ROBERT K. BURNS

*** ********* ***** ( Dillsburg, PA 17019 ( 717-***-****

[abik17@r.postjobfree.com]

PENNSYLVANIA STATE UNIVERSITY, University Park, PA - Bachelors Degree

Sales Management Transitional Industry Experience: Consumer Packaged

Goods, OEM Special Markets, Healthcare Apparatus, Chemical, Sporting Goods,

Retail Category Management, Home Building, Logistics, Contract Management.

Top performing sales manager with documented success in sales, market

analysis, lead generation, internal sales team reporting, target marketing

& "Big Box" program negotiation including both directs and commissioned

agencies.

PROFESSIONAL EXPERIENCE: SALES ACHIEVEMENTS & MANAGEMENT QUALIFICATIONS

. Coordinate growth efforts between company and sales agents, 37

members, concerning new product marketing

. Demonstrate managerial budgeting, forecasting, telecom and solution

selling (ie) Drug, Food, Mass Merchandiser, Big Boxes

. Establish category management parameters with SJS Distribution, Inc.,

Crosman, SC Johnson, Bic and Crayola

. Headed 3 startup product ventures, from but not limited to, new B2B

Premise development to existing account penetration

. Analyze project development from costs of manufacturing to market

profits ascertained. CVS, Rite Aid, Ahold, Walmart

. Implement government and private contracts in retail, industrial,

healthcare and FAR

. Devise customer program benchmarks detailing revenue spikes and ROI

utilizing consultative approach

. Cultivate client relationships, as an advocate to their objectives,

while providing solutions that exceed their expectations

. Convey how critical success factors are measured, achieved, and

reported to establish short-long term goals

. Train team using real life scenario, reinforcing positives, providing

negative feedback, and building self-esteem

. Utilize multi-tasking balance between field presence and goals so

deadlines are consistently met or exceeded

. Coordinate additional customer based programs include Healthcare, Wal-

mart, Kmart, Home Depot and Office Superstores

Crosman( (Walther) - FGS, LLC - Divisional Sales Operations Manager;

Medical Apparatus Sales Manager

FGS , LLC [Domestic / International] Harrisburg, PA 2/2008-

Present

Crosman( / SJS Distribution, Inc. Division Rochester, NY / Harrisburg, PA

10/1997-1/2008

Manufacturer & Distributor of retail airsoft products, CO2, medical, steel

shot items, accessories and collectibles - Size: $65M

. SJS - Cross-market and distribute multiple artifacts and specialty

items to Hospital and Educational Youth Market

. Manage 37member sales force designing account programs with Kmart;

Fred Meyer; CVS; Rite Aid; Home Depot, etc.

. Hospital equipment inclusive of Crosman CO2 products sold through

Target Account Profiled various end users channels

. Conduct seminars with Zhongshan and National Association School Master

Union of Women Teachers- NASUWT

. Conducted interaction and educational seminars contribute to sales

growth sector by 60%

. Spearheaded Pressuremate Sales Intro: research analysis on product

cost analysis, demographics, & pricing

. International full product line sales in Canada and UK/Germany with

direct accounts, distributors and brokers

. Brand Management: Introduced and headed up CO2 start-up products

project into industrial, hospitals & retail markets

. Launched and managed Sheridan toy Line as part of Company expansion

program in Mass, Grocery and Drug

. Initiated Steel shot program overseeing sales, raw materials

operations, logistics & marketing w/ $1.8M (1/3 total market)

. Brought Federal Cartridge, Remington, Olin (Winchester) programs

onboard; National Retailers' Logistics Management

. Accomplishments: 117% Sales Quota CO2 medical accounts; $25M new

business

. 220% Steel Shot sales vs. prior year and 20% sales attainment of world

market the first year in business

. Pressuremate(- +138% quota achieved at increased Gross Profit

percentages (+6% avg.) with no price changes

. Sales agent principals and new product distribution performed at 80%

versus prior year and 30% above plan

SC Johnson Wax - Healthcare Contract Manager Rochester, NY

2/1995-9/1997

Largest household wax & industrial chemical cleaner manufacturer - Size:

multibillion (private]

. Developed multi million dollar healthcare distributors through

RMA/Unisource & underwrote buying group contracts

. Manage sales force selling end users institutional floor finish &

cleaners. OSHA certified. Educational BOCES School bids

. Specialty: healthcare private buying groups & government contracts,

Innobulk, hospitals, nursing homes

. Accounts: Bausch & Lomb, Rochester General, Strong Memorial, dealing

w/ CEO, CFO, Material Safety Mgt

. Accomplishments: (Johnson Wax - RMA Kolko - ROHM Medical Services

Corp.) Territory sales at 145% ($15M}

Hallmark (Crayola LLC) - Northeast Sales & Marketing Manager Boston, MA

5/1991-12/1994

Manufacturer of crayons, markers, children's toys and a fine art paint

line. Sole domestic sales region encompassing dual territory of mass

merchandiser/drug, SHOPA & Fine Art accounts - Size: $380M

. Trained Art retailers/distributors in brand management programs to

increased profits. Accts: CVS, Charrette, Shaws, Ahold

. Accomplishments: Territory growth at 146% ($11M)

