SUMMARY
Results-driven strategist; consistently achieves business objectives. Leadership spans both Sales and Marketing. Innovator with long-range vision and a solid understanding of key business drivers. Identifies issues and implements improvements that reduce operating cost, increase the bottom line and maximize shareholder value.
CORE COMPETENCIES
* Sales Leadership
* New Business Development
* Strategic Planning
* Contract Negotiations
* Multiple Sales Channels
* P&L Management
* Process Improvement
* Product Development
* Brand Management
PROFESSIONAL EXPERIENCE
Vice President of Marketing
Manufacturer of commercial warewash machines
Accountable for all marketing functions including brand strategy and positioning, new product development, web content, marketing communications, promotions, competitive intelligence and sales representative training. Managed outside advertising agency, outside sales representative and buying group communications.
* Developed new collateral for product line with a conversion to print-on-demand system saving over $100K in first year literature costs
* Launched new company web site
* Initiated financial controls on rep group charge-backs with over $60K in year-to-date savings
Director of Marketing
Manufacturer of commercial fryers. Industry leader with over 50% market share
Responsible for marketing functions including: brand positioning, competitive intelligence, web development, marketing communications. Managed outside buying group, dealer and rep group marketing promotions.
* Developed and implemented buying group and dealer strategic pricing program
* Promoted to Vice President of Marketing, Jackson MSC
2003 - 2005
Director of Sales and Marketing
Distributor of food merchandising products
Accountable for start-up of new division including strategic sales and marketing plan, revenue and expense budgets, target markets and customers, hiring and training of sales staff, product sourcing, catalog and web site development.
* Developed new markets into viable business units providing rapid, profitable growth.
* Developed 140 page 4-color catalog
* Expenses under budget by 7%
1986 - 2002
Director of Sales
Distributor / importer of food merchandising products.
Accountable for ROI on division worth over $38 million in revenue. Created and implemented strategic sales plan, developed a team of 28 Account Managers and 3 Division Managers. Created pricing program to avoid channel conflict. Managed revenue and expenses providing lowest cost of sale for company.
* Exceeded budget 13 out of 14 years
* Delivered 44% GPM vs. industry average of 35%
* Negotiated multi-year, multi-million dollar contracts
Sales Manager, Market Development
Directed the business development, sales and marketing activities. Developed the business plan including market potential for short and long-term growth. Identified key customers and strategy to penetrate. Accountable for revenue and expense budgets and building the sales team. Grew department to the point it became 50% of company's business.
* Identified and developed company's three largest and most profitable customers
* Championed new product line that significantly differentiated us from competitors, provided triple-digit profit margins and became a private label line
* Promoted to Director of Sales
Division Manager, Wholesale / Distributors
Accountable for overall penetration and growth of re-distribution market. Developed value proposition and programs for resellers of our products and created a pricing program to avoid channel conflict. Hired and trained sales team.
* Developed and implemented a strategic pricing program for multi-channel distribution
* Developed a custom catalog program; a key strategy still used today
* Promoted to Sales Manager, Market Development
Account Manager
Responsible for meeting territory sales and gross profit budgets while building relationships with each account in the territory.
* Exceeded territory sales and gross profit budget by 11%
* Viewed by peers as a resource and a mentor
* Promoted to Division Manager, Wholesale / Distributors
EDUCATION
MBA Xavier University, Cincinnati, OH
SALES/LEADERSHIP TRAINING
Dimensions in Professional Selling (DPS) - Jack Carew
Advanced Professional Selling (APS) - Jack Carew
Organizational Leadership - Zenger Miller |
