Customer Service Sales

Richard A. Janik

**** ******** *****, ****** *****, TX 75022

972-***-**** *******.******@*****.***

Sales and Operations Leader with extensive distribution experience across industries, geographies and corporate

structures. Results oriented, metrics focused executive with quantifiable accomplishments managing both single and

multiple remote location operations. Proficient at developing cohesive management teams while providing positive

direction and leadership.

PROFESSIONAL EXPERIENCE

KEYSTONE AUTOMOTIVE OPERATIONS, INC. Exeter, PA (Platinum portfolio company) 2/2011– 4/2011

Director of Sales, Dallas, TX

Responsible for continuing growth of strategically important Dallas-based sales center and for inside/outside sales and

customer service associates.

• Revenue on target for 15% growth in 2011 accomplished primarily from customer account penetration and

continuing competitor initiatives.

KEYSTONE AUTOMOTIVE OPERATIONS, INC. Exeter, PA (Bain Capital portfolio company) 11/2002-2/2011

Director of Sales, Dallas, TX (3/2009-2/2011)

Relocated to Dallas to take on leadership responsible for building cohesive sales and customer service functions in high

potential but inadequately performing sales center identified as critical to future sales strategy and growth. Responsible

for inside/outside sales and customer service associates.

• Grew revenues 11+% in 2010. Increases resulted from both new customer outreach and taking business from

strategically targeted competitor accounts.

• Upgraded and grew sales and customer service support associates from 14 to 43.

• Managed plan-out and relocation of sales and customer service associates to new 18K square foot facility.

Director of Sales NE Zone, Exeter, PA (8/2006 – 3/2009)

Responsible for multiple call centers and sales associates in 6 locations with a revenue base of $180M.

• Eliminated and combined duplicated call centers caused by acquisition of competitors resulting in $4.5

million annual payroll/overhead savings.

• Managed revenue/profit based customer differentiated delivery program due to increasing fuel costs.

Delivery days were eliminated and reduced yielding a $1.8M reduction of logistic expense.

• Designed outside sales optimization program improving calls per day metric.

• Managed acquisitions of two competitor groups, integrated customer base into Keystone locations and closed

redundant centers.

Regional Sales Manager, Greensboro, NC (11/2002 – 8/2006)

Responsible for bringing process discipline to underperforming sales center and for upgrading sales associate base.

• Achieved or exceeded budgeted sales plan 3 consecutive years and grew revenue by 30%

• Identified and installed call center key performance indicators (KPI’S) resulting in increased call productivity,

reduction in abandoned calls providing improved customer service.

• Created a competitors customer target program utilizing outside sales force and competitive pricing that

increased our gross profit and share with these customers.

Elton Products (AmSan Company) Streamwood, IL 5/2000 – 11/2002

Vice President & General Manager, Midwest Region

Engaged to assist family-owned business to bring disciplined processes and operations to sites and to assist in integration

of newly acquired businesses for the Midwest region. Responsible for sales, accounting and distribution.

• Improved gross margin from 27.1% to 28.9% by implementing an automatic customer price increase program to

recover vendor cost changes passed on to the distributor. Major contributor to over 300% revenue growth over

span of employment.

• Decreased operating expenses as a percent of sales from 27.9 % to 25.9%, by defining departmental

accountabilities/metrics and reducing unnecessary headcount.

• Determined and implemented manager’s accountability/bonus incentive program.

ZEMA FOODS, Addison, IL (Reyes holdings portfolio company) 9/1997- 5/2000

Vice President, Operations

Reporting to the President and responsible for Logistics (private fleet) warehouse, customer service and MIS of this

privately-owned food services company. Engaged to control and reduce expenses and increase productivity.

• Reduced distribution expenses as a percent of sales from 12.78% in 97 to 11.01% in 2000 by decreasing direct

labor as a percent of sales from 6.35% in 97 to 5.39% in 2000. Cost savings were obtained by installing warehouse

control system and Roadnet routing package.

• Implemented internet-based ordering capabilities for National Accounts.

• Expanded distribution radius and company presence by hiring third party logistics to service 4.7 million dollars

in incremental National Account business in the Michigan market.

• Negotiated with legal counsel Collective Bargaining Agreement with Teamsters Local 703.

UNIFORMS TO YOU, Bridgeview, IL 11/1996 – 9/1997

Vice President, Operations

Reporting to the Chief Operating Officer and responsible for customer service, telemarketing, and distribution functions

in a pick, pack and ship operation of approximately 200 associates in a $90M apparel company.

• Installed activity-based distribution/cost system by capturing, monitoring and reporting expenses for processing

pieces, lines, and orders. The information facilitated reorganization of the distribution center which reduced operated

expenses 6% annually.

• Reprofiled distribution center with outside consultants resulting in improved space utilization and an anticipated 11%

productivity improvement in the picking and stocking operations.

UNISOURCE, Norristown, PA. 3/1995 - 11/1996

Regional Operations Manager

Reporting to VP, Operations and responsible for all grocery supply operations covering 26 Eastern/Central states.

• Responsible for determining location, cost analysis/justification, startup, and staffing of satellite centers servicing

Regional Grocery Chain and Independent accounts.

• P & L responsibility for 6 distribution centers with a $22M annual operating budget

• Member of “due diligence” team analyzing/reporting on perspective acquisitions operations.

EDWARD DON & CO., No. Riverside, IL and Ft. Lauderdale, FL 9/1977 – 8/1994

Distribution Services Manager (6/1991-8/1994)

• Selected and installed a computer-based inventory control system utilizing bar coding, scanning, and RF

technology. Enhanced receiving, stocking, cycle counting, replenishment and outbound verification.

• Increased sales/service to Midwest markets by negotiating and obtaining contract carriers. Sales increased by

12.1% with only a 2.3% increase in distribution expenses.

• Developed incentive program combining productivity, safety, and attendance, which stabilized turnover and

reduced Worker’s Compensation claims.

Corporate Manager Business Systems (2/1987-6/1991)

• Installed Electronic Order Entry utilizing hand-held devices with scanning capabilities. Substantially reduced

phone expenses and data entry personnel used to enter orders.

• Changed picking methodology and installed engineering standards resulting in a 17 percent reduction of union

pick/load personnel.

Branch Operations Manager (2/1984-2/1987)

• Redesigned service area with sales and distribution management resulting in a 21.7 % sales increase.

• Reorganized purchasing department resulting in payroll and processing time and headcount reductions.

Systems/Programming Support Manager (9/1977-2/1984)

• Designed on-line Customer Order Processing and Direct Margin Reporting Systems.

• Coordinated EDP interface for opening of Dallas location.

Military: U.S. Army, SP-4 Finance Clerk – Honorable Discharge

Education: College of DuPage, Wheaton, IL: B.S. degree work in Business Administration, Northeastern Illinois

University, Chicago, IL.

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