Sales Manager

John Kapuska

**** ***** **. ********, ** *****

********@*****.*** 651-***-**** (M)

QUALIFICATIONS SUMMARY

A results oriented hands-on executive with record of accomplishments in

sales, marketing and general management, known for building performance

based cultures, leading innovation and change, and developing collaborative

relationships. Proven success in both manufacturing and distributing

organizations spearheading sales initiatives with company sales people and

reps, Identifies business opportunities and develops plans that increase

sales and market share. Has experience in both domestic and international

business operations.

PROFESSIONAL EXPERIENCE

Nott Company - Arden Hills, MN

2008- May 2013

Rubber Fabrication Division: Manufacturer of custom flexible products for

OEM's, used in sealing, gasketing, insulating, and cushioning applications.

Sales and Marketing Manager

Attained record sales and margins in three of five years (FY 2011,2012,2013)

Increased margin 2% in FY2013

Manage hybrid sales organization of direct employed sales people and

manufacturers reps

Identified eleven key markets and developed marketing plan for further

penetration

Developed process to identify and grow market share within existing customers

Implemented a quote tracking system /dashboard for sales

Created application and material specific literature along with general purpose

line sheets and market flyers

Anderson Pump and Process Brookfield, WI,

2006 - 2008

Midwest Distributor of centrifugal and positive displacement process pumps,

heat exchangers and filtration systems

Branch Manager - Illinois

Managed the growth of personnel, doubling the size of the sales team to

fourteen outside and inside support people, growing sales and profits 23% and

22% respectively over two years

Responsible for all branch functions, including customer service, application

engineering, service and warehousing

Position eliminated in July 2008

Graco Inc Minneapolis, MN

1977 -2006

Worldwide leader in supplying technology and expertise for the management of

fluids in both industrial and commercial applications

Director, Sales and Marketing - Process Industries

1997 - 2004

Responsible for sales: planning / creating / implementation / review / and

successful completion of sales plans for North America. Marketing: global

understanding of markets and industries, market development, and product

management including promotions, pricing, catalogs and advertising

Strategic and tactical planner - Developed and implemented business plans that

addressed corporate and client needs and exceeded expectations.

Created and managed multiple channel sales strategy that confronted entrenched

competition and attained consistent sales growth 4x better than the industry

average for eight straight years

Devised and implemented a distribution strategy that transitioned from a

general to a specialized distribution network. Increased product focus and

awareness, and revenue by 20% in one year.

Business developer - Skilled at creating "win-win" solutions by developing

collaborative business relationships.

Managed the expansion of the international business segment. Developed a

matrix which compared and identified potential distributors, expanded market

distribution and revenue by $2M, +20% in two years.

Conceived and implemented a discounting pricing matrix which controlled and

reduced promotional spending, simplified the sales process, stabilized

wholesale prices, and increased annual margins by 15%.

Effective leader - Built and developed empowered teams through coaching and

mentoring that produced exceptional results exceeding expectations.

Removed obstacles that allowed sales, marketing, manufacturing, quality, and

engineering groups to come together and communicated effectively to produce

products that addressed each groups needs and met corporate revenue

requirements

Reversed regional profit losses by focusing sales people on the bottom line.

Developed territory-specific P&L statements, assigned goals and responsibility,

and monitored progress.

Assumed product management duties in addition to the regular duties of North

America Sales Manager and Global Marketing Manager.

Graco Incorporated, Chicago Illinois

1979-1997

EDUCATION

Northern Illinois University, DeKalb, IL

Bachelor of Science, Sociology

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