ALAN COHN

**** *. ******** ****** ********* Heights, IL

60004

Home: 847-***-**** ● Mobile: 847-***-**** ● Email:

acd3jq@r.postjobfree.com

SUMMARY

Business professional with sales management expertise and proven success through multiple retail

channels. A passion for growing clientele and increasing revenue in sales organizations through

professional selling skills, marketing, and goal-oriented development. Exhibited ability to build, lead,

and motivate in-house and independent sales representative teams. A strong negotiator who

maximizes sales opportunities with bottom-line winning results.

PROFESSIONAL EXPERIENCE

Outsourcing Sales Manager/Master Sales Rep/Independent Sales Rep 2009-current

Managing North American and International Sales through direct contact of Big Box/Mass Market

customer sales (Wal-Mart, Toys R Us, Kmart, Walgreens), Manufacturer Sales Reps and

Distributors.

Currently working with O2 Concept, Five Stars H.K. LTD, Calego 3D International, The Board

Pillow Co., Innovative Concepts Corporation; base of boys/girls toys, arts & crafts/activities,

electronics/flashlights, soft collapsible and wooden furniture (Dollhouses/Playhouses and

accessories), water/outdoor toys.

Cepia, LLC, St. Louis, MO (Toys and Seasonal products) 2006- 2009

Vice President, Sales

Managed 4 direct and 30 independent sales representatives in the U.S. and Canada, as well as the

international representative groups responsible for sales in the United Kingdom, Western and

Eastern Europe, Australia, New Zealand, the Middle East, and Asia. Contributed to all aspects of

corporate planning and decision-making including sales, marketing, strategic planning, sales

forecasting, product selection, pricing, gross margins, merchandising, and television/print

advertising.

• Implemented a plan for adding 6 new groups of independent sales representatives in a 2.5

year period, which accounted for an additional $6 million in sales.

• Designed and negotiated large-scale sales and promotional programs with Wal-Mart, Toys R

Us, Target, and the United Kingdom/Australian Distributors.

• Successfully managed direct vendor relationships at Wal-Mart, Toys R Us, Target, Kmart,

Costco, Sam’s Club, Walgreens; achieving 75% of total national sales.

• Negotiated and developed licensing contracts with Disney, Marvel, and Twentieth Century Fox.

• Launched new products into the market by collaborating with the marketing team.

• Created new business opportunities and increased sales by directing television and

print advertising efforts.

• Managed the negotiation and sales of closeout goods for the value-driven consumer market.

• Coordinated all trade show activities.

Manley Toyquest, Los Angeles, CA (Toys and Seasonal products) 2003 - 2006

Vice President, Sales

Responsible for strategic sales and marketing plans for North America. Managed 2 direct and 25

independent sales representatives servicing North America in the retail mass and general variety

area including Wal-Mart, Target, Toys R Us, Kmart, Sam’s Club, Costco, Walgreens, etc. Other

responsibilities included product development, direct sales, developing and approving advertising

and marketing programs, pricing strategies, packaging and merchandising displays, and trade show

coordination and management.

• Executed new sales programs, increasing sales from $60 to $90 million in 3 years.

• Restructured the sales force for greater effectiveness.

• Improved efficiency of sales representative organization through implementation of

new processes and communications programs.

• Analyzed techniques and guided strategies of 27 individual sales representatives in a one-on-

one setting, improving processes and increasing sales by 50%.

• Contracted 12 new accounts, which added $4 million in gross margin.

Trendmasters, Inc., St. Louis, MO (Toys and Seasonal products) 1994 - 2003

Vice President, Sales

Managed 5 direct sales representatives responsible for the Wal-Mart, Toys R Us, Target, and

Kmart accounts, and managed 30 independent sales representatives servicing Warehouse Clubs,

B-Tier,

Regional, and Specialty accounts.

• Designed plans and sales programs resulting in increased revenue from $30 to $210 million.

• Directed sales individuals to increasing the customer base by 30%.

• Improved customer programs in the toy and seasonal departments while achieving higher

gross margin by 10%.

ADDITIONAL WORK HISTORY

Sega of America, San Francisco, CA (Consumer Electronic products; video hardware and software)

1989-1994; National Sales Director: Implemented sales programs and initiatives in the first year

taking a new product line, Sega Genesis from a $0 base to an additional 100% of quota, achieving $122

million in sales. Contributed to the growth of 2 new industry platform systems in a 4-year period

upwards of $900 million.

EDUCATION

National Louis University

BA – General Education

REFERENCES

Andy Prince Brian Dubinsky Hal Ross

SR Category Director, Wal-Mart

Corp President, Manley Toyquest President, RP Toys

479-***-**** 310-***-**** 416-***-****

Steve Arnold Frank Kruszewski Bruno Bellisimo

VP DMM, Toys R Us DVP, Sears Holding Company Exceutive VP, RP Toys

973-***-**** 847-***-**** 416-***-****

Jeff Osnato Gary Smick Kelly O'Connell

Fast Lane Brand Manager/TRU Smick & Associates RKO Sales

973-***-**** 425-***-**** 714-***-****

Laura Phillips, SRVP Randy Karp

GMM Wal-Mart Corp Global Solutions

479-***-**** 224-***-****

Larry Snow David Rhoads

Snow & Co. Inc. I.C.C. Consultant

770-***-**** 860-***-****

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