Sales Manager
Resume:
ERIK APOTHEKER
Bethel, CT 06801 Email: **********@*******.***
PROFILE
Sixteen years of experience as a sales and marketing executive working with
global/domestic channel partners to penetrate office supply, computer
technology and consumer packaged good markets resulting in record breaking
sales revenue.
COMPETENCIES
. Strategic Planning & Implementation . Relationship
Management/Customer Loyalty
. Market Research & Competitive Analysis . Goal Setting &
Performance Metrics
. Change & Transformation Management . Multi-Media Market
Penetration
. Coaching & Mentoring . Staff Development & Building High
Performance Teams
. Bottom-Line P&L Accountability . Working in a Matrix
Organization
WORK EXPERIENCE
WEB COMMERCE PARTNERS 2009 - 2010
An e-commerce company using technology platforms to market computer
packaged goods and labeling/identification products.
VICE PRESIDENT SALES & MARKETING
. Recruited by company CEO to transform company from an e-
commerce focus to a business-to-business direct consumer contact
operation.
. Directed a professional staff with oversight for market
research, identification of niche markets, enhancement of e-commerce
optimization, competitor analysis, multi-media marketing strategies,
and client proposals.
. Established relationships with marketing partners, VARs,
distributors and end-user customers with a mission of penetrating
domestic markets.
. Built strategic alliances to achieve long-term win/win
outcomes.
. Developed and implemented strategies including the use of
social networks, pay-per-click advertising, search engine
optimization, videos, and on-line presentations to maximize
awareness of our products and services in key markets.
. Conduct C-level presentations using a detailed knowledge of
their products, industry, competitors, target markets, and
challenges, in order to maximize our value and the effectiveness of
proposals.
. Worked closely with multiple in-house and vendor experts to
bring ideas from concept to successful solution implementation.
. Built client-focused partnerships, sharing ownership and
accountability for the achievement of customer expectations.
. Effectively used strong customer relationships to cross-sell
and up-sell additional products and services, achieving a 13%
overall growth rate.
. Developed 3PL offerings for key resellers, generating ~$1
million in new business.
NEWELL RUBBERMAID, Formerly Sanford Brands Office Products, Dymo
Corporation, and 1994 -2009
CoStar Corporation - A provider of print management and labeling solutions,
as well as other technology including computer hardware, software and
peripherals.
NATIONAL SALES MANAGER, Technology Division
. Directed a national sales territory selling office and
computer/peripheral (printers, scanners, presentation products), and
software technology products to distributors, direct marketers,
value added resellers and systems integrators.
. Worked on President's Leadership Team using extensive market
research to identify and capitalize on opportunities to penetrate
new and existing markets.
. Led North American team to increase pipeline of leads across
multiple channels and product lines, and created channel synergy,
resulting in a sales increase of $5 million.
. Developed and implemented a comprehensive strategy with
multiple components, which included design of channel specific
systems, expansion of distributor and retail channels, and use of
data collection and analysis to identify consumer trends.
. Used market intelligence to formulate a proactive versus
reactive response to market opportunities.
ERIK APOTHEKER Page 2
Resum (Continued)
WORK EXPERIENCE: (Continued)
NATIONAL SALES MANAGER, Technology Division (Continued)
. Developed goal setting and performance metrics to encourage
team accountability for results, and the creation of high
performance teams with a focus on revenue growth.
. Secured a $2.5 million contract with the U.S. Postal Service.
. Grew overall annual sales revenue to over $25 million, and an
annual growth of 7.6%.
. Earned "SAP Superuser - Business Insights" status to support
corporate migration to SAP.
DIRECTOR OF SALES, INFORMATION TECHNOLOGY, CONSUMER ELECTRONICS & VALUE-
ADDED RESELLER CHANNELS, Sanford Brand Office Products
. Worked cross-functionally with internal resources and inter-
divisional teams to develop and implement a unified strategy to
expand corporate brands and trade marketing strategies into the IT,
CE and vertical/systems integrator channels.
. Developed a comprehensive strategy to expand office product
sales into multiple channels, which included VAR, retail outlets,
catalogues, etc.
. Reallocated manpower deployment to support expansion into new
retail markets including Best Buy, Circuit City, Frys Electronics,
MicroCenter, and CompUSA.
. Deployed contracted manufacturers representatives as
appropriate to advance key initiatives and set management metrics.
. Conducted presentations, (representing the CEO) to
institutional investors, showcasing corporate acquisition strategies
to create technology synergy, resulting in the creation of the
"Office of the Future, Available Today" program.
. Developed cost sharing co-marketing and multi-manufacturer
sales programs to increase return-on-investment for MDF advertising
by 12%.
DIRECTOR OF SALES, Dymo Corporation
. Marketed computer attached accessories, representing 33% of
total corporate revenues of $50 million.
. Conducted detailed analysis of POS, NPD and Nielsen style data
to identify opportunities for product diversification and
penetration into new demographic markets.
. Expanded distribution network and reseller base from 250 to
over 4,200 within three years and realigned distribution network
resulting in a revenue increase of $2.5 million.
. Grew Canadian sales territory by $1 million, an increase of 8%.
. Implemented Kaizen supply chain to streamline and re-engineer
processes, resulting in a 10% increase in productivity and lean
operational efficiencies.
NATIONAL SALES MANAGER, Dymo Corporation
. Marketed PC printing and labeling technology to United States
and Canadian markets.
. Spearheaded Dymo's e-commerce strategy, growing overall revenue
to $1.8 million.
MANAGER, SALES & MARKETING OPERATIONS, CoStar
. Managed inside sales and order entry functions for global
consumers.
PC PRODUCTS ANALYST, Dun & Bradstreet
1991 -1994
. Directly supported $18 million in sales by providing support
research of technologies, matching them to project specifications,
responding to RFPs, selling add on products, negotiating vendor
contracts and procuring equipment.
EDUCATION
Western Connecticut State University
AIIM Electronic Content Management Practitioner Certificate
AWARDS
Newell SAP "Superuser" Status
Newell Office Products Division "HERO" Award for Stewardship - 1 of
12 total recipients
Newell "Delivering Our Values Everyday (DOVE)", Award Nomination -
Creation of Sales Training Resources
Newell "MVP Award", Facilitation Skills for Trainers Course
DYMO President's "Award of Excellence" for exceeding revenue goals,
2003, 2004, 2006
Contact this candidate