Sales Manager
Resume:
MICHAEL B. GROSS
Manalapan, NJ *7726
********@*********.***
732-***-**** (H) ● 732-***-**** (C)
MARKETING / SALES / PLANNING / DEVELOPMENT
Highlights of Experience:
Built Relationships Rolled Out New Products
Sold Ideas & Concepts Strategic & Tactical Marketing Plans
Created Business Partnerships Results Driven & Accountable
Negotiated Win-Win Results Seminar Presentations & Public Speaking
PROFESSIONAL EXPERIENCE
Pollo Campero, New Jersey / New York 2009
Franchisee Marketing Consultant
Consulting for franchisees that are opening new stores.
Develop marketing plans for pre-opening and grand opening, as well as ongoing local store marketing
support.
Train management team on local store marketing activities and programs.
Dunkin' Donuts, Canton, MA 1990 - 2009
Field Marketing Manager Local Store Marketing
Field Marketing Manager
Real Estate Coordinator/Regional Market Planner
Managed a $100,000 marketing budget for 1,400 stores in the Central Atlantic Region. Provided
marketing expertise for new store openings and counseled franchisees on how to increase sales.
Maintained and built franchisee and vendor relationships. Presented national promotional program plans
and strategies at district meetings. Was responsible for supporting franchisees by initiating, developing
and coordinating local store marketing programs to increase sales. Worked with Dunkin’ Donuts
advertising agency to formulate marketing strategies. Provided site and trade area analyses for future
locations and development of new store territories. Made development strategy recommendations to
senior management and performed proximity analyses as requested. Provided routing for central
production locations for the market using GIS technology.
Led the product rollout of Dunkaccino in the 500 store New York market. This resulted in a 2% sales
increase.
Initiated the elimination of the Grand Opening fee system. The previous system was not cost
effective for the franchisees. Implemented a program tailored more toward their needs.
Initiated a cookie merchandising display test that led to a 30% increase in cookie sales.
Orchestrated, developed and presented 16 local store-marketing seminars to franchisees in the Central
Atlantic Region. This involved 133 store networks and 251 attendees. Programs helped franchisees
develop their own local store marketing plans. Received two achievement awards for the seminar
series.
Pioneered the development of a catering menu for Dunkin’ Donuts which franchisees downloaded for
free to increase their sales.
Worked with stores with sales challenges and was able to help increase their sales by 1% to 3%.
Established tie-in with Six Flags Great Adventure, which led to co-marketing programs and more cost
MICHAEL B. GROSS Page 2
effective advertising that saved money.
Managed a $400,000 product sampling budget. Reviewed the previous sampling events and
implemented changes as needed.
Lehigh Financial/Lehigh Savings Bank, SLA, Union, NJ 1988 - 1990
Underwriter/Servicer
Qualified properties and borrowers, evaluated operating statements, performed monthly property
inspections and reported to Freddie MAC. Reviewed appraisals, enforced escrow repair agreements and
followed-up with delinquent loans.
Managed a $26 million Freddie MAC mortgage-servicing portfolio of apartment house loans.
Days Inn, Fort Meyers, FL
Holiday Inn, North Bergen, NJ 1985 - 1988
Assistant General Manager/ Sales Manager
Managed the restaurant in the following areas: food cost control, purchasing, hiring, and supervising.
Cold-called on corporate accounts and tour operators and built relationships. Managed existing account
relationships and developed local hotel promotions for both corporate guests and tour operators.
Increased restaurant sales by 10% in seven months.
Established a contract agreement worth $43,000/year for hotel rooms.
Increased hotel room sales by $120,000 during first year as hotel sales manager.
Increased hotel occupancy by 2% by booking motor coach tours and corporate accounts.
EDUCATION
B.S., Hospitality Management, Johnson & Wales College, Providence, RI
A.S., Hotel/Restaurant Management, Johnson & Wales College, Providence, RI
TECHNICAL SKILLS
Microsoft Office, Lotus Notes, Mapititude
TRAINING / SKILLS / SEMINARS
The Effective Negotiating Program - Karras, 2006
Measuring and Maximizing Marketing ROI - American Management Association International, 2005
Competitive Strategy: How to Develop Winning Marketing Plans and Breakthrough Strategies -
American Management Association International, 2000
Strategies For Developing Effective Presentations Skills - American Management Association
International, 1999
Media Planning - Media School, 1999
Telemarketing - Holiday Inn University, 1988
Professional Selling Skills - Holiday Inn University, 1986
Hospitality Management Training Program - Day Inns, 1985
AWARDS
Competent Toastmaster - Toastmasters International, 2006
Volunteer of the year - Manalapan Township 2007
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