Sales Manager

Scott R. Bruce

**** ******* *****, *******, ***** Carolina 27613

abnwfr@r.postjobfree.com, 919-***-****

PROFESSIONAL EXPERIENCE (TECHNICAL ORIENTED – METALUGY, ANTIMICROBIALS/DISINFECTANTS, POWER TOOLS)

COOPER INDUSTRIES, LTD – Cooper Tools, Inc. Raleigh, NC (2000 - 2008)

Senior Channel / Product Manager, Industrial - $140M Annually with year-over-year growth of 3% to 5%

Drive largest channel including OEM, Government, Intercompany, Inside Sales. One direct report.

Segmentation dive for 5-year direction – Steer organization to focused growth through utility and HVAC

channel programs utilizing consumer insights and voice-of-customer to define targets ($5M sales, Year 1).

New pricing to drive sales – Implemented simplified pricing program while attaining sales/margins growth,

specifically growing our pliers sales by 20%.

Corporate training Hand Tools lead – One of six corporate leaders to help coordinate product training and

programs for $1.5B at state-of-the-art training center to support new segments.

Business Development Manager, Industrial - $122M Annually with year-over-year growth of 5% to 18%

Managed Industrial channel and OEM channel, contributing to management and development of sales force.

Served as interim regional sales manager.

GDP channel strategy - Attained 5%-18% annual sales growth over 5 years.

Segment analysis - Analyzed Industrial channel to develop 5 key segment drivers (e.g., retail surveying

houses), leading to sales/product specialist “teams” to perform product line gaps, pricing/program needs,

competitor benchmarking, and brand strengthening needs (advertising drivers).

Spring and fall promotions – Developed loading/pulling program leading to +5% sales increase. Developed

NASCAR promotional campaign platform which revealed end-user (Retail/Industrial/Hardware) following

which was used to develop promotional campaigns to infiltrate and convert end-users of competitive product.

Developed tool safety program to facilitate sales force access to end users to achieve competitive product

conversions.

Launch of Crescent branded locking pliers – Developed comprehensive launch based on consumer

insights, competitive positionings, and channel penetration from sales and key distributor outlets. First pliers

outsourcing project for the Tools division ($2M).

Business Development Manager, Specialty – Multiple Channels, $40M Annually

Restructured SBUs in 6 channels (Automotive, Ad Specialty, OEM, Farrier, Export, Government) by developing

and executing SKU mix, improving profitability, and outsourcing.

Strategic alliance - Outsourced Ad Specialty SBU through NJ company to increase sales and margins.

Unique promotional campaign - Executed campaign for Farrier SBU which was used as a benchmark for

Cooper Tools. Implemented plant quality improvements, cost savings, product enhancements, launchings (9

SKUs), and product line outsourcing initiatives. Increased sales +42%. Developed strategic promotional

campaign with push penetration program to increase sales with pull from distribution, utilizing plan-o-grams at

ACE/Menards/Tractor Supply Company.

CUSTOMER PERSPECTIVES R&D, INC., Ada, MI (2000)

Consultant – Developmental Program Advisor

Developed proprietary research techniques to strengthen brand equity perception of consumers for use by brand

managers and market research professionals of Fortune 500 companies.

ECOLAB, INC., Greensboro, NC (1998 - 1999)

Marketing Manager – Food Service Cleaning Chemicals, NPD, $61M Annually

Marketed product line of Quick Service Restaurant cleaning chemicals. Relaunched restroom cleaning program

with new cleaner that produced $1.4M. Commercialized patented global dispensing mechanism for $2.4M growth.

One direct report.

Marketing Manager, International – Food Service Cleaning Chemicals, $25M Annually

Managed international business expansion. Two direct reports.

Developed 5-year Japanese sales and marketing strategy.

Rolled out easy-to-use cleaning programs to Tricon, Esso and Burger King throughout Latin America.

RECKITT & COLMAN, INC., Wayne, NJ (1996 - 1997)

Senior Product Manager – Professional Cleaning Chemicals Division, $41M Annually

Managed product line for Professional US and Canadian Divisions with direct P&L responsibility. Six direct

reports.

Launched Vani-Sol and Resolve in 2 new market segments.

Led marketing effort to secure 7 SKUs ($10M) in Home Depot and 8 SKUs in KinderCare daycare centers.

Integrated Commercial Division cleaning chemical business (food service) and Canadian Division cleaning

chemical business. Implemented universal prices, weights, and shipping policies.

Product Manager – Lysol, Easy-Off Cleaning Products, $25M Annually

Launched Easy-Off product line with 3 new formulations, including dish detergent, oven and grill cleaner, and

glass cleaner. Developed and managed long-term strategy, consumer communications, and P&L.

DANNON, Tarrytown, NY (1995 - 1996)

Associate Product Manager – Danimals and Sprinklin’s Yogurts, $40M Annually

Managed promotion agency with $11M budget attaining steady sales growth.

RECKITT & COLMAN, INC., W ayne, NJ (1992 - 1995)

Associate Product Manager – Lysol Cleaning Products, $20M Annually

Launched 3 major cleaners with unique trade promotion - N-L Concentrate, Premeasured N-L, Lysol Bathroom

Cleaner ($2M at Home Depot)

Assistant Product Manager – Floor Care Cleaning Products, $14M Annually

FORD MOTOR COMPANY (LINCOLN/MERCURY DIVISION), Atlanta, GA (1992)

Marketing Analyst (rotational training program)

Trained in various functions within marketing, including production scheduling, advertising, and statistical

analysis.

JOSEPH T. RYERSON & SONS, INC. (INLAND STEEL), Charlotte, NC (1985 - 1990)

General Sales Representative – Coils, Sheet, Plate, Bars, Structural, Tube, Plastic

Directed marketing and sales for $8M steel service center territory in Eastern Carolinas. Doubled sales and price

margins over 4-year period. Two direct reports (inside sales representatives).

Inside Sales Representative and Management Trainee

EDUCATION

Masters of Business Administration, New York University, Marketing and International Business

Bachelor of Arts, Duke University, Cultural Anthropology

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