My strengths include strong coaching, mentoring, motivational and interpersonal skills. I have balanced the sales efforts through multiple distribution channels; including dealer chains, direct sales, and independent representative organizations. Lead by demonstrating integrity, professionalism, and recognizing Above the Bar performers. |
Vice President Sales & Marketing
Executive with over 25 years of demonstrated leadership in Sales and Marketing. Start-up as well as corporate experience. Dependable Team builder with strong motivational skills and contagious positive attitude. Proven ability to enter new industry and be effective immediately. Highly profit and performance focused. Excellent communicator.
EDUCATION
B.S. Business Administration - Marketing Concentration
PROFESSIONAL EXPERIENCE & ACCOMPLISHMENTS
California, 2005 - Present
Director of Sales, Medical Capital Equipment
Grew domestic sales 45% in 2006 and 21% in 2007.
Negotiating final terms of a North American Distribution Agreement for dental loupes.
Responsible for managing the key strategic relationships.
California, 2002 - 2005
General Manager
Full P&L responsibility for Division. Reached Sales of $880K in 2004
Executive Director, National Sales
Lead an outside sales organization and an Internal Call Center made up of 132 sales professional to generate annual sales revenue of $70M in 2003.
Brought organizational structure creating the "Blueprint for Success" restructuring the US sales organization.
Conducted regular monthly Sales/Marketing meetings to present MTD/YTD sales performance.
Created "Distance Training Program."
Created and managed a combined Annual Sales Expense Budget of $5.6M.
Illinois, 1999 - 2002
Director of Sales
Managed 14 Independent Rep Groups and 160 Dealers nationwide for a $12M manufacturer of leisure products.
Created a simple 2-page dealer agreement defining requirements to become dealer.
Added 22 Dealers and 5 Rep Groups first 9 months of 1999 to generate $.8M new business.
Increased YTD Sales Revenue by 25% over prior year.
Created the company sales manual to organize all dealer programs and policies.
Wrote $3.6M of Early Buy Purchases with the #1 Buying Group in industry.
Expanded a 2nd distribution channel to include specialty fitness retail dealers.
Secured an agreement with Textron Financial to offer retail flooring to all dealers.
California, 1990 - 1999
Vice President of Sales
Increased specialty fitness equipment sales from $3M to $32M over 9 years.
Hired and managed Sales Team of 4 Regional Managers, 1 National Account / Government Sales Manager, 10 Territory Managers and 250 specialty dealers nationwide (350 locations).
Balanced multiple selling channels to maximize market penetration: Direct, Dealer, and Independents. Separated distribution channels by both products and markets.
Fiscally responsible for operating within annual $2.3M Sales Expense Budget.
Converted #1 and #2 competitive dealers to generate over $3M sales 1st year on-board.
Created national dealer agreement to streamline distribution, define markets, establish mutual sales goals, assist forecasting, and minimize territory conflict.
Introduced financial flooring concept to industry.
Negotiated national account agreements and strategic distribution relationships.
Structured OEM agreement with largest specialty fitness dealer in the industry.
California, 1989 - 1990
Manager, Specialty Sales
Hired to drive the conceptual selling effort of a 5 person Specialty Sales Group representing a new technology of total heart monitoring including computers and specialty heart catheters.
Grew 3 person inside Telesales Team to $5.5 Million selling full-line to smaller rural hospitals.
California, 1986 - 1989
National Sales Manager
Joined start-up medical company to manage 6 distributors representing 12 Western states.
Promoted to National Sales Manager 6 months later to hire direct Sales Team of 4 Regional Sales Managers and 15 Sales Representatives. Ramped up sales to $5M in 9 months.
Played a key role in establishing distribution relationships with 5 divisions of Baxter Healthcare: Hospital Supply, Pharmacy, Caremark, Scientific Products, and Critical Care.
California, 1985 - 1986
Marketing Manager
Worked closely with divisional General Manager to oversee 3 Product Managers for $45M orthodontic products manufacturer.
Introduced the lingual product system. 1st year sales topped $1M new business.
California, 1980 - 1985
Product Manager / Sales Training Manager / Marketing Administration Manager
Successfully sold orthodontic supplies to over 200 orthodontists in greater Chicago-Milwaukee-Madison area. Also worked closely with university instructors.
Grew annual sales territory volume from $500K to $875K before being promoted into management.
Managed 18 person Customer Service / Order Processing department. Applied product knowledge and relationships to reduce credit returns below 3% of North American Sales.
As Product Manager created new sales tools to differentiate products and motivate sales team.
Pharmaceuticals Sales - IL (Sales Rep), 1978 - 1980
Retail Grocery Sales - IL (Sales Rep), 1976 - 1978 |
