Sales Manager
Resume:
Title:General Helper
*.*****@**.******.***
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NAME:,
ADDRESS:
ADDRESS2:
CITY:
STATE: CA
ZIP:
CANDIDATE ID: 2923320
US CITIZENSHIP:
EDUCATION:
EXPERIENCE: 0
WILL RELOCATE: No -
JOB WANTED:
RATE NEEDED:
TELEPHONE: 818-***-****
EMAIL: *.*****@**.******.***
HOMEPAGE:
COMMENTS:
HOTTEST SKILLS: sale, market, product, marketing, revenue, revenue, financial, forecast,
growth, profit, budget, payment, profit, retail, territory, promotion, quota, finance,
profitability, distributor
REVISION: 08-SEP-02
RESUME:
NAME: Mark Strumwasser
ADDRESS: 7501 Lilla Place
West Hills, CA 91304
CITY:
STATE:
ZIP:
COUNTRY:
CANDIDATE ID: NA
EXPERIENCE: Not Entered
DESIRED POSITION: Not Entered - See Resume
WILL RELOCATE: Not Entered
US CITIZENSHIP: YES
JOB WANTED:
EDUCATION: Not Entered
RATE NEEDED: Not Entered
TELEPHONE: 818-***-****
EMAIL: *.*****@**.******.***
HOMEPAGE:
COMMENTS:
HOTTEST SKILLS:
Mark D. Strumwasser
7501 Lilla Place
West Hills, CA 91304
*.*****@**.******.***
SUMMARY Highly experienced and successful manager, with proven results in
channel development, channel marketing, direct sales, indirect sales, channel
sales, operations and finance.Success in the Computer Hardware & Software
within Retail, Commercial, Latin America, VAR/SI, and Government Segments with
key players in the industry (including Creative Labs, Central Point Software,
Symantec, NEC, and ComputerLand).Highly motivated achiever with a passion
for success and results.
EXPERIENCE
CREATIVE LABS, INC
.
July 1994
to Present
Position:Director of Sales, Distribution Business Unit
Responsibilities:Reporting to the President and General Manager for
Creative Labs managing the Distribution Business Unit for our Multimedia
Peripheral Products (Audio, CD-ROM, DVD Graphics, Speakers, Video and Software
products) representing over 65% of total US revenue ($600 Million in FY1999).
Directly managing the Distribution Sales(field) and Sales Operations
(inside) Teams and Channel Marketing while indirectly managing Latin America
Sales, Commercial Sales and Retailer Sales in the Americas.Responsible for
sell-in, sell-through, returns management, marketing, budgets, forecasts and
all other financial issues relating to these businesses.
Accomplishments:Increased distribution Sales from $85 million to over
$434 million annually in first 24 month period while increasing profitability
and reducing returns.
Designed, developed, and implemented three national promotions
and complete product line launch of Blasterware which resulted in an increased
sell-through of over 194% for Q496. Managed all promotions on a ROI model by
reducing overall expenses and increasing revenues.
Became Top Peripheral Vendor at D&H, Ingram Micro, Merisel, and
TechData.Had highest revenue and margin Dollar Daze in Ingram Micro's
history.
Launched new graphics card line in July 1996 and hit Best Sellers list
within Ingram Micro and TechData in first 30 days and was #1 in 90 days.
Since this time, we have launched two addition graphics products and have
attain as of April 1998 an increase in market share to over 23% (from less
then 7% six months earlier) in a highly competitive segment.
Developed and executed an on going 180-day business plan with
executive management.These plans included financial budgets, forecasts,
marketing programs and business growth opportunities.
Launched new Speaker line in January 1998, and have gone from 1%
market share to over 15% share in the first 90 days, and 28% Market Share and
#1 ranked in units and revenue as of January 1999 in distribution channel.
Converted Accounts Receivable payment period from 60 days plus to less
than 1 day during Q497 by implementing flooring for distributors.As
well, launch EDI payment model for non-flooring accounts.
