Sales Manager

James R. Meredith

**** ****** ****** 630-***-****

Libertyville, IL 60048 **************@*********.***

CAREER SUMMARY

Sales & Marketing Executive with diverse background in educational,

distribution, retail and pharmaceutical industries. Delivers value through

developing and executing business strategies and operational plans, and

building and leading highly effective teams that increase sales and

profitability, and optimize business performance. Accomplishments

illustrate strong ability to achieve year over year sales increases, even

in mature or declining markets, while also realizing consistently high

profit margins. Expertise in:

Sales & Marketing Management E-Commerce Strategies & Solutions

Strategic Planning Product Development

Financial Planning & Due Sales Administration

Diligence

KEY ACCOMPLISHMENTS

. Increased revenue in a mature market from $30 million to over $300

million while also reducing administrative cost of sales by 20%.

. Expanded footprint in schools by developing classroom segment into

adjacent market that now contributes 10% of total sales volume.

. Increased gross sales 30% while increasing pretax contribution margin 50%

through upgrading sales team, enhancing training, and developing tactical

field sales implementation plans.

. Restructured and upgraded sales organization, turning last place district

into the top performer with sales growth of 25% above plan.

. Reduced annual turnover from 60% to less than 10% through recruiting high

quality candidates and providing comprehensive training and individual

coaching; effectively prepared 16 associates for leadership roles leading

to promotions to positions of Director and/or Vice President.

. Key contributor in due diligence process of acquiring a $10 million

public library book wholesaler and subsequently was member of a team that

successful initiated and executed a revised sales business plan.

. Initiated TITLEWAVE.com, the most popular educational website for

purchase of supplemental materials for school libraries and classrooms.

Currently 85% of all orders are generated through this website, reducing

administration costs, increasing sales, and enhancing customer

satisfaction.

BUSINESS EXPERIENCE

CHILDREN'S PLUS, INC., Beecher, IL 2009 to 2010

Privately held distributor and binder of print books, audiovisual products,

and reading test kits to public and school libraries in both the domestic

and international markets; all sales and personnel numbers are

confidential.

Executive Vice President, Sales & Marketing (2009 to 2010)

Responsible for enhancing and implementing sales and marketing strategies

and operations to be more competitive in a declining market. Effectively

managed in-house representatives, independent contractors, and large

independent sales groups.

. Achieved approximately 10% sales increase, in a declining market, by

creating a presence in the international market and targeting the public

library market through the use of automated order and marketing systems.

. Re-launched customer website with enhanced navigation to be more

competitive in the market, resulting in increased traffic by 1000%.

. Collaborated with content publishers and producers to integrate cross-

marketing opportunities in current and tangent markets.

James R. Meredith

Page Two

FOLLETT LIBRARY RESOURCES, INC., McHenry, IL 1989 to 2008

Provider of print books, eBooks, audiovisual products, and reading programs

to libraries and classrooms in the K-12 educational market. A Follett

Corporation company.

Senior Vice President, Sales & Marketing (2002 to 2008)

Responsible for all internal and external strategy and operations for the

sales, marketing, library collections, library service consulting, and

sales administration departments. Managed staff of 200 professionals

through 13 directors, sales expense budget of $30 million, and revenue

budget exceeding $300 million.

. Created new sales infrastructure for sales administration, library

collections, and inside sales departments, effectively and efficiently

supporting field sales effort, increasing revenue, and reducing sales

expenses.

. Effectively integrated sales and marketing organization and created a

culture of accountability, improving communication and increasing

customer touches.

. Developed business plan to cost justify innovative direct marketing

software program to target school library and classroom markets that

increased sales through ability to manage broad needs of a diverse

customer base. No other FLR competitor has this target-marketing

capability.

. Led initiative to expand product lines into current adjacent markets that

resulted in increased revenue and profits.

. Launched Key Account Management program that led to converting large

school districts in Los Angeles, Chicago, Houston and Miami to use FLR as

their first choice vendor.

Vice President of Sales and Marketing (1992 to 2002)

Responsible for all domestic and international sales and marketing

strategies, planning and operations. Directed trade journal advertising,

trade shows, direct mail, campaigns, and ecommerce promotions. Oversaw

staff of 150.

. Established business unit to develop global markets that resulted in

sales representing 9% of total revenue.

. Created and led a structured professional marketing organization,

expanding number and quality of customer touches through implementation

of diverse business and marketing strategies.

Vice President of Sales (1991 to 1992)

Responsible for sales plan development, strategic planning, and execution

of all sales initiatives. Member of corporate executive team responsible

for financial and production decisions.

. Initiated automated sales process with a customer relationship management

(CRM) program, allowing point-of-sale call tracking and timely follow-up

communication.

. Designed and implemented sales-call reporting system, ensuring consistent

sales team focus and direction, as well as effective territory

management.

National Sales Manager (1989 to 1991)

Responsible for restructuring, revitalizing, and growing field sales team.

. Enhanced sales team skills and confidence through introduction and

implementation of comprehensive sales training program emphasizing

consultative selling.

. Redesigned sales compensation program, providing performance incentives

and creating equity among sales territories.

James R. Meredith

Page Three

BECKMAN INSTRUMENTS, INC., Brea, CA 1980 to 1989

A $750 million provider of clinical diagnostic instruments and reagents. A

subsidiary of SmithKline.

Regional Sales & Business Manager (1984 to 1988)

Responsible for $30 million Midwest sales organization. Directed all sales

and operations activities. Managed staff of 62 including 4 district sales

managers, support staff, and sales/special product representatives.

Controlled $1.0 million expense budget.

District Sales Manager (1983 to 1984)

Responsible for ten field sales representatives in two different sales

districts.

Account Manager (1980 to 1983)

Exceeded all assigned quotas and increased sales volume by 110%.

ORTHO PHARMACEUTICALS, Raritan, NJ Prior to 1980

Manufacturer of a variety of women's health and contraceptive products. A

division of Johnson & Johnson.

Sales Representative/Trainer

EDUCATION

MBA, Business Management, Lake Forest Graduate School, Lake Forest, IL

BS, Marketing, Illinois State University, Normal, IL

CONTINUING EDUCATION

University of Chicago Graduate School of Business

Participated in several seminars to enhance business acumen

Northwestern Kellogg School of Business

Attended Direct Marketing Program "Managing Customer Relationships for

Profit"

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