Sales Manager
Resume:
Stephen J. Wawro
Consumer Products Sales Professional
Seneca Falls, New
York 13148
Home Office
Cell
Contact email
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OBJECTIVE
Seeking sales management position with Consumer Products Company where
experience makes a difference. Mass Market sales experience includes
Discount, Big Box, Supermarket, Drug Chains, Club, and Office Products
Superstore Channels.
QUALIFICATIONS
Record of strong sales performance building businesses not just
maintaining current business. Hunter attitude with proven ability to
identify, pursue and capture new accounts through persistent
communication and follow-up. Direct selling experience and management of
independent sales agents. Demonstrates practical hands on experience,
wears many hats to close deals. Sees big picture and passion for sales.
Establishes personal creditability and being reliable business partner.
Effectively communicates corporate strategies and how to create
customized programs for both customer and manufacturer.
EXPERIENCE
2009. - 2010 Business Development Manager Confidential
Canada
Canadian manufacturer of plastic housewares, food storage, tubular
hangers, winter toys and snow tools. Company seeks to penetrate US Retail
Market and establish itself as domestic North American value price
alternative to foreign China suppliers.
. Initiated retail market analysis to determine strategy required to
effectively accomplish the task. Delivered detailed proposal of
competitive landscape and best practices needed regarding
packaging, promotion, display and pricing. Capital expenditures
estimated to be10M - 12M to seriously challenge current suppliers
Rubbermaid and Sterilite.
. Accomplished high customer booth attendance at National Housewares,
Hardware and ECRM trade shows by developing intriguing pre-mailing
promotional offers, new item introductions and meet and greet
invitation.
. Position entails extensive cold calling to Mass Market Retailers
including Supermarket and Drug Chains. Developed compelling sales
presentations to regional and national accounts including CVS Drug,
C&S Wholesale Grocers, Wegmans, Harris Teeter, Price Chopper and
Food Lion Supermarkets. Hired and managed external sales agencies.
2005 - 2009 Eastern Regional Sales Manager Storage
Solutions Sullivan, Mo
Manufacturer - Direct Importer of Storage and Organizational Products
designed for the Home, Home Office and Craft Markets. Retail channels
include Discount Stores, Home Centers, Supermarkets, Office Superstores
and Specialty Retailers.
. Company re-organized in 2005 seeking to re-energize sales and
attract new accounts for launch of unique line of plastic coated
wire storage products. Grew the business from $600,000 to
$3,000,000 in 4 years. Position required mending previous
relationships, resolving past contract issues, prospecting and
selling new customers. 50% Travel.
. New business - Lowes, Lowes Global Sourcing, BJ's Wholesale Club,
Staples, Wegmans Markets, Wakefern - Shoprite, Aldi, Price Chopper,
Five Below, AC Moore, Linens and Things and Bed Bath and Beyond.
. Planned for product line reviews with major customers leading to
development of new poly Storage Cubes, Shoe Cubby and Bins. Action
generated $800,000 incremental business with Lowes, BJ's Wholesale
Club and Staples.
2003 - 2005 Sales Manager Contract Sales
Seneca Falls, NY
Independent sales for manufacturer rep organization representing Consumer
Products Companies in the Home D cor, Giftware and Home and Garden
Industry. Key lines - GKI Bethlehem Lighting, Evergreen, Cypress Home and
Demdaco.
. Doubled revenue to $400K. Opened 60 new accounts in 18 months.
Diversified customer base included Independent Gift & Card Stores,
Hospital Gift Shops, Hardware Co-Ops, Garden Centers, Florists and
Nurseries.
Stephen J. Wawro
2001 - 2003 Director of Sales Garrity
Flashlight Madison, CT
Garrity markets leading brand of flashlights sold through Mass Market
Retailers. Channels include Big Box, Discount Stores, Warehouse Clubs,
Hardware - Home Centers, Supermarkets, Drug Chains and Auto Retailers. 6
direct reports, 40% travel.
. Responsible for managing $35M division with declining sales due to
patent expiration and new Asian competitors. Launched new Tuff
Light and Steel Beam Flashlights generating $1.2M revenue turning
negative trend to 12% sales increase. Performed profit analysis
resulting in elimination of marginal product lines saving the
company $400,000.
. Developed high impact merchandising display program - Floor
Shippers, PDQ Trays and Wing Panels. Effort increased promotional
activity with Wal-Mart, CVS, Walgreens, and Home Depot generating
$750,000 new revenue.
Additional duties included development of sales plans, budgets,
forecasting, pricing and discount structures.
. Gained additional responsibility supervising Customer Service and
Order Entry. Integrated staff into weekly sales and marketing
meetings immediately boosting department morale. Set high priority
to understanding customer service problems and resolving issues
quickly. Increased service level to 97% within 6 months.
1999 - 2001 National Account Manager Yale Lock
Norcross, GA
Yale manufacturer's extensive line of Door Locks, Padlocks, Window and
Door Hardware for DIY Residential Market.
Company mission to re-launch Yale brand by implementing a good, better,
best strategy under one respected brand.
. Established retail account base. Generated $2,000,000 in revenue
from zero in less than 2 years.
. Sold $350,000 of new business to New York Home Centers. Developed
16 foot Planogram.
. Gained new distribution at Chase Pitkin Home Centers. Implemented
12 SKU product listing.
. Eliminated competitor at BJ's Wholesale Club. Developed exclusive
Lock Combo Pack generating $275,000.
1991 - 1999 Regional Sales Manager Sentry Safe
Rochester, NY
Sentry is the worldwide leader in UL Rated Fire Safes, Security Files and
Chests. Third generation family owned company. selling to Mass Market
Retailers, Wholesale Clubs, National Office Products Distributors and
Wholesalers.
Promoted in 1996 from Regional Sales Manager to National Account Manager.
Responsible for 4 of the companies
top 10 accounts - Home Depot, Lowes, Staples and Office Depot.
Established team selling program leading to
record performance and highest level of customer satisfaction scores in
company history. 60% travel, 1 direct report.
. Increased National Account Revenue from $9,000,000 to $21,000,000
with the following accomplishments.
. Established safe listing at Home Depot to all 8 Regions. Doubled
the business to $7,000,000.
. Transitioned Lowes Companies from First Alert to Sentry. Resulted
in $4,800,000 incremental revenue.
. Eliminated First Alert competitor at Office Depot. Generated
$3,800,000 in new business with 7 Sku's.
. Launched new digital safe program with Staples producing over
$4,000, 000 of new product introductions.
. Conducted category line reviews leading to successful annual vendor
buying agreements.
1985 - 1990 Key Account Manager Rubbermaid
Wooster, Ohio
Global brand manufacturer of plastic housewares products meeting the
needs of consumers and retailers worldwide.
. Recruited as entry level sales representative calling on
independent and mid size retailers. Sold 8 product categories
including sinkware, gadgets, food storage, microwave cookware,
cleaning, household containers and laundry.
. Delivered year over year double digit sales increases leading to
promotion as Key Account Manager servicing the major accounts in
the territory. Managed 2 sales representatives and 3 food brokers.
Recipient of Presidents Award 3 years in a row for outstanding
sales achievement
Professional Development
AMA National Account Management, Finance for Non-Financial Managers,
Negotiating to Yes, Power of Persuasion, Xerox Professional Selling
Skills, Team Management, Naylor Associates High Achievers, ACC Field
Sales Management.
Proficient in Microsoft Office, Word, Excel, Power Point.
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