Sales Manager

JAMES W. SPERRY

**** ***** ****, *******, **** **103

513-***-**** (H); 513-***-**** (C); abm6zq@r.postjobfree.com (H)

Core Competencies:

• •

Client interaction POS Analysis

• •

Demand Forecasting Category Management

• •

Material Resource Planning Market Share Analysis

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Trend Analysis Budget Management

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Results oriented Sales Forecasting

CAREER EXPERIENCE

All-Clad Metalcrafters Pittsburgh, PA 02/2007 – 05/2009

Forecasting Manager

Selected Achievements:

Implemented a collaborative forecasting process that included Sales, Manufacturing, Marketing and the

Logistics teams, which minimized the risk to the Organization.

Improved forecast accuracy from 15% to approximately 35% where the Industry standard is 20%.

Implemented ASI software package to improve accuracy and efficiencies of forecast model

• Develop, implement and manage a collaborative forecasting process that entails

interacting with all levels of the organization, in addition to the buyers, planners and

key decision-makers at the top 20 accounts.

• Maintain MRP planning utilizing forecasts and inventory

• Prepare daily, weekly and monthly sales reporting and forecasting

• Measurement of forecast accuracy and process quality

• Responsible for establishing sales forecasts using historical data, statistical

projections, POS, current demand information, sales feedback and production

constraints.

• Analysis and presentation of key account retail activity to Marketing, Sales and

Management

JWS Consulting Cincinnati, OH 07/2001 – 01/2007

Consultant

Selected Achievements:

Incorporate POS data from key accounts to improve forecast accuracy of annual sales potential of

current offering at retail.

Analyzed and presented industry/ consumer trend information to determine client’s market share

relative to major competitors at retail and identified categories of potential growth opportunities for the

Organization.

• Sku intensive sales analysis utilizing key account POS data.

• Developed product/ account seasonal profiles to be used in retail sell -through

forecasting models.

• Utilization of account specific historical sales profiles to identify products with

upside potential and those failing to meet expectations to minimize the financial risk

to both the organization and the account.

• Retail POS data analysis to aid in the reallocation of adverting resources to address

potential inventory issues.

• Interface with Sales and Marketing to understand their business plans and product

demand needs.

Hasbro Corporation Cincinnati, OH 10/1986 – 06/2001

Manager of Market Research and Forecasting

Selected Achievements:

Developed and implemented a Consensus Forecasting Model that helped to improved top five account's

sales from $500M in 1993 to approximately $1 billion in 2000.

Utilized forecasting model to manage key account business effectively and minimize risk to Hasbro

Corporation. Model was adopted by Hasbro and is still being utilized.

Adapted CPG category management principles and utilized them within key accounts in the Toy

Industry. This translated to 20% more shelf space in key Hasbro categories and increased revenues of

15%, on average per year.

Recommended and implemented a successful cross training program within the Market Research group

to insure that both internal and external client’s needs were met

• Utilized weekly POS data from Top Five accounts (Toys R Us, Walmart, Target, Kmart

and Kay Bee) to forecast annual sales potential of current offering at retail. Responsible

for the forecasting of approximately 2000 items (skus) on a weekly basis.

• Responsible for monthly intelligence meetings with Sales and Marketing to discuss

production forecast recommendations and their expectations.

• Analyzed and presented industry trend information obtained from various syndicated

publications in the Toy Industry to top management. Utilized NPD’s, TRSTS and Toy

Market Index (TMI) to determine corporate/individual business unit market share relative

to major competitors at retail and recommend categories of opportunity for Corporation.

• Appointed Category Captain and served as principal liaison between Kmart and Hasbro

working extensively with our respective buyers in the analysis of the Industry;

understanding their consumers; and developing strategies to meet their clientele’s needs.

• Developed present Test Market network (i.e. weighting, markets, validity of results)..

American Greetings Corporation Cleveland, OH 09/1984 – 09/1986

Test Market Research Analyst

• Responsible for the timely analysis and written report presentation of new products and

design testing to Product/Upper Management and the implications associated with the current

marketing strategies.

• Directly responsible for the derivation of industry and brand/ channel insights through

the use of SPSSX and SAS packages.

EDUCATION

Master of Business Administration (MBA), Baldwin-Wallace College, Berea, Ohio

Bachelor of Arts in Business Administration, Gettysburg College, Gettysburg, Pennsylvania

COMPUTER SKILLS

Microsoft Office Word, Excel, PowerPoint

Cognos

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