Sales Manager
Resume:
Robyn G. Cross
Coral Springs, Florida 33071
(C) 954-***-****
**********@*********.***
STRATEGIC PLANNING ? PRODUCT MARKETING & MANAGEMENT ? BUSINESS
DEVELOPMENT
Award winning creative and innovative professional with substantial
experience in marketing, brand management, product development, sourcing,
licensing, retail purchasing and merchandising, manufacturing, B2B sales,
promotions and event management. Recognized for effective analytical
abilities, team motivation, passion and versatility with proven success to
excel in a fast paced environment. Played an integral role in successfully
taking small businesses and propelling them into industry leaders by
generating multimillion-dollar revenue and consistently increasing gross
margins. Visionary management style with a strong ability to build and
motivate teams to meet pivotal company objectives.
CORE COMPETENCIES
Strategic Market Product Development & Sourcing Budget/Sales
Positioning Forecasting
Brand/Project Management Retail P & L Management
Purchasing/Merchandising
New Product Launch Multimillion-dollar Visionary Leadership
negotiations
_______________________________________________________________________
CAREER ACCOMPLISHMENTS
. Successfully managed the marketing and product development for major
toy brands, generating sales of $500 million over 5 years,
representing 50% of the company's business.
. Re-launched "Cabbage Patch Kids" brand, propelling to #1 in the
large doll category, winning multiple awards, i.e.: Wal-Marts' Best
of Holiday Toys-2005, License of the Year- 2006, QVC's Best Product
Concept- 2008, with strategic partners including Carvel, Burger King,
Geico and Ace of Cakes.
. Worked with Asian offices to develop new factory relations for
sourcing which resulted in profitable new items and categories with
Jarden Consumer Solutions, Play Along Toys, Gateway Sales, The Sports
Authority, and Herman's Sporting Goods.
. Created exclusive items and categories throughout career, resulting in
substantial incremental sales while increasing gross margins. At
Jarden developed new Cupcake & Donut Makers exclusively for Target. At
Play Along Toys developed special products for mass merchants
including Wal-Mart, Target, Toys 'R Us, Kohl's, Sam's, Costco and QVC.
At The Sports Authority, partnered with Major Leagues, (NHL, NBA,
WNBA, NFL, MLB) and vendors to develop exclusive programs in every
classification, i.e.: "Legends of Baseball" ball gloves with Whitey
Ford, Catfish Hunter; Learn to Skate and Dare To Dream Youth Baseball
Programs.
. Developed the highly successful Wal-Mart's' exclusive "Black Friday"
Specials (2004-2009), achieving sales of 2 million units and over $20
million.
. As Divisional Merchandise Manager at TSA, managed 3 departments with
sales of $200 million, increasing the combined gross margin from 34.9%
to 36.4%.
. As Senior Buyer at The Sports Authority (TSA), significantly increased
annual sales to take the Team Sports Department from #3 to #2 within 1
year, improving gross margin through strategic negotiations from 33.6%
to 34.7% on a $95 million business.
. Increased P & L annually by continuously refining the co-op
advertising programs and partnering with strategic vendors for
additional co-op and markdown monies, achieving substantial increase
in margins. Increased forecast accuracy by 20% resulting in faster
inventory turns and decreased markdowns.
PROFESSIONAL EXPERIENCE
PRODUCT MANAGER
Feb. 2010 - Present
Jarden Consumer Solutions, Boca Raton, Fl
Directing the product development and marketing of the $40 M (annual
gross sales) Seasonal Treats Business for the Transactional Division.
> Work collaboratively with Far East Sourcing and the Kitchen
Business Unit GM to review the strategic and tactical relevance
of existing suppliers, identify new suppliers.
> Responsible for establishing and achieving margin improvement
through cost negotiations, product redesign, new product
development for operating efficiencies in order to achieve
corporate and business unit requirements.
SENIOR PRODUCT MANAGER (MARKETING/PRODUCT DEVELOPMENT)
2004-2009
Jakks Pacific/Play Along, Inc., Deerfield Beach, Fl
Directed the marketing and development of the full product life cycles
of several iconic toy brands supporting this $200 Million (annual
gross sales) industry leading Toy Manufacturer. Prepared and
implemented seasonal Brand Directional Outlines for the individual
categories of business, including financials, SKU efficiency, price
point analysis, profit margins, sales targets, advertising direction,
television/print drivers and promotional expenditures.
> Successfully created and developed new product design ("Doodle Bear")
that resulted in a 166% increase, first year launched with sales of
$40 million over a plan of $15 million.
> Product Manager for several major toy brands including "Cabbage Patch
Kids" and "Care Bears".
> Instrumental in setting up and managing company's key resources for
design and development along with interfacing with Asian Engineers and
vendors.
