Customer Service Sales

K ATHY A. McFARLAND **** Predmore Place ● Columbus, Ohio 43230

614-***-**** ● ***@*******.**.***

PRODUCT AND ACCOUNT MANAGEMENT

Sales ● Marketing ● Customer Service ● Business Development

Dynamic sales, marketing, customer service and business development leader with over 20 years of

progressive experience in identifying, cultivating and managing key accounts for numerous high-

profile multi-million retail clients. Expertise in business planning and strategic business growth

capabilities. Bottom-line approach with a history of considerable positive impact in revenue and

market share growth. Articulate, results-oriented professional adept at setting goals, motivating staff,

and communicating long term strategies to accomplish short term goals which enhance performance

and profit of the organization.

C S

ORE TRENGTHS

Strategic Business Planning…Logistics Management…New Business Development

Product Launch…Project Management…Account Relationship Management…Communications

Market Strategy…Trade Show Planning…Assortment Planning

SELECT ACCOMPLISHMENTS

Increased gross margin for Kmart Corporation by 3.5%, subsequent to client’s discontinuation of

product offering accounting for 35% of category. Resolution included assortment planning of in-

house brands, preparation of a pricing and margin strategy, designation of an ad program and

creation of a planagram for the total department.

Increased margins by 35% through the analysis and redesign of customer’s shipping program,

transferring freight payment to customer in the shipment of goods to 10 geographically diverse

warehouses.

Subsequent to taking over a client partnership with Kroger, which had recently lost confidence in

the relationship due to a miscommunication costing over $500,000; increased credibility through

close cooperation and provision for product to supplement the client’s existing program.

Ultimately awarded the entire program and increased annual revenues by $720,000.

Generated first-year sales of over $1 million with the introduction of a new product category.

Partnered, early, in the development process with client’s buying team in the products and

packaging evaluation. Created a merchandising and pricing strategy, convincing client to be the

first to market with the line.

Recognized an annual sales increase of 23% through the targeted development of new customers

and the placement of new products.

Partnered with Product Development team to reduce production costs by 70% for private label

branding. Resolution was for a “sticker” label versus a 360-degree wrap around label.

K ATHY A. McFARLAND

Page Two

CAREER HISTORY

HMS MANUFACTURING COMPANY – Columbus, Ohio 2004 – 2009

Designer and manufacturer of organizational products for the home and holidays

NATIONAL SALES MANAGER

Managed territory coverage for 8 states and 5 Rep groups, representing $9.8 million in volume.

•

Created successful marketing strategies for a broad range of accounts; including mass, specialty,

•

catalog, .com, grocery, hardware and drug.

Management partner in strategic planning for company direction, new product line

•

development and acquisition review.

Key participant in the national launch of the Housewares Division; averaging 2 accounts per

•

year and addition $1 million in annual revenue.

Developed successful cross-functional partnerships with Graphics, Engineering, Product

•

Development, IT and Logistics.

SANTA’S BEST EDWARD H. RUFF & ASSOCIATES – Columbus, Ohio 1986 – 2004

Designer and manufacturer of holiday merchandise

SALES REPRESENTATIVE

Developed and managed territory coverage for Ohio, Indiana, Pennsylvania and West Virginia.

•

Increased territory sales over 18-fold during tenure.

•

Managed interactions with an average of 20 manufacturer’s and 75 customers.

•

Created successful marketing strategies for a broad range of accounts; including mass, specialty,

•

grocery, hardware and drug. Key success included a sales increase of 54% while improving

gross margins by 78%.

Re-established placement of six of my major manufacturers in a key hardware account.

•

Successfully designed, planned, implemented and managed Seasonal Show areas for multiple

•

trade shows; decreasing expenses while growing sales volume.

Additional career success as Associate Buyer (Gold Circle) and Operations Manager (Silverman’s Clothing)

EDUCATION

BOWLING GREEN STATE UNIVERSITY – Bowling Green, Ohio

BACHELOR OF ARTS – TEXTILES & BUSINESS ADMINISTRATION

Contact this candidate