PROFESSIONAL SUMMARY
Sales / general management professional that consistently outperforms company and industry norms. Proven performance and leadership in driving turnarounds. Experience developing strategies, processes and leading personnel to excel through multiple channels in customer driven environments. Strong culture of consultative and value-based selling to achieve profitable sales for products, programs and services direct to consumer, retail and business-to-business customers. Areas of expertise include:
Leadership through adversity and change
P&L management, pricing and profit strategies
Leading and motivating employee, distributor, broker, and independent
personnel
Performance management & driving best practices
Multi channel markets
Broad cross-functional knowledge
Sales process, strategy and skills
Organizational development
PROFESSIONAL EXPERIENCE
JOSTENS INC. Minneapolis, MN 1995 2007
Leader of school recognition, affiliation and commemorative products in North America, $750 million.
(diplomas, regalia, yearbooks, class rings, championship rings and awards)
National Sales Director Jostens College Division, 2005 2007
Managed $70M of college sales nationally. $14M of S,G&A. P&L responsibility. Led team of four region managers, business analyst, sales trainer, 38 employee sales representatives and 100 sales associates. Sold B2B (schools), direct to consumers and through Barnes & Noble and Follett college book store chains.
Led major organizational changes to achieve EBITDA growth from -$2M in 2005 to +$4M in 2006.
Created and led new account prospecting and sales training to achieve +$2M in net account growth in 2006.
Established a strategic planning and account sales planning platform for the sales organization.
Championed a cultural shift to a more proactive retail customer approach.
Northwest Area Director Jostens School Solutions, 2000 2005
Western Division Manager Jostens Scholastic Division, 1995 2000
Managed $124M of annual sales and $33M EBITDA for both Scholastic and Printing Divisions. Led team of eight region managers and 139 independent sales representatives in 15 states. Worked closely with Vice President of Marketing to develop three year and annual business plans. Managed contract relations, developed sales strategies, processes and plans to achieve division objectives.
Co-led the division to five consecutive years of class ring growth after ten previous years of decline.
Selected to lead the development and implementation of the performance management process integrated across all levels of sales management at Jostens one of only four key strategic initiatives.
Exceeded sales plans in school years 1997 1999; 8% annual growth. During the same period, corporate growth was 5%. Area enjoyed a 65% market share national share was 45%.
Led or actively participated in development and execution of many successful business initiatives: manufacturing, customer service, systems, accounts receivable/finance, sales and marketing:
○ Manufacturing and customer service consolidations improved profitability
$2M while growing sales 8% in mature market; won corporate Legend
Award.
○ Accounts receivable/cash flow enhancement of $8M; won corporate Legend
Award.
○ Implemented a successful new independent sales contract; won
corporate Leader Award.
HEUBLEIN INC. (currently DIAGEO) 1981 1995
Leading spirit and wine beverage company in the world; $1.3 billion.
Vice President Central Division Heublein J.G.M. Division, Chicago, IL, 1991 1995
Managed $120M in sales and profitability in a 14 state division with over 20 distributors and 45,000 retail outlets; including Walgreens and Osco Drug. Led team of three region managers, 14 district managers, four sales representatives, and support staff. Managed multi-million dollar budgets. Developed annual pricing and business plans. Analyzed and drove changes to distributor structures and personnel.
Top performing division in 1993, 1994 and 1995 among five divisions as a result of building a world class sales team through recruitment, training, skill development, and redeployment:
○ Achieved 10-12% growth. Nationally, company grew 1-3%.
○ Won "Division of the Year" award and runner up.
○ Team won two out of three annual National Creativity awards.
○ Team won three out of five annual "Ring of Achievement" awards.
Grew Smirnoff, already the #1 spirit brand, three consecutive years in the division's largest retail chain, Osco Drug, as a result of first ever account specific programs developed with the customer.
Selected to a five-member team which developed the corporate wide "on premise" distributor management process that increased sales effectiveness by targeting to specific account types.
Region Manager Heublein J.G. M. Division, Atlanta, GA, 1989 1991
Managed $40M revenue through a team of district managers and distributor network in 4 state region.
Awarded "Corporate Achievement" for self-development: only 12 recipients out of 400 people.
Created a distributor planning process resulting in 15% increase in display penetration. During the same period, sales rose 4% in a declining market. Sales Vice President implemented nationally.
Area Manager Heublein Spirits, San Francisco, CA, 1986 1989
Managed $25M revenue through team of district managers and major distributor. Called on Safeway, Save Mart (Luckys) and Albertsons food stores.
Selected to an exclusive six member corporate team which developed Heublein's core training program (J.E.T.) for all new sales management hires.
District Manager Heublein Spirits, Buffalo, NY, 1984 1986
#1 new product launch district nationally in 1985.
Sales Representative Heublein Spirits and Wines, Minneapolis, MN, 1981 1984
#1 out of 60 representatives nationally in 1983. Recognized at annual meeting.
EDUCATION AND PROFESSIONAL DEVELOPMENT
Bachelor of Science, Marketing, Minor: Economics St. Cloud State University, St. Cloud, MN, 1981
Achieved PHI THETA KAPPA National Honor Society Community Colleges
Carlson School of Management, University of Minnesota, 2001 - Executive Presentations.
Center for Creative Leadership, Colorado Springs, CO, 2000 - Leadership Development Program.
Carlson School of Management, University of Minnesota, 1999 - Executive Sales Management.
Cornell University On Premise Training; Situational Leadership, Coaching for Improved Work Performance, Synectics Targeted Selection, Brand Equity Building Pillsbury Co., Negotiative Selling Skills (Xerox).
COMPUTER SKILLS
Microsoft: Excel, Word, PowerPoint and Outlook
Key Search Words: Dealer Management, National Sales Manager, Sales Director, Sales Vice President, General Manager, Packaged Goods, Beverage, Grocery, Consumer Products, Contract Management, Strategic, Interpersonal, Collaborative, Resourceful, Problem Solver, Communication, Analytical, Negotiation, Executive. |
