Sales Manager

Paul P. Lainis

***-** ******* ** ****: 917-***-****

Bayside, New York 11364 Email: ****.******@*****.***

Career Summary

Results-driven, high-energy executive with a record of success developing and directing marketing & sales initiatives

in both national and international markets.

Innovative problem solver by focusing on key industry & client business issues such as

consumer trend identification, customer loyalty, new market entry and product development, in

order to create fact-based competitive advantage.

Expert closer with outstanding negotiation and problem solving skills.

Strong leader adept at building top-performing marketing & sales teams.

Experienced in startup, reorganization, and growth organizations (concrete examples below).

Experience

The Nielsen Company, New York, NY 1986-2009

Nielsen, the world’s largest consumer packaged goods market research company, operates in 104 countries, with

revenue $6 billion.

Senior Vice-President – Nielsen In-Store Marketing & Sales ; New York, NY 2007-2009

Recruited into Nielsen In-Store (P.R.I.S.M.) to establish pioneering industry initiative that reported GRP ratings

(people ratings) for in-store locations. Developed product with industry support and heralded as game changing.

(P.R.I.S.M. broadly written about in industry magazines such as Ad Age.)

Established retail client service:

o Hired and trained client service group.

Recruited 100% target retailers to participate in pilot program including Walmart, Target, Kroger, Supervalu,

Safeway, Walgreens, Rite Aid, A&P, Ahold, Price Chopper, Winn Dixie

Developed manufacturer and advertising agency client service as well. (Clients included P&G, Unilever

and Kraft; Mediavest, OMD and Group M.).

Managed marketing & communications staff.

Achieved $7 million in revenue in first six months of operations.

Vice-President – Retail Sales & Solutions Consulting ; New York, NY 2006-2007

Grew sales of consumer segmentation & targeting analyses to $17 million. Developed team of 35 sales associates

targeting retailers from all channels.

Merged two sales units into one consulting unit to drive sales and realize expense efficiencies.

Implemented a new sales strategy via a novel cross-training program that grew sales 11% in first year, while total

company missed annual plan.

Developed a new product that resulted in 100% renewal rate in first year.

Achieved higher client satisfaction survey results as reported in annual survey.

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Vice-President Global Client Service – Walmart; NY/Bentonville, AR 2004-2005

Managed Walmart relationship (Americas, Europe, Asia and Bentonville International HQ). Coordinated Nielsen

global activities and delivered strategic assessment of Walmart performance on per market basis. Led a global matrix

organization of 20 people.

Achieving trusted advisor status by delivering strategic recommendations, leading to divestiture foreign

markets.

Developed first global contract template in company history, closing contracts in six countries.

Appointed as first Global Retail Client Manager.

European Board Member – Retailer Sales & Marketing; New York/Brussels, Belgium 2002-2004

Set strategic direction, managed daily operations and developed new go-to-market strategies to enhance lagging

client relationships. Managed 75 retailer client service people across Europe. Travel extensively across Europe.

Turned business around and achieved higher client satisfaction scores by:

o Developing sales & marketing model based upon new processes.

Alignment of individuals’ skill sets to job requirements.

o Focusing on key metrics such as number of presentations and recommendations.

Vice President, Global Marketing - Retail Services ; Stamford, CT 1998-2002

Recruited by Nielsen COO to Global Marketing position to develop global portfolio of retailer-centric products.

Leveraged existing local products and identifying new opportunities.

Developed first global retail analytical tool that (a) standardized analytical process driving efficiency, (b)

delivered in local language and (c) simplified training and rollout by enabling web training.

Vice President, Client Services - Eastern Region; New York, NY 1995-1998

Led sales, marketing, and human resources for Retail Client Service - Eastern Region US.

Exceeded 1997 sales goal by almost 50%, accounting for 36% of division revenue, while holding

expenses 3% below budget.

Attained largest number of “Preferred” clients, and was 100% successful versus competitive bids during

tenure.

Obtained highest employee satisfaction scores two years straight.

Additional Relevant Experience (1986 – 1995): Vice President, Director Consumer Analytics; Manager Retail

Marketing; Product Manager: Nielsen Single Source Panel; NPD Group - Manager Retail Panel Operations

Speeches

Nielsen conferences in Chile, China, Finland, Mexico, and US.

Industry speaking engagements included MIDA San Juan, PR; Swedish Hostmingel Stockholm, Sweden; Association

Grocery Retailers Sao Paulo, Brazil; ICARE Marketing Congress Santiago, Chile; Sial International Congress

Montreal, Canada; NFRA Annual Convention San Diego, CA.

Education

MBA (Marketing)/ MA International Commerce: State University of New York at Buffalo - 1986

BS Business Administration (Finance): State University of New York at Buffalo - 1982

Personal

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Language Skills: Conversational Spanish and Greek

Awarded Nielsen “Associate of the Year”

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