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Manager Sales

Location:
River Falls, Wisconsin, 54022, United States
Posted:
May 26, 2010

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Resume of ***** P. ********

**** ********* ****** *****

River Falls, WI 54022

(H): 715-***-****

(C): 612-***-****

*******@*****.***

Professional Skills Summary:

Proven track record of meeting and exceeding aggressive sales goals.

Exceptional ability to build and leverage relationships up, down and across

customer organizations to deliver value. Coordinate internal resources and

external contacts to add value within the Channel and drive new business.

Develop and deliver sales solutions and reseller presentations that result

in increased sales by consistently and effectively reinforcing the

Company's value proposition. Strong technical understanding of graphic arts

media and equipment, particularly in the pre-press area.

Core National Account Manager Strengths:

. Increase Market Share and margin

. Develop and deliver sales solutions

. Contract Negotiations

. Strategic Account planning

. Consumables Business Management

. Technical knowledge of prepress and pressroom

Core Business and Operations Management Strengths:

. Thorough understanding of the roles, relationships and systems among

Marketing, Sales, and Operations

. Improve processes to the advantage of customers and the organization.

. Knowledgeable about how organizations function; knows how to get

things done both through formal channels and the informal network.

. Deal with complex challenges within customers and grasps the essence

of the underlying organizational structure.

Consumable Business Manager & Global Accounts Manager Key Accomplishments:

. Consumables goals for 2007 were at 107% of goal for revenue and 110%

for margin.

. Maintained and grew consumables business totaling over 70 million in

2007

. Successfully renegotiated six customer contracts totaling over 14

million during 2007

. Increased consumable pricing at more than 50% of current strategic

accounts

. 2006 goals were exceeded by 14% for consumables and 90% for equipment.

Professional Experience:

IBF Corporation, Garfield, NJ 2009 - present

Eastman Kodak Company, Rochester, NY 2006 -2009

Kodak Polychrome Graphics, Norwalk, CT 1997 - 2006

Key Accounts Manager, IBF Corporation, 2009 - present

Responsible for development of new business for the Graphics Division of

IBF Corporation. First year new business goals are $3.5M. There has not

been a Key Accounts Manager for the United States in the past.

Channel Business Manager, Graphic Communications Group, 2008 - April,, 2009

Responsible for maximizing revenue and profitability within a reseller for

Kodak products.

Responsibilities include:

> Managing the business relationship at the reseller's headquarters and

local level to ensure alignment with Kodak's business objectives and

to maximize effectiveness in Sales, Support and Supply Chain. This

included establishing and implementing tactical plans to achieve

specific revenue, profit and share targets as defined in the annual

business plan.

Key Accomplishments:

. Maintained and grew consumables and equipment business totaling over

100 million in 2008

. Successfully negotiated Order Management changes & Ship-to frequency

within reseller

. Maximized price increase and impact for reseller

. Implemented and communicated Plate conversion plan throughout 2008

. Delivered Accounts Receivable balance at plan

Consumable Business Manager, Strategic Accounts, 2006 - 2008

Responsible for maximizing Graphic Communications Group's market share,

profitability, efficiency and customer satisfaction with respect to

consumables, for all Strategic Accounts.

> Maintained customer relationships and technical fulfillment of

consumable product solutions by executing strategies for growth,

customer retention, competitive displacement and customer

satisfaction within the Strategic Accounts. Have partnered with other

members of the Strategic Account team and local Solution Sales

Managers to maintain and grow consumables market share within their

assigned accounts.

Global Accounts Manager, Global Accounts, Chicago & Minneapolis, 1994 -

2006

Responsible for 16 National Accounts consumables goals and shared equipment

goals.

> Maintained and developed solid customer relationships within all

accounts while meeting and exceeding aggressive sales goals.

Demonstrated success in account management and technical support.

Eastman Kodak 1987- 1997-Various Management Positions

Education:

University of Rochester Rochester, NY

Normandale College Bloomington, MN

Illinois State University Normal, IL

Community Involvement:

Rochester, NY and Minneapolis, MN Jaycees

Comforts of Home volunteer



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