Sales Manager

Robert D. Coughlin

**** ******* ***** **

Kentwood, MI 49508

Phone: 616-***-**** Email: abne6o@r.postjobfree.com Fax: 616-***-****

KEY ACCOUNT MANAGER / SALES MANAGER

Consumer Products Sales Professional with proven expertise developing and

implementing strategic plans to significantly grow business for a Fortune

500 manufacturer within wholesale and chain accounts. Excellent team

leader with dynamic and persuasive relationship building skills.

CORE COMPETENCIES

Marketing / Market Assessment Fiscal Planning and Budgeting

Multiple Distribution Channel Sales Recruitment and Hiring

Event Organization

Key Account Development

Field Sales Force Management and Distributor Network Management

Training

Vendor-Managed Inventory Category Management

PROFESSIONAL EXPERIENCE

UST, INC. (recently acquired by The Altria Group), Richmond, VA

1994-Present

Fortune 500 manufacturer of consumer products.

Sr. Division Manager- MI/ IN 2006 - Present

Responsible for managing eight field sales representatives and coordinating

corporate sales and marketing operations through a distributor network.

Accountable for hiring and training, key account development, sales

promotion, advertising, fiscal budget planning, sales forecasting and

marketplace assessment.

. Led division to $15M in sales during most recent fiscal year.

. Developed strong relationships with over 100 sales and management

professionals at Midwest distributors.

. Guided four retail chains from initial non-direct status to combined $2M

in direct sales. Chain accounts were organizations ranging from 40 to

170 stores per business.

. Trained new key account manager.

. Selected by upper management to have direct reports increased 80% in 2006

due to corporate reorganization, yet maintained the same customer

responsibility. Increased workload saved over $200K in compensation.

. Negotiated and executed reset of merchandising systems within several

Michigan-based chain accounts, permanently delivering higher visibility

and greater linear footage of UST's product line.

. Consistently provided vendor-managed inventory solutions for large multi-

branch Midwest distributor, resulting in lower residual inventory,

greater turnover and reduced overhead costs for customer and

organization.

. Piloted implementation of an EDI solution developed by corporate IT to

meet top-20 customer's need for reduced labor and better efficiency in

promotional order processing. Result was rapid execution of order

completion; process became a prototype for other customers.

Robert D. Coughlin- Page Two 616-***-****

Adjunct Regional Sales Trainer 2000 - 2004

Held position concurrent with Division Manager. Responsible for delivering

and facilitating sales training and specific human resources programs to

salesforce in large group settings.

. Selected for team of three adjunct trainers nationwide from pool of 130

management candidates.

. Designated sole trainer from field sales to facilitate training programs

to home office directors on performance management and employee review

program.

. Designated Certified Trainer through completion of industry-recognized

accreditation program.

Division Manager / Key Accounts Manager- MI 1994 - 2006

Managed five field sales representatives and coordinated corporate sales

and marketing operations through a distributor and chain network.

Significant key account responsibility including Spartan, Meijer, S.Abraham

& Sons, and HT Hackney.

. Launched 42 new products into marketplace, helping secure UST as category

leader within market segment.

. Created special incentive programs for field sales staff to enhance

performance results, leading two direct reports to persistently perform

in the top 10% in region.

. Trained three new division managers and 10 sales representatives.

. Organized and staffed numerous promotional events linked with corporate

sponsorships (NASCAR, Indy Race League, Pro Rodeo and Sport Shows) to

increase consumer base and provide customer entertainment.

. Conducted all trade show planning and staffing.

COMMUNITY INVOLVEMENT

City Commissioner (Elected Office), Kentwood, MI 2003 - Present

Serving second four-year term for municipality of 50,000 residents. Part

of seven-member legislative body responsible for setting legislation and

public policy for city governance.

EDUCATION

MBA Studies

Wayne State University, Detroit, MI

Bachelor of Science- Business Administration, Minor in Economics

University of Michigan, Dearborn, MI

Fellowship, Michigan Political Leadership Program

Michigan State University, Lansing, MI

COMPUTER SKILLS

Proficient in Microsoft Word, Excel and PowerPoint

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