Sales Manager

DAVE BUCK

**** ******** **** 479-***-**** Cell

Springdale, AR 72764 ****.****@*********.*** 479-***-**** Home

NATIONAL ACCOUNT SALES DIRECTOR

Recognized as a determined and action oriented director with an instinctive capability to rapidly resolve complex

problems systematically. Demonstrate superb sales leadership and improving operational efficiencies with a diverse

group of retail clients. Key strengths include:

STRATEGIC ANALYTICAL AND FORECASTING SKILLS: Developed 2006 – 2009 tools to evaluate gross and

net shipment trends, as well as daily/monthly product line analysis – representing over 50% of the company’s

sales volume. Calculations were used by business services, marketing, and finance departments for the corporate

mid-year reforecast and future revenue plans.

RELATIONSHIP MANAGEMENT: Facilitated 2008 “Summit Meeting”, bringing senior leadership teams of both a

top client and employer to an off-site location that established key goals and priorities for the fiscal year. Through

the process – data sharing improved, fourth quarter retail sales exceeded expectations, and trade advertising

decreased by $40K, while ad spots remained constant.

CLIENT INSIGHTS: Orchestrated the start up of a client satisfaction scoring system. As a result, key product and

performance metrics are analyzed and tied back to a cross functional assessment group. Evaluations have led to

a better understanding of how to improve business processes, product offerings, customer service, field sales

relationships, and terms variances – providing a clear path to improve approval scores.

A PERSUASIVE LEADER: Supervised a team in the design and retail implementation of a new greeting card

fixture – showing 11% more of each caption while maintaining the same density of product, reducing square

footage space by 25%, and reducing fixture costs by 26% over the current model.

PROFESSIONAL BACKGROUND

DaySpring Cards a subsidiary of Hallmark, Siloam Springs, Arkansas 2005 to Present

Director of Sales, National Accounts

Lead, develop and direct the sales efforts of the national account team. Oversee the strategic goals for Family

Christian Stores, LifeWay Christian Stores, large regional chains, Christian distributors, independent marketing groups

and team operations group. Total volume represents over 40% of company net shipments.

Expanded sales over 10% on consignment/pay-from-scan products for 2007.

Created profit calculator designed to remain competitive on discounts versus other vendors while meeting an

assigned earnings objective. 2008 fourth quarter product margins improved by 3%.

Strengthened the use of the co-op advertising budget. 2008 marketing group ad strategy increased spots by

37% while lowering costs 1.7%.

Headed multi-department “team retailer selling concept” – bringing marketing, creative, and merchandising

departments directly into the sales process. Consequently, 2008 Christmas boxed card bookings finished up

by over 6% from 2007.

Transitioned department through corporate restructure. Reduced total expenses by 28% while improving

product delivery systems, defining more accurately team member tasks, and enhancing productivity.

National Account Manager

Supervised Family Christian Store and LifeWay Christian Store chains. Managed relationships with independent

marketing groups. Developed and directed key strategic associations with chains.

Produced “peak buy” template, comparing shipping patterns to POS sales results. Of the categories

presented to the retailers, SKU penetration increased almost 33%.

Secured increased exclusive/custom product placement in chains. Targeted categories finished an average of

21% above plan in 2007.

Strategy and Operations Manager

Enhanced communications between customers and internal departments. Established quarterly and year-end

business review templates for all chains within National Accounts.

Dave Buck Page 2

Developed the company’s “Best Practice” presentation, detailing top methods to understand and maximize

productivity of product offerings.

Launched “Right Size” department program, examining five performance criteria to measure potential footage

increases. In 2006, top customer increased size of departments an average of 29% in 4% of its existing store

base.

Hallmark Marketing Corporation, Jacksonville, Florida 1993 to 2005

National Account and Operations Manager

Organized the analysis and implementation of sales and marketing programs along with operational functions with

Winn-Dixie, in a Scan Based Trading (Pay-from-Scan) contractual agreement.

Conceived a “perpetual inventory” plan to minimize merchandise shrink, involving a third party inventory

company. Execution of inventories maintained at a 99.8% on-time rate.

Coordinated Pay-from-Scan procedures with internal Wal-Mart selling organization.

Supervised cross functional team managers in the development of procedures, training materials, and

execution plans during the acquisition of new business.

Outperformed sales plan for 2004 and 2005 (YTD).

Key Account Executive

Developed sales/marketing programs, maintained everyday inventory balance, and ordered seasonal products for two

divisions of Kroger grocery stores.

Received “Exceeded Performance Objective” in the area of Position Management and Chain Growth Plans

for each reporting period.

Designed a “Size and Location” model, analyzing sales in relation to department dimensions and position.

The strategy was adopted in the business plan template of all clients. Where applied, department

performance improved 20%.

District Sales Trainer

Instituted and executed team and individual training plans for 12 Territory Representatives in such retail

establishments as Publix and Kmart.

Created “Y2 Kare” sales program involving intensive store level service to improve seasonal product

execution. Accordingly, net sales improved and returns decreased.

Account/Retail Representative

Managed an assigned zone of companies including Walgreens, JCPenney, Publix, and independently owned

Hallmark Gold Grown stores. Worked with store and district managers to execute business strategies and determine

methods to improve business.

JCPenney, Clearwater, Florida 1989 to 1993

Senior Merchandise Manager

Directed sales and profit goals for assigned departments. Personnel functions included: managing up to 10

associates, sales training, and annual performance reviews. Given overall performance rating of "exceeds

requirements" with "outstanding" ratings in the areas of leadership, planning and organizing, sense of urgency, and

team process participation.

EDUCATION

University of South Florida, Tampa, Florida

Bachelor of Arts Economics

ASSOCIATIONS, CERTIFICATIONS AND AWARDS

Standard & Poor’s Vista Research – Society of Industry Leaders Network

Hallmark – RB Hall Sales Award Winner 1995, 1999

Hallmark – Crown Ring Award Winner 1994-95, 1997, 1999, 2000-2003

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