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Sales Manager

Location:
Farmington, Michigan, 48336, United States
Posted:
May 27, 2010

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**** W. ******

Farmington Hills, MI . Home: 248.***.**** . Cell: 248.***.**** .

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

Business Development - Sales Executive

Formulate and implement strategic growth plans for new and existing

businesses

Professional Experience

INTEGRATED FOAM, INC., Detroit, MI 2008-Present

Wholly owned subsidiary of Palziv LTD, a $50 million global manufacturer of

cross-linked, polyethylene and synthetic rubber foams. Palziv, a former

client of Packing Material Company, is headquartered in Israel with

manufacturing locations in Israel, United Kingdom, United States, Canada,

and Romania.

General Manager - Retained by PXL Cross-linked Foam Corporation, a Palziv

company and former manufacturing client of Packing Material Company, to

establish Integrated Foam and retain staff and customer base of former

PMC division. Manages sales, service, logistics, distribution, custom

services, and marketing; holds technical oversight as well.

. Start-up: Established company and saved 100% of PMC positions.

. Market Share: Retained PMC's customer base and grew new

business to lead market share in North America for cross-linked PE

buns. Created additional presence in North America by growing

chemically cross-linked PE continuous roll sales.

. New Market Penetration: Created new global market for Palziv in

specialty car wash material.

. Crisis Management: Successfully led company through economic

downturn. Reduced staff and operating costs and redirected targeted

sales, delivering income rebound from $2.3 million first six months of

2009 to $4.8 million second six months.

. Branding: Currently partnering with outside marketing and

public relations firm on corporate name change and consolidation, as

well as image, marketing, website, and social media strategies.

PACKING MATERIAL COMPANY (PMC), Detroit, MI 1992-2008

General Manager (1995-2008) - Created and executed plan to transition

Returnable Packaging Division from outsourced to in-house manufacturing.

Company was liquidated by owner July 2008.

. Manufacturing Start-up: Built manufacturing unit from ground

up; hired 15 employees and purchased building and equipment.

. Sales Growth: Improved gross margins 20% by increasing

geographic sales territory and adding $1.5 million in new sales

($675,000 in GP).

. New Products/Services: Added $110,000 to GP by adding

industrial sewing; identified and added a collapsible bin repair

program for major automotive customers that increased GP $500,000.

. New Division Start-up: Added Cross-linked Foam Distribution

Division in 1999. Imported from Korea for four years and captured 10%

of North American market share totaling $4 million first two years.

**** W. ****** Page Two

PACKING MATERIAL COMPANY continued

. Contract Negotiation: Negotiated exclusive contract with PXL

Cross-linked Foam Corporation after being approached to represent them

in 2003; grew North American market share to 33% within two years,

totaling $13.2 million. Developed and executed highly successful

marketing campaign that placed company logo on each customer's computer

screen.

. Division Sale: Sold Returnable Packaging Division at a profit

in 2007 to concentrate on PXL Cross-linked PE distribution.

Manager, Returnable Packaging Division PMC (1992-1995) - Recruited back

and charged with building new division from ground up; focus was on

designing and selling returnable packaging to automotive market.

. Start-up: Designed product, outsourced its fabrication, trained

new staff, and oversaw product sales.

. Sales Growth: Grew sales to $3 million in three years with 30%

GP.

WASHING SYSTEMS, Detroit, MI 1998-2002

General Manager - Capitalized on untapped market and new revenue stream

to manufacture and market unique patented machine that cleaned plastic

pallets and totes. Operated company simultaneously with Packing Material

Company. Sold and marketed product nationally attaining $2.1 million in

revenue and adding $600,000 to bottom line. Received unsolicited bid for

business and sold it for seven times annual sales in 2002.

SINGLE SOURCE PACKAGING, Detroit, MI 1989-1992

President/COO - Collaborated with three partners on entrepreneurial

venture to build a manufacturing company to supply specialty packaging

materials to automotive market.

. Start-up: Recruited and hired 25 engineering, sales,

administrative, and manufacturing employees. Located and negotiated

site, purchased equipment, and built organizational infrastructure.

. Sales Growth: Built sales from zero to $5 million.

PACKING MATERIAL COMPANY (PMC), Detroit, MI 1985-1989

Sales Manager - Recruited to turn around underperforming sales whose

revenue had decreased more than 25%. Company's five divisions included

pallets, flexible films/bags, packaging equipment, and corrugated

packaging/foams.

. Staff Supervision: Supervised five product managers, two

customer service representatives, and five sales people.

. Organizational Improvements: Refocused product offerings after

careful analysis of target markets, improved sales SOPs, replaced

underperforming sales reps, retrained sales staff, restructured sales

strategy, and realigned sales territories for increased efficiency.

. Department Start-up: Added additional $250,000 in sales revenue

and increased productivity by creating telemarketing department whose

functions included setting outside sales appointments.

. Sales Results: Grew sales 25% ($875,000) in 1987, 32% ($1.4

million) in 1988, and 28% ($1.6 million) in 1989 from 1985 total annual

sales of $3.5 million.

OMNISTAFF, Cleveland, OH 1983-1985

Regional Vice President - Established and grew first employee-leasing

store outside of Texas to showcase program for prospective franchisees

and expand sales and revenue. Marketed concept in Northeastern Ohio as

well, gaining excellent media coverage. Delivered several keynote

speeches at business meetings and conventions.

Patents

6,129,099: Pallet Washing Apparatus and Method

5,815,903: Packaging System

D346,378: Remote Facsimile Machine Monitor

Education and Professional Development

Studied marketing for three years at Kent State University. Completed

multiple sales and management courses including Xerox sales and

instructor courses, Sylvan Center's psychological approach to selling,

and Zig Zigler seminars.

Areas of Expertise

Sales & Marketing

Logistics & Distribution

Custom Services

Training & Coaching

New Product Launch

Vendor Management

Program Coordination

Territory Growth

Team Development & Growth

Process Improvement

Relationship Management

. Entrepreneurial, visionary sales and marketing professional with

extensive experience spearheading strategic business development.

. Turnaround and start-up specialist; transformed failing sales

departments and built new divisions from ground up.

. In-depth knowledge of the sales process from extensive hands-on

experience and participation in cutting-edge sales seminars.

. Track record of recruiting, hiring, and training talent; built

several high-performance sales teams and motivated them to exceed goals.

. Innovative self-starter with an eye for new revenue opportunities;

initiated addition of new products, identified new markets, and built

profitable business alliances.

. Energetic, broad-based business thinker with demonstrated ability to

manage at both the strategic and operations levels and collaborate

effectively with internal and external stakeholders.



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