Sales Manager
Resume:
Gregory T. Scalice
San Diego, CA *****
*********@*****.***
www.linkedin.com/in/gregscalice
A Sales Professional with proven sales achievement, managing people,
marketing execution, and channel management experience. A highly
energized, self-motivated, customer focused, results oriented, and creative
professional committed to excellence and service. Have an innate ability
to respond to rapidly changing priorities, as well as communicating
initiatives in a professional, positive way. Strengths include networking
/ leadership skills necessary to create and implement corporate programs to
achieve individual / business goals, organization and collaboration skills
and a passion for developing world class best practices.
Sales Professional - Strategic Business Development Leader
1. Skilled in creating and developing strategic sales initiatives, company
/ product promotions, while providing high-quality customer service to
internal and external customers.
2. Outstanding success record as a high achiever in acquiring and
maintaining new accounts on average by 12%, while increasing sales volume
by 12-15%, exceeding individual and business sales objectives.
3. Experience with National / Regional Retailers, Direct / Indirect Sales
Channels, Distribution, Direct Mail, and Business - to - Business (B2B).
4. Ability to build brand recognition by teaming up with vendors and
increasing sell-through utilizing promotional events and various
advertising methods - Online, print, direct mail, vehicle campaigning,
etc.
5. Expertise encompasses assessing customer needs and expectations,
building lasting professional relationships leading to add-on sales and
gaining long-term customer loyalty.
6. Success with consultative sales, developing alternate plans to minimize
downtime and deliver exceptional results, streamlining communications and
developing strategies to effectively meet client and organizational
needs.
7. Supervisory experience includes managing 12 Sales Representatives, two
Sales Analysts and two Sales Champions.
8. Saved Sony over $500k in Merchandising Funding (MDF) and sold more than
$5M in closeouts.
9. Increased sales volume by 35% in a down economic market.
10. Successfully launched the ISN Bid Desk and drove over $1M in additional
sales exceeding company expectations.
11. Excellent interpersonal, verbal and written communication, analytical
and presentation skills, decision making and problem solving abilities.
12. Successful in negotiating / closing contracts, business planning /
forecasting, inventory management, and cross-departmental collaboration
to achieve goals.
13. Skilled in MS Office, Word, Excel, Access, Outlook, PowerPoint, and
various industry specific sales programs.
PROFESSIONAL EXPERIENCE
Upfront Marketing, LLC - Chandler, AZ
2013 to Present
Sales Brand Ambassador - Contract Employee
Sales for a marketing organization with various client types, which bring
their products to the retail marketplace. Assist in event planning,
promotion, selling and participating with the clients assigned as needed.
Top producer for Yardline Sheds.
Watson Black - Marsh, PA
2013 - Present
Sales Business Developer - Contract Employee
Business Developer sales for domestic and international B2B companies find
clients in the United States to accelerate their new business expansion and
efforts. Most clients are those that offer professional services and
technology. Contact "C Level Management" on behalf of the clients.
Present new products and concepts and set up sales meetings and
presentations.
Sony Electronics, Inc. - San Diego, CA
2000-2012
National Account Manager - Integrated Sales Network (ISN) - 2009 - 2012
1989-1999
Sold and achieved annual budgets of $25+M for 142 small Retail, Business to
Business (B2B) and Distributors.
Successfully created Sony Brand Awareness, advertising and sell-through
events with limited Merchandise Funding.
14. Successfully transitioned more than 1800 direct accounts to an indirect
business model saving Sony an estimated $30M+ over three years and
growing.
15. Managed 142 ISN customers, consisting of Retailers, Distributors, and
B2B clients successfully producing $60M+ in 2.5 years.
16. Grew business with three Specialty Distributors by expanding their web
offerings and providing Sony's Distributor Pricing Program. Increased
their overall consumer business sales on average by 14%.
