William Norton

* ***** *****, ***********, ** ***53

973-***-****

acf0sc@r.postjobfree.com

A proven top performer with start-up and Fortune 500 experience. Unique

blend of forecasting purchasing, managerial and operational expertise with

advanced skills in strategic planning, international negotiations, product

development and resource allocation. Innovative and inspirational leader of

sales with a proven ability to drive business growth through aggressive

sales initiatives, market trend analysis and market penetration. Talent for

designing and launching programs that produce profitable product lines

targeted to niche markets, delivering significant sales growth and

profitability. Available for 100% travel.

EXECUTIVE LEADERSHIP COMPETENCIES

P&L Management / Improvement Supplier /

Vendor Relations

Budgeting / Cost Controls Workflow

Optimization

Strategic Planning & Growth Staff Management &

Training

Manufacturing & Operations

Inventory Management

New Business Development Product / Brand Development

Purchasing Management Performance

Improvement

Professional Experience and Accomplishments

July 2013 to Present Fishman Inc. Andover MA

Vice President of International and Domestic Retail Sales

In the position as the Vice President of International and Domestic sales I

interface with an existing 12-member US based representatives as well as

two international reps based in Belfast Ireland and in London. I am

responsible to generate new distributor accounts to drive sales and profit

of music industry based Fishman branded products as well as participating

in the launch and planning of new products by implementing short and long-

term strategies consistent with the company growth goals.

Current Duties and Responsibilities

. Directly responsible for the company's retail sales revenue both

international and domestic.

. Currently exceeding 2014 budget forecast by 8% in a challenging retail

environment.

. Complete responsibility for budgets and expenses.

. Develop timely and accurate forecasts for all accounts and revise with

a rolling month by month forecast throughout the year.

. Establish strong business relationships with key accounts.

. Implemented specific business and marketing strategies necessary to

achieve revenue forecasts such as new product rollouts and end of life

products.

. Responsible for new product placement as well as content management

online and in marketing materials for domestic and international use.

. Working closely with Customer Service Representatives as well as phone

staff and rep base to ensure customer satisfaction and problem

resolution.

. Continuous analysis of trends and market competition to develop

business growth strategies.

. Managing the sales teams, operations and resources to deliver

profitable growth.

. Define and oversee incentive programs that motivate the sales team to

achieve their sales targets.

. Define and coordinate complex sales training programs that enable

staff to achieve their potential and support company sales objectives

on extremely complicated and intricate products.

. Exceeding dealer expectations and contributing to a higher of customer

satisfaction with a new web based dealer interface.

. Hire and develop sales staff as well as create a new web based

purchasing system

. Currently at a rate of 50% travel.

2013 and 2014 PERFORMANCE MEASURES

. Meeting all forecasts goals in an ever shrinking MI based marketplace.

. Set up new distribution in marketplaces such as China, Japan, UK and

Germany that have grossed 40% increases

. Achieves strategic customer objectives defined by company Management.

. Enlists the support of sales specialists and other sales and

management resources as needed.

. Closely coordinates company executive involvement with customer

management.

. Staying current on industry trends will be necessary for continued

success in this position.

July 2010 to July 2013 Earthworks Microphones Inc. Milford NH

Chief Operating Officer/General Manager

Directed all facets of the domestic manufacturing process, purchasing, and

sales initiatives for Earthworks Microphones Inc. which is a small family

owned company in New Hampshire. Provided direction based on trending

product categories, as well as sales strategies both domestically and with

international distributors. Developed performance-based, low-cost

solutions through aggressive negotiations with new and existing suppliers.

Recognized for ability to incorporate innovative management techniques that

result in enhanced business practices, increased productivity, and profits

for a 30,000 sq. ft. factory with 15 employees. Proven success in sales

and marketing through expertise in business development and strategic

planning capabilities.

Selected Achievements:

. Grew International and domestic business in 2011 vs 2010 by 41%

o Had reduced the rep force by 75% in March of 2011 and replaced

with more active independent rep force by June 2011

. Currently have 2012 running 20% over 2011 YTD

o Concentrating efforts of contract and custom manufacturing we

work with US contractors and specifiers in custom microphone

builds for installations

o Customers in 2012 range from Apple, Massachusetts Institute of

Technology and the Louisiana State Legislature

. Developed a 6 month roll out program introducing Earthworks first

traditional looking handheld microphone called the SR40V

o Utilized 6 trade magazines to create this program and negotiated

rates for full and half page ads as well as .com based programs

for accounts such as Sweetwater, Guitar Center, B&H Photo and

Full Compass

o Used only 60% of allocated budget for the roll out period of 6

months and the program was a success as the sales of the $1,400

MSRP SR40V tripled the anticipated forecast

. Based on the success of the model SR40V, in November of 2011 we began

an aggressive push to build a wireless capsule version of the SR40V

called the WL40V to be used on various wireless transmitters in the

industry

o Worked with engineers from SONY, Lectrosonics, Line 6, Shure to

ensure compatibility and quality

. References from each company can be supplied confidentially

o After extensive prototyping with music industry artists as James

Taylor, Garbage, Taylor Swift and Foreigner and such front of

house engineers as David Morgan and Brad Divens the WL40V was

introduced on July 1, 2012 and has been extremely successful

outselling the forecast by 121%

. Over one year period starting in March of 2011 implemented a new

inventory management and production management software system that

increased efficiencies in production and materials procurement

o This system enabled us to automate purchases of material based

on month to month rolling forecasts that I created for all 88 of

our products

o This system allowed us to minimized expenses at such a rate that

we are currently bringing our prices down to become more

competitive all while maintaining a healthy profitability for

the company

o This efficiency also enabled the company to hire two new

employees as production assistants as well as data entry

2007 to July 2010 Casio America Dover, NJ

Director of Sales -Electronic Musical Instruments Division

Responsible for $188 million of electronic musical instrument (EMI) annual

budget for both the Consumer Electronic and Musical Instrument channels in

the United States.

