Sales Manager

Brian T. Wagner

*** ********** ** ? Delaware, OH 43015 H:740-***-**** ? C:740-***-****

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

Profile

National Account Manager

Dynamic, results driven sales professional with expertise in strategic and

value-added selling to national retailers, distributors, and

contract/commercial industries. Documented successes in penetrating and

expanding markets in each position held. Highly effective in tactical

marketing and fact-based selling, based on superior business plans and

determined execution. Noted and respected for developing and preserving

strong relationships from buyer to decision-maker. Skilled at accomplishing

sales turn around, while building high performance sales teams in both the

US and Canada. Consistently exceed performance benchmarks. Core

Competencies include:

B2B Hunter/Growth Specialist ? Business & Marketing Planning /

Implementation ? Sales Leadership

Market Penetration/Expansion ? Cross Selling Recognition ? Channel Sales

Strategies ? Program Management

Team Building/Leadership ? Account Management ? Pipeline Development ?

Account Turnaround Expert

Career Progression

Chaney Instrument Company, Lake Geneva, WI 2008 -

11/2009

[A privately held manufacturer of time and temperature products for the

outdoor, lawn and garden,

house wares, office and home d cor markets]

National Account Manager

Spearheaded sales and captured market share with a team of 23 Manufacturer

Representatives throughout the US and Canada. Directed market penetration

through the introduction of new products and expanding market base

utilizing multi-channel marketing/sales to capture major accounts.

Effectively analyzed and monitored sales/ forecasting, program

negotiations, category analysis, and budgeting. Directed sales team on key

calls, developing new business, line reviews, product presentations, and

promotional opportunities. Collaborated with marketing and design teams to

develop innovative designs based on trends and competitive analysis.

Account base included Lowe's, Tractor Supply, Ace, True Value, Do it Best,

Office Depot, Bed Bath and Beyond, BJ's, Menards, Shopko, Meijer, Mills,

Blains, Crate & Barrel and catalog/.com accounts. Accomplishments:

. Managed Lowe's account of $1.8M in sales (1,900 stores in US and

Canada) within the lawn and garden department as a direct import

program.

. Successfully secured 4th quarter Trim-a -Tree promotion at Lowe's in

2009 for $250,000.

. Grew sales at Tractor Supply Company (950 stores in US) by 85% to

$545,000 in 2009 fiscal year.

. Managed territory of $7.5M in sales delivering a 7% increase in

regional accounts over 2008 YTD sales.

. Captured incremental sales of $225K with Bed Bath and Beyond (930

stores) in 2008 and 2009.

. Completed product placement for Ace Outdoor d cor in 2009 with sales

of $250K slated for 2010.

. Managed $600K in sales at Office Depot for Retail and Catalog

divisions.

O'Sullivan Industries Inc., Atlanta, GA

2004 - 2007

[A leader in ready to assemble furniture for office supply, electronics,

hardware, and mass merchant channels]

National Account Manager

Key decision-maker in expanding a $30M sales base in a 15-state area by

penetrating national market for high-demand, value-focused furniture and

accessories. Positioned as category manager at OfficeMax to coordinate

efforts in business planning, design, forecasting, channel marketing,

advertising, credit, and customer service. Collaborated with

marketing/design to create products to meet price point and style using GAP

analysis. Guided an excellent team of 18 independent sales representative

sales groups. Highly effective in sales analysis, program negotiations,

incremental promotional sales, budgeting, and team building. Primary

accounts included OfficeMax, Meijer, Shopko, HH Gregg, Rex Electronics, Do

it Best, Bass Pro, Mills, Blains and Big Lots. Accomplishments:

. Grew the OfficeMax account from $37M to $45M (32% increase) in 2005

through the execution of strategic planning and adding 4 new

collections in 1,100 OfficeMax stores.

. Achieved top sales recognition for 2006 by increasing sales 75% with a

$12M incremental lift.

. Negotiated bookcase contract with Big Lots for annual sales of $5

million. Grew overall business in 2006 from $900K to $9.5M through

placement of planogram items.

