Sales Manager
Resume:
DENNIS A. SACHS
Green Bay, WI 54301 abmkix@r.postjobfree.com
SUMMARY
A results-oriented sales and financial executive with strong background in developing and managing resources in
sales and revenue management functions. A conceptual consumer products professional with broad acumen of
markets and customers for strategic planning, customer development and business processes. An energetic leader
with a track record of achieving business and financial goals, and elevating personnel and operational resources .
PROFESSIONAL EXPERIENCE
SCA Tissue North America, LLC, Neenah, WI 2006-2010
A $1.2 billion away from home tissue products manufacturer and marketer, division of European based $15 billion tissue,
personal care and packaging company.
Director Revenue Services
Reporting to the VP Finance/CFO. Responsible for directing end user contract price and distributor incentive programs
totaling $180 million, developing customer strategies, management and analysis systems, and accounting processes.
Negotiate all end user purchase agreements and related T&Cs, and coordinate RFQs. Direct customer financial services
including Programs and Promotions, Rebates, Credit and Financial Analyst functions through staff of 24. 20 % travel.
Led implementation of trade spend system over 18-month project with $700K annual operational payback to date,
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attained over 95% electronic claim and earned reporting with customers and buying groups.
Developed trade spend audit group as strategic sales asset, with recoveries averaging $750K annually.
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Improved revenue cycle by 12%, claims days by 60%, incremental annual cash flow of over $10 million; 01% bad
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debt and strategically avoided over $1 million of bad debt.
Significantly elevated customer trading efficiencies and relationships through a closer to the customer approach,
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also improving internal processes, systems and personnel in all customer transactional areas.
Advisor to Management 2003-2006
Self employed consultant with engagements entailing market and customer development, business plan preparation,
service and supply evaluation, revenue cycle analysis, and business process engineering.
Enzymatic Therapy, Inc., Green Bay, WI 2002-2003
A $75 million branded nutritional supplement manufacturer and marketer.
Sales Director
Reporting to the Senior VP Sales and Marketing. Responsible for creating and implementing sales resources for business
development initiatives. Managed Sales, Customer Service and Sales Support teams of 30 personnel. 20% travel.
Developed Inside Sales group as part of sales redeployment strategies, 22% sales and 26% segment margin
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increases; implemented CRM system.
Elevated sales force performance management processes, initiated merchandising metrics resulting in promotion
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lift of 20%, developed sales programs and comp plans, enhanced ecommerce capabilities, and expanded use of
scientific advisory personnel in sales and trade show forums.
Led initiatives to reposition pharmacy segment brand resulting in 18% division sales increase.
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Agrilink Foods, Inc. (now Birds Eye Foods, Inc.), Green Bay, WI 1998-2001
A $1.3 billion frozen and canned food processing and marketing company. Acquired Dean Foods
Vegetable Co. in September 1998. Began transfer of sales functions to Rochester, NY corporate offices in
2001.
Director, Sales Administration and Operations (1999-2001)
Reporting to the Executive VP, Sales and Marketing. Responsible for developing and directing strategic, financial and
operational elements of the sales plan. Led business operations including Sales Forecasting, Reporting, Trade Funds,
Sales and Broker Comp and Graphics Services. Developed efficiencies of sales resources and technology. Directed
multi-location staff of 15, sales expense of $35 million, and trade funds administration of $150 million. 30% travel.
Dennis A. Sachs Page Two
Engineered and implemented collaborative sales forecasting process and corresponding supply chain activities with
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20% improved accuracy, inventory and service savings of $4 million.
Led management initiatives involving Sales and Operations planning, margin enhancement initiatives yielding 3%
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improvement in respective categories, key customer action teams, market competitive evaluations and segment
strategic planning, customer inventory management and sales training.
Developed trade funds management systems with $6.5 million spending effectiveness improvement; elevated data
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warehouse and analytical resources for Sales and broker personnel.
Credit Manager (Dean Foods Vegetable Company 1998-1999)
Reporting to the Controller. Directed revenue cycle and trade funds administration through staff of 24.
10% travel.
Improved revenue cycle by 10%, charge offs by 80%, and claims days outstanding by 40% within one year.
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Fort Howard Corporation (now Georgia-Pacific), Green Bay, WI 1988-1998
A $1.6 billion manufacturer and marketer of consumer branded and away from home personal paper products. Merged
with James River to become Fort James Corporation in 1997.
Credit Operations Manager (1989-1998)
Reporting to the VP Finance. Chief credit executive responsible for all aspects of risk, quality and
liquidity of receivables in line with sales objectives, and related accounting functions through staff of 10.
25% travel.
Achieved results favorable to plan each year, developed claims analysis group, led project for A/R securitization
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facility, coordinated financial functions for Mexican sales start-up.
Member of Treasury group participating in financing and IPO related activities.
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International Finance Manager (1988-1989)
Managed sales transactions, banking arrangements and relationships for all international sales of Fort
Howard tissue, Sweetheart Cup and roll sales divisions.
Prior:
Schreiber Foods, Inc., Green Bay, WI
Assistant Corporate Credit Manager/Financial Analyst
Developed sales finance systems, and managed post acquisition financial integrations.
Oshkosh Truck, Inc., Oshkosh, WI
Finance Manager
Managed company captive finance subsidiary and export finance programs.
CIT Corporation, Milwaukee, WI
Senior/Finance Analyst
Developed financing programs with capital goods manufacturers.
INSTRUCTING EXPERIENCE
University of Wisconsin – Oshkosh, Oshkosh, WI, College of Business Administration 2006-present
Lakeland College, Sheboygan, Wisconsin, The William Kellett School 2004-2005
Silver Lake College, Manitowoc, Wisconsin, Dept. of Business, Management and Technology 1988-1997
Northeast Wisconsin Technical College, Green Bay, Wisconsin, Dept. of Business and Information Tech. 1988-1994
EDUCATION
University of Wisconsin - Oshkosh, Oshkosh, Wisconsin M.B.A. - Finance
Member Beta Gamma Sigma, a business honor society.
University of Wisconsin - Stevens Point, Stevens Point, Wisconsin B.S. - Business Administration
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