EXECUTIVE SUMMARY
Sales Management Executive with extensive experience in sales and marketing management in multi-million dollar corporations in domestic and international environment. Team building leader with strong analytical abilities. Hands on management style that fosters enduring relationships both within and outside the organization. Specific expertise in:
Sales and Marketing Management
Key Account Development
Operational Management
Business Development
Trade Relations
Strategic Planning
Contract Negotiations
Personnel Development
Distributor Management
Broker Network Management
ACHIEVEMENT SUMMARY
•Built national sales/marketing team and created business strategies in a stagnant industry, resulting in $91.8 MM sales, far surpassing corporate growth expectations.
•Developed sales/marketing strategies for business development training of sales personnel, generating substantial customer base with higher than projected recurring revenue, while acquiring six of the top ten customers in the first six months.
•Inspired new interest in existing products over 5 years through strong leadership of multiple teams responsible for customers in 24 states and Pacific Rim.
•Developed enduring relationships at executive level with current and prospective customers resulting in existing product and new customer base growth.
PROFESSIONAL EXPERIENCE
INDEPENDENT CONTRACTING, Southlake, Texas January 2006 to Present
Focus includes assisting companies in the professional development of sales personnel, improvement of sales processes, and the proper positioning of products, programs, and services for their respective markets.
•Served as Senior Vice President, Business Development for Premier Greetings. Responsible for the development and management of personnel in the acquisition of new business, and in the creation of new product development initiatives appropriate for the mass retail trade.
•Working closely with Marketing and retail executives, developed sales strategy initiatives to penetrate key retailers with new product programs, resulting in key business relationships with retailers such as Safeway, Giant Eagle, Hy-Vee, Topco, and Bi-Mart.
•Assisting UK manufacturer in the development, introduction, and implementation of a new product program strategy for the US retail market.
•Completing packaging, pricing, promotion, and market strategy, addressing both the English and Hispanic markets.
•Working with a print finishing and converting corporation to expand market presence in the North Texas area.
•Responsibilities include redesign of marketing approach, identifying ideal prospective customer base and creating business development strategy to expand market share.
DUNI CORPORATION, Hurst, Texas 2003-2005
Vice President, Retail Sales
Recruited to lead in the development, launch, and rollout of an appropriate party ensemble program for the United States retail market.
•Directed research, pricing, packaging, fixturing, merchandising, marketing and sales strategies for everyday and seasonal programs, including the premium napkin commodity category.
•Initiated programs in excess of $14 million with retailers such as Meijer, Ingles, Harris Teeter, Marsh, and Ralph’s Supermarkets.
CM PAULA COMPANY, Hurst, Texas 2001-2003
Senior Vice President, Corporate Trade Relations and Sales (2002-2003)
Promoted into the position, reporting to the President and CEO, and responsible for all national sales activities. Developed and initiated strategic sales and profitability plan and directed new business growth.
•Within six months, developed new business strategy that resulted in acquiring six of our top ten customers.
•Redesigned sales unit to position the company for unprecedented growth and profitability.
•Pursued and acquired military using scan-based replenishment as a method to improve margins for both companies, while providing total incremental revenue and profits.
Senior Vice President, Corporate Trade Relations (2001-2002)
Hired initially as a consultant, position was created to closely work with key retailer executives, develop and implement strategies to expand market channel penetration, which had been stagnant for years.
•Developed programs to expand presence at retail level based upon cross merchandising principles and sales data in existing accounts.
•Worked with new retailers to develop programs consistent with their formats and market strategies, resulting in a new base of business exceeding 20% of comparable sales.
GIBSON GREETINGS, INC., Hurst, Texas 1994-2001
Divisional Vice President (1997-2001)
Promoted into position, reporting to CEO, covering 24-state area and Pacific Rim. Developed strategic sales and profitability plan and directed new business activities.
•In 1999 attained over $10 million in new business, highest for any single division.
•Exceeded sales forecast of $91.8 million. Only division of three that met and exceeded forecast.
•Achieved all expense and profit goals.
•Successfully led only division exceeding sales and profit goals in fiscal 2000.
Regional Vice President (1995-1997)
Vice President, Business Development (1994-1995)
Director, Business Development (1994)
AMERICAN GREETINGS, INC., Carrollton, Texas 1978-1994
Regional Sales Manager (1991-1994)
Regional Operations Manager (1990)
Regional Chain Manager (1987-1989)
Regional Account Manager (1985-1986)
District Manager (1983-1984)
Field Manager (1982)
Regional Merchandiser Coordinator (1981)
Territory Supervisor (1979-1980)
Sales Representative (1978)
EDUCATION
B.A. in Business Administration
Minor in Economics
Park College, Kansas City, Missouri
Magna Cum Laude |
