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Sales Manager

Location:
Belle Vernon, Pennsylvania, 15012, United States
Posted:
March 21, 2011

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DONALD P. ******

*** ********* *****

Belle Vernon, PA 15012

(724) ***-****

CAREER SUMMARY AND ACCOMPLISHMENT

Matrixx Initiatives, Scottsdale, AZ January 2007

- February 2011

Director of National Sales

Engineered sales growth to $23 million of Zicam OTC business. Accomplished

through direct calls and managing broker Account Executives covering

grocery, chain drug, grocery wholesaler and drug wholesaler class of trade.

Responsible for P&L, sales forecast, net sales, new item distribution,

financial reconciliation and marketing input for the accounts. Accounts

included CVS, Rite Aid, Duane Reade, Ahold, Food Lion, Hannaford, Winn

Dixie, Wegmans, Giant Eagle, Weis, Price Chopper, A&P, Pathmark, ShopRite,

Harris Teeter, BI-LO, Kerr Drug and AmerisourceBergen.

. National Sales Director of the Year 2007

. Led the company in new item distribution for each of the last 3 years

. Doubled territory display volume for each of the last 3 years.

PURDUE PHARMA, Stamford, CT

April 1998 -January 2007

National Account Manager and Marketing Liaison

Generated sales growth to $615 million of Purdue Pharma OTC and Rx

business. Accomplished through personal accounts and 15 Broker offices

covering the grocery, mass merchandiser, chain drug, grocery wholesaler and

drug wholesaler class of trade. Responsibilities include all facets of

account and broker management, promotional planning, financial

reconciliation, new product launch, marketing program input and execution.

Account responsibility includes CVS, Rite Aid, Kroger, Kmart, Meijer,

Spartan, Brooks, Wegmans, Price Chopper, Hannaford, Giant Eagle, BJ's

Wholesale Club and Cardinal Health.

* Leader in NAM rankings at time of departure from the company January 2007

* National Account Manager of the Year and Toppers Club Award 2003.

* National Account Manager of the Year and Toppers Club Award 1999.

* Exceeded direct quota by 122%, 141%, 136%, 129% and 117% the last five

years.

* Generated territory sales increases of $69, $54, $39, $72 and $103

million over prior five years.

CAPITAL RETURNS INCORPORATED, Milwaukee, WI

Jul

y

199

7-

Apr

il

199

8

National Accounts Manager

Managed and expanded the pharmaceutical returns processing business for

various classes of trade including grocery, mass merchandiser and drug

chains. Territory included the East coast and half of the West coast.

* Overachieved sales target by 233 new outlets.

LEVER BROTHERS COMPANY, New York, NY

February 1983 - May 1997

Senior Manager, National Accounts

1997

Managed account representative and analyst covering the $25 million

business of Walgreens, American Drug, Thrift Drug and Arbor Drug.

Responsibilities included strategic account planning, program

implementation and financial reconciliation.

* Served as new product Launch Manager for the drug team.

* Functioned as trade show coordinator for trade shows including NACDS and

National drug chains.

* Served as Regional Drug Chain Liaison.

* Participated as member of corporate paperwork task force to streamline

administrative processes.

DONALD P. ****** Page

2.

Manager, National Account

1992-1996

Engineered sales growth to $25 million of National Drug Account business

from full line of Lever consumer products. Responsible for profitable

category promotional planning and implementation, new item introduction,

category SKU rationalization and Plan-O-Gram maintenance. Accounts included

Walgreens, American Drug, Thrift Drug, Arbor Drug, Rite Aid and Phar Mor.

* Doubled Walgreen's volume every year for the last three years.

* Exceeded territory category margin target by average 5%.

* Delivered surplus of $1.6 million over sales contribution target.

* Introduced 95 new packs at combined accounts exclusive of new items from

1994 - 1997.

* Exceeded personal cumulative direct quota for 14 straight years.

Key Account Manager 1990-1992

Responsible for $12 million Cleveland/Pittsburgh Bar Soap and Fabric

Softener business. Activities included district allocation and monitoring

of promotional funds, program development and implementation and account

representative supervision. Called on the major Pittsburgh headquarters

(Supervalu, Wetterau, Giant Eagle, Penn Traffic), and supervised accounts

included Fleming, Riser, and P. J. Schmitt.

* Recognized as number one Cleveland/Pittsburgh District unit in 1992.

* Recognized as number one Central Region unit in 1991.

* Tailored corporate summer bar soap program for the district that resulted

in the highest customer participation and display shares ever. First

time Lever outperformed Procter & Gamble, Dial and Colgate. The program

is still used today.

* Conceptualized Dove Beauty Wash brand changes that resulted in brand

restage a sales increase of 31% and stabilized distribution.

Area Manager 1986-1990

Responsible for full line of Lever consumer products utilizing a five

person sales unit. Headquarters responsibility for two major Pittsburgh

accounts. Hired, trained and motivated sales team.

* Developed sales representative unit meeting preparation kit that was

adopted into corporate new representative training manual.

* Developed and promoted five representatives into management positions.

* Regional trainer for advanced sales representative seminars.

District Field Sales Assistant 1985-1986

Field manager trainee responsible for special projects, market analysis and

training new sales representatives.

* Developed store reset guidelines that were adopted into corporate new

representative training manual.

Senior Sales Representative/Sales Representative 1983-1985

Responsible for Plan-O-Gram maintenance/implementation for Supervalu that

resulted in increased headquarter responsibility for food and household

products. Sold to small direct accounts and 75 retail stores.

* Recognized as Sales Representative of the Year in 1984.

EDUCATION

B.S., Business Administration/Marketing, West Virginia University,

Morgantown, WV

* Financed 100% of my college education.

* Vice President and founding father of Kappa Delta Rho fraternity.

* Four year wrestling letterman, two year captain and graduate assistant.



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