Sales Manager
Resume:
PAUL BENJAMIN BERK
Ave
Morganville, New Jersey
07751
Home: 732-***-****; Cell: 732-***-****
SUMMARY
Passionate, hands-on Manager with 30 years superior Sales/Marketing
Skills in the high-end, lighting industry. Experienced Executive in
developing / managing all aspects of business. Diversified
qualifications including Production and Operations. Proven Brand /
Business Builder. Analytical strategic thinker with action / results
orientation. Accomplished professional in Marketing / Senior Sales
Management . Representing quality high-end, design-oriented, lighting
products to Specialty Stores, Lighting Showrooms, Furniture Stores,
Department Stores, Office Supply Dealers and Contract/Hospitality
firms.
EXPERIENCE
ADESSO INC. New York, NY 2003 - PRESENT
$50 million in sales, privately owned
Vice President, Sales
Responsible for all Sales and Marketing of mid-priced wholesale
contemporary lighting and RTA furniture. Customer base includes Lighting
Stores, Boutiques, Furniture Stores, and Major Retailers. Manage 40+
independent sales representatives both national and international.
Five direct reports. Manufacturing overseas and direct import and
warehoused in Atlanta, GA.
. Realigned territories.
. Increased sales $4MM - 2005 - 2009.
. Expanded market share and brand within lighting and furniture store
segments.
. Expanded major Key Accounts.
. Expanded International customers.
. Established Contract Division.
. Strong customer contacts and relationships.
. New product input and direction.
. Trade show management. - High Point, Dallas and Las Vegas
WATERFORD WEDGWOOD USA, INC. Wall Township, NJ
1994 - 2003
$300MM in sales
VICE PRESIDENT, LIGHTING
Responsible for all aspects of high-end, domestically manufactured,
Waterford Lighting $15.0MM Business in the United States. Hired and
managed 40+commissioned field sales representatives. And lighting
designers.
. Transformed Waterford Crystal Lighting from a gift
oriented, lamp niche resource into a Full-Line lighting company.
. Realigned corporate structure to cater to high-end, specialty
Lighting dealers
. Hired Independent lamp designers = Well
Designed Quality Product
. Established key marketing programs to enhance the brand.
* Galleries
* Literature
* Advertising
* Communication
. Made customers feel comfortable
. Established dealer partnerships-programs
. Created Product/Sales manuals to educate staff and dealers
. Opened 850 new dealers.
. Increased sales five fold to lighting and furniture accounts from
$3MM to $15MM within a five year period.
. Resourced all components achieving 30% savings and initiated
multiple applications of parts to consolidate inventory.
. Established working partnerships with Far-East manufacturers for
lighting components.
. Streamlined inventory / Increased productivity.
. Initiated adequate forecasts and appropriate safety stocks.
. Introduced 60 new items which generated 52% of division
sales and reduced the
Company's dependence solely on the gift markets.
. Hired independent field sales representatives.
KICHLER LIGHTING / MINOFF LAMP Cleveland, OH 1991 -
1994
$100MM Sales
NATIONAL SALES MANAGER / PRODUCT MANAGER
Responsible for sales, product development and marketing for start-up,
mid/high-end lamp division. Domestic manufacturing that transitioned to
international manufacturing.
. Established new lamp division with sales of $7MM within 3
years.
. Targeted the product line to existing and new channels of
distribution. Growth from 40 items to over 200 new
products.
. Hired and managed an independent sales force.
. Orchestrated product sourcing, development and
introduction.
. Worked with design team in creating new product.
. Maintained parameters of profitability.
. Researched new markets and developed new product for
additional channels of
distribution.
. Secured prime national showroom locations.
DFT LIGHTING Division of Genlyte Cleveland, OH
1987 - 1991
NATIONAL SALES MANAGER / GENERAL MANAGER
Responsible for sales and profitability of portable lighting to Lighting
Showrooms, Furniture
Stores, Major Department Stores and Mail Order Catalog Houses. Basic
Concept was contemporary, domestic manufactured, mid-priced lamp division
with revenues of $5mm. In 1991 operation moved from Cleveland to Chicago.
. Managed independent rep force.
. Product sourcing.
. Divisional strategic planning.
. Improved profitability of the Division by 50%.
. Conceived and introduced two catalogs with additional
product introductions on
a scheduled basis.
. Established relations with domestic and foreign vendors.
. Researched new markets and developed new product for
additional channels of
distribution.
EDUCATION
Ohio State University, Columbus, Ohio
Bachelor of Arts Degree in Business and Communications, June
1976
References available upon request
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