Sales Manager
Resume:
KENNETH A. DAWKINS
RICHMOND, KY 40475
******@*****.***
BUSINESS
DEVELOPMENT - BANKING
A SOLUTIONS-DRIVEN EXECUTIVE WITH OVER 15 YEARS OF COMPREHENSIVE SALES AND
SALES MANAGEMENT SUCCESS. EXPERTISE INCLUDES EXPANDING MARKET SHARE,
ACHIEVING SALES AND PROFIT GOALS ABOVE INDUSTRY GROWTH, COACHING SALES
PROFESSIONALS, ACQUIRING NEW BUSINESS AND DEVELOPING LONG-TERM CONSULTATIVE
RELATIONSHIPS.
At both Thiel Audio and Black & Decker, my situational leadership style and
transferable skills drove channel expansion, sales increases despite key
category shrinkage, and in one case, the resurrection of a sales
organization. I have been responsible for P&L, over $100 million in sales
and satellite office management in manufacturing and distribution,
realizing success with independent audio retailers, on-line catalogers,
home centers, regional and national mass merchants, hardware chains,
builders, custom integrators, department stores, two-step distributors,
drug, food, and office supply chains.
EXPERIENCE
THIEL AUDIO PRODUCTS
2000 - PRESENT
LEXINGTON, KENTUCKY
VICE PRESIDENT, NORTH AMERICAN SALES
THIEL'S FIRST VICE PRESIDENT AND REPORTING TO THE OWNER, I AM RESPONSIBLE
FOR LEADING THE US AND CANADIAN SALES EFFORT FOR A SMALL BUT LEGENDARY 35
YEAR-OLD LOUDSPEAKER MANUFACTURER SELLING DIRECT TO INDEPENDENT AND CHAIN
AUDIO RETAILERS, NON-RETAIL HOME INTEGRATION PROVIDERS AND ON-LINE
CATALOGERS. SPECIFIC RESPONSIBILITIES INCLUDE DIRECT ACCOUNT AND REP
MANAGEMENT, PROGRAMMING DESIGN AND NEGOTIATION, DEALER TRAINING, AND NEW
BUSINESS DEVELOPMENT. SHARED RESPONSIBILITY FOR STRATEGIC PLANNING, BRAND
MARKETING, PRICING, PRODUCT DEVELOPMENT, ADVERTISING AND BUDGET
PREPARATION.
Acquired 162 new dealers since January 2001. Terminated 101 non-
performing accounts resulting in a 50% increase in distribution.
DEVELOPED ON-LINE CHANNEL STRATEGY WITH AMAZON, CRUTCHFIELD AND AUDIO
ADVISOR WHILE
MAINTAINING HIGH-END BRAND IMAGE AND 90% OF INDEPENDENT
BRICK AND MORTAR DEALERS.
ACHIEVED SINGLE DIGIT TOP LINE SALES GROWTH THREE OF THE PAST FOUR
YEARS IN THE DECLINING HIGH PERFORMANCE LOUDSPEAKER CATEGORY.
HIRED THIEL'S FIRST REP FIRM IN 2008 AND ADDED EIGHT MORE IN THE PAST
TWO YEARS.
REOPENED CANADIAN MARKET AFTER FOUR-YEAR ABSENCE AND ADDED FIRST
DISTRIBUTOR IN 2008.
ACQUIRED CRUTCHFIELD ACCOUNT IN 2007, THIEL'S FIRST INTERNET
RELATIONSHIP. THIEL WAS DESIGNATED A "TIER ONE" SUPPLIER IN 2009 BASED
ON ROI AND ACCOUNT MANAGEMENT STRATEGY.
CO-DEVELOPED AND BRANDED THE DEWPOINT, THIEL'S FIRST OUTDOOR
LOUDSPEAKER IN 2009.
DEVELOPED NEW PURCHASE, DEMO, BUYING GROUP AND ACCOMMODATION PROGRAMS
IMPROVING DEALER MARGINS WITHOUT EXTENDING OVERALL RECEIVABLES OR
REDUCING PROFITS.
. CREATED AND HIRED FOR PRODUCT TRAINING MANAGER POSITION.
THE EMERY-WATERHOUSE COMPANY
1999 - 2000
PORTLAND, MAINE
VICE PRESIDENT SALES
MEMBER OF SENIOR MANAGEMENT GROUP REPORTING TO CEO FOR THE COUNTRY'S FIFTH
LARGEST FULL LINE HARDWARE DISTRIBUTOR, RESPONSIBLE FOR $111 MILLION, THREE
REGIONAL MANAGERS, ONE MARKETING MANAGER AND 31 SALES EXECUTIVES.
. Initiated specific communication parameters improving internal
processes regarding
assortment plans, transportation routes, price increases and
customer service upgrades.
. Drove team to exceed top line sales goal by 3%.
. Converted 28 hardware dealers and lumberyards from competition.
