Sales Customer Service

D. STEPHEN DUFF

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

SUFFOLK, VA ***35

CELL: 336-***-****

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

SUMMARY:

Seasoned Dynamic Executive who is Highly Skilled and Focused at identifying Key Value-Added markets while Guiding companies through Today’s commoditized market segments Targeting the Hidden Value left untapped by most competitor’s. Trained in the Philosophy of Strategic Selling, Networking, L.A.M.P., Product Marketing, Brand Management, Brand Renewal and Brand Consolidation. Excellent Leader and Communicator that Promotes a Positive Team Culture and Can-Do Atmosphere including a Process that Enhances the Overall Team Performance and Insures Future Revenue Growth with Significantly Improved Profit Margins.

PROFESSIONAL EXPERIENCE:

DORAN AND WARD PRINTING & PACKAGING 2016-Present

DIRECTOR OF SALES AND MARKETING

Developed and Successfully implemented the New Sales and Marketing Plan for the Pharmaceutical and Nutraceutical Markets. Focus targeted the Sampling and Promotional area within these 2 market segments.

Created the needed Infrastructure that included the development of several needed Strategic Packaging Partnerships. Relationships created included other folding carton and flexible packaging suppliers as well as Key Secondary Contract Packaging suppliers. These Partnerships were necessary in order to gain market entry and offer desired “Turn Key” program solutions while offering a wider range of capabilities for existing and new prospective customers within the Targeted Markets.

Identified, Developed and Successfully implemented the New Sales and Marketing Plan for the Food and Beverage Markets.

Identified, Developed and Successfully implemented the New Sales and Marketing Plan for the Coffee Market.

Exceeded Sales and Profit Margin Goals in 2016 and 2017.

Increased Sales from January 2016 to Present by 24%. Forecasting additional Sales Increase of close to 30% in 2018.

Increased Profit Margins by 22% positively affecting the Overall PM by 2.1% from January 2016 to Present. Forecasting an additional improvement to Profit Margin in 2018 by an additional 20% positively affecting the Overall PM by another 3%.

Successfully managed the Sales and Sales Support Teams totaling 12 individuals. Hired 3 additional Sales Representatives to assist with market entry into new targeted market segments.

Restructured internal Sales Support staff to more effectively provide communication to both manufacturing and the customer.

Implemented new Customer Support process improvements to support the Sales Increase and projected Sales Increase.

Added National Packaging Distributor to provide additional coverage to the desired Pharmaceutical Sampling and Promotional markets.

Responsible for Estimating and all Budgetary Analysis for as it pertained to my departments.

Possess Key Relationships with Individuals within the targeted market segments. Exploited these relationships to launch a new product offering for the Pharmaceutical sampling market segment.

Responsible for the development and creation of all marketing materials needed for the Sales Team.

Unique Sales and Customer Service Training that includes both Classroom and Individual instruction.

JAY PACKAGING

NATIONAL SALES MANAGER 2014-2015

Successfully developed and implemented the Sales and Marketing Plan for the Pharmaceutical and Personal Care market segments.

Exploited Senior Level and other Key Relationships that led to the award of 2 Multi-Million dollar contracts.

Exceeded Sales and Profitability targets.

Developed Marketing materials for these targeted market segments.

Responsible for Estimating and Budgetary Analysis as it relates to forecasting, project estimates, profit margin and departmental costs.

ARKAY PACKAGING

SOUTHEASTERN SALES MANAGER 2013-2014

Successfully developed and implemented the Sales and Marketing Strategy for the Pharmaceutical Kitting and Sample Fulfillment business.

Exploited Senior Level Relationships to secure new pharmaceutical kitting and sample distribution business.

Developed and Created Sales and Marketing Plan for the Contract Packaging and Fulfillment business.

Exploited Senior Relationships to secure new Contract Packaging and Fulfillment business.

Responsible for Budgetary Analysis and meeting all agreed financial requirements as it relates to marginal profitability, estimated venture cost analysis and estimated margin returns for 1, 3 and 5 year periods.

Exceeded 1st year Sales and Profitability Goals.

C&D SERVICES, INC.- MOON, VA 2009-2013

CHIEF OPERATIONAL OFFICER

DIRECTOR OF SALES AND MARKETING

Developed and Successfully implemented the Sales and Marketing Plan to adapt a 2 employee Mom & Pop business into a 40 employee approved Government Contractor to all Military Bases within the Mid Atlantic State Region.

