Sales Manager

JOHN GAFFNEY

Cedar Rapids, Iowa / abli97@r.postjobfree.com / Phone: 651-***-****

Executive Level National and Key Account Leadership

Results-achieving Sales Executive with over 18 years of

proven ability to drive business growth through strong

channel distribution, product development, problem solving,

and aggressive sales initiatives that have consistently

delivered revenue growth, market share, and market

penetration. Strong background in running organizations

and divisions with P&L responsibility, identifying,

establishing and managing strategic, customer focused

relationships to leverage and generate significant business

development growth.

Professional Experience

Amera-Seiki Corporation - Manufacturer and Importer of CNC Machine Tools

Cedar Rapids, IA 2009-Present

Amera-Seiki Brand of Vertical and Horizontal Machining Centers and Lathes.

National Sales Manager and Operations Manager

Manage a regional sales team and 18 distributors covering sales and

marketing in the United States for Amera-Seiki brand CNC machine tools and

also operations manager for all profit centers in the organization

including sales, parts and service. Marketing and promotional efforts

includes business to business, business to distributor and business to

consumer marketing and sales strategies.

. Designed and implemented go to market strategy for organization.

. Co-developed the business plan and long term plan for organization.

. Product development team leader responsible to expand product

offerings resulting in broader product selection.

. Developed forecasts for all new product sales, part and service

revenues.

. Set up a sales team covering regional states at no additional cost to

the company.

. Overall responsibility for all Day to Day operations including sales,

parts, service and logistics departments.

. Set up internal systems to evaluate parts and service efficiencies to

measures the true profitability of each revenue center resulting in

better financial reports.

. Increased dealer distributor network across the United States by 20%.

. Championed our efforts to maximize all available state and federal

programs available to hire employees and be fully reimbursed for new

hire wages and training.

W.C. Wood Corporation - Household Freezer Manufacturer, Minneapolis, MN

2008-2009

Whirlpool, Amana, Maytag and Wood brand household freezers.

Region Manager (Consultant Role)

Hired by a former colleague at Electrolux to develop the national wholesale

and retail program for the domestic freezer industry, targeting the ten

largest appliance dealers in the nation.

. Conducted national marketing research for competitive information

including by model feature analysis, wholesale and retail pricing and

merchandising programs.

. Analyzed the competitors programs for opportunities to exploit all

flaws and errors in their product line-ups and pricing steps as a

means to gain market share for W.C. Wood Corporation.

. Developed a multi-level national program to aggressively go after the

competition and gain incremental revenues and market share while

maintaining or increasing profits.

. The above steps resulted in my programs to become the current national

program for W.C. Wood today.

Electrolux Home Appliances - Frigidaire Major Appliances Division,

Minneapolis, MN 2003-2008

Frigidaire, Electrolux and Electrolux Icon brand appliances

Key District Manager - Managed P&L responsibilities of all the business-to-

business sales, advertising and both wholesale and retail marketing

promotions.

Revenue target: $35M through customers who were the largest

multiple location appliance retailers in the country.

Implemented and coordinated consumer products & brand

marketing launches for the entire region consisting of 50-

75 customers and their sales personnel along with 10

internal sales reps go to market plan with an action plan

and all tools needed to effectively launch new products.

Managed $4M in advertising and merchandising budget

targeted at incremental sales. Increased sales by 34% to

$30 million in business to business sales.

. Launching a brand. In addition to above, I was responsible

for managing a $750K promotional budget to launch a brand

in the market. Divided the budget between advertising,

training, and displays. Conducted assessments of dealers

and in less than a year, established a new brand into the

market and successfully placed product in each of the 24

available key accounts.

. Train for success. The new brand launch faced expectations

of "nothing new - just window dressing". Developed and

implemented a comprehensive training plan that included

taking influential sales people to special viewings of new

products to be launched to create excitement and

acceptance. These key people broke through the old sales

paradigms about a very different product and led to the

acceptance of the premium product in the industry, creating

a "pull" effect on sales.

. National Sales Champion 3 times for top 3% of sales force

2004, 2005, and 2007

. Increased Average Selling Price and Margin 15-20% through

training and improved merchandising programs implemented.

Iowa Machinery & Supply, Industrial Distributor, Cedar Rapids, IA, 1999-

2003

Distributor of CNC machines, tooling, forklifts, related service contracts

and various industrial products.

Account Manager

Focused on customer product flow, minimizing downtime, and

lowering costs. Customer size ranged from small job shops

to large manufacturers (John Deere and Weyerhaeuser).

Responsibilities included outside sales of CNC machines, tooling/accessory

needs for customers' parts manufacturing requirements and conducted time

studies to justify making changes in order to close sales and increase

revenues.

Product categories involved but not limited to CNC machines, all cutting

tools and accessories, bonded and coated abrasives, chemicals, hydraulic

fluid power, Enerpac industrial hydraulic systems, Ingersoll Rand

compressed air systems and complete line Hyster forklifts.

. Hyster forklift Dealer of Distinction award for achieving

the top market share.

Maytag Appliance Corporation, Newton, IA, 1992-1999

Sales Representative

Responsible for sales of major household appliances, new

customer development, advertising, promotions, and training

in territory

. Regional retail store management responsibilities for 13

Maytag Home Appliance Centers.

. Opened three retail locations from the ground up. This

included finding a business investor and owner, site

selection including negotiating lease rates, store design

and layout, advertising and rate negotiations with all

types of media, promotions and grand openings similar to

opening a new franchise operation.

. Twice Received Sales Excellence Award for top 5% of all

sales managers in the country

. Promoted through four different territories including Utah,

Texas and two in Oregon

Education

B.S. in Business Administration Degree

. Drake University- DesMoines, IA

. Major: Management with emphasis in Marketing

. Professional Selling Skills (PSS) Training - Maytag

Corporation

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