Professional Objective: Sales, Marketing and Business Development Leadership
Proactive leader who exceeds margin, sales, EBIT and business development targets in a team environment at a publicly traded international corporation. Computer-literate consultative manager with international experiences where win-win and best-practice proposals to decision-makers during negotiations lead to consistently high profits and repeatable successes.
Areas of Expertise:
P & L Supervision
Strategic Planning
Customer & Credit Relations
Performance Management
Communications
Marketing & Merchandising
Key Account Management
Project Implementation
Retail & Wholesale Training
Professional Experience:
Sales Management:
• Exceeded EBIT, sales quota and gross profit margin objectives for a $28 million District while creating the second-highest average sales margins within North America.
• Presented win-win business solutions to annually create over $1 million in repeatable annual sales revenues from new business partnerships.
• Negotiated a settlement, securing $225,000 of receivables from a bankrupt key account.
• Created retail and wholesale training, increasing high margin product sales by 48%.
Marketing:
• Researched market segments, geography, demographics, sales, and brands pricing to implement targeted corporate competitive actions resulting in over $2 million of District sales growth per year.
• Introduced sales promotions, affinity marketing, merchandising and integrated partner marketing, increasing multistate product market-share growth.
• Authorized up to $1 million per year to conduct campaigns for wholesale and retail activities with incentives plus media such as radio, newspaper, television, direct mail, trade shows, seminars, telemarketing, and cooperative national and group promotions.
Business Management:
• Concurrently assisted 2 Regional Directors in establishing mid-term regional business plans for Canada and 1/3 of the United States with yearly sales in excess of $350 million.
• Assisted in evaluating, communicating and securing commitments to increase corporate investments and to achieve targeted revenue objectives for about 200 employees.
• Used financial and market data, industry contacts and research, and personal contact to develop mutual agreed upon action plans to achieve integrated investment objectives.
Field Operations:
• Hired, fired, realigned and trained managers to develop markets and increase profits.
• Accountable for sales, service, parts, customer satisfaction and facilities operations for up to a 27 state area with 19 corporate employees and $28 million in sales.
• Fully integrated up to 35 new business partners per year through customer training.
Budget & Finance:
• Converted currency objectives, proposed corporate staffing objectives, forecasted departmental expenses, margins, product mix, market growth, and receivable recoveries.
• Established lines of credit for approximately 40 new customers per year while assisting headquarters in servicing corporate banking relationships for over 600 customers.
Sales Planning & Distribution:
• Jointly planned product, option and model mix requirements based upon current stocking levels, sales history, field review, mix improvement objectives, plant capacities and scheduled promotional events.
• With executive committees, developed, audited and paid retail and wholesale incentives to align stakeholders and available inventory mix to maximize profit opportunities.
Employment History
International HVAC Manufacturer
District Manager 2004-2006
Regional Business Manager, Central and Northeast Regions 2002-2004
Territory Manager, Chicago, IL 1997-2002
Financial Planning Group, Conglomerate Banking, Investment & Insurance
Financial Consultant, Encino, CA 1995-1997
Merrill Lynch - Investment Services, Business Services
Financial Consultant, Laguna Hills, CA 1992-1994
Peugeot Motors of America - $100 Million subsidiary of French Conglomerate, Peugeot S. A.
Manager, Western Region, Carson, CA 1989-1991
Manager, Central Region, Houston, TX 1988-1989
Central Region Sales/Merchandising Manager, Houston, TX 1987-1988
Territory Manager, Los Angeles, CA 1986-1987
Education:
Master of Arts, Management, University of Redlands
Training:
MS Office, SAP, ACT, DMAIC, Building A World-Class Coaching Program, Shifting the Performance Curve, Negotiations, Working through Conflict, Managing for Profit, Financial Statement Analysis, Leasing, Interpersonal Skills, and Personnel Performance Management. |