Responsible for daily operational planning as well as the Successful Management and Oversight of 24 employees.

Responsible for P&L.

Responsible for Budgetary Analysis and Estimated Financial returns for 1, 3 and 5 year periods.

Responsible for the Creation and Implementation of New Employee Training Programs to ensure that the company remains current to Federal and State Regulations.

HOWELL PACKAGING- ELMIRA, NY 2004-2008

VICE PRESIDENT – (Promoted January 2006)

DIRECTOR OF SALES AND MARKETING

Developed and Directed the Successful Implementation for a New Overall Business Strategy that would encompass 4 Divisions and 400 Employees.

Developed and Implemented the Successful New Sales and Marketing Plans for each Howell Division.

Responsible for the Successful Management and daily Oversight of 400 employees including 4 Director of Operation Managers, 5 National Sales Managers, 25 Sales Professionals, 4 Customer Service Managers, 20 Customer Service Representatives, and 348 Full and Part Time Employees.

Eliminated Duplication and reduced overall Costs to the Company by 40%.

Increased Profit Margins by 30%.

Exploited Senior Level Relationships within the Pharmaceutical Industry to assist in the Expeditious Acquisition of New Pharmaceutical Business.

Directed the Company from a $28MM operation with 4 of its Major Company Contracts in Jeopardy to a Record Sales Level of nearly $60MM in a 3 year period.

Responsible for all Short and Long Term Financial, Sales and Operational Goals as well as P&L.

Responsible for Quarterly Business Data Presentations to the Howell Board of Directors and Banking Partners.

Streamlined departmental efficiencies through root cause and process analysis and establishing key performance indicators (KPI's).

Responsible for the success of all KPI Goals.

Responsible for Community Compliance Goals by Developing and Initiating with HR Howell Sponsored Events such as Special Olympics, Food Bank and the United Way to name a few.

Oversight of the development of a unique patented CR I, II, and III (Child Resistant) packages to run on new machinery designs developed with German Pharmaceutical Packaging company Harro Hoffliger.

Developed Key Strategic Partnerships that included Pharmaceutical Packaging Machine manufacturer Harro Hoffliger.

Developed and Introduced New Advertising Campaign and Blitz that included Machine Manufacturer Harro Hoffliger.

Introduced and Implemented New Training Programs for all Key Managers, Sales and Customer Service Department Team members.

Responsible for the Oversight and Continuous Training for all employees.

Responsible for the Acquisition of New Business from Major Pharmaceutical companies such as Pfizer, Merck, Lilly, Bayer, GSK and Astra Zeneca.

NORTH STATE CARTONS-PINEVILLE, NC 2001-2004

KELLER CRESCENT

VICE PRESIDENT

DIRECTOR OF SALES AND MARKETING

Developed and Directed the Successful Implementation of a New Sales and Marketing Plan.

Responsible for the Successful Management and Oversight of 200 Employees that included a Director of Marketing, a Director of Operations, 3 National Sales Managers, 7 Sales Professionals, 1 Customer Service Manager, 7 Customer Service Representatives, 1 Estimating Department Manager, 3 Estimators and 176 Full and Part Time Employees.

Responsible for all Short and Long Term Financial, Sales and Operational Goals as well as P&L.

Increased Company Profit Margins by 35%. The introduction of the new Fragrance Sample Card and Strategic Partnership with Jones played a large part in this success.

Exploited Senior Level Relationships to assist in the successful implementation of the New Fragrance Sample Card packaging.

Directed the Successful Company Turnaround from a struggling $5MM-$6MM company to close to a $20MM within a 3 year period.

Streamlined departmental efficiencies through root cause and process analysis and establishing key performance indicators (KPI's).

Responsible for the Success of all KPI Goals.

Streamlined departmental efficiencies through root cause and process analysis and establishing key performance indicators (KPI's).

Developed Key Strategic Partnerships that included Nutraceutical and Cosmetic Machine manufacturer Jones.

Responsible for the Oversight and Development of a New Cosmetic Fragrance Sample Card that would run on Jones Packaging Machinery.

Responsible for the Presentation of Quarterly Business Reports to the Company's Banking Partners.

Responsible for Community Compliance Goals by Developing and Initiating with HR NSC Sponsored Events such as Special Olympics, Food Bank and the United Way to name a few.

Developed and Introduced New Advertising Campaign and Blitz that included Machine Manufacturer Jones.

Introduced and Implemented New Training Programs for all Key Managers, Sales and Customer Service Department Team members.

