Sales Manager

Steven J.P. King

Warren, PA

Moving to Warren PA, USA in about May 2010

Tel: 814-***-**** e-mail: *********@********.*** Cell phone

+44.7919.44.77.66

Profile

. Dynamic bi-lingual, high performing, International Sales and Marketing

Professional with 20 years record of exceeding sales and profits

objectives. Absolutely performance driven.

. Experienced at leading from the front and motivating international

distributors (EMEA) and subsidiaries to maximize sales. Significant

motivational leadership and people management abilities.

. Highly skilled in Distribution Channel Management, Trade and Consumer

marketing, Brand Management and financial / forecasting and budgetary

management to ensure growing profitable business.

. Direct management of accounts with annual sales exceeding $24 million.

. General Management experience managing a Colgate Palmolive subsidiary in

the French West Indies.

. Particular strengths lie in being organized, decisive, analytical,

systematic and collaborative. Significant aptitude for being flexible and

adapting to changing cultures, environments and business practices.

ZIPPO MANUFACTURING COMPANY 2003 to

present

European Sales Manager - Resident in the UK and reporting to VP Sales &

Marketing in USA

. Management of 38 European and African markets. The region Includes one

subsidiary and two JV companies.

. Exceeded each year's forecast and also each previous year's sales in

2004, 2005, 2006, 2007 and 2008, growing the core product pocket

lighter business despite tough market conditions a declining smoking

industry, and also competition from counterfeit goods.

. The European Region is the only Division of the company to have five

straight years of growth with the share of company sales rising from

13% to 22%.

. Proactively developed new 'non-smoking' product categories under the

Zippo Brand for the European region, building a future long term

business.

. Built a mathematical benchmarking model which has successfully

evaluated and identified areas of new market growth. The model

assisted in redefining the distribution strategy in France leading to

renewed growth (+28% in first year). The model provides focus on

markets with highest dollar growth potential.

. Have ensured distributors are motivated and driven to build Zippo

business further.

. Selected and appointed five new distributors, four in Africa, two in

Europe.

PLASTICO Ltd

2000 to 2003

European Business Manager

. Established and developed company exports across the European region

setting up new accounts and growing business in both consumer and

industrial use products.

. Strategic partnerships developed with key distributors creating new

business with large buying groups.

. European focused selling and distribution of plastic consumer and

catering products.

. Reviewed and modified pricing and logistics strategy to gain

competitive advantage, saving costs and growing sales.

BRISTOL MYERS SQUIBB

1997 to 2000

Business Development and Trade Marketing Manager

EMEA Region - Consumer Products Group, London.

. Selected & appointed new Clairol Hair care distributors in Czech,

Hungary, and Poland achieving significant turnaround of the business

from loss making to profitable businesses.

. P&L responsibility for Clairol Business in the Czech and Hungarian

markets.

. Built a European region wide customer and consumer pricing initiative

incorporating major Euro-accounts.

. Developed new distribution model and restructured sales organization

for the Polish consumer division doubling distribution to 25,000

outlets in the first 6 months of implementation. Identified sales team

manpower needs and produced the strategy to reach full distribution.

. Created and implemented the Regional Trade Coverage model for the UK,

Irish, and Polish sales teams, driving more effective sales channel

strategies.

. Introduced Trade Marketing activities in the Czech Republic, Hungary,

Israel, Poland, Russia, and Turkey - Projects included Category

Management, Merchandising effectiveness, Consumer and Trade

Promotional Development analysis & evaluation plus ECR (Efficient

Consumer Response).

COLGATE PALMOLIVE

1987 to 1996

Director & Regional Manager - CP Martinique

1993 - 1996

(Martinique is a 'Departement' of France and has identical distribution

practices and market sophistication as mainland France. Includes accounts

such as Continent, Cora, Euromarche, Hyper U etc.)

. Management of the Colgate Palmolive Company in Martinique, French West

Indies with all business conducted in French. Importing product

primarily from France

. P&L and balance sheet responsibility, generating 35 million FF. sales.

(Approx $7m).

. Increased shares of laundry powder business to No. 1 Position (35%).

Became the dominant player in the Laundry category.

. Relocated facilities, doubling warehouse capacity with only 15%

incremental costs.

. Protected profitability against major import threat achieving sales

and cash flow objectives and maintained healthy business.

. Managed regional transfer of acquired brands to Colgate.

. Managed staff of 16 including 3 Sales Managers, Finance Manager, Admin

and logistics teams plus 5 contracted merchandizers.

Export Regional Manager - CP Paris Office

1992 - 1993

. Increased sales to $17 million (by 1993) for Colgate businesses in

Israel, Cyprus and Lebanon.

. Achieved substantial increases in sales (+43% Israel, +27% Cyprus) and

profitability.

. Developed new sales & marketing business plan for Lebanon, tripling

sales in my first 12 months.

. Managed and coached the Export Area Manager appointed for the former

Soviet Union, Czechoslovakia, Albania and Bulgaria. Working together

we accelerated sales from $250,000 to $5.5 million in one year.

Export Area Manager - CP Paris Office

1990 - 1992

. Relocated to Paris and initiated a new European product sourcing

strategy for the Euro Export Group.

. Instigated change in the Export groups' sales strategies creating

sales increases for Israel (+20%) and Cyprus (+22% & significant

profit increase). Resulted in new growth for the group across all

markets.

. Initiated start-up of three Eastern European businesses in 1991 -

Hungary, Romania, and Bulgaria.

. Appointed Agents then distributors then set up Colgate Palmolive

offices in Hungary & Romania.

Export Area Manager- CP London Office

1989 - 1990

. Managed all Colgate sales and marketing operations in Israel and

Cyprus (Sales $10 million p.a.). P&L responsibility. Product

development work on other Colgate Palmolive brands.

. Developed and launched kosher Colgate toothpaste for Israel, which,

supported by advertising and promotional plans, drove volume share

from 29% in 1990 to 51% by 1993.

. Control of significant expenditure above and below the line.

Export Territory Manager- CP London Office

1987 - 1989

. Managed Colgate distributors in U.A.E., Qatar, Oman and Yemen,

establishing the Colgate brands in the market for the first time after

10 years absence. Sales of $1.8 million. P&L responsibility.

. Set up new sales forecasting, production planning and inventory

management system for the UK Export Division enabling inventory

holding reduction by 60% and improved customer service levels.

. Established annual sales and marketing plans including trade and

consumer promotions, Television advertising, press and PR.

Export Marketing Assistant- CP London Office

May to Nov 1987

. Marketing & Sales backup to the Export Territory Manager responsible

for Saudi, Qatar and Malta.

. Development of Advertising and Trade / Consumer promotional

programmes.

CELLOGLAS Ltd., Reading, UK - Market Analyst

1986 - 1987

Place of birth: British nationality with an American

wife.

Three children, each with US and UK citizenship

status.

Immigrant Visa (Green card) is issued. Fully

legal to work in the USA.

Education & qualifications:

. Dip M., Diploma in Marketing Nov 1986 Chartered Institute

of Marketing

. BA (Honors) Business Studies July 1986 University of

Plymouth,

Plymouth Business School, UK

. Languages: French (Fluent)

Lived and worked in France

from 1990 to 1996.

Interests: Sailing (Coastal Yachts), Scuba Diving (3 Star CMAS),

Skiing.

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