Sales Manager

TOM CHANG

**** ******* **** ****, *******, GA ***40

Cell Phone: 201-***-**** / E-mail: ***-*****@***.***

KEY QUALIFICATIONS

Qualified by twenty plus years of broad-based experience in sales, marketing, trade marketing, operations, and all aspects of brand /

business development of CPG from inception to market launch utilizing strong quantitative and management skills to create detailed

action plans that achieve increased unit volume and improved dollar profit.

NPSG CORP. 08/10 – 01/13

Sales & Marketing Director

Responsible for sales of client’s product lines within assigned territory, regional and national.

Areas of responsibility include:

• Sales and Marketing Management - P&L Management - Market Research

• Account Management - Sales Promotion -Trade Marketing Programs - Category Management / Insights

• Strategic Planning - SKU Evaluation - Product Development - Package Design

• Forecast and budgets.

• Development of sales presentations for trade calls for vendors

Negotiated Preferred Vendor Contract with C&S prior to product launch into their customers, thereby achieving product authorization within

days once their trade customers approved authorization.

Product lines managed included branded and private label products of granola, olive oil, energy savings filters, charcoal, and antimicrobial

products.

LEPAGE’S / PURE ENERGY 8/06 - 6/10

VP – Battery Division 1/08 - 6/10

Hired as VP – Battery Division by major shareholder group that acquired shares of Pure Energy and distribution rights for the US Market.

Responsible for expanding battery sales on branded and private label throughout the US Market. +91.1% FY ending March 2010 versus

year ago. +86.1 FY ending March 2009 versus year ago.

Other duties include brand development, broker network, direct rep management, and P&L accountability for supermarket, drug, mass

merchandise, military and club store channel of distribution.

Accountable for all aspects of Product Launch including budgets, forecasting, packaging, inventory, POS signage, shipper design,

merchandising, promotions, and display units.

Expanded distribution into Educational and Industrial channels. Ad Print Media plan during Home College Football Games to measure

impact on brand awareness.

US Sales Manager (Pure Energy) 8/06 - 12/07

Developed sales strategy to launch green battery line of rechargeable alkaline batteries and chargers into the US Market.

Duties include Presentation Concept for branded and private label for all channels of distribution: supermarkets, drug, mass merchandisers,

club stores, big box stores, military, hardware, and OEM channels.

Developed P&L approach to permit quick assessment of approval by President. Appointed broker network for all channels of distribution.

Expanded placement into Whole Foods under their 365 brand. Expanded branded placement into C&S, Hyvee, Harris Teeter, Grainger,

Roche Bros., Big Y, Imperial Wholesale, Food Town, Kings Supermarkets, Trucchi Supermarkets,, and DSC (college channel distributor)

YOUNG INTERNATIONAL, INC. 9/96 - 8/06

Sales and Marketing Director 5/02 - 8/06

Consultant project involved business development of branded and private label nutritional products for a private owned company. This

involves an investment capitalization project of $60 Million. Responsibilities include sourcing of all capsule, tablet, soft gel production

equipment and packaging lines; and development of action plans for sales, marketing, and operations from inception to market launch,

including the appointment of a broker network to facilitate day to day sales activity with the trade.

Responsible for NJ wholesale operation 2003 and 2004: Expanded portfolio from two (2) brands and eight (8) Australian wine varietals to

twenty-one (21) brands and eighty-one (81) wines from California, Australia, Italy, New Zealand and Bulgaria. Sales increase of +225%

(2003) and +233% (2004) attained versus previous year respectively. Six (6) direct reports.

Areas of responsibility included: Sales and Marketing Management, P&L Management, Market Research/Analysis, Sales Promotion, Trade

Marketing Programs, Category Management, Strategic Planning, SKU Evaluation, Product Development & Branding, Package Design,

Transportation & Warehousing, Product Assessment & Inventory Control and Database Management.

Business Development Director / Domestic and International CPG 9/96 - 5/02

Projects included bulk sourcing of vitamins & nutritional supplements for export co-packer, imported bottled water, snacks, imported beef

and pork (chilled and frozen), and imported chilled seafood through food service channels.