Bic Pen Corporation - Southwest Zone Sales Manager Houston, TX

6/1986-4/1991

Manufacturer-disposable pens, shavers, perfume, lighters for retail &

special markets - Size: $450M

. Promoted twice to sales management positions within 5- year time

frame.

. Manage Grocery, Drug, Mass Merchandisers & C-stores

. International growth in Mexico Distributorships @ 74% ($7.3) full line

HBA & general merchandise ( SHOPA business

. Accomplishments: Increased sales in both distributors: Grocers Supply

by 136% ($4.4M), Mandel Kahn by 144% ($2.9M)

. Assistant Zone Manager - Finished 200% ($5M) of Forecast / Sales Rep.

- Finished 150% ($1.5M) of plan

. Gold Ring Award

_____________________________

Robert K. Burns 717-***-**** [pic]FGS, LLC

510 Ridgeview Drive Dillsburg, PA 17019 abik17@r.postjobfree.com

MEDICAL DEVICE APPARATUS

Accomplished sales professional with a background managing the territory

sales of biotech and medical device products. Demonstrated knowledgeable

proven track record concerning the ability to provide both technical

assistance and information on market breakthroughs to medical

professionals. Maintain a professional presence and articulate

communications skills used to build relationships, and conduct sales

training workshops.

STRENGTHS

. Region Management

. Capital Equipment Sales

. Consultative / Solutions Selling

. Key Client Relationship Building

. Sales Negotiations / Closing including GPO's - Group Purchasing

Organizations

. Customer Education / Post Sales Support

. Sales Analysis & Reporting

. Order Fulfillment Management through distribution (Example: Owens &

Minor)

. Sales Presentations / Educational Seminars

. Filter Product Line via Master Distributors and buying groups (ROHM

Services)

PROFESSIONAL EXPERIENCE

FGS, LLC. Harrisburg, PA 2001 - Present

District Sales Manager

. Prospect and sell laboratory services to hospitals, nursing homes,

private physicians, home care agencies, and other laboratories.

. Grew sales from $1.5 to $3 million over a one-year period

demonstrating a cultivated knowledge of sales and marketing strategies

that encompassed cold calling, networking, canvassing, and trade

shows.

. Developed and implemented two successful client-training programs for

end-users and laboratory personnel.

. Directed grand openings and developmental phases of out patient

satellite centers.

. Initiated the increase of in-house testing procedures resulting in a

40% reduced referral budget.

. Manage a professional sales staff in areas of interviewing, hiring,

supervising, and training, demonstrating strong motivational,

leadership, and team building skills.

Crosman Corp (SJS Distribution, Inc.) Rochester, NY 1997 - 2000

Medical Apparatus Sales Manager

. Sold UV Fluorescence X-ray, LC (liquid chromatography) instrumentation

and FTIR (Fourier transform infrared reflection) in expansion

territory.

. Sold CO2 surgical equipment involving respiratory related, lasers, and

detectors.

. Target and generated sales with medical professionals and drug chains.

(Rite Aid)

. Serviced accounts exercising technical knowledge of manufactured steel

products and steel shot applications for market segments including

recyclable.

. Developed business plan implementing strategic tactics that achieve

desired results.

. Worked with customers, product specialists, and factory to ensure the

highest levels of customer satisfaction. (Example) ARS Enterprises,

Target retail chain.

. Penetrated competitive accounts, stayed informed of competitive

products and activities concerning recycled carbon steel (0.5)

warmers, scrub sinks, sterilizers, etc

. Generated monthly budget reports detailing forecasted business

concerning sales situations with special market accounts. (Example)

steel plating / steel retrofit items.

SC Johnson Rochester, NY 1995 - 1997

Account Executive

. Inherited a virgin territory targeting a viable medical community

throughout various counties.

. Expanded territory to 60 key accounts comprised of single and

franchised practices and clinics with MSDS chemical licensed antifoam

products.

. Sell/cross-sell CEREC (Ceramic restoration) and operatory dental

equipment and a product line of 90,000 sundries that include

proprietary and other leading brands such as Eastman Kodak films.

Eastman Kodak and Bausch & Lomb. National Accounts when I was based in

Rochester, NY.

