Sales Customer Service

Robert P. Tupta

***** ********* ****, *********, ** 44087 Phone: 330-***-****

E-mail: abm4kc@r.postjobfree.com

MARKETING & PRODUCT MANAGEMENT PROFESSIONAL

Dynamic leader with over 20 years of product management and marketing

experience in the manufacturing, retail, healthcare, and technology

industries. Proven management strategist with cross-functional expertise

in marketing, new product/business development, training, distribution,

purchasing, pricing, and sales management. Strong track record of

developing and implementing successful programs to increase revenues and

margin. Key areas of expertise include:

. Strategic Planning . Purchasing

. Marketing Plan Development . Product Management

. Sales and Key Account Management . New Product Development

. Marketing Research . Promotional and Direct Mail Campaigns

WORK EXPERIENCE

Coltene/Whaledent Inc., Akron, OH - 2003 to Present

International manufacturer of high quality dental products and small

equipment.

Senior Product Manager

Responsibilities include creating and executing marketing plans and

programs, product management, product communications, new product

introductions, forecasting, pricing, promotions and advertising.

. Developed and managed multiple product lines totaling $25 million in

sales.

. Introduced new Fiber Post, increasing product line sales by $2

million.

. Created promotions, advertising and sales support literature,

increasing sales of Core product line 60%.

. Prepared and implemented marketing plans designed to establish a

leadership position within assigned product markets.

. Developed sales aids, trained customer service, and communicated key

product and competitive information to field sales representatives and

management, including new technical data and key differentiating

features.

. Prepared, analyzed and presented sales trends and forecast

information to executive management during quarterly planning meetings.

Recommended and executed action plans based on analysis results.

J.R. Holcomb & Company, Cleveland, OH - 1997 to 2002

130-year old education resource company providing technology products and

school supplies to the education market.

Director of Marketing, Technology Solutions Division

Established marketing department, developed, managed, and communicated

technology marketing plans and programs, re-positioned Holcomb's in the

educational technology market, and increased sales of technology products.

. Created and implemented marketing plans and promotional materials

that increased technology sales by 75%.

. Negotiated contracts for cooperative advertising funds from vendors,

effectively financing direct mail campaigns.

. Established and managed in-house literature/catalog design and layout

functions within marketing department, saving over $250,000 annually and

increasing advertising and pricing flexibility.

. Implemented customer focus group research that identified key

differentiating features for J.R. Holcomb. Developed effective

promotional and positioning literature based on this research data.

. Created and managed system to coordinate over 120 annual tradeshows

and special events for J.R. Holcomb and Apple.

. Designed and introduced a customer contact database for direct mail

and e-mail advertising and communications.

. Developed and managed J.R. Holcomb's web site, establishing company's

presence on the Internet.

The J.P. Farley Corporation, Westlake, OH - 1993 to 1997

Third-Party Administrator (TPA), providing claims processing and employee

healthcare management services to businesses.

Director of Marketing and Sales

Developed and implemented marketing strategies to increase sales; managed

sales force and sales process; developed and managed key accounts; improved

customer service levels.

. Managed, trained and developed Sales and Marketing Department,

responsible for 50% increase in sales.

. Enhanced and expanded Customer Service Schedule, resulting in 100%

customer retention.

. Created professional sales materials and developed proposal and

presentation system. Improved sales close rate by 25%.

. Implemented Customer Contact System, improving account call rates and

sales effectiveness.

. Created press releases and Better Business Bureau Award entries,

resulting in the 1994 and 1995 BBB Awards.

Robert Tupta, Page Two

Hot Sam Companies, Inc., Cleveland, OH - 1991 to 1993

$50 million mall-based specialty food retailer with 250 stores in 35 states

(1993).

Brand Manager

Managed, re-positioned, and grew Hot Sam Pretzel brand, developed and

implemented new store concept and design, created and implemented marketing

plans. Responsibilities also included public relations and press releases,

pricing, promotions, distribution, purchasing and new product development.

. Created and implemented marketing plans for product lines generating

$25 million in sales, $19 million in margin.

. Managed annual marketing operating budget of $800,000.

. Developed and implemented new Pretzel Bakery concept stores and

products, resulting in 45% increase in sales.

. Increased promotional activity 100%, generating $2 million in

additional sales in a declining mall environment.

. Developed average transaction contest for 1500 sales associates;

incremental sales impact of $400,000.

. Negotiated favorable paper and packaging contract, resulting in

annual savings of $175,000.

. Created Hot Sam Collector Cup series, doubling sales of promotional

cups. Sales impact of $250,000.

. Managed network of 20 regional and national distributors, improving

responsiveness and delivery of product to stores.

. Analyzed, summarized and presented plans and results to executive

staff for monthly financial review.

Cole Key Corporation, Macedonia, OH - 1989 to 1991

$43 million specialty retailer of keys and engraved gifts, with 650 stores

nationwide (1990).

Product Manager

Responsible for marketing, communications, purchasing, pricing,

distribution, inventory, sales, and gross margin of key, key-related, and

watch product lines, generating $23 million in sales, $21 million in

margin.

. Developed 3-year marketing plans for multiple product lines and

services.

. Created and implemented new product displays and assortments,

increasing sales 25%.

. Negotiated $100,000 in annual cost savings, and vendor funding of

$70,000 for store fixture program.

. Designed and implemented customer service network for product repair,

increasing sales over 300%.

. Prepared and presented financial analysis to senior management.

Forecasted sales, inventory, and costs for multiple product lines during

semi-annual planning process.

. Managed purchasing and distribution of merchandise (over 1800 SKUs)

to 650 stores.

Cole Vision Corporation, Cleveland, OH - 1986 to 1989

$500 million retailer of spectacle lens, contact lens, and lens care

products with over 600 stores nationwide (1989).

Lens Buyer - 1987-1989

Marketing Research Analyst - 1986-1987

Responsible for purchasing, promotion, pricing and distribution of

Specialty Contact Lens, Lens Care and Lens Warranty product lines.

. Negotiated $250,000 annual savings for Lens Care and Specialty Lens

product lines.

. Developed special order price list, standardizing operating

procedures that resulted in savings of $150,000 annually.

. Redesigned and implemented new contact lens warranty direct mail

enrollment and renewal program, increasing customer response rates and

renewal rates 50%.

. Obtained $150,000 in vendor funding for direct mail contact lens

promotion.

. Introduced new lens care product line to 600 stores. Developed

training video and marketing materials. Increased sales 20%.

. Designed and implemented competitive pricing tracking system

nationwide.

EDUCATION

MBA in Marketing Management, Case Western University Weatherhead School of

Management, Cleveland, OH

- Assistant Track Coach

BS in Management, Finance, Case Western Reserve University, Cleveland, OH

- Dean's List, Track-4 Letters, City & Conference Champion

TECHNICAL SKILLS

- Microsoft Word, Excel, PowerPoint, FileMaker Pro, Quark

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