Sales Manager
Resume:
Matthew Densen
*** **** **** ******, ***. #**A, New York, NY 10028 USA Home: (212) 534-
An accomplished executive with 30 years of progressively responsible
experience in management and sales with technical expertise in corrugated
production and design.
November 2002 - Present
Norampac New York City - General Manager
. Responsible for bottom line performance of a 1,000 MMSF/Yr, $50+ million,
3 shift, 325 msf facility with approximately 180 employees
. Set strategic direction of division and led team in achieving divisional
goals
. Identified, negotiated, implemented and integrated business acquisitions
. Prepared, presented and implemented annual operational and capital
budgets
. Recruited and hired complete management team: Sales, Production, Human
Resources Manager and Controller
. Responsible for professional development of management team - two report-
to's promoted to Regional Management positions.
. Led team that designed and implemented margin based sales compensation
plan
. Successfully negotiated elimination of Teamster drivers, allowing company
to outsource trucking which resulted in savings of $250K/yr
. Reduced salary workforce by 31%
. Reduced fixed costs by over $1.5 million
. Member of Corporate Safety Committee
July 2001 - October 2002
Arrow Art Finishers - President
. Achieved YTY sales increase of 37%
. Reduced fixed costs $300K
. Designed and implemented Cost Estimating and Production Analysis System
January 1990 - June 2001
Star Corrugated Box Company - Vice President of Sales
. Directed sales activities including budgeting, forecasting and sales
analysis.
. Developed and successfully executed a marketing plan that:
o Formulated Strategic Goals
o Translated these goals into operational plans
. Recruited and trained a Project Management Group and Display Sales
Force.
. Organized a cross-functional team that determined best practices to
assure customer satisfaction and cost effectiveness.
. Created an environment that promoted teamwork and the pursuit of
excellence that resulted in a Gold Medal POPAI OMA.
Matthew Densen pg. 2
. Designed and developed a standardized sales reporting package for
monthly, quarterly and annual reporting.
. Managed a sales force that consistently outpaced market growth in a
mature market.
. Managed the sales force to focus on collections and improved DSO.
. Co-developed with CFO a costing manual and computerized estimating
system.
. Led the team that made a comprehensive review of all business practices
and installed a new Business Application Software System.
. Directed the team tasked with implementing a computerized manufacturing
planning and scheduling system.
. Facilitated the use of Power Point presentations, e-mail, intra & inter
net solutions.
. As a member of the company's core management team, I recognized areas of
opportunity, identified acquisitions and strategic alliances, made
recommendations of procedures to maximize profitability, boost employee
morale, assure customer satisfaction, increase sales effectiveness and re-
engineered the company's corporate culture.
October 1977 - January 1990
DL & D Container Corporation - Executive Vice President
. Successfully negotiated the acquisition of DL&D's sales by Star, with
100% salesperson retention.
. Implemented a computerized Business Application Software System.
. Co-authored an employee manual
. Negotiated purchase and financing of major manufacturing equipment
. Lowered operating costs through negotiations with vendors and suppliers.
Education and Professional Training
Attended Northwestern University
Trained Mediator - Completed forty hours of mediation training in
accordance with M.G.L. ch.233 23C with Mediation Works Incorporated,
Boston, MA
Karass Negotiation Skills
AICC - Sales Management Institute I & II
~References Available upon Request~
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