Sales Management

GARY W. ELLIS

**** ******** ***** ****: 630-***-****

Indianapolis, IN 46259 Fax: 317-***-****

Email: *********@*********.***

SUMMARY

Creative and innovative high-performer with a reputation for goal

attainment. Experienced in sales management, mentoring and training in

marketing and sales, including marketing a variety of products and services

to the grocery industry.

PROFESSIONAL EXPERIENCE

GARY ELLIS CONSULTING, Indianapolis, IN

2010- Present

President

Sales management consultant for the CPG industry. Currently retained as a

de facto Vice-President of Sales for a startup designer and manufacturer of

seasonal facial tissue cartons.

. Established pricing criteria, set manufacturing standards and created

collateral materials.

. Identified target markets and built an effective broker network around

them.

. Built strategic alliances with sales and manufacturing partners.

CASCADES TISSUE GROUP, Indianapolis, IN

2008-2010

National Accounts Manager

Sales management and broker supervision for branded and private label

tissue products throughout North America. Consultative sales relationships

with large, national grocery retail and wholesale customers, including

category management, growth initiatives, packaging development, and

inventory control.

. Executed effective portfolio management at the company's largest grocery

customer, resulting in a 5% operating profit improvement.

. Gained 100% acceptance of a major new product launch.

POTLATCH CORPORATION, Aurora, IL 2002-2008

Regional Sales Manager

Conceptualized and executed sales plans, product concepts, packaging design

and pricing initiatives for private label national and regional grocery and

mass customers. Extensive broker supervision.

. Successfully launched a new region and integrated a forward distribution

center into a regional expansion strategy.

. Grew existing customer volume each year at three times company average.

. Secured new channel customers, resulting in volume gains of 15%+.

ADVO, INC., Darien, IL 1999 - 2002

Director of Client Marketing

Developed and implemented innovative direct marketing strategies to support

field sales in the targeting of grocery and retail chain accounts.

Strategic planning, budgeting, as well as training and management of a

staff of 10.

. Initiated sales partnership programs within a 13-state region, resulting

in a 6% revenue gain.

. Designed and implemented regional consolidation that merged two marketing

departments and lowered fixed costs 59%.

. Conducted regional field sales training on selling skills, pricing and

negotiation.

CBS RADIO AND TELEVISION, Chicago, IL 1998 - 1999

Senior Account Executive

Created and sold promotions, sporting events and advertising campaigns to

the food industry and other retail and CPG segments. Also, developed new

business within the grocery/mass merch categories, strategic client

planning, Internet marketing, contract negotiation, media planning and

direction of 7 station sales associates.

. Brokered a multi-year sponsorship of The Smirnoff MiGs jet air show team.

. Developed Sample City event sampling venue for Wal Mart.

KELLOGG COMPANY, Indianapolis, IN 1983 - 1998

Headed a cross-functional sales team that was responsible for $28 million

in breakfast cereal and snack sales to one of Kellogg's national impact

customers. Developed regional marketing strategies, managed a broker sales

force and an annual trade marketing budget of $2.5 million.

. Developed Nielsen and IRI-based category management plans to secure long-

term share of shelf and share of quality merchandising commitments.

. Partnered with Spectra to create custom promotions to target store-

specific economic and ethnic demographics.

. Managed the closing of a customer business unit by finding new

merchandising opportunities and growing the business to pre-closing

levels.

. Winner of Kellogg's Golden K outstanding sales award for highest quota

achievement.

EDUCATION

North Central College, Naperville, IL Master of Business Administration

University of Indianapolis, Bachelor of Science in Business Management and

Economics

TRAINING

Forum Group Strategic Selling, Strategic Negotiating, Disney Institute

Managing for Creativity and Innovation, Trade Promotion Excellence,

Microsoft Office and various PC classes.

Contact this candidate