Sales Customer Service

John M. McGraw

**** ********* ****

Rolling Meadows, IL 60008

********@*****.***

847-***-**** Mobile, 847-***-**** Office

Sales and Marketing Executive

Durable Consumer Products

CAREER OBJECTIVE

Sales Management and Business Development with a market leader committed

to a growth.

SKILLS SUMMARY

. Extensive sales and sales management experience managing the total

activities of the field sales staff, commissioned rep groups, and

customer service department utilizing software scheduling calendars,

account activity management and goal driven strategies / outcomes.

. Skilled in identifying new product & marketing opportunities; adept at

focusing organizational assets and outside resources to successfully

introduce new products into the marketplace.

. Resourceful in designing, marketing, and selling successful programs

to the world's largest retailers & wholesalers (Home Depot, Lowe's,

Menards, Sears, Canadian Tire, Wal-Mart, K-Mart, Costco, Sam's, True

Value, Ace Hardware, etc.)

. Strong project management and leadership skills in managing the

successful integration of R&D, Production, Marketing and Sales

departments to bring projects in on time and within budget.

. Proficient in analyzing and presenting market trends and financial

information resulting in easily understood and realistic business

plans for owners, lenders, and board of directors.

. Global business knowledge and experience in import/export requirements

in North America, Europe, and Asian markets.

. Accountable, persistence, agility and organization skills to acquire

new customers develop relationships and build a business.

CAREER EXPERIENCE

Wolfcraft Inc., Wood Dale, IL (Nov 1999 - Jan 2010, Co Sold)

Sales & Marketing General Manager: $70M international manufacturer of

home improvement hand and power tool accessories. Responsible for all

sales, marketing, new product development and logistics functions in the

North American market. Supervised a staff of 31

Accomplishments

. Professionalized the total sales process by improving

calls/presentations that emphasized fact based selling and self-

critical internal analysis of results.

. Participated in all key customer sales calls resulting in securing

the # 2 market position in two key product categories

. Sold a key product line and replaced largest competitor at the most

respected branded hand tool retailer in America resulting in $12.8

M sales over 7 years.

. Sold a 2-category product assortment to mid-western retailer

resulting in a 79%/$1.5 M first year increase.

. Sold a product promotion to a large Canadian retailer resulting in

$1.450 M sales first year sales.

. Completely relaunched every product in 3 of the 4 major product

categories resulting in improved features and pricing to offset

exchange rate & material cost increases.

. Successfully transitioned $5.0 M in key products from EU to China

manufacturing with no delivery or quality disruptions.

. Substantially reduced a high annual sales staff turnover vastly

improving account confidence resulting in more sales opportunities

extended by all accounts.

. Established a new "product development department" resulting in 15

new products producing $7.0 million plus sales.

. Developed an "end user needs / market driven" strategy vs.

R&D/manufactured product development process.

. Reduced expenses and maintained sales while adjusting to a 40%

negative EU exchange rate and 31% product cost increase from China

in less than 18 months.

. Managed the move from an in-house distribution function to 3rd

party logistics company thereby reducing annual expenses by 25%

with no customer service disruption.

. Improved lender confidence by achieving annual profitability and

updating them frequently on critical sales developments, new

products, and competitive market conditions.

. Improved the corporate board by adding two members (non-

family/friends) with outstanding industry expertise and stature.

True Value, Chicago IL (Oct 1997- Aug 1999)

Marketing Director - $4.2 B Hardware Distributor. Responsible for all

retail pricing, merchandise assortment planning, competitor analysis, and

internal wholesale marketing programs. Supervised a staff of 5

Accomplishments

. Designed and implemented a comprehensive retail pricing strategy

that identified all the pricing variables and how to adjust for

them.

. Completely redesigned the management reports to improve the

understanding of the pricing changes as it affected a retailer.

. Successfully introduced a new, $83 million in wholesale sales,

"everyday low price" program that positioned our retailers to

compete more effectively in their markets.

. Jointly developed the store back office operation program that

successfully merged two major dealer owned operations into a third

dealer owned program. Conducted in-field training to implement

changes to over 750 retailers.

Fyrnetics, Inc., Itasca IL (Jun 1995 - Jul1997)

National Sales and Marketing Manager, $40 million manufacturer of home

safety smoke and carbon monoxide detectors. Responsible for all sales

and marketing functions to mass merchant, drug, home center, and

independent hardware and lumber building material retailers and

distributors. Supervised account activities of 30 US/Canada manufacturer

sales representatives.

Accomplishments

. Successfully introduced three new safety detector products,

including packaging, trade advertising, and special intro programs

to wholesale and retail buyers.

. Developed consumer print and electronic media national advertising

programs.

. Developed the Canadian market, increased sales by $900K. Added

eighteen new US accounts, increased sales by $1.2 million.

Vista Data Services, Triad Inc. Livermore CA (Apr 1994 - June 1995)

Sales Director of Client Services: Marketed and sold retail stores point-

of-sell consumer-purchasing data to manufacturers, wholesalers, and

retailers.

Accomplishments

. Developed comprehensive marketing program to help introduce

consumer-purchasing information to select manufacturers and

distributors. Developed and sold the product concept to over 350

manufacturers.

PRO Group, Englewood CO (Sep1989 - Apr 1994)

VP Retail Sales & Marketing: Responsible for developing marketing

programs for $2.4 billion group of 82 international durable goods

distributors (home improvement, paint, farm supply, and kitchen cabinet)

and 16,000 retail stores.

Accomplishments

. Increased distributor sales from program retailers an average of

11%.

. Redesigned wholesale and retail advertising programs, resulting in

a 66% circulation increase.

. Developed retailer incentive program that increased participating

retailer's sales by 18% four consecutive years.

. Developed new store format utilizing the most current management

information programs and POS data.

PRIOR EXPERIENCE

. Dept Mgr. Walgreen Drug Stores, Chicago IL

. Store Mgr, R&S Automotive, Newark NJ

. Regional Mgr, Servistar Stores, Butler PA,

. VP Dealer Operations, Gamble Stores, Mpls MN

Military

. US Army Infantry, Decorated, Honorable Discharge

EDUCATION

. Bachelor of Arts Degree, Liberal Arts & Business Mgmt, Western Illinois

University

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