Sales Manager
Resume:
PHILIP SPIEWAK
Rolling Meadows, Illinois 60008
Residence 847-***-****
******.*******@*********.***
SUMMARY
Sales professional with experience in the U.S.,Canada and working with resources in China. Experienced
in sales planning, key account management, presentation skills and proven ability to communicate ideas
and applied knowledge of products and services. Recognized for adaptability, collaborative teamwork and
leadership.
PROFESSIONAL EXPERIENCE
JOHNSON & JOHNSON SALES & LOGISTICS COMPANY, 2008
A division of Johnson & Johnson Family of Companies, consumer health care products.
Customer Business Manager, Rolling Meadows, IL
Direct selling responsibility to Kmart for OTC products including Tylenol, Zyrtec, Benadryl, Pepcid, Rolaids.
Managed sales of $45MM and $2.3MM in trade spending.
• Implemented in-store execution of semi-permanent 52 week display program. Collaborated with J&J and
Kmart logistics, retail operations and category manager to obtain 95% compliance in one week.
• Improved brand block segmentation for Upper Respiratory and gained listings for top 20 prioritized SKUs.
• Maintained dollar share development vs. Food, Mass, Drug by 7% for analgesics and 8% for Upper
Respiratory.
HOME ZONE INTERNATIONAL, Rolling Meadows, IL 2007 to 2008
A division of Test Rite Products, a Taiwanese trading company with $1.5B in world wide
sales.
National Sales Manager, Rolling Meadows, IL
Drove new business by managing and contracting with sales representative groups, broker and working directly
with retailers.
• Developed and sold $700K in new product programs at Walgreen’s, Kohl’s, & Kroger.
• Collaborated with resource office in Shanghai, China to develop pipeline of initiatives and planning calendar
for 2008 which had not previously been managed.
PROCTER & GAMBLE, Rosemont, IL 1992 to 2006
World's largest consumer-product manufacturer, with a lineup of more then 20 famous billion
dollar brands.
Category Account Executive Market Strategy & Planning, Toronto, Ontario
(2005 to 2006)
Led the development, alignment, and execution of commercial strategies for the $130MM + pet category in the
Canadian market. Engaged and developed working relationships with sales teams, retailers and multi-functional
teams to implement new pricing, distribution and promotion activities to lay the foundation for future share
growth and new in-market sales fundamentals.
Interfaced with multi-functional team to change the staging, sizing, and pricing of a flat growth brand in a 20
•
week lead time to meet key retailers’ launch requirements.
Re-launched specialty brand initiative plans. Introduced new products, merchandising, and go to market
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strategy to re-vitalize sales in a highly segmented market.
Developed, monitored and aligned management to implement a temporary change in trade terms which
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resulted in volume index increases from 94% in the first 6-months of the fiscal year to 101% in the second
half.
Led project to intervene with a retailer to recover $1.5MM in business.
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Key Account Executive, Rosemont, IL (2002 to 2005)
Provided leadership in implementing strategic plans with five independent retailers in the Midwest area.
Expanded space and product lines in each account through selling skills, key account planning, and
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negotiation in competitive environment.
PHILIP SPIEWAK PAGE 2
Consistently outperformed the market with managed accounts. Indexed in ’03 at 105% while the market
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was at 98%, in ’04 at 102% in a flat market and at 104% compared to a 97% indexing market for ‘05.
Regional Sales Manager, Rosemont, IL (2001 to 2002)
Managed and accountable for overseeing sales of $60+ million and led an eight person sales team covering
Illinois, Wisconsin, Kansas and Missouri, and independent Iams contracted distributor.
Managed and changed focus of business plans with distributor re-buyer, operations and inside/outside sales
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managers.
Created and executed regional sales promotions that to turn around volume trend and attain a 7% growth
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within spending goals.
Field Sales Planning Manager, Schaumburg, IL (2000 to 2001)
Developed and executed $80MM area Annual Operating Plan with Director with emphasis on Volume, Product
Mix and Budget Management.
Provided leadership and created working relationships with five independently owned distributors, key
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retailers and regional sales managers to implement area promotions and strategy.
Recommended new plans and reporting as the brand was expanded from specialty market into traditional
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grocery and mass outlets.
Account Executive – Meijer Business Development Team, Schaumburg, IL
(1999 to 2000)
Provided leadership and marketing plan to introduce Iams products to Meijer, Inc., a $9 billion Midwest
Superstore retailer.
Presented and implemented Iams plan with Meijer senior management, buyers and marketing team that
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resulted in a dollar share 40% greater than U.S. average for Iams products.
Developed strategy and Plano grams in working with appropriate teams to implement in 138 Meijer stores.
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Resulted in first-to-shelf implementation and Best in Class Execution recognition from Meijer.
Regional Veterinary Sales Manager – Midwest, Schaumburg, IL (1998 to
1999)
Managed and developed five veterinary sales managers, expenses, and program resources through strategic
alliances between distributors and veterinarians in the Midwest to grow sales.
Increased distributor volume from the fourth largest in the company to number one in volume in 12 months
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representing a 52% increase in volume and 48% increase in dollars.
Veterinary Sales Manager, Schaumburg, IL (1997 to 1998)
Increased volume by 51% and doubled program participation with 50 strategic clinics.
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Develop Territory Programs to enhance volume and implement National Programs.
Territory Sales Manager, Schaumburg, IL (1992 to 1997)
Managed highest volume territory in region. Increase sales volume of independent retail outlets, chain accounts,
and veterinarians.
Placed and developed new SKU's, initiate store sets, merchandising and trade funds to increase sales by
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12%+ each year.
Bench & Field Pet Foods - New Paris, IN – Territory Sales 1989 to 1992
Fitness Systems, Inc. - Glenview, IL – Health & wellness consulting 1986 to 1989
EDUCATION
MBA, Loyola University, Chicago, IL
BS, University of Illinois, Urbana, IL
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