SALES MANAGEMENT AND BUSINESS DEVELOPMENT EXECUTIVE
Sales and Marketing Executive with verifiable track record in Sales Management, Key Account Management and Product Development. Sales achievements include consistent sales growth with existing customer base balanced with successful pioneering.
Strategic Sales Planning
Targeted Prospecting
Sales Training & Mentoring
Product Line Optimization
Key Contract Negotiations
Problem Analysis & Resolution
High-Impact Presentations
Strategic Partnerships
Fluent in Spanish
PROFESSIONAL EXPERIENCE
CasaModa Division Chief Marketing Officer
LIFETIME BRANDS – Garden City, NY – 2007
Importer of major brands focused on housewares.
Brought on board to further business development goals through creative selling initiatives and formal presentations to major accounts. Key contributions and accomplishments:
- Achieved objectives for all formal presentations to such accounts as Wal-Mart, Target, Sam’s Club and Macy’s. Every Buyer requested the Sales Team to follow-up with products and programs impacting well over $10 million in 2008/2009 potential business.
-Earned request for return to Macy’s Buying office following detailed analysis of Macy’s full assortment plan to replace competitor Martha Stewart’s brand, with potential $750,000 gain.
-Assembled competitive, 3-year, $1.5 million program for presentation to Supervalu to expand metal bakeware distribution within grocery channel.
National Sales Manager
TIENSHAN, INC. – South Norwalk, CT – 2000-2007
Importer and manufacturer of ceramic dinnerware, giftware and pet products.
Oversaw nationwide sales activities for importer and manufacturer of ceramic dinnerware, giftware, and pet products. Managed all aspects of the sales cycle, from prospecting and lead generation through closing and follow-up initiatives. Key contributions and accomplishments:
-Generated over $2 million in new business by capitalizing on product development capabilities. Traveled to factories with senior executives from Southern Living at Home to cement deal.
-Increased a category of POE margins by 3% and sales by 5% through analysis for improved means of containerization to improve profit margin of direct import customers.
-In order to expand distribution within growing Internet retailer category, opened series of accounts that included Macy’s.com, Bloomingdales.com, Cooking.com, Orvis, Red Cats, Ballard Designs, and Far Countries.
-Captured new niche accounts that added over $500,000 in annual sales by creating/defining new, unique channels of trade and hiring specialized Sales Reps.
-Drove $500,000 in new business by converting grocery continuity programs to net purchase orders.
Director of Sales
PHILIP WHITNEY LTD. – Great Neck, NY – 1998-2000
Importer of quality picture frames.
Key contributions and accomplishments:
-Maintained constant flow of new styles into department stores and steady stream of “discontinued” styles to sell at 50% off comparatives, growing close-out business past $2 million.
-Hired and trained effective sales representatives who increased business 2x within their respective territories. Built Sales Rep organization to ensure representation within all 50 states.
-Increased margins incrementally by focusing on perceived values. High-cost products were renegotiated with factory or removed from offering.
-Grew business with Ross Stores to exceed $1 million in revenues. Created unique styles and colors within factory pricing guidelines. Assisted Buyer by planning and writing actual Purchase Orders for 6 month shipping schedule.
Vice President of Sales
ELITE INDUSTRIES – Bayonne, NJ – 1996-1998
Importer of ready-to-assemble consumer electronics furniture.
Key contributions and accomplishments:
-Led company’s foray into the mass market in the midst of a shrinking department store base, securing placement into Sam’s Club and Best Buy.
Opened numerous regional accounts, including Nebraska Furniture Mart and Sight ‘n Sound, through face-to-face meetings that influenced buyers.
Director of Sales and Marketing
ARTISTIC OFFICE PRODUCTS – Bronx, NY – 1993-1996
Manufacturer of desk top office products.
Key contributions and accomplishments:
-Led sales efforts that drove growth from <$8 million to >$12 million; won removal of major competitor valued at additional $300,000 in sales at large wholesaler United Stationers.
-Secured new product placements valued at over $1 million by examining product listings thoroughly from wholesalers and retailers, identifying vulnerable suppliers.
-Worked closely with Merchandising team at Staples to introduce new display technology, leading to expansion of shelf space and 50% increase in sales of desk pads.
** Prior positions include Sales and Marketing Manager with Numaco Packaging, 1990-1993. Executed sales strategy that facilitated sales growth from $2.5 million to just under $5 million during 1st 2 years of tenure. Utilized customer-centric sales strategies to acquire new business and retain existing customers.
PROFESSIONAL DEVELOPMENT
Bachelor of Science in Marketing: SYRACUSE UNIVERSITY, Syracuse, NY
Professional Training & Languages: Executive Training Program, Textron/Harvard; Sales Leadership System Program, MHR Management; Language & Cultural Training in Colombia, Peace Corps.
Languages; Fluent in Spanish, conversant in Dutch |