Developed and maintained weekly EDI sell-through tracking,
forecasting, run rate templates and other financial/operational channel
controls.These templates allowed for the decrease in inventory on-hand from
20 weeks to an average of 8 weeks, while increasing sell through and
decreasing out of stocks by warehouse.
Reduced distribution returns by 23% in a 6 month period by effectively
managing inventories, sell-ins, and sell down programs.
Developed, established and maintained personal working relationships
with middle and senior management in the distribution channel.
Designed, developed, and implemented monthly sell through
database system for Field Sales Managers.This database holds every
transaction by customer name, ship to location, and product purchase
information for distributor for every business day of the year.Reporting by
account, region, state, and product (type or category).This system allowed
for a more accurate and timely commission payments to our field sales staff
and increased our overall sell through and account management by showing real-
time purchases and returns.
Obtained 124% of Goal for FY98 (period end July 1998).Always over
100% of Goal and consistent achievement of all bonuses.
Received Sales Person of the Year Award (1995), Business Manager of
the Year Award (1996), as well as attending all 100% club events.
CENTRAL POINT SOFTWARE, INC
. (Symantec Corp.)
March 1993
to June 1994
Position:National Distribution Manager
Responsibilities:Reporting to Director of North American Sales and
handling all US distribution of software products representing over 70% of
total US revenue (over $18M annually).This includes Retail, VAR, Consumer
and Academic channels.Directly managing Distribution Sales and indirectly
managing North American Channel Sales efforts.Responsible for sell-in, sell-
through, returns management, all finance issues and budgets relating to US
distribution business.
Accomplishments:Increased US Distribution Sales from $8 million to
over $18 million annually in a twelve-month period while increasing
profitability.
Reduced Accounts Receivable payment period from 90 days plus to less
than 45 days and have implemented automatic weekly payments from our customers.
Designed, developed, and implemented five national promotions
and product launches which have resulted in an increased sell-through of over
240% on upgrades and 200% on standard version of PC Tools for Windows 2.0
compared to the previous version launch.Developed various channel marketing
programs including launches, seeding, and sell down programs to help increase
Central Point's profitability.
Managed, designed, and maintained market development fund tracking and
control template.Managed process on a ROI model by reducing expenses and
increasing revenues.
Developed and executed an on going 180-day business plan with upper
management.This plan included financial budgets and forecasts, as well as
marketing programs and business growth opportunities.
Analyzed, planned and executed three mergers and acquisitions in
relation to the distribution business including product strategy, operational
consolidations, and account transitions (contracts, MDF, reporting).
Developed and maintained weekly sell-through tracking, forecasting,
run rate templates and other financial/operational channel controls.These
templates allowed for the decrease in inventory on-hand from 15 weeks to an
average of 6 weeks.
Reduced channel and distribution returns by 30% in a 6 month period by
effectively managing inventories, sell-ins, and sell down programs.
Developed, established and maintained personal working relationships
with middle and senior management in the distribution channel.
Developed and negotiated distribution contracts, policies, and
procedures to better control and manage the channel.
Consistently exceed all Goals and achieved every bonus.
NEC TECHNOLOGIES INC
.
August 1989
to March 1993
Position:
Major Account Manager, Western Region
October 1992
- March 1993
Responsibilities:Team leader of a four-member team focused on
selling NEC computer products to major accounts.Sales territory included
Southern California, Arizona, Nevada, Hawaii, and Guam.Directed all sales
efforts for the area, worked with each account executive to develop and
implement marketing plans, coached each team member to improve their own
personal business skills, and report results and requirements to close new
business to executive management.
Accomplishments:Trained all top team members on sales presentation and
RFP/RFQ proposal skills.
Personally coached each member on target account list and assisted to
close new business.
Created a monthly status report for all team members to
promote accomplishments andsupported inner-team help to build business.