. Cultivate relationships with key dentists and laboratory clinicians

and generate new business through delivery of discovery meetings,

lunch & learns, and annual education lectures and seminars.

. Conduct in-depth client needs assessments and provide financial

consultation on ROI incentives.

. Partner with manufacturers representatives to keep apprised of

innovative technologies and to facilitate the sales process by

educating customers on the chemical components and features of

equipment/sundries.

. Utilize and train clients on company's electronic ordering system to

place and track product orders, shipments, claims reimbursements,

contract maintenance, and reporting activities.

. Rendered in-house MSDS and phlebotomy services, ensuring open lines of

communication between medical staff and patients throughout all

hospital units.

. Ensured the quality control of laboratory functions through hands-on

training of personnel in all areas of laboratory procedures, staff

communication, equipment functionality, and OSHA/ CLIA (clinical lab

improvement act) compliance.

. Participated on in-house committees to discuss issues requiring

immediate and long-term corrective action plans, contract maintenance,

and reporting activities.

EDUCATION

. Pennsylvania State University, University Park, PA - Bachelors Degree

. COMPUTER SKILLS - Word, Excel, PPT, Office Outlook

ROBERT K. BURNS

[pic] FGS, LLC 510 Ridgeview Drive, Dillsburg, PA 17019

717-***-**** abik17@r.postjobfree.com

FGS, LLC Harrisburg, PA 2008 -

Present

Crosman /Walther (SJS Distribution, Inc.) Rochester, NY / Harrisburg, PA

1997- 2008

District Manager Direct Store Delivery, New Store Lead

Results oriented with over 18 years Retail District Manager

responsibilities and exemplary track record for national and international

largest Grocery, Drug and Mass Merchandiser retailers. A career marked by

repeated promotions and commendations. Well-rounded retail background with

the proven strengths in reducing turnover, minimizing shrinkage, and

outperforming profit goals. Develop and motivate high-energy customer

focused goal-driven teams.

Direct operations for 15 departments grossing projected $23.6 million

annually. Analyze daily production, reports to sales, markups, markdowns,

charges to stores use, recruit, train, motivate and supervise managers.

Communicate with buyers on special purchases. Monitor all display

merchandise category activity, evaluate complaint logs, manage market

brands and competitor issues. Conduct budget planning and consumable hard

line products tracking.

. Regionally launched connect concept. Developed selling techniques and

category training manuals.

. Reduced associate turnover from 63% - 37% and management turnover from

41% to 0% by encouraging a teamwork "we", "us" total store chain

mentality.

. Slashed drop ship logistics program percentage costs by 12% - lowest

in region (out of 10 districts with 14 stores each). Compared

worksheet truck reports to actual receipts and trained managers to

monitor all items and respond accordingly. Established sales goals;

managed budgets and devised sales forecasts.

. Increased net profit to highest percent in region for the division for

past three years - from 12.2% to 17%, 15.8%, and 14.9%. Activated

more in-aisle, end cap programs generating more sales dollars for

region to the benefit cause of and additional ($18 million) within

division.

. Trained associates to up sell by working vendor specials and

shipments; increasing gross and net profit.

. Implement weekend demonstrations, coordinate inventory control,

merchandising (plan-o-grams).

. Produced best performance matrix for in/out seasonal buy division of

1200 stores.

. Suggested and executed plan to reposition private label and special

market categories.

SC Johnson (Retail Division) Rochester, NY

1995 - 1997

Binney & Smith Crayola Company, LLC Boston, MA 1991

- 1994

Bic Corporation Houston, TX / Wash., DC 1986

- 1991

Area Category Manager

Supervise 16 employees and associate personnel in areas needing extra

attention. Provide retail merchandising services and new store set-up for

BCD stores throughout the Eastern United States. Communicate with select

manufacturers, store management, and internal division on

merchandising/signage deliveries, backorders, and new product

introductions. Hold regular team meetings/conference calls and gather lead

personnel annually to develop uniform standards for merchandising. Core

competencies include customer relations, employee supervision, training,

operations, sales promotions, and P&L accountability. Consistently met /

exceeded circuit deadlines for setting up 25% each new store. Achieved

100% completion for last 19 store set-ups both on time and under budget.

. Eliminate double work by creating overstock sheets to identify

processed merchandise.

. Direct loss prevention initiatives, successfully reducing shrink by

$15,500 a week.

. Led store to rank in top 100 locations from a national region of 5,750

locations.

. Achieved the highest sales growth in region; store was chosen as a

model store for district.

. Maximized sales and profitability of assigned areas through execution

of company programs.

. Assisted all location managers in areas of resets, remodels,

relocations, and new store openings.

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