(Resume) VP Sales & Marketing

I’ve been networking with this gentleman and he’s
looking to make a move now. I don’t personally have anything for
him, but if he looks to be a good match for something you have open,
e-mail me and I’ll send you his contact information.

Thanks  – Terry

~~~~~~~~~~~~~~~~~

Vice President Sales & Marketing / General Manager

A senior sales and marketing executive recognized for achieving
results with a strong and efficient management style. Possess
excellent analytical and creative problem solving skills. Known as
a detailed, multi-task individual who strives to improve
efficiencies, lower costs and attain profitable business. Extensive
experience in multiple trade channels. Led negotiations with
overseas vendors. Skillfully managed both direct sales managers
and independent sales agents. Demonstrated the ability to motivate
and mentor staff and create a culture of success.
• Strategic Planning / Implementation • New Market
Penetration
• P & L Management • Key Account Management /
Retention
• Budgeting and Expense Control • Team Building &
Management
• Merchandiser / New Product Developer • Operations
Management

PROFESSIONAL
EXPERIENCE

VP SALES AND MARKETING, 2005 – 2006
METAL SALES MANUFACTURING – Sellersburg, Indiana

A $350 million dollar privately held domestic manufacturer of steel
components for roofing and siding applications distributed to the
residential, agricultural, retail, commercial, industrial, and
architectural trades.
Selected Contributions:
 Reorganized the sales team creating two sales divisions from
one focusing on two distinct businesses. Brought in a new sales
management team to manage the 80, company salaried sales people.
 In conjunction with the CEO, revamped the culture of a
company needing positive change. The culture change improved
turnover and helped to retain our most talented sales people.
 Led company to improve net income YTD by 250% after several
years of declining profits. This was attained by taking the reigns,
improving the pricing process, and creating two sales divisions
which allowed a focus on the more profitable commercial, industrial
and architectural markets.
 Formed a legitimate marketing department by hiring and
overseeing a professional marketing director. Immediate focus was
put on improving the reputation of Metal Sales in the eyes of the
customer through many marketing initiatives.
 Led the establishment of a sales person forecasting system
which assisted the budget and operational manufacturing planning.
 Put in place a new customer focus which assisted in the
pursuit of new business. There was over $300 million of new
business identified.
 Streamlined the warranty and claim process to present a more
professional process. The new process better protected Metal Sales
and it provided a more fair process to the customer.
 Immediately put in place and staffed an employee training
program for all inside and outside sales people. The objective is
40 hours of hands on install and product training as well as
structured classes on negotiation skills, communication skills and
product estimating. Next year the plan is to broaden the scope of
the training to customers.

VICE PRESIDENT OF SALES AND MARKETING, 2004 – 2005
ROLLEX CORPORATION – Elk Grove Village, Illinois

A $165 million privately held domestic manufacturer of building
products, including vinyl, aluminum and steel siding, aluminum
soffit and fascia, aluminum trim and gutter accessories.

Selected Contributions:
 Immediately and successfully developed communication lines
and strengthened relationships with the top 20 customers.
 Led a complete review of Rollex’s business model and
immediately put new strategies in place. This included expanding
the current distribution network to new territories and within the
existing market areas through the addition of improved services.
 Identified and led work to improve Rollex’s sales and
marketing efforts. Actions included recruiting new sales and
marketing talent, and the immediate repositioning of sales
territories. In addition, revamped customer presentations, and
repositioned Rollex’s public image.
 After reviewing Rollex’s marketing materials and vendors,
identified improvements in quality and cost reductions of more than
$500,000 by consolidating vendors. Additionally, completely
overhauled Rollex’s website, product brochures and displays.
 Considerable time was spent with Rollex’s distribution,
logistics and manufacturing & quality managers to improve services
and public image. Measured improvements were made from the
implementation of my suggestions.
 Put in place a pricing process that stabilized pricing,
helped customers from guessing their price, and it put a
professional look on the company.
 Developed a new customer prospect focus that required the
sales team to dedicate a large share of their time on new business
versus the previous maintaining mode.

VICE PRESIDENT SALES, 1997 – 2004
NATIONAL SALES MANAGER, 1995 – 1997
COLEMAN CABLE, INC – Waukegan, Illinois

A $260 million dollar, privately held wire and cable manufacturer,
ISO 9001/2000 Certified, with several business divisions and over
1,300 employees.

Selected Contributions:
 Managed three divisions, the Retail/Hardware, the
Contractor/Industrial and the Automotive Trade Channels.
 Responsible for consecutive record years in 2001 – Retail
and Automotive, and 2002 – Retail and STAFDA Channels, in Revenue,
Gross Margin Dollars and Operating Profit.
 Reversed declining trend in the automotive division, in the
first year of responsibility, with a multi-million dollar
improvement in revenue, and a record year of 13% net earnings.
 Oversaw 30 independent manufacturer representative
organizations, consisting of over 200 people, in addition to a
direct national sales team.
 Established Coleman Cable as a major player in the Retail
market by developing new business relationships with such companies
as Wal*Mart, Lowe’s, Ace Hardware, Costco Wholesale, Handy Hardware,
Sam’s Club, TRUSERV, Sears, Menards, and Maintenance Warehouse.
 1997, Increased Coleman Cable’s top market share position in
the Contractor/Industrial (STAFDA) trades. Accomplished this by
improving our representative network, distribution logistics, and
the product line. Was an integral part of earning the Grainger
account in 2003.
 Managed Coleman Cable’s import purchasing from 1996-2003.
Negotiated double digit cost reductions in all product categories,
resulting in over 2.5 million dollars in savings to the bottom
line. Traveled extensively through Asia in search of new companies
and products, while maintaining and growing relationships with
existing manufacturers.
 Developed strong customer relationships, by continually
striving to improve all aspects of customer service. This includes
establishing structured training of Coleman’s Cable’s sales force to
better respond to customer’s requests and questions. In addition,
setting up clear guidelines for shipping levels and improving our
databases for quick communications to assure strong bonds with our
customers.
 Developed many new product lines, promotional items and new
packaging concepts that were directly responsible to the success of
the business.

NATIONAL ACCOUNTS MANAGER, 1989 – 1995
TEST-RITE PRODUCTS CORPORATION – Bensenville, Illinois

A Taiwan/Hong Kong based import trading company specializing in
private label consumer products, selling to major national retail
chains and home-centers throughout the globe.

Selected Contributions:
 Responsible for all Canadian national accounts, with sales
volumes in 1995 of $26 million dollars. Product categories included
hardware and electrical products, power and hand tools, seasonal,
and automotive accessories. Increased volume over 100% in a 5-year
period.
 Managed sales at The Home Depot with sales in 1995 of $16
million dollars. Specializing in hardware, power and hand tools and
seasonal products. Doubled the sales volume over a three-year
period.
 Had sales responsibility at Wal-Mart USA and Canada and
successfully added in several new product lines in the hard lines
product area.
 Successfully introduced new products, developed through
continuous market research and interaction with customers.
 Extensive experience in global sourcing, overseas buying,
negotiating prices with overseas manufacturers, and quality
control. Traveled extensively through Asia.

EDUCATION

Bachelor of Arts Degree, 1988 • Rutgers College at Rutgers
University, New Brunswick, NJ

http://finance.groups.yahoo.com/group/Job_Spot_West_Coast/message/17

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