Sales Manager

Lori Z. Coleman

* ******** ** ? Barrington, RI **806

Ph: 401-***-**** ? Cell: 401-***-****

Email: *********@*****.***

Distribution / Channel Management

Account Manager / Regional Distribution Manager / NA Commodity Program

Manager

Articulate and accomplished leader with extensive experience leading

distribution and account strategy. History of delivering multi-million

dollar sales and implementing successful distribution/marketing programs.

Thorough understanding of distribution channels and optimizing performance.

Skilled in assessing needs, identifying improvements and implementing

viable action plans and solutions that deliver growth objectives.

TECHNOLOGY & MANAGEMENT COMPETENCIES

Account Management Channel Management Strategic Marketing

Strategic Business Competitive Analysis Sales Training

Planning Business Performance Program Development

Business development Analysis

CAREER & ACHIEVEMENT SUMMARY

NXP SEMICONDUCTORS - Eindhoven, Netherlands (Remote office in RI)

2000 to 2010

Eleventh largest ($4B) Semiconductor Company in the world, a spinout of

Philips, Inc.

Distribution Account Manager, Boston, CT, Upstate NY (2007 to 2010)

Territory Adjusted following spinout creation from Philips. Responsible

for distribution sales and account management North America's # 3 revenue

territory, $10.4M. This includes strategic planning, budgeting, expense

management, marketing/promotions, and sales training; responsibility for 13

branches in the territory. Responsible for revenue budget and new design

activity at targeted accounts. Engaged in travel (25%).

Key Achievements

< Ranked #3 of 18 for North America channel sales

o Achieved 100% of 2009 Sales Budget.

< Ranked #3 among top 8 competitive lines in territory.

o Improved market share by targeting key competitors with each

distributor.

< Increased design activity at Focus Accounts.

< Consistently achieved objectives by expanding and developing influential

relationships with all levels of distributors and customer management

teams.

< Created and Implemented Quarterly Business PREviews with each branch with

a focus on activities for continued growth; reviewed Strategic Account

Tracker implemented with the branch account and engineering team to

maintain and define strategy at accounts with active designs.

PHILIPS SEMICONDUCTOR - Foxboro, MA office

Regional Distribution Manager, Boston, CT, Eastern Canada (2004 to 2007)

Charged with developing and guiding strategy for Philip's channel partners;

focused on meeting all performance targets and growth in all territories.

Developed individual strategies for each distributor to best utilize their

strengths while creating a broader market focus; including overall focus,

key initiatives, targeted business plan. Role included 25% travel.

Key Achievements

< Ranked #3 of 13 in North America channel sales.

< Ranked #3 among top 8 competitive lines

< Channel sales increased 10% over a 3 year period.

< Conducted quarterly business reviews with each branch to track sales

progress and top account activity.

< Built exceptional relationships at all levels of distributors and

customers, including Regional Vice Presidents, General Managers, Sales

Managers and Product Managers.

< Coordinated training

< Managed the tracking of new design opportunities.

< Created and implemented sales promotions.

Commodity Programs Manager (2000 -2004)

. Designed, Created and Managed Marketing programs for commodity products.

. Created and managed pricing programs.

. Improved the Market Pricing Program negotiation cycle efficiency

o 20% reduction of implementation time.

o Received Philips "Thumbs Up Award"

. Increased sales 7% through the design and implementation of online MPP

negotiations

. Instrumental in creating new inventory management program.

. Member of Buy Sell team that created parameters of Buy Sell program

o Sales increase 30% in one quarter.

. Drove initiative for online lead-time application

o Received Philips "High Five Award"

COTO TECHNOLOGY - Providence, RI (1994

to 2000)

Coto Technology is a manufacturer of reed switches and relays.

Distribution Management

. Managed 14 distributor accounts tracking sales, inventory position and

new business development; 18% of company sales, an increase of 12% in

1994.

. Franchised four new distributors to represent and stock the product line.

Marketing Manager

. Executed and managed all components of company's promotion and

advertising program which included budget management, analysis and

approval of advertising placement, approval of ad designs, the creation

of the web site, and full line catalog.

EDUCATION

Bachelor of Science in Business Administration / Marketing

Providence College, Providence, RI

Proficient in Excel, PowerPoint, Word and most PC applications and Numerous

Sales/Marketing training courses completed during career

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