Sales Manager

Steve Massaro

*** ******* ****

Salina, KS ****0

Cell 785-***-****

*************@*****.***

Seasoned credit and collections professional. Extensive hands-on experience in factoring, trading, chemicals, metals, food, entertainment, publishing, and farm equipment industries.

Retail, wholesale, domestic and international expertise.

Recognized leader with excellent interpersonal, organizational and problem solving skills.

Demonstrated record of success in leading teams, upgrading and re-engineering operations, developing staff, budgeting, and strategic planning.

Overcomes obstacles and consistently exceeds goals.

NACM member, holding multiple board positions.

PROFESSIONAL EXPERIENCE

GREAT PLAINS MANUFACTURING

SUB OF KUBOTA 2017 - PRESENT

Analyzing, preparing and presenting credit approval recommendations based on analysis of complex financial statements, market and industry trends, current events, and credit agency information.

Managing, tracking, and reporting credit data and deterioration of customers to manage the degree of risk involved in extending credit.

Utilizing risk mitigation techniques to reduce float and protect the health of the balance sheet.

Review aged A/R and developing action plans.

Visible head of credit management engine that moves the organization to a better credit policies and procedures. Personally manage key accounts.

SCHOLASTIC 2011 – 2017

Scholastic is the world’s largest publisher and distributor of children’s books; $1.7 B in sales.

Senior Manager of Credit Department

Department Head, responsible for all credit lines. Managed staff of 20, including recruiting, selection, coaching, development, and appraisal. Participative management kept staff informed and involved, maximizing productivity and motivation, and minimizing turnover.

Skillful communication with sales team & customers to increase sales and diminish bad debt.

Enforced credit policy and procedure while enhancing systems and staff development.

Improved business relations between internal departments and customers. Resolved issues before they became major problems, created a model adopted by other departments.

CREDIT MANAGEMENT CONSULTING 2008 – 2011

Reduced DSO by 10 days within six months in the retail food industry.

Place slow accounts in successful workout payment plans.

Reduced 120 day balances from $1.3 million to less than $50 thousand within a year.

STERLING PUBLISHING COMPANY 1998 – 2008

Wholly-owned $300 M publishing subsidiary of Barnes and Noble.

Manager of Credit, Collection and Accounts Receivable

Created and achieved challenging goals for aged receivables, collections efficiency, percent past due and deduction balance. Guided forecasting and strategies to execute efficient collections of receivables. Managed development of new accounts to determine risk. Visited customers to review their operations and access their credit worthiness.

Developed a credit policy and procedure manual. Installed a structured credit evaluation and receivable recovery process, which led to the recovery of hundreds of thousands of dollars and reduction of the bad debt reserve.

Implemented credit controls that reduced DSO and bad debt to the lowest in the industry, positioning the company as the industry leader.

Handled large growth in sales by developing staff without increasing headcount.

BERTELSMANN MUSIC GROUP / BMG DISTRIBUTION 1988 – 1997

Global Entertainment Corporation.

Credit Manager

Managed credit operations for divisions with $400 million in annual sales. Analyzed customer financial statements and identified optimum exposure levels. Established strong customer relationships, ensuring preferred dealing. Supervised professional credit and A/R staff. Planned and managed department budget. Managed credit for domestic and Latin American product lines.

Significantly reduced heavy deductions and successfully resolved advertising, returns, and shortages issues.

Negotiated and monitored deals between sales and customers regarding limits and terms.

Consistently exceeded targets for account reconciliation and monthly cash collection forecasts.

Successfully assisted customers with payment schedules that benefited continued sales growth and protected against bad debt losses. Obtained security agreements, guarantees and subordination to reduce risk.

EDUCATION

Bachelor’s Degree, City University of New York, New York, NY

Managing People Certificate, Wharton School of Business

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