Sales Manager

John Sumner

***** ***** ****** 515-***-**** Office

Clive, Iowa 50325 **********@**********.*** 205-***-**** Mobile

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Sales executive with a superior track record of producing revenue and profit growth, strategic

account development and recognized for strong leadership skills and team building. Thrives on

fast-growth and new business development and establishing powerful relationships and creating

loyal alliances to maximize service and sales.

Goal oriented sales professional with over 20 years experience in consumer products. Expertise

in managing national retail accounts, wholesalers and distributors and independent commission

and broker sales executives.

Summary of Qualifications:

• Planning/execution of marketing & sales plans.

• Staff recruitment/training/supervision

• New business development & national account management

• Forecasting, budgeting, contract negotiation, event planning and coordination

• Brand positioning, product introduction/launch.

PROFESSIONAL EXPERIENCE

EBSCO Industries, Birmingham, AL 2008 - Present

Wingscapes Division of EBSCO – start up division in 2008 which manufactures and sells

innovative backyard nature products.

National Sales Manager – Directed all aspects of sale to multi-channels of distribution in US

and Canada.

• New product distribution both nationally and internationally.

• Develop and implement strategic plans to meet sales and profit goals.

• Create pricing, programs and discount schedules.

• Grow and leverage brand awareness.

• Recruit and train manufacturer representatives

• Attend trade events

• Travel 50-75% of time.

Markets - Mass, Hardware, Co-Op, L&G Retail/Distributors, Catalog/Internet, Specialty,

Canadian/International, Military & Grocery.

New Business Growth – over 1 million in sales less than 2 years. Forecast 2011 250% increase.

Strategic retail accounts, Target, HD, Lowes, Sears, KMart, Costco, Meijer, Brookstone,

Frontgate, P&H, Sky Mall, AAFES, Ace Hardware, many L&G Retailers & Distributors.

Page 2 John Sumner

MEREDITH CORPORATION, Des Moines IA 1986 – 2008

Multimedia company involved in book, magazine and broadcast businesses.

Manager of Canadian and Strategic Business 2002 – 2008

Canada – Established new channel of business for Meredith Books

• Managed a network of sales executives and created a new business model for Meredith

Publishing with our Canadian partner.

• Hired new Canadian Distributor/Agent and negotiated new contract.

• Grew the business from $800K to over $3.5M in sales within 2 years.

• Introduced new children’s merchandising program with Zellers and Wal-Mart generating

over $500K in new business.

Domestic Strategic Business

• Created entirely new client base for Meredith Books in the dollar channel business. New

clients included, Dollar Tree, Dollar General, Big Lots, Bealls, and Burlington Coat

Factory.

• Developed custom publishing program that met the needs of a price sensitive market and

still maintained acceptable margins of 25-50%.

• Hired independent rep to manage channel specific retailers and attend trade and industry

shows and national events.

National Account Manager Grocery and Wholesale Business

• Managed national and regional retail grocery chains and wholesalers. Retailers include

Kroger, Publix, Wegmans, and Giant Foods – Wholesalers Anderson and TNG.

• Grew the business from $500K to over $2M.

• Established excellent working relationship with corporate buyers & wholesaler reps.

Lawn and Garden Business

• Captured incremental revenue in a declining retail channel for Meredith Books.

• Established broker representative to service distribution and direct business including

national accounts, - Military and Sears Hardware.

Independent Book Seller

• Managed a group of independent book sellers, Northeast, Mid-Atlantic and Southeastern

territories. Maintained positive growth in a declining business

Special Markets

• Landed new clients such as Cracker Barrel, Tuesday Morning, and Ross Stores.

Generated over $500K in new business.

Page 3 John Sumner

National Sales Manager Lawn and Garden Division 1997 – 2002

With the acquisition of Ortho Books in 1997 created a new channel of business for Meredith

publishing in the Lawn and Garden category. Hired and coached a sales team of 3 regional sales

managers and a network of independent representatives. Created revenue goals and forecasting

sales and T&E budget.

• Achieved and exceeded sales goals consecutively for 4 years, with the highest increase

38% over budget. Sales $1.5M to over $4M in the 4th year.

• Identify and secured new business while exceeding budged revenue and profit goals

consistently for 4 years.

• Established new business with strategic retailers, WM, Target, Sears & Lowes.

• Successfully launched the largest satellite merchandising program at Meredith Books

featuring books, magazines and chemicals in Wal-Mart - Lawn and Garden department

generating close to one million dollars in revenue.

• Initiated the first category management book program with Home Depot.

• Added a telemarketing team which solicited independent business in the co-op channel.

Regional Sales Manager – Chicago Illinois 1989 – 1997

Managed the sales of Better Homes & Gardens Books in the Chicago region including five

surrounding states. Direct selling clients included Levy Home Entertainment, Sears,

Montgomery Ward K-Mart, Ace and True-Value Hardware & Marshall Fields Department Stores.

New Business clients included Kohl &, PA Bergner Department Stores and Shopko.

District Sales Manager – Columbus Ohio 1986 -1989

Responsible for distribution to Food and Drug Retailers in a 7 state region. Managed wholesalers

and retailers. Clients included, Kroger, Ride Aid, Gray Drug, Super X, along with regional

chains.

POLAROID CORPORATION, CAMBRIDGE, MA

Marketing Representative – managed all aspects of sales and distribution for consumer product

division including camera, film and video to mass market, grocery and specialty retailers.

• Food Broker Sales Management

• Regional and National Account Sales

• Supervision of retail merchandising team

CAMPBELL SOUP COMPANY, CAMDEN, NJ

Key Account Manger - Managed a regional territory selling to supermarkets and distributors.

• Account leadership with Big Bear Supermarkets, Cardinal Foods, Kroger Foods.

Awards: Education

ET Meredith Sales Professional Ohio University – BSED

ET Meredith Salesperson of the Year (twice) Played Division 1 Hockey

Sales Manager of the Year Sigma Alpha Epsilon Fraternity

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