Sales Manager
Resume:
Dwight L. Dexter
Sioux Falls, SD 57105
605-***-**** Home
605-***-**** cell
*********@***.***
Experience:
**** ** **** ******* ********* Corporation, Packaging Consultant
Grew existing customers by 15% in a highly competitive market on established accounts.
Removed accounts that were in unprofitable or were at unacceptable margins. Replaced with
new accounts at acceptable margins.
Assisted A accounts of Consumer Products Groups (CPG) through big box (i.e. Wal Mart,
Sams Club, Target, Lowes, etc.) buying process.
Assisted customers in the understanding and proactive use of Sustainability, Lean, and
Packaging Audits to improve the velocity of their products at through the channels of
distribution.
Developed displays that were used with the Trump “Apprentice” Program.
Developed displays with Dream Works for the Bee Movie.
Developed NASCAR displays that were used in conjunction with the Petty organization.
2003 to 2006 Silver Solutions, Sioux Falls, South Dakota, Principal
Private consulting that provided the following services:
Industrial Engineering Services
Facility Layout
Efficiency Reporting & Engineering Standards
Productivity Improvement
Product & Services Costing
Change and Lean Management Consulting
Total Quality Management
Best Practices Determination
Strategic Planning
Competitive Analysis
Marketing and Sales Consulting
Product & Market Positioning
2000 to 2003 Heartland Paper Company, Sioux Falls, SD, Director of Sales & Marketing
Responsible for the total Sales and Marketing of a $60MM Distribution Company serving Healthcare,
Education, and Manufacturing markets.
Decreased sales cost by 20% per year for three straight years
Reorganized the sales management team from five Sales Managers to two through account and
territory management.
Increased gross margin by 15% on existing business
Introduced Strategic Planning process in sales and marketing
Introduced a team and strategic selling process for large accounts
Decreased marketing cost by 35%
Increased contract effectiveness that resulted in increased gross margins on new business.
Increased communication effectiveness across all departments
Increased Vendor Rebate and Growth Incentives by 43%
1998 to 2000 Evans Columbus Corp., Evans Columbus, Inc., Blacklick, OH,
Division President
Responsible for bottom-line profit and loss for a $45MM manufacturing and sales organization.
Directed a six months ISO 9000 Certification.
Rebuilt the sales organization that has resulted in a 25% increase in sales. Previous sales were
declining at a rate of 10% a month.
Reorganized the manufacturing organization structure resulting in an 18% increase in
productivity with a substantial increase in product quality.
Installed a Total Quality Management system to assist in organizational growth.
Reduced manufacturing costs by 20%.
1980-1998 Greif Brothers Corporation, Delaware, OH
1995 to 1998 Vice President- Marketing
Responsible for strategic planning and the marketing functions for the shipping container
(corrugated, multiwall, fibre drums, plastic drums, steel drums, IBC’s) segments of the
corporation. Yearly sales of the Industrial Packaging Group are $420MM.
Identified a successful $225MM acquisition that will have the potential of increasing sales to one
billion dollars within the next year.
Performed the marketing due diligence for the $225MM acquisition.
Negotiated the first joint venture for Greif Bros. Corporation with The Peoples Republic of
China from initiation, “lixiang” approval and the feasibility study.
Established a program to identify prospect & markets in Europe and Asia.
Redesigned the advertising and marketing program for the corporation.
Established and designed the marketing data base for all company products.
Established an environmental recycling program for all products.
Vice President of National Accounts
1990 to 1995
Responsible for National Accounts Sales & Technical Service for the container segment (Fibre,
Plastic, Steel, Corrugated and Multiwall) of the corporation. Sales in excess of $320MM.
Directed a National Account Sales Program that increased sales by 28%.
1989 to 1990 Division Sales Manager (Seymour & Peck Division), Northlake, IL
Responsible for Divisional Sales and Marketing functions.
Managed 19 direct Sales Representatives and numerous distributors.
Increased profitability across product line sales in the most competitive market by 25%.
1985 to 1990 Midwest Sales and Marketing Mgr. (Seymour & Peck Division), Northlake, IL
Responsible for regional sales and marketing functions.
Managed a direct sales force of 9 Sales Representatives.
Increased sales by 23% in the most competitive market in North America. The result was to
have the Midwest Market the second most profitable market area in Greif Bros. Corporation.
Plant Manager, (Seymour & Peck Division), Northlake, IL and Sheboygan, WI
1982 to 1985
Responsible for total manufacturing functions and P/L responsibility for two plants producing
multiple industrial packaging product lines (Fibre & Plastic drums).
Turned around the Northlake plant from a loss position to one of the most profitable plants in
Greif Bros. Corporation.
Started up the Sheboygan, Wisconsin plant from a Greenfield Project to a profitable operating
plant.
Division Industrial Engineer, (Seymour & Peck Division), Northlake, IL
1980 to 1982
Responsible for classical Industrial Engineering functions servicing 9 union and 2 non-union
plants producing multiple product lines (Fibre, Plastic & Steel Drums).
Developed product-costing system for all products.
Ozark Forest Products, Division of Love Box Company
1977 to 1980 Plant Manager, Fayetteville, AR
Education: 1985 Masters of Business Administration
Keller Graduate School
Chicago, Illinois
1977 Bachelor of Science, Production Management
Department of Forest Products
University of Minnesota
Service: Submarine Service, United States Navy
Honorable Discharge
Activities: 2002 to 2009 Sioux Falls Jazz & Blues Society – Board Member
2002 to 2009 Jazz Fest Committee Member
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