. Captured #1 vendor status at Shopko with a 33% increase in business

and annual volume of $7.5M.

. Acquired Aldi private label promotional business with sales exceeding

$3.6M in 2005 and 2006.

. Landed Do it Best Corporation in 2005; $675K sales and given Members

Choice Award.

. Successfully secured 4th quarter promotions with Bass Pro Shop for

$1.5M in incremental sales.

Brian T. Wagner

Page 2

Sanford Corporation-Division of Newell Rubbermaid, Chicago, IL

1999-2004

[A $1.2B organization providing writing instruments and Rubbermaid products

throughout the US and Canada]

Regional Sales Manager (2002 - 2004)

Led 25 account representatives in 15-state area driving sales of $40M

through 670 direct retailers. Implemented strategic regional and national

promotions to drive sales within territory. Championed national account

program for development of strategic planning at key selling seasons.

Developed sales team into stronger performers by leading by example in the

art of relationship development and preservation, merchandising, and

looking for new opportunities. Customer base included OfficeMax, Staples,

and Office Depot. Accomplishments:

. Directed a $40 million sales region in a 10-state, 670-store territory

with 25 Field Account Representatives.

. Exceeded sales budgets in 2003 by 5.6%, ($2M) and 6.8% ($3.5M) for

2004 through product placement.

. Increased sales by 14% ($4M) in 2004 Back to School sales, based on

established growth targets.

. Honored with Top Performer Award of key presenters at Leadership

Development Workshop.

Key Account Manager (2001-2002)

Mentored a team of 5 sales reps in the market capture/expansion within a 5-

state ($15M) territory. Expanded role to include marketing fund

management, budgets, sales planning, ROI, corporate trainer, and team

building. Built and maintained loyal relationships with Big 5 commercial

office supply dealers including Boise Cascade, Staples, Office Depot,

United Stationers, S.P. Richards, and distributors. Accomplishments:

. Exceeded sales goals for 2001 and 2002, increasing sales by 6% and5%

respectively.

. Received Region of the Year award for highest sales growth in 2001.

. Honored with Outstanding Supplier Award and Outstanding Operation

Support at Boise Cascade.

. Achieved Eastern Region Holiday Blitz Winner in 2001 with sales

increase of $80,000 in 4th quarter.

. Implemented Consumer Growth Incentive Programs for Corporate United,

84 Lumber and Penn State University benefiting local charities that

increased sales $75K in the first year.

Territory Sales Representative (1999 -2001)

Implemented aggressive distributor business plans that included new product

placements in contracts with Fortune 500 and Fortune 1000 companies that

resulted in 15% growth of $10M territory in 2000. Customer base included

Boise Cascade, Staples, Office Depot, United Stationers, S.P. Richards, and

wholesalers. Worked with commercial sales force at key accounts in product

placement of contracts and new item introductions. Utilized contract

analysis and seminars to increase market share. Accomplishments:

. Recipient of Region of the Year award for highest sales growth in 1999

and 2000.

. Received Remarkable Representative Award in Eastern Region for 1st

quarter 2001 for sales growth.

. Awarded Vendor of the Year at Boise Cascade in 2000.

United Guaranty, Greensboro, NC 1995 - 1999

[A division of AIG, United Guaranty provided private mortgage insurance

service to lending institutions nationally]

Account Executive

Managed $900M territory (275 accounts) through direct sales of private

mortgage insurance services to banking institutions, mortgage companies,

and wholesalers. Proved sales planning, training seminars, and developed

solid relationships with clients. Collaborated with underwriting and

processing on price structures. Accomplishments:

. Expanded client base by 40% in 4 years through relationship

development and preservation.

. Increased sales by 75% from 1997-1998, while exceeding goals in 1998

by 52%.

. Achieved market share goals of 15.5% in 1998, an increase of 5% from

1997.

. Developed $140M in new sales by landing a major account with

Huntington National Bank in 1998.

Education

BS Business Administration ? The Ohio State University, Columbus, Ohio-

1992

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