Other responsibilities included training of marketing and market research personnel, seminars to international business executives and

international government agencies advising food and beverage market sector of strategic approach to consider for product launch into the

U.S. market while under contract for the Australian Government, arranged partnering of wine importer and supplier that resulted in a major

launch of “Yellow Tail” wines into the U.S. market.

Served on Australian Wine Board and managed PR team for Australian Wines in US. Managed operation budget of $5 million.

TOSCORP, INC. 5/93 - 8/96

Vice President of Sales & Marketing

Responsible for all business activities including P&L management, sales, marketing, transportation and warehouse logistics, all aspects of

production, operations research, financial reporting and administrative personnel. Major duties involved strategic planning, business/product

development, new product development, forecast modeling, production & scheduling, inventory control, trade marketing promotions, and

category management.

Launched Pasta & Sauce product line from concept to market with minimum budget, concept sold products to major chain account before

actual production of finished goods. Attained distribution into major retail supermarkets stores via concept selling approach. Attained

distribution into A&P, Shoprite, Ralph’s, Loblaw’s, Shaws, Wegmans, and Costco Northeast.

Trade presentation strategy generated a $500,000 savings in listing fees (trade listing fee vs. actual expenditure) during product rollout

launch. Many retailers authorized product line with minimal and/or zero listing fees.

NYLONGE CORPORATION 7/89 - 5/93

National Sales Manager

Originally hired as a National Accounts Manager and promoted January 1990 to National Sales Manager. Responsible for P&L earnings for

branded and private label business throughout the U.S. for all channels of distribution (drug, mass merchandisers, club stores, and grocery).

Product lines were sponges, scrubbers, and soap pads generating $12,000,000 in revenues in 1993. Five (5) middle manager direct reports

and a thirty-five (35) broker network.

Reorganized sales approach to be account specific toward trade marketing spending and merchandising activities enabling a 67.2% increase

in dollar volume over a three-year period.

Incorporated P&L decision making approaches for RSM when proposing promotional spending or market development expenditures with

emphasis on ROI and incremental increased unit volume. This enabled RSM to develop sound trade marketing skills and resulted in

increased sales volume while maintaining acceptable dollar expenditures.

Directed a category management approach toward increasing dollar volume and unit turns on our products: Establish a Cleaning Care

Category next to the Dish Washing Liquid to increase impulse purchases at the shelf. Food Lion was the first chain to sign-on to concept, a

four (4) foot section of shelf space was taking from the Detergent Category to establish a high impact Cleaning Care Section, and increased

their Cleaning Care sales 500% versus year ago.

CAPRI SUN, INC. 4/86 - 7/89

Northeast Regional Manager

Responsible to VP of Sales for P&L earnings derived from an eight-broker network generating $15 million in revenues. Product lines were

fruit drink pouches. Accountable for developing regional strategies including sales budget, case volume forecast, promotional program

timing, product mix, and merchandising activities. Total involvement in new product introduction planning and market rollout.

Increased sales volume / profit attainment in fiscal year 1988 to reduce my region from twelve to eight broker markets.

Fiscal YTD Sales 5/89 (+ 85.9%). Six of the seven markets with highest brand increases in the nation were from the Northeast Region.

TENNECO WEST, INC. 11/82 - 4/86

Regional Sales Manager (Northeast / Central)

Initially hired for the Northeast region encompassing New York, Boston/New England, Upstate New York, and Eastern Canada via drug /

mass merchandisers, candy / vend and supermarket channels of distribution. Product lines were California raisins, dates, pistachios, and

almonds generating $30 million in revenues.

Given new assignment to develop sales for the Central Region encompassing the states of Illinois, Wisconsin, Minnesota, Indiana, Missouri,

Iowa and Nebraska.

Grew business base of existing customers and expanded account base by increasing unit volume through increased trade performance during

promotions that generated increased everyday unit turns through added consumer consumption and accelerated new distribution attainment

of targeted product lines. Exceeded assigned sales quotas every year.

EDUCATION

MBA, St. John’s University, Advanced Statistical Methods (GPA 3.2: 45 of 48 credits in Statistical Mathematics with emphasis on

forecasting and operations research modeling).

BA, Bernard Baruch College, Marketing Management.

AAS, Bronx Community College, Retail Business Management.

Knowledgeable in IRI and Nielsen database software. Proficient in Excel and PowerPoint.

MILITARY

US Marine Corps - Honorable Discharge

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