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Sales Manager

Location:
Alpharetta, GA
Posted:
March 28, 2018

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WORK EXPERIENCE

Allsteel, Division of HNI Corp, Muscatine, IA VP Dealer Channel Strategy (1/17- present)

Responsible for the development and execution of a strategy defining how Allsteel/HNI distributes products globally. The strategy includes the coverage model, new dealership opportunities and the establishment of programs that drive sustainable, profitable growth.

HNI Corp, Muscatine, IA VP & GM, HNI ONE (09/15- 12/16)

Led a $105 million business unit, responsible for selling all HNI products and services globally to Fortune 1000 companies. The role included sales, marketing, operations and management of a stand-alone P&L business.

Gained approval from the HNI Board for an initial $5M investment to build a stand-alone business unit to grow share and profits. Implemented a new organization with new leaders for sales, marketing, operations, finance and reporting

Developed and implemented a strategy to develop strategic partnerships with Fortune 1000 companies. Implemented new sales and marketing tools, joint strategic customer planning process, sales training, reporting capabilities and new branding to support the business.

In 2015, delivered $25M in sales growth, $3.5M incremental profit, 18.3% Operating Income, gained 2 share points and created 9 new partnerships with year one sales of $8.2M.

Allsteel, Division of HNI Corp, Muscatine, IA VP & GM, Allsteel Owned Dealers (07/11- 8/15)

Led a $150 million business unit, comprised of 320 employee across 10 dealerships nationwide. Responsible for delivering sales and profits by managing all functional areas excluding manufacturing

Implemented an aggressive new business model that delivered sales growth of 24.3% and $4.2M of profit in 2014.

Gained HNI board approval for a $30M investment plan committed to delivering $50M in sales growth and $8M in profit over 36 months.

Developed and executed an Executive Leadership Program for the existing 16 General Managers designed to increase business acumen and management skills.

Implemented a new sales and marketing strategy that delivered 5 times the market’s growth and grew share in all markets.

Redefined the operational model that resulted in reduced costs, higher install margin, significantly improved cash flow and greater profitability in all dealerships.

Spearheaded an initiative that brought in 2 new dealers and successfully achieved independence for 6 existing dealerships.

Allsteel, Division of HNI Corp, Muscatine, IA Vice President, Higher Education (07/10- 06/11)

Led a $50 million business unit with full profit and loss responsibility with direct control of the sales, marketing and product teams.

Completed a 3 year business strategy and gained board approval for implementation in 2011.

Implemented changes that resulted in a 33% increase in sales and 25% increase in profits within the 1st 6 months.

HON Company, Division of HNI Corp, Muscatine, IA Vice President, Transactional Sales (08/09- 06/10)

Led the sales organization for a new business unit for the 2nd largest domestic office furniture manufacturer with sales in excess of $450 million annually

Lead a U.S. and Canadian sales, operations and training team consisting of 46 members with an operating budget of $82 million and achieved a year 1 sales target of $460 million (+16%).

Developed the business unit strategy and corresponding business plan that was presented and approved by HNI CEO and Board of Directors for implementation.

HON Company, Division of HNI Corp, Muscatine, IA Vice President, National Accounts (04/07-07/09)

Led the team responsible for driving sustainable profitable growth through major retailers, national supply dealers and wholesalers that account for over $750 million in annual sales for the 2nd largest domestic office furniture manufacturer.

Established a high performing National Account Team that was able to manage a more sophisticated customer relationship. This was accomplished by improving the skills and capabilities of the team members that were retained and attracting new talent.

Aggressively negotiated new customer contracts that resulted in significant improvements in marketing and merchandising performance and increased profits by $22 million over a 2 year period.

Created and implemented a Customer Operating Plan Process that established clear strategic and financial objectives as well as the corresponding tactical elements that drove enhanced performance.

Pfizer Inc., Morris Plains, NJ Director, Global Sales (06/03 – 03/07)

Led a global matrix team responsible for implementing the Global Customer Development Strategy in the top 15 global markets.

Executed a Global Customer Development Strategy in 18 affiliates worldwide which was a critical success factor in PCH’s annual growth of over 10% from 2003 through 2006.

Developed an in-house consultative team that facilitated the development of a Go-to-Market Strategy in the top 12 affiliates globally; participating affiliates grew at an annual rate of ~19%.

Drove the development and implementation of a business strategy that allowed the organization to successfully launch 38 new items in our top 12 global markets from 2003 through 2006.

Pfizer, Inc., Morris Plains, NJ Director, Category Promotions (12/99 – 05/03)

Led a 25 colleague organization responsible for developing and executing over $400 million in trade and consumer promotions annually; achieved average annual growth of over 16%.

Led the development and management of the new Trade Promotion Process which allowed Pfizer to achieve “best-in-class” status in gaining key annual business plan agreement with the top 28 retailers in the US.

Negotiated with the 3 major co-packers to achieve cost savings of 14.2% in 2002; generated over $1.7 million in rebates.

Led the team that successfully launched Listerine Pocket Paks in the United States which achieved Year 1 sales of $160 million.

Warner Lambert, Morris Plains, NJ Director, Partnership Development (02/97 – 11/99)

Warner Lambert, Morris Plains, NJ Sr. Manager, Partnership Services (06/94 – 02/97)

Warner Lambert, American Chicle Div., Morris Plains NJ Mgr. Sales Planning and Promotion (12/92 – 05/94)

Warner Lambert, American Chicle Div., Atlanta Ga. Regional Account Sales Manager (03/90 – 11/92)

Warner Lambert, American Chicle Div. Jackson, MS. District Sales Manager, (01/89 – 02/90)

Warner-Lambert, American Chicle Div., Boca Raton, Fla. Territory Sales Representative (02/87 – 12/88)

Forbee Brothers Beverage Distributors, Queens NYC Sales Executive (09/81 – 02/87)

EDUCATION

State University of New York at Oneonta (1981) Bachelor of Science in Business Administration



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