Sign in

Sales Manager

Gloucester, Massachusetts, United States
January 19, 2018

Contact this candidate





Collaborative, results driven, detail oriented and hands-on category/commodity management professional, experienced in strategic sourcing, savings initiatives, process improvement and supply chain programs that saved $75 million at UC (total projects) and over $40 million at Clorox.

Strong record of accomplishment in procurement; contract negotiation and development; project, commodity, client relationship and vendor management in all business, scientific and research communities including IT/Telecom, facilities capital equipment & services, biopharmaceutical, specialty chemicals, consumer packaged goods and financial markets.

Proven results and skills: budget management, strategic sourcing and planning, e-Procurement methodologies, vendor and asset management, business development, forecasting, category trend analysis, market movement, logistics, & motivating/developing staff.


PRINCIPAL BUYER-SUPERVISOR/PROGRAM MANAGER-Strategic Sourcing, University of California, SF 2006– Present

Save $2-4 Million annually on average through best practices at UCSF & UCB.

Manage complex projects, high-value IT/Telecom commodities & contracts, operational excellence initiatives and process improvements for IT/Telecom hardware, maintenance & services; network gear & telecom systems, instrument maintenance insurance and logistics programs in addition to cross-commodity professional services.

Direct client & vendor relationships, e-sourcing & RFP development, vendor selection and resulting contracts..

Negotiate contracts and direct business change processes for equipment maintenance insurance programs, laboratory supplies, scientific instruments and IT/telecom equipment, diagnostics, chemicals, controlled substances and biopharmaceuticals/biologics.

Manage annual spend of $100-120 Million at UCSF & UCB and 4 Senior buyers

CONTRACT NEGOTIATOR (contractor), Charles Schwab & Co., San Francisco, CA 2005 – 2006

Managed marketing services vendors, negotiated contracts, assessed risks and managed business processes with Schwab business partners for indirect professional services i.e. media, market research, advertising, promotions, sponsorships, and creative services.

Managed performance metrics and vendor contractual obligations to service billings.

PROCUREMENT MANAGER, Clorox Co., Oakland, CA 1998 – 2004

Managed raw materials, specialty chemicals, printed packaging commodities and contracts. Strategic sourcing led to team savings of 13%.

Negotiated an additional $10M in annual savings for other commodities.

Managed supply assurance and vendor relationships (outsourced manufacturing) for $30M budget that involved most Clorox brands. Saved 23% through global strategic packaging initiatives while mitigating risk through reduction in vendor numbers, distributed broadly over all segments with qualified back up supplies.

Introduced shrink sleeve technology to Clorox and participated on several new product cross-functional development teams. Managed VMI and Consignment inventory programs.

ACCOUNT MANAGER, ET Horn Co., La Mirada, CA 1996 - 1998

Generated sales in top 5% of Account Managers.

Managed materials and specialty chemical broker/distributor B2B sales in Northern California to CPG, nutritional, personal care, pharmaceutical and industrial manufacturers.

MARKETING MANAGER, Kelco Co-Merck/Monsanto-NutraSweet, San Diego, CA 1994 - 1996

Managed market segments globally. Developed strategic market plans for largest industrial business segment for consumer product goods B2B ingredient sales.

Planned and managed advertising placements, trade shows, seminars and promotions.

Directed development of new products and new applications. Developed branding, pricing, training/manuals, collateral material, ad copy/placement and press releases in dressing, sauce, dairy & snack markets.

Segment team leader in No. America, Europe and Asia/Pacific across functions: sales, operations, production planning, customer service/distribution, and product development. Conducted feasibility studies of blending sites in US vs Asia


Dianne Holmes

ACCOUNT MANAGER, Kelco Co., Merck & Co., Inc., San Diego, CA 1989 - 1994

Grew revenues 70% overall in 4 years, including 27% growth in 1993 during a recessionary economy.

Contributed 48% of the 3-territory western region sales revenue in 1990-1994.Managed $6.9 M Northwest territory and Canadian broker/distributor. Retained volumes at key accounts in a very competitive marketplace.

Supported customers through problem solving, applied chemistry and process troubleshooting i.e. technical consultative selling.

MORTGAGE/LOAN CONSULTANT, Coast Savings & Loan and First Financial Mortgage, Inc, WC 1988 -1989

Sold mortgages to residential real estate market for a mortgage/financial broker. Licensed California Realtor 1988

R&D MANAGER, Del Monte USA, Walnut Creek, CA 1980 - 1988

Developed sales with the industrial business team from $0.5M to $12M in 1986-87.

Commercialized 26 development projects in1986-8 all on budget. Drove both retail and industrial product lines through development to market introduction under stringent timetables.

Managed R&D staff of 16 (technologists, scientists, chemists, consultants, technicians in new product development and an $800 K budget, supporting a division of $100M sales (concept through in-plant manufacturing start-ups). Managed outsourced Contract Manufacturers for quality, process and performance.


UC Berkeley Extension

Art of Negotiation-Getting to Yes

Cost Based Pricing; Positioning Products in Technology-Based Markets

Inside the Biotechnology Company

American Management Association

Fundamentals of Marketing

Managing the Distributor Sales Network

American Marketing Association

Sales Negotiation for Higher Profit

Marketing on the Internet

Database Marketing

Clorox Training

Project Management for Product Development Teams

Purchasing and the Law

Supplier Management

Strategic Sourcing

Diablo Valley College

Project Management

Deloitte & Touche

Strategic Sourcing Method-5 Step



Certified Professional in Supply Management

Institute of Supply Management


Marketing (Outstanding Performance Award)

Golden Gate University, San Francisco, CA


Life Sciences & Technology/Biochemistry

Cornell University, Ithaca, NY


Life Sciences & Technology (pre-med curriculum)

Cornell University, Ithaca, NY

Biotechnology Manufacturing Certification

Ohlone College, Fremont, CA

Project Management PMP prep

Diablo Valley College, San Ramon, CA


STEM Ambassador – SF Bay Area Science Festival volunteer

Institute of Supply Management-- Treasurer ISM-NC

ISM-NC Chair of Mentoring Program

American Marketing Association

Institute of Food Technologists

California Real Estate License 1988

Community Emergency Response Team member-Walnut Creek & Lamorinda

Canine Companions for Independence, SouthBay & East Bay Chapters – Volunteer Fund Raiser

Contact this candidate