Sales Manager
Resume:
Donald Frederick Romano Jr.
Tucson, AZ 85750
*********@*******.***
Objective To obtain a sales executive, sales management or career growth position
requiring a result oriented, self-motivated individual capable of increasing company sales
revenue, market share and profitability.
Experience
Arizona Tile Supply Inc. 2/96 - Present
Regional Sales/Operations Manager 9/04 to Present
2 Responsible for overseeing the day-to-day operations and sales functions of three
distribution centers in Las Vegas, Nevada; Albuquerque, New Mexico and Salt Lake
City, Utah. Sales revenues exceed $60 million per year.
3 Responsible for performance managing an operational and sales staff of 120 people.
Manage Showroom Sales Associates, Customer Service Representatives (Order
Fulfillment), company delivery truck drivers (including maintenance of company
vehicles) and warehouse personnel (order receiving and shipping).
4 Responsible for overseeing sales staff of 15 outside sales representatives. Responsibel
for defining, implementing and executing sales strategies for 7 core customer types
(Commercial Architects and Designers, National Homebuilders, National Design
Studios, Custom Homebuilders, Residential Designers, Natural Stone Fabricators and
Licensed Natural Stone and Ceramic Tile Installers).
5 Responsible for managing three on-site General Managers who are responsible for
overseeing the daily operations at the distribution centers.
6 Responsible for managing in local product inventories in excess of $7 million while
maintaining inventory turns of 45 days on all locally stocked items. Responsible for
coordinating with customers to project product needs per fiscal quarter to maintain
just-in-time inventory levels. Responsible for running daily, weekly and monthly
metric reports to identify and implement strategies to address stale products for return
to another distribution center. Responsible for pricing strategies for slow moving
inventory to balance cost to profit ratios and stimulate sales. Responsible for
devaluing and creating sale pricing for discontinued products.
7 Exceeded sales budgets in 2004 (24%), 2005, (22%), 2006 (26%) and 2007 (18%).
Total growth during that same period was over $37 million. At the same time
maintained gross profit margins of 39% (exceeding industry average). This sales
growth ranked my region number one in growth over this period of time, earning
region of the year honors in 2004, 2005 and 2006. We opened locations in Texas in
2007 and they earned the growth title that year and succeeding years. Over the same
period of time the average industry growth was 11%.
8 Exceeded inventory control goals in 2004 (2.1%), 2005 (1.9%), 2006 (2.5%), 2006
(2.1%) and 2007 (1.9%).
9 Responsible for the movement of the Salt Lake City distribution center in 2006. This
included working with the Architect and General Contractor on all tenant
improvements on a weekly basis. Coordinated all IT and telecommunication work at
new location. Coordinated the purchase and installation of new office equipment and
furniture. Planned and executed the movement of all material, machinery, equipment
and personnel from existing location to new location during a 48 hour period (we
closed on Friday at 4:30 PM at existing location and were open for business the
following Monday morning at 7 AM with no interruption to customer base). This
move involved over 60 truckloads of material to be moved, stored and new bins
recorded in computer system.
10 Negotiated, executed, implemented and renewed National Account Contracts with
DR Horton Homes (2001), William Lyon Homes (2007) and Toll Brother Homes
(2006). These three builders have accounted for over 10% of total revenue or $25
million dollars from 2004 through 2008. This was not my full-time position but I was
able to negotiate these based on exceptional relationships with the National
Purchasing Manager for each builder as well as my relationship with the Divisional
Presidents and Regional Purchasing Managers. Most contracts are negotiated every 2
years and rebates paid on a quarterly basis.
11 Performed as company core sales team leader for the planned transition to SAP
Information Technology platform. This involved bi-weekly meetings at our Tempe,
AZ corporate facility with other Arizona Tile Core team leaders and representatives
of SAP and the subcontractor hired to make the IT platform transition.
Responsibilities included evaluation of sales reports, sales data transfer, customer
information update and transfer, sales biometric assessment tool evaluations, creation
of new supports and creation of sales portal for employee IT access. I was selected as
the core leader from the pool of 8 regional sales managers and represented the Vice
President of Sales on the core team.
12 Earned top single company-wide sale for 2009: Idaho State Capital building
refurbishment in Boise, Idaho. This was a $1.4 million sale. This was also the largest
single sale in company history.
13 Arizona Tile Continuing Education liaison with American Institute of Architects and
American Society of Interior Designers. Responsible for creating continuing
education modules for licensed architects and designers to receive their continuing
education units.