The team obtained 112% of quota, and increased sales by 18%.
Member of NEC Winners Circle 1993
Position:
National Account Manager, MeriselSeptember 1991
- October 1992
Responsibilities:Responsible for all interaction between NEC and
Merisel (a $35 million account).This included all sales, marketing, and
financial aspects of our business relationship.Main focus with Merisel was
to grow the NEC business and eliminate a $500,000 advertising deficit.
Accomplishments:142% of quota for 12-month period ending September
1992.
Grew the NEC business 27% Fiscal YTD over previous year.
Continued to aggressively market and promote NEC products while
eliminating large Soft Dollar Marketing deficit by developing a one-year
business plan with marketing budgets to eliminate marketing dollar deficits.
Developed software to manage and forecast product sales, track weekly
sales trends, and establish product run rates.
Created monthly, quarterly, semi-annual and annual reports for NEC and
Merisel executives, held strategy meetings to further business growth.
Developed executive relationships between Merisel and NEC.
Horizontally grew business within different sales divisions of Merisel.
Member of NEC Winners Circle 1992
Position:
Strategic Account Executive, Southwest Region
January 1990
- September 1991
Responsibilities:Responsible for developing key sales
relationships with selected Fortune 100 companies in Southern California,
Nevada, and Arizona.
Accomplishments:Consistently achieved over 100% of quota with an
average of 117% for FY90.
Member of NEC Winner Circle (top 10% of entire sales force) for two
consecutive years
Personally developed and presented executive briefings on NEC computer
products to senior executives at ARCO, UNOCAL, LA GEAR, NISSAN, and HUGHES
AIRCRAFT which resulted in large volume purchase agreements.
Developed and delivered all presentations including product overviews,
technology transfers, and program implementations.
Developed integrated hardware and software solutions to solve the
needs of above mentioned companies which include the integration of NEC
hardware and software with all other brands of hardware and software products
in LAN's and WAN's.
Broadened customer base by 20% as a result of establishing NEC
products on company-wide standards list.
Developed Major Account Service program.
Member of NEC's Quality Council, an internally handpicked group to
review our organization, programs, and products lines while advising
executives on the various areas that need improvement and recommending
solutions.
Position:
Account Executive, Reseller Sales
August 1989
- January 1990
Responsibilities:Responsible for the sales relationships with
NEC authorized reseller and dealers.Territory included fifty computer
resellers in the Los Angeles area including BusinessLand, ComputerLand,
MicroAge, Entree, and other independent dealer locations.
Accomplishments:Personally developed and executed marketing plan for
sales territory, which increased territory revenue by 15% in three months.
Promoted to Strategic Account Executive within four months of hire.
COMPUTERLAND
May 1985
to May 1989
Position:
Area Sales Manager, Four Franchise Locations in Los Angeles
Area
Responsibilities:Responsible for all sales, service, support and
purchasing activities in four retail locations.
Accomplishments: Personally managed sales and administrative staff of thirty-
five employees.
Developed career growth plans for all employees and reduced staff turnover by
45% grew business by 60% for fiscal year 1988.
Developed and implemented sales and marketing plan which resulted in the
growth of the business by 60% and increased profits by 15% FY1988.
Built a service and support department from the ground up and turned it into a
profit center.
Conceived, developed, and implemented telesales business to promote
ComputerLand while actively seeking new sales or service opportunities.
Consistently received annual bonus and top sales awards. Service authorized by
IBM, Compaq, and Apple. Received "Salesperson of the Year" Award (1985). Store
Manager of the Year (1987 & 1988).Annual Member of the Achievers' Club.
EDUCATIONCalifornia State University
Northridge, CA;
Bachelor of Science,
Business Administration, Finance January 1990
PersonalMarried, two children and in excellent health.Enjoys
boating, scuba diving, fishing, snow skiing, music of all types, plays,
musicals, gourmet, cooking, nature and our environment.
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