Sales Manager

Clifford W. Penke

**** **** **** ***** ( Matthews, NC 28104

Phone: 704-***-**** ( Email: ******@*********.***

Sales / Business Development Executive

Proven Track Record of Success in Producing Multimillion-Dollar Revenue

Increases, Developing Win-Win Sales and Distribution Programs, Building

Sales Representative Teams, and Optimizing High-Profile Accounts/Partners,

including Wal-Mart, The Sports Authority and K-Mart

Results-proven business development executive with demonstrated history of

teaming with partner companies and internal management/professional teams

to create sales and distribution solutions. Experience in hiring, training

and supervising sales and service teams. Effective negotiator, mentor, and

internal-external communicator. Influence positive contributions from

teams.

Selected Core Competencies:

Sales & Marketing Management ( Company & Product Positioning (

Strategic & Organizational Planning

Team Building & Leadership ( Channel & Pipeline Development ( Account

Acquisition & Management

High-Impact Presentations ( Recruitment & Sales Training ( Sales

Forecasting, Planning & Reporting

Strategic Partnerships & Alliances ( Trade Show Implementation ( Budget

Planning/Administration

PROFESSIONAL EXPERIENCE

PCF CORP., matthews, NC 2008 - Current

Sales/National Accounts Manager, Principal

Commercial equipment leasing brokerage, which develops relationships with

small equipment dealers, using leasing programs developed with the dealers

and their customers who wish to preserve cash flow and can lease the

equipment and soft costs.

DEVANT LTD/Forefront, monroe, NC 2002 - 2008

National Sales Manager

Directed sales activities across multiple U.S. divisions, including Private

Label, Sporting Goods, Collegiate, Mass Merchant, Premium, and Gift

segments. Developed and implemented business plans, overviews, and all

sales strategies guiding divisions. Held full responsibility and

accountability for servicing key accounts, including Wal-Mart, K-Mart,

Titleist, and The Sports Authority. Managed specific customer programs with

manufacturing and independent contractors. Trained and motivated

independent sales representatives and internal staff to meet/exceed goals.

SELECTED CONTRIBUTIONS & ACCOMPLISHMENTS:

. Established new programs with key accounts that increased SKUs sold by

66%, units by 25%, and sales dollars by 33%. Restructured division to

achieve 26% growth within 1st year.

TECNICA USA, West Lebanon, NH 1999 - 2002

Vice President of Sales, In-Line Skate Division

In charge of sales, marketing, and product planning/management for U.S. In-

Line Skate Division, recruiting and directing team of 23 independent field

sales representatives. Created sales and production forecasts, developed

expense budgets, designed distribution strategy, and coordinated both

product development and production planning. Developed and maintained sales

territories.

SELECTED CONTRIBUTIONS & ACCOMPLISHMENTS:

. Created sales/distribution strategy for successful launch of Soft

Style Inline Skate product line. Developed distribution plan that

incorporated key sporting goods chains, including Oshman's Sporting

Goods, Galyan's, Gart Sports, MC Sports, and Sports Chalet.

(Continued)

Clifford W. Penke - Page 2

Phone: 704-***-**** ( Email: ******@*********.***

TECNICA U.S.A., CONTINUED

. Drove 20% sales increase while decreasing expenses through

streamlining POP displays, as well as establishment of regional sales

meeting and dealer-based presentations.

. Established 6 of 16 territories within the region, recruiting 7 of 23

field sales representatives to set solid foundation for business

development.

SPIN IN-LINE SKATES, DALBELLO SPORTS, LLC, Andover, NH 1997 - 1998

Brand/Sales Manager

Recruited and hired to develop/implement marketing plan to support launch

for start-up Spin Brand, creating sales program to entice retailers into

purchasing product.

SELECTED CONTRIBUTIONS & ACCOMPLISHMENTS:

. Recruited 5 of the 14 field sales representatives and established 4 of

the 12 sales territories for driving positive revenue growth from new

product line.

Nike BAUER, Greenland, NH 1990 - 1997

Director of Sales

Held full responsibility for creating and implementing sales strategy to

support direction for products, including retail distribution plan, sales

representative plan, and retail sales programs.

SELECTED CONTRIBUTIONS & ACCOMPLISHMENTS:

. Drove breakthrough sales growth from $22 million in 1990 to $80

million in 1997, fueled by series of sales and distribution plans that

included:

- Sales and distribution plan for product groups, including ice

and inline skates, ice and off ice hockey protective equipment,

ice hockey sticks, goal equipment and accessories.

- Sales programs that enticed retailers to buy assortment of

products from the brand while providing retailer with above-

average retail profit margins.

. Developed sales plans and distribution strategy to launch takeover of

Cooper Ice Hockey Equipment in 1990, Bauer Precision InLine Skates in

1990, and new Bauer Brand in 1996

. Improved forecasting efficiency from 65% to 95% by creating and

administering sales forecast and sales tracking program based on

retail assortment plans.

. Recruited and motivated both company and independent sales

representatives consisting of 2 National Sales Managers and 15

territories (representing 44 field sales representatives).

. Developed expense budgets to fund retail sales programs, promotion

needs and direct selling expenses (e.g. salesmen's commissions,

travel, meetings and trade shows). Designed and tracked budgets that

met company guidelines and profit margins.

* Prior experience as General Manager with Westny Building Products

Corporation (Pella Windows and Doors). Managed sales growth from $1 million

to $3 million while maintaining concurrent profit/margin increase.

Successfully developed commercial market to facilitate 300% sales growth.

PROFESSIONAL DEVELOPMENT

Bachelor of Science in Business Administration - STATE UNIVERSITY OF NEW

YORK AT BUFFALO

Business Administration Coursework - MIAMI UNIVERSITY

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