Sales Manager

KEN ARBUCKLE

abmb3c@r.postjobfree.com ( Home 707-***-**** ( Cell 408-***-**** ( 1246

Honeybrook Place ( Rohnert Park, CA 94928

Account Development / Sales Management / Strategic Planning & Execution /

Relationship Management

Experienced Sales Executive. Competencies and proficiency in initiating

and managing the entire sales process. Solid business acumen with strong

insight for strategy, marketing and sales development in multiple markets

within the labeling packaging, print and adhesive industries. Demonstrated

ability to effectively analyze markets, produce sales development

strategies, target account penetration, qualify and nurture relationships

to build and drive sales. Effectual leader, analytical and solution

oriented. Creative sales strategist. Disciplined, very organized with

strong work ethic. Hunter mentality.

. Skillful in lead generation, sales pipeline building, market research,

and new business development.

. Adept in client and business relationship building, account

maintenance, retention and regional development.

. Proficient in leading, motivating, empowering and managing team

members to achieve maximum potential.

. Excellent organizational, planning, interpersonal, oral/written

communications and decision making skills.

~PROFESSIONAL EXPERIENCE~

PARAGON LABEL, Petaluma, CA - (Premium Labels)

2008 to 2009

Sales Team Manager

Supervised sales team and inside sales staff. Initiated new marketing

strategy for flexography and digital label print, strengthening quality

values and product positioning. Researched and implemented CRM system to

monitor sales performance, manage and nurture interactions with customers

and sales prospects. Improved lead base and marketing outreach. United

team, and re-established management principles and directives to ensure

optimal sales performance.

. Print process: Flexography, Digital, and Rotary Screen with foil,

embossing and proprietary laser cutting.

KIERAN LABEL CORPORATION, San Diego, CA - (Labels, Tags and Promotional

labeling) 2008 to 2008

Marketing Services "Project" / Sub-contractor

Researched and generated a promotional label sales channel for fulfillment,

direct mail and direct marketing to fill excess production capacity.

Extensive internet research, lead generation, prospect and customer

contact. Data base development for print trade industries, wholesalers,

and packaging distributors. Coverage; California and other Western states

XXT INCORPORATED, Santa Clara, CA

2007 to

2007

Production Supervisor & General Office Manager

(Temporary Position) - Production supervision and manufacturing scheduling,

general office functions and client support for proprietary Directional

Interface Module unit developed for oil and gas exploration. Other

responsibilities; customer and vendor relations, purchasing, inventory and

kiting, shipping, receiving and building maintenance management.

CORPORATE EXPRESS, San Ramon, CA - (Document and Print Management

Division), 2004 to 2006

Account Manager

As a hunter, created a non-existent prospect pipeline and new customer base

through in-field prospecting, internet research, and telemarketing for

forms, documents, custom pressure sensitive labels, marketing and sales

collateral, and direct marketing materials. Sold to diversified

manufacturing groups, distribution centers, wholesalers, business-to-

business and retail industries.

. Generated $3.7mm of new business opportunities for total solution

print management

. Pioneered introduction of new product line for on-demand, web-to-

print, direct mail, personalized and customized variable print

communications.

. Created and presented effectual presentations and proposals to all

levels of business enterprises.

SIDCO LABELING SYSTEMS, Santa Clara, CA - (Labels, Label Systems & Barcode

Integration) 2000 to 2004

Director of Sales

Directed all sales activities and market development, forecasting, profit

and loss, operational functions, administration,

and budgeting. Supervised all sales, technical and support staff. Led

sales training. Managed vendor and business relations, and coordinated and

supervised all project installations.

. Restructured and organized sales and marketing programs, focused on

medical device, medicinal markets and specialty foods. Produced a 30%

increase in sales during initial six-month period

. Re-organized operations and marketing of technical services department

and inkjet repair center. Increased

revenue by 120%, and increased profits over 50%.

. Created new company brand for sales and marketing programs, and bar

code integration products. Sustained customer base, maintained above

average profit levels, and expanded new markets during economic

downturn.

Ken Arbuckle, Page 2

THORO PACKAGING, Corona, CA - (Custom Paperboard Folding Carton printer and

manufacturer) 1998 to 2000

Regional Account Manager

Acted as consultant and liaison between customer and plant for design, art

specifications, printing and production of offset lithography printed

folding cartons, and source tagging. Custom products for medical device,

specialty foods, pharmaceutical, neutraceutical, cosmetic and consumable

industries. Generated new sales activity through continual prospecting and

hunting regimen for undeveloped territory.

. Established and built nonexistent folding carton customer base through

lead generation, account development and business relationship

building to represent 12% of company's total clients.

. Created and established creditability and company awareness in

assigned territory for diverse industries.

. Expanded potential territory development through internet research,

telemarketing, cold calling programs, and trade shows participation.

. Developed new customer base through needs assessment, quality

orientation, and value selling.

THE ADHESIVE PRODUCTS, INC., Albany & Los Angeles CA, - (Atwood Adhesives,

Seattle, WA) 1985 to 1997

(Manufacture of Hot Melts, Water base & Protein Glues, Gummed Paper

Packaging Tapes, and Custom Pressure Sensitive Labels. Master Distributor

of Pressure Sensitive Tapes)

National Sales and Marketing Manager

Supervised twelve field sales representatives and inside sales staff's

located in three branch offices. Managed all sales, marketing, new product

development and product movement for Adhesive Products and Atwood Adhesives

in California and Washington manufacturing locations. Monitored and

coordinated product group sales sold direct to end users, OEM's and

packaging distributors. Sales covered eleven western states, Western

Canada, Mexico, and national accounts.

. Directed and planned team negotiations with Chinese delegation in

Beijing, China. Negotiations resulted in a multi-million dollar

contract for industrial packaging adhesive technology producing

revenue for needed capital expenditure, and credit line reduction.

. Created and directed sales plan for acquisition adhesive company.

Stabilized sales decline and expanded sales over 27% during initial

two quarters. Solidified relationships with major accounts and

expanded new customer base over 7%.

. Broadened product lines for hot melts and water base adhesives,

improved quality assurance through teaming of technical directors

resulting in new sales of 9%, after new product introductions.

. Branded protein glues, expanded market, creating new sales by over

15%.

. Supervised trade show participation and marketing. Resulting in

30%increase in new leads.

MONITOR SYSTEMS, INC., Wilsonville, OR - (New Venture start-up)

1983 to 1984

Designer and manufacturer of computerized Production Analyzer efficiency

system. A real-time system for monitoring machine performance, operator

performance, cycle counts, and production rates.)

Sales Manager

. Managed sales and marketing of Start-up Company.

. Supervised and conducted sales from initial system development through

market penetration.

. Led and directed team of technical personnel for executive sales, and

collaborative proposal presentations.

. Implemented, monitored, and managed telemarketing and cold calling

programs.

. Directed, arranged and organized trades show involvement.

. Managed sales team of four. Directed sales on a regional and national

basis.

~PROFESSIONAL DEVELOPMENT AND TECHNICAL SKILLS~

Education: Northwest College of Business, Portland, Oregon, graduate

Business Administration

Additional Education: DeAnza College, Cupertino,

California, Marketing and Computer Literacy

Southwest

Oregon College, Coos Bay, Oregon, Liberal Arts

Additional Training: Miller Heiman Inc., Strategic Selling, Wilson World

Wide, The Versatile Salesperson

Computer skills: Experienced in Windows 2000, XP, PowerPoint, Microsoft

Office, and Salesforce.com

Veteran: U. S. Air Force, Sgt. Security Police

Interests: Devoted runner, family activities, reader and motor sports

enthusiast.[pic]

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