Sales Manager

Daniel DiCosmo

**** ******* *****, ****, ** *****

248-***-**** / ****.*******@***.***

Summary:

Extensive sales management experience in the consumer products industry,

including nineteen years with Procter and Gamble. Headquarter selling

responsibility in the following categories: health care, beauty care,

cosmetics, food/beverage, pet food, dairy, frozen foods, DME, folding

furniture, step stools and ladders. Successfully managed direct reports as

well as independent sales reps/brokers from coast to coast. Included in

this experience is managing major national accounts in the US and Canada.

Managed national retail sales force covering 1,500 Kmart, Big K, and Super

K Stores.

Experience:

2008 - 2010

DiCosmo Sales & Marketing LLC, Troy, Mi

Owner/Sales Manager

Started own manufacturers rep company. Represent products in hardware, pet,

HBA, housewares, disposable paper products, batteries, and general

merchandise categories. Set up network of several other reps across the

country which enables us to sell to any size customer in the US and Canada.

Provided representation at National Hardware Show, ECRM, Do-It-Best

Hardware Show, and Global Pet Show.

2007 - 2008

Cosco Home and Office Products (Division of Dorel), Columbus, In

National Sales Manager

Grew sales by 11% to $38 million. At same time grew profit dollars by 50%.

Managed a mix of independent sales reps/brokers as well as "corporate

reps", who sell all divisions of Dorel Industries. Managed business with

customers including Target, Kmart, Sears, Fred Meyer, Menards, True Value,

Ace, Orchard Supply, and Frontgate. Products include step stools, ladders,

folding furniture, and home medical equipment. Led several initiatives to

drive costs out of product supply process that led to incremental volume,

with out reduction of profit to Cosco. Developed vastly improved systems

for communicating selling information and materials with broker/sales force

thus reducing re-work and duplication of efforts.

2006 - 2006

Surgical Appliance Industries, Cincinnati, Oh

Business Development Manager

Surgical Appliance Industries sells orthopedic appliances, compression

therapy products, and home medical equipment. Hired to drive new business

in food, drug, mass accounts. Successfully managed company participation in

ECRM and Medtrade Healthcare shows. Opened several new customers including

Kmart, Overstock.com, and Associated Foods. Added $700k new business in one

year. Improved efficiency of field sales reps with tools that I created

including excel programs to automate what had been handwritten purchase

orders, using Microsoft tools to prepare more efficient routing and

customer coverage, creating selling materials such as presentations, sell

sheets, and direct mail.

2004 - 2006

Super-Max Company, Troy, MI

Regional Sales Manager

A Disposable Razor Company where I managed direct selling as broker manager

for 50% of the United States and all of Canada. Customers included

Albertsons, Longs, Meijer, Spartan, Super Valu, Walgreen's, Grocers Supply,

Zellers, as well as a variety of other retail and wholesale accounts. Used

trade show participation to significantly expand customer base in customers

who had never seen Super Max in the past. Sold improved plan-o-gram at

Walgreen's with three new products. This resulted in increasing sales by

18%.

1984 - 2004

Procter & Gamble

Senior Account Executive

Managed P&G Personal Health Care Brands with Kmart. Acting as category

captain I was able to use Kmart POS data coupled with IRI/AC Nielsen data

to develop analysis and presentations which led to data driven decisions by

buyers

Grew share in three of four categories each year. Increased features for

Gastro-Intestinal (GI) brands by 50% in year one and 40% in year two. Led

Prilosec OTC launch with Kmart, resulting in $12.0 M sales in year one,

growing GI from $16M to $28M. Developed pharmacy tie in to Prilosec launch

by enrolling pharmacists, pharmacy operations, and pharmacy director. Sold

two breakthrough shelf sets in Respiratory Care and Analgesics. These two

moves resulted in increasing sales by 13% and 15% respectively.

Retail Operations Manager

Responsible for coordination of HQ directed merchandising programs with

four field based operations managers and twenty-five sales representatives.

