Sales Manager

James A. Merrow

** ********* ****, **********, ** 08536

Home: 609-***-**** *********@*******.*** Cell: 908-***-****

Summary

Experienced Demand Planner with a field sales and sales operations

background. Proven abilities in forecasting and process improvements

delivering efficiencies and cost savings through reduced finished goods

inventories, improved case fill rates and increased forecast accuracy. Uses

strong analytical, organizational and communicative skills to guide and

manage the S&OP process to meet business objectives.

Professional Experience

Revlon, Edison, NJ 2008 -

Present

Senior Demand Planner

Manage the 18 month rolling SKU forecast creation process for over 250 new

and existing SKUS representing $200MM in annual sales. Incorporate data

from proprietary and syndicated sources, marketing and customer programs,

SKU deletions and increased/decreased distribution into Manugistics-driven

statistical models. Support continuous analysis of forecast accuracy and

bias trends via monthly reporting process, including root cause analysis on

key forecast deviations. Prepare for and participate in monthly demand

review meetings.

. Increased forecast accuracy by 6% collectively for Mitchum and Colorsilk

brands vs. prior year.

. Improved efficiency of brand control files to easily understand detail

and dollar/unit impact of forecast changes.

American Standard, Piscataway, NJ 2008 - 2008

Senior Demand Planner

Develop SKU level forecasts in SAP APO-DP for over 3,000 items in the

Chinaware and Faucets business units totaling over $240MM in annual sales.

Collaborated with field sales, brand teams and product development groups

to refine the forecast using quantitative inputs. Supported various

corporate initiatives. Planned and lead monthly cross-functional demand and

pre-demand meetings.

. Increased forecast accuracy for Chinaware and Faucets business units by

20% vs. prior year.

. Streamlined pre-demand meeting process resulting in improved productivity

in less time with increased participation.

Church & Dwight Company, Princeton, NJ 2004 - 2007

Popularly known as the "Arm & Hammer" Company

Demand Planning Manager

Managed the forecast development for over 300 open stock, account-specific,

displays and promotional SKU's representing $300MM in annual sales.

Utilized internal and syndicated sales data, promotional and marketing

plans, and data mining into Manugistics-driven detailed forecasts. Planned,

prepared for and lead semi-monthly cross-functional S&OP meetings. Created

forecasts for quarterly and annual plan reviews. Assisted in training new

Demand Planners. Brands included: Arm & Hammer Dental Care, Arrid, Nair,

Mentadent, Aim, Close-Up and Pepsodent.

. Improved forecast accuracy by over 30% in two years for Oral Care brands.

Attained double-digit improvements across all brands with a cumulative

weighted MAPE of 19.8 %,

. Reduced finished goods inventory by $1.5MM and days on hand inventory by

9 days.

. Increased case fill rate from 98.1% to 99.67%, surpassing corporate

target of 99.5%.

. Created vehicle for presenting and communicating detailed brand forecasts

that became the departmental standard.

Novartis Consumer Health, Parsippany, NJ 1992 - 2004

Senior Forecast Analyst 1998 - 2004

Managed the timely forecast development of 250 open stock, account-

specific, displays and promotional SKU's representing over $180MM in annual

sales. Utilized various sales data, promotional and marketing plans to

develop fact-based detailed forecasts. Planned, prepared for and lead semi-

monthly cross-functional S&OP meetings. Conducted ad hoc analysis to

quantify promotional SKU production. Recommended allocations for short

supply, constrained and promotional inventory SKUs. Brands included:

Maalox, Lamisil, TheraFlu, Ex-Lax, Tavist and Perdiem.

. Improved forecast accuracy by 35% over four years. Achieved double-digit

improvements for major brands including Maalox, Theraflu and Lamisil.

. Attained a 99% dollar case fill rate for brands under my

responsibility.

James A. Merrow

Page 2

Manager, Sales Services & Product Supply 1992 - 1998

Managed a $8.5MM broker commission and a $2MM prepack display program.

Planned, budgeted for and managed vendors in the creation and distribution

of displays, promotional and collateral sales material supporting a direct

and brokered sales force. Crafted persuasive "selling stories" utilizing

syndicated market data. Wrote motivational sales bulletins to communicate

sales objectives, procedures and programs. Developed sales forecasts,

allocations and tracked results. Cross-functional liaisons responsible for

the communication and resolution of product supply issues with customer

service and field sales representatives.

1. Designed and managed an automated payment system improving the

efficiency of a $8.5MM broker commission and bonus incentive program.

Instituted cost-cutting proposals resulting in program savings of $2MM.

. Provided savings to sales budget of $200M while managing vendors in the

design and production of sales material and displays.

. Identified and implemented a process to reduce display and special pack

obsolescence saving over $275M.

. 1994 Point of Purchase Advertising Institute (POPAI) Award winner for

two Cough/Cold displays.

American Cynamid Company, Clifton, NJ 1990 - 1991

Manager, Sales Merchandising - Shulton Group

Planned, developed and distributed trade programs and promotional materials

supporting a brokered sales force in the execution and achievement of

targeted sales objectives.

Contributed to record quarterly sales of $51MM by developing and managing

field sales incentive programs.

Created promotional materials supporting a new product introduction that

exceeded plan by 40%.

GlaxoSmithKline, Formerly Norcliff Thayer, Tarrytown, NY 1986 - 1989

Assistant Manager, Sales Promotion 1988 - 1989

Collaborated with marketing to develop consumer and trade programs, sales

brochures and collateral promotional materials supporting new and existing

products. Developed sales execution manuals, equipping field sales with

promotional details, strategies and objectives.

Account Manager - NY/NJ Metro Area 1986 - 1988

Sales and promotional support for a full line of consumer health and beauty

products to major drug & general merchandise wholesalers and chain drug

accounts. Major brands included: Tums and Oxy.

Achieved the highest new products distribution in the Northeast area,

increasing territory sales by 75%.

. Elected to the prestigious "Inner Circle Club", an elite group of Account

Managers. Membership based on superior job performance. Eastern Region

representative for 1988.

Kimberly Clark Corporation, Neenah, WI 1983 - 1986

Area Sales Representative - Manhattan

Sales and creative promotional support of the consumer paper product line

to mass merchandisers, drug wholesalers, chain drug and independent

retailers. Major brands included: Kleenex, Huggies, Kotex and New Freedom.

Developed 25+ new accounts per year, highest among district sales

personnel. Contributed to a 40% territory sales increase over two years.

"Pacesetter Award" winner, Eastern Region 1984 for implementation of an

innovative point-of-sale promotion that achieved incremental annual sales

of 20%.

Education

Bachelor of Arts, Economics, Merrimack College, North

Andover, MA

Minor in French

Training and certifications

Institute of Business Forecasting - Certified Professional Forecaster (CPF)

Computer skills: Microsoft Excel, Word, PowerPoint, Outlook, Lotus Notes.

Manugistics, SAP, ACG Forecaster, Oracle Sales Analyzer, Siebel, TM1 Sales

Reporting, AS/400 -BPCS.

Dale Carnegie - "Effective Public Speaking and Human Relations", Fred Pryor

- "Business Writing for Results"

. Xerox - "Professional Selling Skills" and "Account Development

Strategies"

Contact this candidate