General Manager Nevada Operations 8/98 to 9/03
14
15 Responsible for managing 40 person Nevada sales and operations staff
16 Responsible for overseeing operations at two separate showroom/warehouse facilities
17 Sales manager responsible for hiring, training and managing five member outside
sales team
18 Responsible for hiring and firing all Nevada company personnel
19 Received company wide “Best Sales Growth” award for 2000 at 35.8% increase
20 Received company wide “Best Sales Growth” award for 2001 at 45.1% increase
21 Received company wide inventory control award for 2002 for 2.1% margin of error
for $2.5 million dollar inventory
22 Responsible for transition to a new Citrix based Information Technology platform
and re-training all branch personnel
23 Increased monthly sales from $429,414 per month in 1998 to $1.15 million per month
in 2002, a overall increase of 267%, over the same period of time the company wide
growth averaged 24%
24 Received company wide “Top Selling Branch” award for 17 markets for 2001
25 Opened second warehouse facility in April of 2001 and took sales from zero to
$400,000 per month by April of 2002, increasing overall Las Vegas sales 48% within
one year
26 Increased profitability of Nevada operations from gross 14% in 1997 to gross 38%,
year to date in 2002, an increase of 271%
27 Exceeded projected budget numbers by an average of 21% every month from January
2001 to present
28 Initiated and implemented commercial sales effort in June of 2001, increased
customer list from 10 to 60 architectural customers by June 2002
29 Commercial sales from zero in June 2001 to $200,000 per month in June of 2002,
accounting for 16% of overall sales
30 Increased customer list from 90 customers in 1998 to over 300 customers in 2002
31 Initiated and implemented delivery service in June of 2001 covering Nevada, St.
George, Utah and Lake Havasu City, Arizona, increased sales in St. George 20%
within one year and 50% in Lake Havasu city over the same period of time
32 Coordinated company booth and customer party (attended by 600 people) at Surfaces
Floor Covering Convention in Las Vegas, the largest floor covering convention in the
world
33 Oversaw acquisition of 3 acre parcel in prime commercial corridor in Las Vegas to
build a new $5 million Las Vegas operations headquarters
34 Will oversee local construction of new Las Vegas headquarters in conjunction with
architect and general contractor
35 Co-founder and Vice President of Nevada Builder’s Network, the largest builder
networking group in Las Vegas
36 Represent Arizona Tile in the American Institute of Architects, the American Society
of Interior Designers, the Construction Specification Institute and the Southern
Nevada Homebuilders Association
37
Outside Sales Representative Las Vegas, NV 5/97 – 8/98
38
39 Responsible for sales territory growth in Las Vegas for all product lines
40 Market development for Architectural Products Group commercial product line
41 Increased sales from $60,000/month to $200,000/month, and increase of 333%
42 Finished number two in the company for “President’s Award,” given to top producing
sales personnel
43 Grew account list from 40 customers to over 90 customers
44 $2.1 million increase in revenues, an overall annual increase of 32%
45 Developed new customer base in St. George, UT and Lake Havasu City, AZ
46 Developed an Arizona Tile distributor in Reno, NV
47 Sold largest single job company wide for 1998 at $640,890.33 for The Resort at
Summerlin project Las Vegas, NV
48 Sold third largest single job company wide for 1998 at $250,000 for MGM Grand
Mansions project Las Vegas, NV
49 Sold four jobs in Las Vegas in excess of $100,000 for 1998: The Resort at
Summerlin, MGM Grand Mansions, Mandalay Bay Resort, and Bellagio Resort and
Casino
Outside Sales Representative Tucson, AZ 9/96 - 5/97
50 Maintained company-wide marketing responsibilities from previous position
51 Responsible for sales territory growth in Tucson for all product lines
52 Finished number five in the company for “President’s Award,” given to top
producing sales personnel
53 Won “Rookie of the Year” award for outstanding sales by a first year sales
representative
54 Board member of the Southern Arizona Homebuilders Association’s annual Tucson
Home and Garden Show
55 Developed 35 new customer accounts
56 Increased revenues from $80,000/month to $150,000/month, an increase of 187%
57 Grew account list from 40 customers to 75 customers
58
Director of Marketing Tempe, AZ 2/96 – 9/96
59
60 Responsible for standardizing and refining company-wide marketing program
61 Created company-wide sample resource program to identify marketing materials and
source those materials from manufacturers and suppliers for 17 markets
62 Maintained company wide sample rack inventories, worked with two domestic rack
manufacturers to design marketing racks tailor-made to customer specifications
63 Worked in conjunction with worldwide vendors to create company specific marketing
brochures, sample boards and racks
64 Created, implemented and published a company-wide monthly newsletter
65 Tracked and disbursed commissions for all outside sales personnel
66 Organized major company social functions including golf tournament, customer
appreciation parties and Surfaces Floor Covering convention in Las Vegas
67 Worked as the assistant to the company president and fulfilled numerous tasks in that
capacity including tracking and documenting company sales numbers, converting
written files to computer files and preparing documents for company wide
distribution
68 Compiled and maintained company-wide SPIF program information and disbursed
monthly commission checks
69 Coordinated the effort to change the company logo
70 Coordinated the effort to create several three-fold, five-color marketing brochures
including “Tips on Tile” and “Natural Stone Guide”
71 Devised and maintained company-wide yellow pages ads
72 Created all intra-company fax cover letters, letterhead and stationery
73 Coordinated all magazine, television and radio advertising
74 Ordered and maintained inventory of company promotional items
Education
75
76 Bachelor of Science in Psychology, Northern Arizona University
77 Arizona Tile Strategic Sales Training
78 Arizona Tile Management Skills Seminar
79 Crestcom “Train the Trainer” Management Skills Seminar
80 Arizona Tile Workplace Sensitivity Training Seminar
81
Interests
82
83 My family
84 Sports: skiing, running and hiking
85
References
86
87 Excellent references upon request
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89
90
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