Interfaced with Kmart sales department and field operations to maximize

implementation of in store displays, endcap programs and signage for P&G

events. Created web based team center, which enabled non-Troy based team

members to have updated information, including merchandising plans, price

lists, plan-o-grams, etc. delivered to their laptop computers daily.

Developed training programs for sales representatives for usage of laptop

computers. Managed retail implementation of Iam's Pet Food launch where

1,200 stores had 8-16 feet of shelving added with completely new line of

pet foods for Kmart. Managed roll-out of Pringles in line shelf

merchandising unit to 1,800 Kmart stores. Acted as liaison between buying

office, P&G distribution, and Fleming DC's during ramp up of Fleming

becoming sole source of supply for consumables. Improved warehouse in stock

levels by up to 65% on P&G brands.

District Manager

Direct selling of Health Care and Beauty Care at F&M Stores HQ, (Warren,

Mi) included on- going interaction of all levels of F&M executives

including President. Managed multi functional team covering all P&G

businesses. Included direct line management of two account executives and

one operations manager. Also had dotted line responsibility for four other

account executives .Sold significantly improved corporate merchandising

plans, which resulted in 23% sales growth in first year, and 12% in second

year.

Group Marketing Manager

Responsible for Richardson Vicks Health Care and Personal Care with Kmart

during team start-up and integration of RVI brands into P&G sectors. When

completed assumed responsibility for new P&G Health Care division. Major

accomplishments included selling vastly improved skin care shelf which

improved sales by 14%. Winning over category captainship for Cough and Cold

which led to 25% increase in sales due to improved display of P&G brands

via seasonal display. Led category review of toothpaste and toothbrushes.

Improved Crest sales by 16% and improved Kmart profit dollars by 18% by

managing product mix to larger, less price sensitive priced sizes.

Key Account Manager

Managed all direct buying (ex-Kmart) customers in Michigan, Toledo, and

Fort Wayne, including Food, Drug, Mass, and Wholesale.

1983 - 1984

Revlon Cosmetics, Detroit, MI

Chain Drug Specialist - Perry Drugs and Arbor Drugs

Regained chain-wide distribution on Natural Wonder brand at Perry Drugs,

which had been discontinued just prior to joining company.

1981 - 1983

Carnation Foods, Detroit, MI (Acquired by Nestle Company)

Account Manager - Central Grocery and A&P

Sold A&P stores on major change in shelving of canned pet foods. During

test of new set canned products saw 18% increase in unit sales. Used test

store results to rollout new POG chain wide.

1980 - 1981

Mennen Company, Detroit, MI (Acquired by Colgate-Palmolive)

Sales Rep and Account Manager - Perry Drugs, Arbor Drug, National Wholesale

Drug, Bergen, McKesson, as well as several small independent retail and

wholesale accounts.

1973 -1980

A&P Supermarkets

Worked part time in high school and fulltime while attending college. Held

various positions as clerk, cashier, working in all departments of store

(except meat).

Activities:

Member of P&G recruiting team at the University of Michigan for 12 years.

This included attending on campus events such as career fairs, corporate

presentations, pre-recruiting, and conducting interviews. Worked with

Detroit chapter of Inroads, managing summer interns. Inroads identifies

minority students in high school and pairs them with companies offering

internships beginning their first summer before starting college.

Personally managed 10 different interns of which 8 either returned the next

summer or accepted fulltime positions upon graduation.

Awards:

2002

Kmart Team Peak Award

Presented for significant contributions as Operations Manager in the Iams

pet food national expansion.

1996 & 1992

Procter and Gamble Gold Award Winner

Procter and Gamble's top sales award. Awarded to top 8% of sales

organization.

1996

Procter & Gamble Silver Award Winner

Silver award is given to top 9%-15% of sales organization.

1991

Kmart Team Super-Charger Award

Presented for above and beyond performance in re-gaining distribution of

Bain De Soleil sun-care products in all Kmart

Stores.

Education:

1975 - 1980

University of Michigan - Dearborn, MI

BA Economics

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