. Accountable for the entire marketing procurement and marketing

advertising budget for Casio EMI

. Administer marketing and promotional planning and sales for accounts

such as Best Buy, Target, Wal-Mart, Costco, Toys R Us, Guitar Center,

Musician's Friend and Sam Ash

. Responsible for 6-month lead-time allocation of supply planning for

over 50 SKUs for both the

Consumer Electronic and Music Industry channels

. In command of a 48-member representative firm contingency in the

United States for the musical instrument industry channel

o Accumulated and analyzed sales data for the firms performance

levels

o In 2008, recruited two new rep firms that increased sales to

each respective territory by 55%

. Involved in product development and marketing strategy for new

keyboard innovations in both the consumer and music channel

. Assisted in the allocation and planning for Canadian distribution of

Casio EMI which executed approximately $20 million of additional

Canadian EMI sales

. Constructed Distributor Agreements for allocation of all Casio EMI

products

o Delegated the proper use of the brand logo and company manifest

o Involved in legal negotiations and authored distributor

agreements for all Casio products including cameras, business

projectors, cell phones and calculators

. Created a Minimum Advertising Pricing (MAP) policy with the Casio

legal team for EMI products for use in brick and mortar retail and e-

commerce internet sales. Negotiated with outsourced firms such as Net

Enforcers to create a policing of price strategy

. Well versed in the legal regulations of various price discrimination

laws such as the Clayton and Sherman Acts, as well as utilizing the

meet competition defense of the Robinson-Pactman Act.

2005-2007 Loud Technologies Woodinville, WA

Regional Sales Manager (New England and New York State)

Oversee account sales, marketing of Loud Technologies brands including:

Mackie, Tapco, Ampeg, Crate, Alvarez & Alvarez Yairi guitars, Knilling

violins, Austin guitars and SLM Marketplace accessories.

. Consecutive years of growth at least 13% each year since 2000.

. Singly supervise the product management of Daddy's Junky Music as a

national account.

. Consistently add new accts averaging two per month to date.

. In 2006, added Mackie and Tapco and increased sales to 198% over

projection to date.

. Since 2001, increased Alvarez distribution and sales to increase on

yearly average of 25%.

. Since 2000, Number 1 in overall sales of Alvarez Guitars in the U.S.

*In March of 2005 St. Louis Music Inc. was purchased by Loud Technologies

2000-2005 St. Louis Music Inc. St. Louis, MO

Regional Sales Manager (New England and New York State)

Having the same duties as listed in prior employment; I moved to New

Hampshire in July of 2000 to manage the new territory for New Hampshire,

Maine, Vermont, Massachusetts, Rhode Island, Connecticut and New York

State.

1998-2000 St. Louis Music Inc. St. Louis, MO

Regional Sales Manager (Minnesota, Wisconsin, Northern Illinois and

North Dakota)

Oversee account sales and management for St Louis Music brands of Ampeg,

Crate, Alvarez & Alvarez Yairi guitars, Knilling violins, Austin guitars

and SLM Marketplace accessories.

. Increased territory dollars from 1.7 million in 1997 to over 2.5

million in 2000.

. Introduced new Alvarez Branding in 1998 and by late 1999 Alvarez sales

had doubled.

. Increased Knilling violin business by 168% in one year.

. In 1999 won every product category award for sales volume and increase

over projections.

1994-1998 Inside Sales Manager (Managed over 20 states in United

States)

Sales of amplifiers, guitars, violins, and accessories to music retail

stores and distributors. I partnered with the National Sales Manager daily

to achieve sales goals of amplifiers, guitars, violins, etc.

Responsibilities included selling proprietary products and customer service

for retail stores all over the U.S.

. Achieved sales projections and goals every year, with consistent

increases of over 12% annually

1992-1994 Frito-Lay Division of PEPSICO Fenton, MO

Route Business Manager (Route Salesmen Team Leader in Southern

Missouri)

Responsible for 13 bin route salesmen helping manage accounts both regional

and local. Direct product sales, new account development and order

inventory control

. At time of hire, was the youngest Route Business Manager in Frito-

Lay history

. Increased monthly forecasts from $21,280 to $30,960 on average for

each route for two years

. Consistently maintained an average of 118% to weekly sales

forecasts per route

. The first Business Manager in the Midwest selected to participate

in the planning, scheduling and organization of a 1992 nation-wide

Halloween promotion that netted a $1.8 million dollar increase in

Midwest territory sales

1989-1992 United States Department of Defense United States Air Force

Piano player and Guitarist (Tour of Korea, Japan, Guam and the

Philippines)

I was employed by the United States Department of Defense to tour with a

well known Country Artist who was responsible for the morale and recreation

of the United States Air Force troops overseas.

Education

Southern Missouri State University Springfield, MO

Bachelor of Science Marketing Research

Bachelor of Science Communications and Broadcasting

Minor Computer Information System with an emphasis in Statistics and

Mathematics

East Central College Union, MO

Associate of Applied Science Business Management

Honors and Awards

Who's Who Among American College Students

Member in the Outstanding College Students of America

Elected President of the Delta Epsilon Chi Business Fraternity

Winner of the Midwest Food Marketing Award - two consecutive years

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