Sales Manager
Resume:
NORMAN F. MORSE
Long Grove, IL 60047
(O) 847-***-****
abluw5@r.postjobfree.com
SALES / MARKETING EXECUTIVE
Insightful, analytical, and profit-driven sales executive with demonstrated
turn-around success. Demonstrated track record for increasing sales,
revenues, and market share by creating innovative revenue streams in
existing, and new distribution channels while containing costs, and
improving margins. Proven channel management in the analysis of market,
product and competitive situations including the design and leadership of
sales and marketing initiatives. Exceptional communication and presentation
skills, ability to influence, and interact across multiple functional
groups. Board level interaction and presentations
Career skills and knowledge includes:
. Short term & long term strategic planning
. Inventory management/forecasting/analysis
. Budgeting & cost control
. Multiple channel experience, i.e, DSS, Mass Market, Chain Drug, Grocery
and Independent
. P & L responsibility
. Creative thinking & problem solving
. Sales incentive design/implementation
. Branding and Licensing
PROFESSIONAL EXPERIENCE
EK SUCCESS, Clifton, NJ
2005 - 2007
$125 million manufacturer of craft and scrapbooking products
National Account Manager - Central / Western U.S.
Responsible for Target, Archiver's, Walgreens, ShopKo, Pamida, Hallmark
Gold Crown, OfficeMax, Kroger, Giant Eagle and Oriental Trading. Managed
and directed 8 independent sales representatives.
. Increased Central Region revenues by 15% and performance ranking to
number 2 out of 7 regions.
. Increased number of SKUs at Target in the March 2007 POG by 55% with
projected incremental revenue of $2.5 million.
. Nominated by Target and received The Vendor of the Year Award for 2006
(first time in EK history).
. Created and developed POS reports that led to better control of
forecasting and sales by product.
ARAZI MANAGEMENT GROUP LLC, Long Grove, IL 2002 - 2005
Business and strategy consulting / representative firm in the consumer
products industry
Managing Partner
. Revised the strategic plans for a manufacturer of gift-related products
including the marketing plans, pricing strategy and channels of
distribution to better align its future growth.
. Developed sales and distribution strategy for Marcott Sports, a start-up
sports bra company.
. Created and developed the strategic plan, pricing and margins for Beaded
Fashions Accessories, LLC, an importer of women's fashion accessories.
. Secured distribution for Minute Fudge, a new product in Jewel Food and
select divisions of Topco.
LEARNING CURVE INTERNATIONAL, Inc., Chicago, IL 1999 - 2002
$140 million manufacturer of educational / developmental and electronic
construction toys
National Sales Manager
Hired, trained and directed a national sales force consisting of 2 Regional
Managers, 7 Account Managers and 8 Inside Sales Representatives.
Accounts covered: Target, TRU's, Zany Brainy, Nordstrom, May Co, Federated,
Dillard's, Belk Inc., Saks, Sears, Learning Smith, Noodle Kidoodle and
Great Train Store.
. Increased division sales by 74% to $55 million as a result of
developing and initiating business strategies and promotional programs
tailored by account and channel.
. Improved gross margin performance of largest customer from 3.8% to
31.7% resulting in an increase of $4 million gross profit dollars.
. Created and implemented a gift market test strategy and program in two
markets, generating new revenue streams in excess of $300,000.
. Restructured sales incentive programs to bring overall cost center
expenses under budget, saving 20% or $200,000.
ROYAL DOULTON USA, Somerset, NJ 1998 - 1999
$80 million manufacturer of china, giftware, bakeware and collectible
products
National Sales Manager
Hired, trained and directed a national field sales force consisting of 12
Regional Managers, 16 Field Sales Assistants, manufacturers' reps and
distributors. Accounts covered: Federated, May Co, Dillard's,
Bloomingdale's, Neiman Marcus, Saks, Dayton's, Carson's, Ross Simons,
Fortunoff and M. C. Fina.
. Successfully stabilized a declining business through innovative marketing
strategies and targeted promotional programs by channel and account that
led to sustaining the company's market position.
. Established timing / action calendar for internal and external customers
for ordering product that reflected shifts in product demand and order
lead time in order to maximize sales and profits.
PORTMEIRION USA, Naugatuck, CT
1996 - 1998
$22 million pottery manufacturer of china, giftware, bakeware and
collectible products
National Sales Manager
Trained and directed a field staff of 72, consisting of both direct sales
and manufacturers' representatives.
. Increased sales by $2 million and gross margin by an extra 5% points.
. Developed a forecasting and sales-monitoring system that enabled the
company to maximize inventory, establish budgets for co-op expenditures
and budgets by territory and region resulting in increased gross margins
by 8%.
PARKER PEN USA, Ltd., (Division of Gillette) Janesville, WI
1990 - 1995
$100 million manufacturer of writing instruments and collectible products
Director of Sales and Marketing
Recruited, trained and directed a field staff of 87 of both direct sales
and manufacturers' representatives.
. Increased market share from 9% to 24% in the upscale channels of
distribution as sales increased from $500,000 to $6.7 million.
. Contributed to the turnaround success and growing the business from $44
to $100 million in four years.
. Achieved division gross margin contribution exceeding plan by 9%,
generating additional revenue of $1.8 million.
1928 JEWELRY COMPANY, New York, NY 1989 -1990
$85 million manufacturer of costume jewelry, gift and accessory products
National Sales Manager
Directed national sales force of 130 consisting of 7 Regional VPs, 3 direct
sales and 120 manufacturers' representatives.
. Increased sales by $8 million and market share by 5% through various
strategic initiatives and programs.
. Identified major losses in co-op and markdowns that saved over $250,000
and grew sales an additional $8 million in one year.
Cosmetic Industry Experience: 1985 - 1990 Charles of the Ritz Group Ltd,
Regional Manager, Eastern Area Sales Manager and Vice President of Sales
EDUCATION
Northeastern Illinois University Chicago, IL - Bachelor of Arts Program
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