Sales Customer Service
Resume:
DAVID J. SILVIA
Westerville, Ohio 43082
*.******@*********.***
http://www.linkedin.com/in/davidsilvia
Sales Management Professional with significant sales, marketing, national
account and business development accomplishments in Consumer and Commercial
Products including P&L, budgeting, forecasting and operational experience.
Consistently met both revenue and profit objectives. Established strong
value-based customer relationships. Effective in building, inspiring and
leading sales, marketing and cross functional management teams. Ability to
swiftly adjust strategic direction to side with changing channel dynamics.
ELMER'S PRODUCTS INC., Columbus, Ohio 2004 to 2010
Elmer's Products Inc. is a $400 million consumer brands company owned by
Berwind Industries, a privately held, $5 billion dollar venture capital
Company.
Division Sales Manager
Reporting to CEO, responsible for the P&L of a $100 million division
serving the Commercial, Independent Dealer and Retail Office Super Stores
market. Led the division in the business development of Staples, Office
Depot, Office Max, United Stationers, SP Richards, School Specialty,
Amazon.com and independent dealer groups. Direct reports, five National
Account Managers, two Regional Managers, national network of independent
manufacturer representatives with dotted line responsibilities to
marketing, finance, supply chain, forecasting and customer service.
. 25% of the company's sales and 35 % of the operating profit was
controlled by the division which I led.
. 35% increase in the commercial channel and 18 % in the retail office
superstore market by leading cross functional teams in the development
of new products, programs and strategic sales initiatives.
. Successfully negotiated several brand exclusive and private label,
multi-year, national programs resulting in over $75 million in sales
with leading Big Box Retailers, Wholesalers and Dealer Groups.
. 4% profit improvement achieved through strategic sales planning, trade
program negotiations and the implementation of cost savings
initiatives.
. Directed cross functional management teams which addressed
forecasting, inventory management and customer service initiatives
resulting in overall division profit improvement and on time customer
performance.
GEORGIA PACIFIC/UNISOURCE, Independence, Ohio 2001 to
2003
Unisource was a $5 billion distribution division of Georgia Pacific, a $25
billion manufacturer of consumer, and industrial paper, pulp and building
products.
General Manager
Full P&L responsibility for a $35 million distribution business unit (ISO
9001) serving the packaging, commercial printing, imaging and facility
supplies market place. Management accountabilities included sales,
marketing, customer service and operations.
DAVID J. SILVIA Page
Two
GEORGIA PACIFIC/UNISOURCE (Continued)
Products and services marketed to leading office superstore retailers,
manufacturers, distributors, healthcare, retail, commercial printers and
municipalities. Accountable for a staff of 40 including two sales
managers, 15 sales representatives, operations manager and 23 operations,
customer service and administrative support staff. Reported to the Area
Vice President.
. 7% revenue increase through the restructuring and training of the
sales team, moving from a transactional organization into a
consultative value-added sales team.
. $300,000 annual savings achieved by reducing operating costs through
inventory reductions, re-mapping of delivery routes and the re-
allocation of warehouse manpower reducing overtime.
Managed and maintained facilities ISO 9001 distribution certification.
ECLIPSE SYSTEMS, INC., Ravenna, Ohio 1999 to
2001
Eclipse Systems Inc. was a $70 million privately owned manufacturer of
branded window components.
Vice President Sales & Marketing
Domestic and international sales, marketing, distribution and customer
service responsibility. Products jointly marketed through national OEM
manufacturers (Hunter Douglas, Levolor, Sp rings / Graber), leading
retailers (Home Depot, Lowes, Wal-Mart, JC Penny) and wholesale fabricators
and independent dealers. Managed international sales force consisting of
both factory direct and independent sales representatives.
. 12% sales increased achieved through the implementation of account
specific marketing and merchandising programs, new product launches and a
telemarketing initiative targeted at
B level accounts.
. Returned service levels to 97% from 60%, through the development and
implementation of a new production scheduling plan focused on the top
high volume sku's.
UNITEDABRASIVES, INC., Willimantic, Connecticut 1996 to
1999
United Abrasives is a $60 million privately held manufacturer of bonded and
coated abrasive products.
Products sold through hardware, contractor supply, industrial and welding
distribution markets.
Vice President Sales & Marketing
Marketing, sales and customer service responsibility both domestically and
internationally. Products marketed to over 6,000 distributors and
independent dealers in the United States, Canada, Mexico, the Caribbean,
Central and South America. Directed a sales organization of 34 independent
agencies.
. 23% increase in sales and 10% increase in profits achieved through
the negotiation of an
$8 million international preferred supplier program, new product
line extensions, targeted promotional programs and enhanced sales
and distributor training programs.
DAVID J. SILVIA Page Three
THE SHERWIN-WILLIAMS COMPANY, Cleveland, Ohio 1991 to
1996
Sherwin-Williams, a $7 billion global manufacturer of both nationally
branded and private label paint and coatings products.
Vice President Sales & Marketing, Consumer Brands Division 1992 - 1996
Director Sales and Marketing, Dutch Boy Brand 1991 - 1992
P&L responsibility for $200 million division with an operating and
marketing budget of $40 million. Led 6 director-level executives in
worldwide strategic brand positioning of Dutch Boy Brand, Dutch Boy
International, Martin Senour and private label business units.
* 40% increase in sales, $7 million dollar profit improvement and a
22% increase in market share in two years through the re-
positioning of the Dutch Boy brand, new product development and
category line extensions.
* Reversed a lagging Martin Senour business increasing sales 15% and
improving operating profit 22% in one year.
* Managed a $15 million multi-media marketing campaign, resulting in
increased brand awareness and market share. Negotiated a number of
national account programs at executive level with Wal-Mart, Home
Depot, Kmart, Lowes and Sears.
PRIOR BUSINESS EXPERIENCE
Duracell Products Company, Sales Representative. Carol Cable Company
(Consumer Brands Division) Regional Sales Manager, National Sales Manager,
Vice President Marketing and Sales. Developed account specific marketing
campaigns and sales strategies presented to high volume national accounts
including Wal-Mart, Target, Sears, Home Depot, Lowe's, Pep Boys, Ace
Hardware, Kmart, TruServ and Grainger.
Earlier professional experience includes two years as a Player with New
England Patriots and Denver Broncos.
EDUCATION
Bachelor of Arts, Yankton College, Yankton, South Dakota
CONTINUING EDUCATION
Advanced Negotiations for Senior Executives, Harvard Law School
Perceptual Barriers to Effective Leadership and Communication, Ohio State -
Fisher College of Business
Financial Management for Non-Financial Managers, American Management
Association
Activity Based Costing & Process Mapping, Evergreen Business Forum
Leadership Skills for Senior Executives, American Management Association
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