Sales Manager

Dale Carter

*** ******* ****: 210-***-****

Boerne, Texas 78006 E-mail: *************@***.***

Resourceful leader with successes in sales, marketing, procurement, and category management with top tier companies.

Professional expertise in sales analysis, sales and profit forecasting, distribution, and contract negotiating. Adept at identifying

market trends and managing inventory in diverse product categories. Skillful at driving new initiatives and new technology as

well as implementing merchandising strategies, pricing, and advertising. Recognized for establishing sales and profit-driven

initiatives and promotions to positively impact corporate goals.

PROFESSIONAL STRENGTHS

Marketing Sales Promotion Advertising Creative Thinker

Business Development Account Management Merchandising Strategic Planning

Relationship Management Project Management Purchasing Negotiation

Budgeting Forecasting / Analysis Branding Team Building

SELECTED ACHIEVEMENTS

New York Life

• Launched financial services practice with Fortune 65 company. Contacted and developed 40 new clients and performed 50

financial transactions in the first quarter of operation. RESULTS: Achieved the company’s six month sales production

goal in only three months.

HEB Grocery

• Managed the procurement and merchandising of two product categories with $55 million in annual revenue for a $13 billion

retailer with 300 stores in two countries. Created a solution for stagnant margins in competing category positioning at point-

of-sale locations. Negotiated with market-leading national publishing distributor to replace existing procurement income

methods with higher invoiced margins on key titles. Identified that importance of true bill-out reflected on stores’ P&L

would garner increased execution in stock percentages. RESULTS: Generated $400K in first year gross margin. Set

precedent for subsequent negotiation with other national distributors, driving an additional $1.2M gross profit contribution

in one year.

Identified sales opportunities in genre-specific magazine categories in a target region. Negotiated with supplier to add

additional merchandisers to cover the large geographic area. Developed and presented impactful proposal to store

management, securing support for added resources and positioning space for new product line. RESULTS: Increased sales

for category by 21% and for the region by 94%.

Faced sagging category sales and profits in stores serving primarily lower income customers. Created assortment based on

“value customer” demographics with products representing multiple lifestyle, economic, ethnic and social connections.

RESULTS: Increased sales in six categories by 47%, generating $344K in additional sales and $112K in profit. Rolled out

value set to other regions with varying ethnic needs.

Achieved market share goals in key categories to offset shrinking national trends. Negotiated expansion of ethnic budget line

with local supplier to increase merchandising coverage. Met with major vendors to lobby for additional support on genres to

compete directly with a competitor’s decidedly larger market share. RESULTS: Generated $1.6M in sales in target

categories, a 60% increase, and reversed negative national trends.

Sony

• Led account management activities of the primary audio supplier of the world’s largest retailer for a $2.5 billion music and

entertainment company. Managed $230 million in annual billing. Supervised a team of three market analysts. Directed

category-specific sales and marketing plans and a $6 million advertising budget. Prepared marketing plans to increase

Dale Carter 830-***-**** Page 2

market share on critical priority products. Negotiated $300K in free positioning and media with largest customer.

RESULTS: Delivered a 1 million unit purchase order to customer. Generated first week sales increase of 26% with a 40%

market share.

Identified an opportunity to expand a budget product line, generating additional sales and profit. Negotiated permanent

display space for new line. Price point met the “always low prices” mandate from customer while maintaining brand launch

integrity. RESULTS: Generated $350K in additional sales for the year.

• Drove regional marketing plans over large territory covering multiple account sizes and class of trade on priority titles and

product lines. Analyzed sales history, radio and media events to develop marketing strategies on developing artists on

behalf of major labels to launch national campaigns. RESULTS: Established several artists as multi-platinum recording

and touring acts with combined sales of over 100M units.

PROFESSIONAL EXPERIENCE

NEW YORK LIFE, San Antonio, Texas 2009 – Present

Agent, Financial Services, San Antonio, Texas

H.E. BUTT GROCERY COMPANY, San Antonio, Texas 2006 – 2009

Business Development Manager – Electronics, Publishing, Entertainment Software

SONY BMG DISTRIBUTION 1989 – 2006

Senior Account Executive, Dallas, TX 2004 – 2006

Sales Director: Southwest Region, San Antonio, TX 1996 – 2004

National Accounts Representative, San Antonio, TX 1994 – 1996

Sales Representative, Salt Lake City, UT 1990 – 1994

Field Marketing Representative, Austin, TX 1989 – 1990

HASTINGS ENTERTAINMENT, San Antonio, TX 1984 – 1989

Store Manager 1985 – 1989

Assistant Store Manager 1984 – 1985

EDUCATION and LICENSING

Bachelor of Arts coursework, Marketing and Journalism, University of Texas at San Antonio

Group 1 License – General Lines Agent, Life, Accident, Health, & HMO, Texas Department of Insurance

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