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Sales Manager

Schaumburg, Illinois, 60192, United States
May 26, 2010

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Terri Frank

**** **** ***** *****

Hoffman Estates, IL


Cell Phone 612-***-****

Key Qualifications

. Proven track record of leadership, team building and mentoring

throughout career

. Strong financial acumen demonstrated by consistently delivering and

exceeding financial plans

. Direct P&L responsibility managing sales, gross margin, inventory

turnover, forecasting and delivery of GMROI and company operating

profit above expectations

. Over 20 years experience in merchandising, planning and distribution

across many product classifications

. Success in merchandising for Department Stores, Specialty Stores,

Discount Stores, Electronic Retail and Mass Merchants

. Strategic thinker with success in executing "big ideas" to increase

revenue & gross margin

Sears Holdings Corporation October 2006 to May 2010

Divisional Merchandise Manager Jewelry - Kmart Format $500M Revenue 7

Direct Reports

P&L responsibility for the Kmart jewelry division including fine jewelry,

sterling silver, fashion

costume jewelry, seasonal import costume jewelry and gifts, sunglasses,

timepieces, jewelry boxes, alarm clocks and seasonal import anniversary and

novelty clocks

. Lead e-commerce strategies for merchandising & marketing for the

jewelry division. Worked directly with vendors to increase product

assortment on-line for jewelry, results include increasing sales by

more than 200% over 3 years and improvement in gross margin rate of

over 6000 basis points.

. Improved division total gross margin rate by over 3000 basis points

since joining Kmart

. Established new inventory management processes to improve turn GMROI

for the division

. Delivered incremental, business operating profit for the division in

2007, 2008 and 2009

. Lead initiatives for dramatic expansion of both the costume jewelry

and sterling silver jewelry businesses

. Mentor for MBA Interns and internal managers with potential for senior


. Executive Sponsor for 2 new business strategies in the "proof of

concept" stage

. Negotiate major strategic initiatives with vendor partners

. Mentored and facilitated three promotions of associates

ShopNBC/Value Vision Inc. August 2004 to July 2006

Divisional Merchandise Manager Gemstone/ Diamond Jewelry $200M 6 Direct


P&L responsibility for the Gemstone/Diamond Division, 1/3 of the total

company volume

. Consistent double digit sales gains for the Division, both on-air and


. Successfully developed new concepts & expanded assortments for the

ShopNBC e-commerce site which became 28% of the total gemstone volume

from 21% in 2004.

. Developed processes to better evaluate product and brand positioning

to eliminate overlap of products and clearly define each concept

within the division

. Set timing and action plans for purchasing, marketing, vendor style-

out reviews, competitive shopping reports, and post mortem reports to

insure consistency of formats

. Brainstormed, developed, led, and implemented at 2 new all-company

annual on air concepts

. Mentored and facilitated five promotions of associates in two years.

. Fostered a long term approach to business development, while keeping

on top of current and short term priorities and deliverables including

managing sales, inventory, gross margin, hourly productivity, and

programming calendar for productivity maximization

. Constantly monitored commodity prices to leverage negotiations

Friedman's/Crescent Jewelers Inc. June 1999 to August 2004

SVP Chief Merchandising Officer, Friedman's Inc., Crescent Jewelers

Division - April 2003 to August 2004 $200M 9 Direct Reports

Promoted to Chief Merchandising Officer at Crescent Jewelers, an affiliate

of Friedman's Jewelers responsible for Merchandising, Planning, and

Distribution including P&L responsibility.

. Reduced inventory position of $10 million at cost, increased GM by

negotiating 20% lower costs on the top 200 items, returned $3M

distressed inventory, & negotiated $1.3M in vendor support

. Developed and implemented a planning and open-to-buy for each

merchandise classification and introduced a method for managing sales,

inventory, and gross margin at a granular level.

. Designed, negotiated pricing, terms, and special marketing for new

proprietary brand of diamond, Belgian Crown Star, which exceeded its

first year sales plan within 90 days of the launch.

. Identified significant opportunities for growth in the Bridal


. Established a Inventory Management & Planning department

. Established specification sheets, master samples, & quality control


Divisional Vice President, Friedman's Inc. - February 2002 to April 2003

Promoted to Divisional Vice President responsible for the bridal,

solitaires, and gents jewelry divisions

. Developed and negotiated the launch of the exclusive Friedman's

"Premier Diamond" collection, which had over a 10%, sell through in

the first week of its launch and monitored its growth to over 15% of

the total solitaire division business in the first year.

. Established "good", "better", and "best" diamond quality


Director of Merchandising, Friedman's Inc. - June 1999 to January 2002

P&L Responsibility for bridal and solitaire divisions for Friedman's

Jewelers $200M, company revenue

. Developed the solitaire three stone engagement ring program for the

fall of 2001. Expanded category with line extensions to produce over

10% of total company sales.

. Revitalized the bridal assortment and reduced discontinued inventory

by over fifteen million

. Added a platinum assortment, which grew to 15% of the total division's


. Successfully negotiated the first memo agreement for bridal product

with suppliers, this provided the necessary inventory to grow the

bridal category quickly

. Researched and wrote vendor quality standards for fine jewelry at


Senior Buyer, Home Shopping Network - June 1998 to June 1999

Hired as part of a turn around team of professional jewelry retailers and

was responsible for the CZ and Bridge Jewelry categories which had annual

sales in excess of $45 million included P&L responsibility

. Reviewed past successes and identified merchandising opportunities to

help define the strategy which significantly improved the category's

sales performance for 1998.

. Worked with e-commerce team to execute auctions to reduce non-

productive inventory on-line

Senior Buyer, Tuesday Morning Inc. - May 1993 to June 1998

P&L responsibility for fine jewelry, watches, costume jewelry, sunglasses &

impulse gifts, $35M in revenue

. Set up the physical fine jewelry distribution facility, negotiated

freight contracts, established distribution procedures and reports,

and hired and trained a distribution manager and staff.

. Responsible for purchasing, marketing, distribution and operations,

managed a quarterly P&L.

Buyer, Montgomery Ward Inc. - November 1989 to May 1993

. Buyer for the $75 million watch, gemstone and jewelry box departments

both domestic and direct imports

Associate Buyer, Zale Corporation, Bailey Banks & Biddle - May 1987 -

November 1989

Associate Buyer Diamonds - Guild Division; Associate Buyer Giftware Guild &

Zale Divisions

. Brand experience with high end brands including Waterford, Lalique,

Baccarat, Lladro & Daum

Assistant Buyer, Joskes of Texas - June 1985 - May 1987

--- Area of responsibility hosiery, socks, belts, handbags and scarves.


Bachelors of Business Administration, The McCombs School of Business,

University of Texas at Austin References available upon request

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