Sales Management

ERIN M. GLACKIN

*** *. ******** ******, **** #*, Redondo Beach, CA 90277

********@*****.*** / Mobile: 310/480-0858

Linked In Web Page: http://www.linkedin.com/pub/1/507/199

DISCUS DENTAL INC, 5/2008 - 1/2010

Promotion: Vice President, North American Sales

Discus Dental is a mid sized privately owned manufacturer and direct

marketer of the top selling tooth whitening products world wide as well as

other top tier dental products sold B2B. (Zoom!, BriteSmile, NiteWhite, Day

White)

. Provide direction to the team of 38 outside sales representatives and 70

inside sales representatives in multiple locations for North American

Sales and Customer Care on account development and Customer Centricity.

. Responsible for 85% of total company revenue.

DISCUS DENTAL INC, 12/2005 - 5/2008

Director- Global Sales Operations

. Define and create customer loyalty programs and customer specific

marketing initiatives, contests and other account growth tools.

. Define and create KOL programs (Key Opinion Leader).

. Manage Company giving and Charity programs (Give Back a Smile, Smiles for

Life).

. No Am Sales Event Management: Plan, manage and support 8 major and 40

minor trade shows.

. North American Customer Services/Care Team- providing tech support and

training.

Note: Through improved processes was able to reduce this team from

24 headcount to 19 in the first year and from 19 to 12 in the

second year.

. Manage global sales coordination, sales compensation plans and reporting

and CRM systems requirements including order processes for 19 dealer

countries, 2 transfer order countries and North America.

. Project Manage the selection, set up and management of 2 new Global

Office/ Contact Centers. This includes the relocation of staff from Los

Angeles to San Antonio, TX and equates to a labor savings of over $1M per

year.

. Budget planning and cost analysis for 6 North American budgets.

. Vendor Management of out sourcing and 3rd party vendors.

. Create selling/spiff and sales contest programs to direct sales focus for

key product support.

. Development of the Career Succession Planning and Career Path programs

. 2007 "Tiffany" Global Achievement Award

. 2006 Employee of the Year award

DELUXE MEDIA SERVICES, 11/2000 - 12/2005

Account Director and Director Client Services & Supply Chain Planning

Deluxe Media, a division of the Rank Corporation is a multi billion dollar

global provider of digital services for the entertainment industry.

. Account Director for Europe and North American Home Entertainment

accounts such as NBC Universal, UPO, Coppola Studios, Fox, Pioneer,

Miramax and other smaller Indy studios.

. Provide global direction and leadership to a multi-location client

services teams in support of the home entertainment manufacturing and

supply chain requirements for new release and catalog titles.

. Develop project outlines and communications for high level project

management of new release titles and promotional offers, partnering with

studio vendors and retailers to ensure client on-time delivery.

. Create retail tools for communication and buy off on packaging design and

sticker placement.

. Liaise with high level studio executives to partner on key business

initiatives and new product collaboration.

. Contract Management, proposal development; pricing structures, contract

negotiation and costing standardization and RFP.RFQ response management.

Cont

DELUXE MEDIA SERVICES, 11/2000 - 12/2005

Account Director and Director Client Services & Supply Chain Planning

. Manufacturing forecasting for capacity planning, customer-related IT

projects and operational detail.

. New Business Development and new product and services introduction to

Deluxe Board for new and current clients.

. Set up and manage Torrance, CA office.

. Manage team of 26 globally located account managers and provide employee

development and leadership training world wide.

. Qualify 3rd party replication facilities against established RA/QA

guidelines world wide.

. Ensure KPI's are defined and met.

. Work with vendors on cost control measures and profit sharing.

Key Wins: Successfully re-negotiated and awarded multi million dollar

contracts with existing and new DVD clients. Grew large studio business by

over 50%. (Equates to $67M in new business in 24 months).

MERISEL, INC, 8/1992 - 2/2000

Director, Margin Management 1996 - 2000

Merisel was a multi billion dollar distributor of computer products in

North America.

. Development and management of US sales reporting and goal performance

analysis

. Retailer and high volume customer contract management and profitability

analysis,

. Customer Pricing tier management

. Government bid and rebate program management

. Vender Rebate program coordination

. Auditing and reporting Retail customer sales profitability and customer

P& L management.

. Analyzing industry trends and models, competitive benchmarking and

setting pricing guidelines for over two hundred vendors and thousands of

SKU's

. Managing Sales IS requests, writing business needs assessments and

interfacing with programmers to support Sales IS/IT needs and assisted in

2 SAP implementations

Other responsibilities included working with buyers to maximize inventory

turns, reduce obsolescence and grow market share through depth and breadth

programs utilizing targeted program offers to Resellers and Retailers.

WALT DISNEY IMAGINEERING 8/1990 - 8/1992

Senior Human Resources International Relocation Representative

Walt Disney Imagineering supports the theme park division of the Disney

family.

. Provide compensation and relocation budget analysis for executive staff

and associates.

. Counseling the associates and their families on relocation policies,

benefits, and cultural awareness training.

. Secure visa permits for the relocation of In-patriots and Ex-patriots to

theme park sites in Tokyo, Japan and Paris, France.

. HR support for overseas relocates.

. Other duties included travel to site locations for one on one meetings

and general HR support. Travel requirement was 30-45%.

Internship: Chiat/Day/Mojo Advertising

EDUCATION:

FASHION INSTITUTE OF DESIGN & MERCHANDISING, Sherman Oaks, CA

Merchandising Management

INDIANA UNIVERSITY, Bloomington, IN Bachelor of Arts,

Major: Journalism / Minor: Business

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