National Account Manager - 2005-2009
Achieved and exceeded annual sales and budget of $40-65M+ with select
Direct Mail Resellers, B2B International Broker and E-Tail customers, which
included: Newegg.com, Insight, MA LABS, Tammy Distributors, Sunshine
International, Cedar Distributors International & Advanced Computer
Systems.
. Successfully created negotiated a control and balance system for B2B
Brokers, E-Tailers, Re-sellers, and select DMR customers for end of life
and slow moving products.
. Drove and increased channel sales in all Sony IT and most Consumer
categories by introducing new product lines to oversell competitors.
. Worked directly with the B2B National Sales Managers and their respective
marketing groups to create special deals and opportunities for the broker
/ e-tail channel while balancing the effect on the other B2B channels
. Territory sales grew from $45M in 2005 to $65M ending fiscal year 2009.
. Saved VAIO and Media $529K per year in Merchandising Funding (MDF) for
Insight's Marketing contracts and Sony Sales Champion salaries.
. Managed and expanded two Sales Champion's roles to include VAIO, TAPE
Media and AIT Library in order to save the position and increase position
sales product promotions.
National Sales Manager - Strategic Sales Company - 2004 - 2005
NSM for Corporate IT Sales Company (CITS) commercial market. Forecasted,
planned and implemented all Consumer AV Products within the commercial
sales channel.
. Partnering with staff and core customers that included CDW, PC Mall, PC
Connections, Insight, Zones, Tech Data, Ingram Micro and Synnex,
established and successfully executed short and long term sales
activities and business plans by overseeing marketing and budgeting
plans.
. Implemented and managed channel budgets, sales programs, Market
Development Funds (MDF) distribution and other related activities that
contribute to revenue targets for the Commercial IT Sales group (CITS).
. Responsible for managing forecast/commitment system, making inventory
allocation and deployment decisions
. Exceeded annual budgets of $140M+ per fiscal year.
. Managed 12 Account Managers and one sales Analyst
National Sales Manager - Corporate IT Sales Company - 2002-2004
Key Liaison between Sales and Marketing teams. Responsible for planning,
forecasting, and allocating product and Merchandise Funding for Digital
Imaging, Storage products and PDA Product Categories.
. Launched short and long-term sales activities, implemented creative sales
programs, managed MDF programs to attain revenue targets within the
Corporate and Professional Sales Company (CPSC).
. Increased overall business by 39% within two years.
. Managed National and Strategic Retailers to include: Best Buy, Office
Depot, Staples, Circuit City, Fry's Electronics, Brands Mart and many
others.
. Managed 12 Account Managers and two Sales Analysts
National Sales Manager Sony Electronics, Inc. - San Diego, CA - 2000- 2002
Successfully launched Sony's Clie' (PDA) business and Digital Imaging
products to Direct Mail Resellers to include: CDW, PC Mall, PC Connections,
Zones, Insight and others within the Commercial Channel.
. Established and effectively executed sales plan within budget, managed
MDF and acted as the key liaison between sales and marketing teams.
. Accelerated sales with the Clie' and CDRW - Storage products within the
retail marketplace.
. Ensured all budgets were attained with Regional, Strategic Growth, and
National Accounts.
. Partnered with various marketing firm's utilizing their programs driving
and increasing sales through promotion and advertising opportunities.
. Worked closely with the CSC Director to double sales and brought Sony
CDRW Company's market share to #1.
. Consistently increased retail distribution.
. Managed 12 Account Managers and two Sales Analysts
Hughes Network Systems - San Diego, CA October
1999 - October 2000
Account Manager - Digital Satellite Services
. Sold multi-million dollar satellite installation contracts to large
existing customers and new customers
. Responsible for maintaining and selling new upgrades to existing
accounts in the sales territory.
. Received recognition of "Top Performer" award out of 35 sales people
. Signed Albertson's Supermarket chain to an $8M upgrade contract over two
years
EDUCATION
B.S. Business Administration Ramapo
College of New Jersey
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