. Initiated reorganization of sales department to reflect initiation
of three-year strategic plan.
Kenneth A. Dawkins
Page 2
EXPERIENCE (CONTINUED)
BLACK & DECKER CORPORATION
1985 -1999
KWIKSET SECURITY HARDWARE DIVISION, SHARON, MASSACHUSETTS
1993 -1999
NORTHEAST REGIONAL SALES MANAGER
RESPONSIBLE FOR P&L, BUDGETING, MARKETING AND PROMOTIONS IN 17-STATE
TERRITORY. COORDINATED SALES ACTIVITY THROUGH FIVE MANAGERS, 15 DIRECT
FIELD REPS AND SUPPORT STAFF WITH A $2 MILLION OPERATIONAL BUDGET AND A
$2.5 MILLION PROMOTIONAL BUDGET. SELECTED, OPENED AND MANAGED REGIONAL
OFFICE. CORPORATE DOWNSIZING IN FEBRUARY 1999 LED TO RESEARCHING AND
SECURING EMERY WATERHOUSE OPPORTUNITY IN AUGUST.
. Drove region to 68% sales growth in five years (industry growth at
30%) to $108 million, achieving operating income and contribution
margin targets with no additional promotional funding. Added $32
million to top line and $6.2 million to operating income over final
four years. Reduced regional expenses each year.
. DEVELOPED BUILDER CONVERSION PROGRAM THAT EXCEEDED SALES PLAN BY
17%, GROWING MARKET SHARE SIX POINTS TO OVER 50%.
. EFFICIENTLY RESTRUCTURED REGIONAL SALES TEAM RETAINING ALL
ESSENTIAL PEOPLE THROUGH POST-ACQUISITION CHALLENGES, A
COMPENSATION PLAN REVISION, AND UPPER MANAGEMENT REORGANIZATION.
PROMOTED KEY TEAM MEMBERS TO NATIONAL MANAGEMENT WHERE SEVERAL
RECEIVED HIGHEST SALES AWARD.
. IMPLEMENTED NEW MARKETING STRATEGY IN NEW YORK CITY, ELIMINATING
NON-PERFORMING BUSINESS WHILE ACQUIRING FIVE NEW DISTRIBUTORS AND
IMPROVING SKU YIELD 10%.
. PERFORMED CONSULTATIVE, STRATEGIC AND TACTICAL PLANNING WITH RETAIL
(HOME CENTER, HARDWARE, MASS MERCHANT, DEPARTMENT STORE, GROCERY,
DRUG, CATALOG AND SPECIALTY), WHOLESALE, NEW CONSTRUCTION,
MAINTENANCE, OEM, AND SERVICE CHANNELS.
U.S. HOUSEHOLD PRODUCTS GROUP, BEDFORD, MASSACHUSETTS
1985 - 1993
DISTRICT SALES MANAGER
ACCOUNTABLE FOR NEW BUSINESS DEVELOPMENT, TARGET MARKETING, ADVERTISING,
PROMOTION AND CUSTOMER SERVICE FOR A NEW ENGLAND/UPSTATE NEW YORK TERRITORY
WITH $20 MILLION IN ANNUAL REVENUE. HIRED, TRAINED, MOTIVATED AND
SUPERVISED A FIELD SALES FORCE OF 10. RECRUITED TO KWIKSET DIVISION IN
APRIL, 1993.
. FOUR PROMOTIONS TO POSITIONS OF INCREASED RESPONSIBILITY: RETAIL
SALES SPECIALIST, ACCOUNT EXECUTIVE, KEY ACCOUNT EXECUTIVE, FIELD
SALES MANAGER.
. FIRST DISTRICT REP EVER PROMOTED TO MANAGEMENT WITHIN SAME
DISTRICT, AND FIRST DISTRICT MANAGER TO RETAIN DIRECT
RESPONSIBILITY FOR KEY NATIONAL ACCOUNT (BRADLEES-$9 MILLION).
. IMPROVED PERFORMANCE VERSUS OVERALL REGION BY 6%, SURPASSED NEW
BUSINESS GOALS BY 5% AND KEY SKU GOALS BY 25% DURING A PERIOD OF
EXTENSIVE RETAIL CONSOLIDATION.
. EFFICIENTLY DECREASED TRADE CO-OP DEDUCTIONS TO 0 FROM AN
INHERITED AVERAGE OF $300,000.
EDUCATION/AFFILIATIONS
BACHELOR OF ARTS DEGREE - STATE UNIVERSITY OF NEW YORK AT ONEONTA
2010-11 CEA HOME AUDIO DIVISION BOARD
2005-06 CEA TECHHOME DIVISION BOARD
2004 CEDIA MANAGEMENT CONFERENCE COMMITTEE
2005-06 PRESIDENT SHILOH POINTE HOMEOWNERS ASSOCIATION
Contact this candidate