Sales Manager

Alvin Fischer

714-***-**** abihu1@r.postjobfree.com

Summary

• Professional with sound business fundamentals, communication skills, and business acumen

- Developed and executed a five-year business plan resulting in 10 times sales growth (Blacoh)

• Excellent leadership skills, coaching abilities and characteristics that drive team performance

- Region-of-the-Year with 15% sales growth (Kimberly-Clark)

• Successful business developer with solid performance history

- Consistently exceeded quota delivering $1MM National Account programs annually (Kimberly-Clark)

• Experienced problem solver with innovative solutions

- Negotiated national and global agreements to drive incremental sales with key accounts (VWR)

Professional Experience

VWR International March 2008 to March 2010

$3.5 billion global scientific distributor for manufacturing and research supplies, chemicals and equipment.

Director – Global Accounts

Responsible for pharmaceutical and biotech global contract management with Baxter Healthcare and

Amgen Corporation, including contract negotiation, program development and project implementation.

Provided ongoing leadership, support and direction to the sales and service teams and managers to

ensure effective account management. Combined global contract sales and services exceeded

$70,000,000 annually.

• Delivered operational plans to satisfy both customer expectations and VWR business objectives.

• Coordinated and implemented projects while directing operational and service improvements.

• Developed and lead account business reviews to measure progress of contract initiatives.

• Negotiated and created product and service contracts and agreements in conjunction with legal team.

• Directly managed $15,000,000 P&L including forecasting and variance reporting; exceeding 2% margin

improvement goals in 2008 and 2009.

• Developed and grew sound relationships at all levels of the customers organization including Global

Business Directors, Category Managers, Buyers, Purchasing Teams, Quality Teams and End-Users.

• Motivated, led, and set expectations with account managers associated with global account activity in a

matrix management environment. Coached and built talent of 5 direct reporting Account Managers.

• Directed global cross-functional teams including sales, service, marketing, pricing, supply chain and

reporting; Amgen team consisted of 15 VWR managers/supervisors and 54 VWR service associates.

• Established critical relationships with product Suppliers.

• Supported a general awareness of market and competitive activity, including product specifications and

service offering trends.

Kimberly-Clark Corporation April 2001 to March 2008

KC Professional Division - Scientific & Safety Sales

Region Manager – West Jan 2005 to March 2008

Team Leader - Led Western Region Sales Team, consisting of 7 Territory Managers, covering the 13

Western states of the US to achieve growth objectives in multiple product categories: Scientific, Industrial

and Safety.

- 2006: Region-of-the-Year with 15% sales growth totaling $3,750,000 and exceeding sales growth

quotas. In addition, two team members recognized as Key Contributors.

• Managed Region’s $25,000,000 sales base to exceed sales and profitability growth targets through

focused sales and marketing strategies aimed at customer centric selling techniques.

• Provided a positive environment through leadership, coaching and business plan development; allowing

each team member the opportunity to realize his/her full potential, while being motivated to achieve

individual, division and corporate objectives.

• Developed and led strategic sales and marketing plans with key Distribution and Channel Partners for

medical device, biotechnology / pharmaceutical, high-tech, industrial, and safety markets.

• Analyzed and interpreted sales data to measure success of strategic plans.

• Collaborated with Senior Management and Channel Managers in developing sales force effectiveness

programs, growth strategies, and product enhancements.

• Managed market research and competitive reviews in the marketplace; Communicated findings,

opportunities and concerns to senior management; participated in the development of strategic plans.

• Responsible for the hiring and training of new employees; managing performance reviews and

professional development initiatives.

Kimberly-Clark

National Accounts Manager, Western Region April 2001 to December 2004

Accounts Sold: Intel ● Boeing ● Alcoa ● Applied Materials

Closed National Account programs averaging $1,000,000 annually - exceeding sales objective.

• Developed division’s National Account program including the design and implementation of policies,

programs and procedures.

• Presented National Account program to decision makers at end-user locations.

• Conducted market analysis to identify competitive issues and opportunities; Researched and identified

potential target markets and accounts.

• Developed annual growth plans and implementation strategies.

• Coordinated and managed matrix sales efforts of 13 Territory Managers, 3 District Managers and 2

international Managers.

• Provided timely and effective oral and written communications.

• Negotiated 3-party contracts between end-users, distribution partners and Kimberly-Clark.

Blacoh Fluid Control, Inc. October 1992 to March 2001

$6 Million manufacturing company specializing in products for general manufacturing, chemical, ultra-pure

and water treatment pumping applications.

Sales and Marketing Manager

• Responsible for all aspects of Sales, Marketing, Business Development and Channel Management.

• Chartered and managed a five-year strategic plan, results included: 10 times sales growth to $5,000,000

with increased profit margins, increased brand awareness and company positioned as the market leader.

• Developed, managed and grew sales channels and OEM strategic partnerships to 50% of revenue.

• Defined private label strategy; negotiated private label agreements and custom product development.

• Represented company domestically and internationally conducting product training workshops and

distribution negotiations.

• Hired, trained and managed Sales (Inside and Outside) and Marketing Teams.

• Developed and managed annual sales and marketing budgets.

Koll Management Services August 1989 to September 1992

Asset Manager

Shearson Lehman Hutton Mortgage Corporation March 1987 to July 1989

Financial Analyst / Secondary Market Coordinator

Education

University of Southern California, Los Angeles, California May 1986

Bachelor of Science degree, Business Administration; emphasis, Finance and Business Economics

Personal Development

Customer Centric Selling (CCS) - Sales Process Management

Think! Inc. - Business Negotiation

CCS Sales Management Process - Skills Development and Funnel Management

Speakeasy - Communication Skills Development and Coaching

Center for Creative Leadership (CCL) – Leadership Skills Development

Coaching for Performance - Techniques to Maximize Performance

Frontline Leadership - Zenger Miller - Effective Leadership Skills

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