Sales Manager
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NAME:,
ADDRESS:
ADDRESS2:
CITY:
STATE: NJ
ZIP:
CANDIDATE ID: 2895418
US CITIZENSHIP:
EDUCATION:
EXPERIENCE: 0
WILL RELOCATE: No -
JOB WANTED:
RATE NEEDED:
TELEPHONE: 201-***-****
EMAIL: *********@*******.***
HOMEPAGE:
HOTTEST SKILLS: sale, market, product, brand, marketing, promotion, retail, national
account, profit, broker, profit, sales rep, strategic, profitability, communication,
distributor, penetration, retailer, value added, budget
REVISION: 08-SEP-02
RESUME:
NAME: DENNIS MURPHY
ADDRESS:
CITY: CITY:
STATE/PROVINCE: CITY:
ZIP/POSTAL CODE:
COUNTRY: USA
EMAIL:
PHONE: 201-***-****
CANDIDATE ID: NA
CITIZENSHIP: US
Citizen
EDUCATION: Not Entered
EXPERIENCE: Not Entered
WILL RELOCATE: Not Entered
RELOCATION INFO: Not Entered
JOB WANTED: Any
RATE NEEDED: Not Entered
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COMMENTS:
HOTSKILLS:
DENNIS T. MURPHY
P. O. Box 341
Wayne, NJ 07470
*********@*******.***
SUMMARY
Proven leader with extensive senior sales management
experience. Demonstrated ability to develop and
implement marketing and sales programs to increase
volume, market share and profitability. Strong record
of achievement in developing customer-focused relationships,
expanding new products, reducing sales costs, and
consistently achieving performance goals. Strategically-
oriented self-starter with excellent people development and
communications skills.
PROFESSIONAL EXPERIENCE
DRAKE BAKERIES, INC
., Wayne, NJ
1996
-PresentSenior Vice President, Sales
Hold full accountability for directing all sales functions of
this $175 million snack cake company that markets leading brands
such as Devil Dogs, Yodel's, Ring Dings, and Coffee Cake to the
food, mass, club, and discount drug classes of trade.
Established vision and set direction for the management team
in the execution of all action plans. Lead the 400-person sales
force including field sales, national accounts, distributors,
business development, category management, and trade development.
Report to the President of this subsidiary of Culinar, a
Canadian Corporation.
* Achieved record sales via the successful introduction of
innovative new products; significantly increased shelf space
in target accounts and improved the professionalism and
capability of the sales force.
* Implemented a successful market expansion strategy; increased
sales $6 million annually to the mass, drug, and club classes
of trade.
* Increased display activity by 10% while reducing trade spending
by 33%.
* Restructured the sales organization to improve focus on the
customer and reduce spending by $2 million.
KAYSER-ROTH CORPORATION, Greensboro, NC
1992
-1996
Vice President, Sales, 1993-1996
Directed all food/drug/mass sales activities for this $350
million manufacturer of legwear brands including No Nonsense,
Burlington, Calvin Klein and private label.
Direct reports included field sales, national accounts, broker
sales, private label sales, category management, business
development, trade marketing and sales technology. Reported to
the President/CEO.
* Achieved Wal-Mart's "Vendor of the Year" award for 1995 and
1996 as the result of driving category sales. Increased
retail sales 42% as the result of successfully
introducing new branded/private label products and utilizing
"value added" promotions.
* Developed and implemented a Legwear Category Leadership
process; grew No Nonsense market share, expanded line
extensions into 10,000 outlets, developed strong relationships
with key decision makers in the largest food, drug, and mass
retailers in the U.S.
* Secured major new branded and private label programs in
Wal-mart, K-Mart and leading food and drug chains in 1995;
generated $25 million in annual sales.
* Initiated and implemented a sales force reorganization;
decreased costs $4 million.
* Increased No Nonsense promotional efficiency by focusing on
account specific programs and profit loss analysis; reduced
trade spending 29%.
Director of Sales, 1992
Oversaw all field sales activities including 20 managers,
30 account managers and 65 brokers.
* Moved $25 million in volume to a modified direct store
delivery program; increased sales 25% and
improved retail presence of Kayser-Roth brands.
* Chaired a Quality Action Team that developed a process to
reduce returns resulting from new product resets and
promotional residue; drove a $3 million reduction in costs.
JOHNSON & JOHNSON FAMILY OF COMPANIES, New Brunswick, NJ
1977
-1991
Field Sales Manager, Ortho Pharmaceutical Corporation, 1990-1991
Managed all dermatological division sales activities in one-half
of the U.S. for this $800 million manufacturer.
* Successfully introduced RETIN-A line extension; achieved a
record 21% market share.
* Recruited and trained 50 new sales representatives; doubled
the size and penetration of the sales force and delivered
incremental sales of $11 million in year one.
National Sales Manager,
Johnson & Johnson Consumer Products, Inc
.,1988-1989
Directed all field and headquarters sales activities for this
$300+ million manufacturer of baby and adult toiletries.
Managed annual budget of $15 million. Direct reports included
field sales, national accounts, brokers, category management,
sales promotion, sales training, and sales administration/
technology.
* Increased domestic sales volume by 7% and realized
productivity improvements of 18%, while reducing trade
promotion expenses $3.5 million.
* Initiated a new product sales strategy; achieved highest
brand level of retail distribution (85%) in Baby Products
Company history.
* Introduced trade marketing initiatives in partnership with
key customers such as Wal-Mart, Walgreen, Drug Emporium and
Supermarkets General; resulted in double-digit sales increases
in year one.
* Developed and implemented innovative sales technology and
computerized space management; increased sales productivity/
effectiveness; improved information for decision-making and
reduced costs.
* Chaired multi-discipline "Customer Quality Management" team
comprised of sales, marketing, operations and finance
personnel to develop innovative partnerships with key
customers; increased sales and profitability.
Director of Field Sales, 1984-1988
Directed 250-person sales force responsible for $200+ million
sales of baby and adult toiletry products.
* Developed and implemented sales reorganization plan; resulted
in sales increases of 40%, a 50 0ncrease in productivity, and
reduced full-time headcount by 25%.
* Increased retail coverage by 22% while lowering overall cost
of sales from 6.1% to 4.5% through effective utilization of
part-time sales force.
* Chaired multi-disciplinary task force which interfaced with
major customers; improved company performance in meeting/
exceeding industry UPC standards.
Eastern Region Manager
(1983
)
Central Region Manager
(1980-1982
)
National Accounts Manager
(1979
)
District Manager
(1978
)
Area Manager
(1977)
PROCTER & GAMBLE, Packaged Soap & Detergents, Philadelphia, PA
1971
-1977
Unit Manager, 1973-1977
Sales Representative, 1971-1973
EDUCATION
B.A
., Marketing Education, Cum Laude,
Montclair State University,
1970
Executive Sales Management Program,
Northwestern University, Kellogg School of Business
Strategic Sales Management Program,
University of Pennsylvania, Wharton School of Business
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