> Partnered with Domestic and International Sales to determine retailer
strategies in order to create customized SKUS and programs. Provided
market assessments and competitive analysis utilizing focus groups and
statistical research, evaluating market environment to make go-forward
recommendations and ensure maximum ROI.
> Collaborated with Design Team for creation of packaging, sales support
materials and all design graphics for sales presentations and trade
shows.
> Created the strategic direction and development of content for
website, all commercials (15+), trade and consumer advertising, along
with promotions and special events.
> Taught company associates costing, logistical math, gross margin
calculations,
and P.O.S. analysis that were essential to maximize
profitability.
SENIOR BUYER
2002-2003
Crafts & Stuff, Palm Beach Gardens, Fl
Purchased 8 categories for 14-store arts and crafts retailer resulting
in over annual sales of $16 million. Managed and developed sales,
gross margin and inventory plans for all product categories to
maximize sales per square foot store performance.
> Successfully identified poor performing SKUS, upgraded assortments and
negotiated with vendors for assistance in reducing inventory with
markdowns or returns, resulting in gross margin improvements.
> Created a separate Kids Art Department with Back-to School promotions,
adding new vendors, negotiating better terms and pricing than current
suppliers, increasing business by 18 %.
SENIOR DIRECTOR OF BUSINESS AND PRODUCT DEVELOPMENT
Gateway Sales Corporation, Winthrop, MA
1999-2002
Established new product development initiatives from idea generation
into concepts and into products for this new startup product
development and sourcing company that provided offshore manufacturing.
> Developed new businesses with national and international customers
including Canadian Tire, Dicks Sporting Goods, The Sports Authority,
Mizuno Sports, & Ebonite Bowling that resulted in sales of $1 million
first year.
> Qualified resources and sourcing, negotiated pricing, managing,
working with suppliers on production updates and monitoring timely
shipping of merchandise.
DIVISIONAL MERCHANDISE MANAGER, SENIOR BUYER, BUYER
1990-1999
The Sports Authority, Ft. Lauderdale, Fl
Managed and directed the $220 million dollar business of 3 divisions
for this $1Billion Sporting Goods Retailer. Instrumental in developing
the company from 11 stores to over 230, including new international
markets in Canada and Japan.
> Successfully led a cross-functional team of 10 to transition the
Winter Sports Department from an outsourced company to in house,
generating $25 million in sales, surpassing plan by $4 million.
> Purchased and developed sales, gross margin, inventory plan assortment
strategies, and
plan-o-grams for Team Sports Equipment categories (12
classifications), a $95 million department, consistently
increasing sales and improving gross margins yearly.
> Built tremendous brand equity among key suppliers by
rationalizing the number of brands represented and building a
multi-category structure, re-merchandised floor plans and
displays to enhance cross- selling programs.
> Planned all aspects of advertising and promotional activities,
including large scale meetings
and events to showcase products and services.
> Coached, developed and actively promoted staff each year to ensure
efficient department operation and achievement of goals. As DMM
managed and directed a staff of 8 Buyers, Assistant Buyers and
Merchandising Assistants. Directed a cross-functional team of
Merchandise Planners, Replenishment Analysts in micro-assorting store
assortments to maximize sales.
> Awarded Buyer of the Year and Cross Functional Team Manager awards for
outstanding performance and leadership.
SENIOR BUYER, BUYER, ASSOCIATE BUYER
1982-1990
Herman's Sporting Goods, Carteret, NJ
> Purchased and developed assortments for the $85 million Winter Sports
Department.
> Developed and executed private brand strategies for ski luggage and
accessories that generated an additional $20 million with a gross
margin of 60%, unheard of in hard goods.
EDUCATION
Bachelor of Science (BS), UNIVERSITY OF VERMONT, Burlington, Vermont
PROFESSIONAL DEVELOPMENT
Wharton School of Business, Business & Management Training,
Certificate of Professional Development
Florida Atlantic University, Certificate of Marketing Strategies
AWARDS
> QVC - "Best Product Concept"- Cabbage Patch Kids for innovative
concepts, 2008
> LIMA Awards, License of the Year, Cabbage Patch Kids, 2006
> The Sports Authority-"Buyer of the Year", "Cross Functional Team
Award", 1998
> SGB Magazine-"Women of the Year in Sports" finalist,1998
> Rawlings Sporting Goods - personalized "Gold Glove" Award, 1997
> POPEI - "Best of the Show" for Rawlings Baseball end cap fixture,
1995
TECHNICAL SKILLS
Microsoft Office Suite (PowerPoint, Excel, Word, Outlook, Explorer),
Adobe Photoshop, EDI, AS400
Contact this candidate