact on customers. Results: Sales were increased 10% and expenses decreased 15% due to improved efficiency at the point-of-sale.
ESTABLISHED A PROCEDURE
Improved inter-company communications between multiple company locations. Researched Internal e-mail clients to determine best fit. Implemented the software. Designed the security regime. Evaluated data communications solutions. Purchased and implemented frame relay between locations including Multiplexors and DSU/CSU's. Evaluated telecom solutions. Purchased and coordinated installation. Results: Improved communications. Trucking costs reduced 10%. Sales increased 5% due to greater merchandise availability, and improved customer satisfaction resulting from faster access to information.
Purchasing Manager Ehrlich Automotive, Albany, NY 1980 - 1990
EDUCATION
Old Dominion University, Norfolk, VA M.S. 1980
University of Rochester, Rochester, NY B.A. 1978
AFFILIATIONS and NOTABLES
Parts Plus Information and Technology Committee, Chair
AWDA Information and Automation Technology Committee, Member
Board of Directors, NY State Automotive Aftermarket Association, Member
Board of Managers, S. Saratoga YMCA, Chair
2002 Presidents Award - Capital District YMCA
Featured in cover article of Jobber and Warehouse Executive (October 1980)
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