Assisted Ownership in the Due Diligence process to insure the Successful Sale of the Company to Keller Crescent.

RESOLUTION PACKAGING-MARION, NC 1995-2001

MARKETING SPECIALIST

Developed and Successfully Implemented the New Sales and Marketing Plan for Specialty Products.

Responsible for Meeting all Financial Goals.

Developed Realistic Financial Goals for the Specialty Market category.

Met and Exceeded all Financial Goals.

Met and Exceeded all Sales and Profitability Targets.

Responsible for the Successful Training, Management and Oversight of 24 Sales Professionals.

Reported directly to the #3 Person at Corporate in Alabama for the 3rd Largest Global Paperboard company in the world.

Successfully introduced Resolution to the Diabetes Home Test Strip and Meter Market.

Responsible for the Acquisition of many smaller Diabetes manufacturers as well as the largest Private Label Manufacturer in the World, HDI. (Home Diagnostics, Inc.)

Successfully Developed Key Strategic Partnerships with Check Point and Sensormatic to introduce this new Theft Deterrent Technology to the Retail Diabetic Market to ensure that Private Labeling would continue within the marketplace.

Successfully Developed Key Strategic Partnership with Jones Machine to ensure that the New Theft Deterrent Carton packaging could operate at Higher Speeds to again insure its affordability within the Retail marketplace.

Responsible for the Monthly Presentation of the Specialty Markets Program at Corporate. This would include all Financial, Training and Sales Updates.

GIBRALTAR PACKAGING-MOUNT GILEAD, NC 1988-1995

NATIONAL SALES MANAGER

Developed and Successfully implemented the Sales and Marketing Strategy to insure Corporate Directives of cross selling all packaging services were met.

Responsible for the Successful management of 2 Regional Sales Managers, 8 Sales Representatives, a Customer Service Manager and 4 Customer Service representatives.

Successfully Directed Sales of a Virgin Territory to over $25MM in annual Sales.

Successfully Achieved Greater Profit Margins through a Turn Key Tier Sales Approach. This Technique improved Margins by 15%.

Successfully developed Key Strategic Partnerships with Bagging and Carton Converting Machine manufacturers.

Responsible for the Successful Training, Management and Oversight of all Managers, Sales Professionals and Customer Service Representatives.

Responsible for the Monthly Presentation of all Sales, Training and Financial Goals and Objectives to the VP of Sales at Corporate.

ATLANTIC SHIPPING AND PACKAGING-NORFOLK, VA 1983-1987

REGIONAL SALES MANAGER

Successfully Developed and Implemented Sales and Marketing Strategy.

Successful for the Introduction, Training and Implementation of the Company New Philosophy of Selling that would now branch out to include Packaging Machinery.

Successfully Obtained and Engineered a Protected Territorial Partnership with Little David Taping, Case Erecting and Packaging Machines.

Responsible for the Sale and Successful Oversight of installation for the 1st Packaging Line for the 1st Canon USA manufacturing facility located in Newport News, VA. This packaging line included Little David Taping, Erecting and Special Pack Out Machinery, Steel Automated Line, Shrink Film Machinery and Stretch Wrapping Machinery.

Developed additional Machinery Protected Territory Partnerships with Cryovac, Custom Machine, Inc. and Philco Machinery as a result of the Canon USA Success.

Successfully Trained and Managed 4 Sales Professionals.

Responsible for Monthly Sales Goal and Activity Reporting.

Responsible for Successfully opening up a Virgin Territory and Grow it to a $20MM Highly Profitable Territory in less than 4 years.

Improved Profit Margins on the resale of daily consumable items due to the new Sales Strategy involving the Sale and Installation of Packaging Machinery.

Awarded Stock Ownership in company in 1985.

PRODUCTS AND SERVICES:

Folding carton packaging, Packaging Machinery of all types, thermoform plastic packaging, set-up box packaging, secondary pharmaceutical contract packaging, sample fulfillment, kitting and distribution for pharmaceuticals, labels, flexible packaging, laminate film and foil packaging, miscellaneous machinery and packaging supplies. Construction and repair work for military installations, commercial and residential markets.

PRIMARY MARKETS:

Pharmaceuticals, pharmaceutical advertising, kitting and sample fulfillment, diagnostics, medical device, cosmetics, tobacco, textiles, food, industrial, specialty retail and construction and building repair.

EDUCATION:

BA in Business Administration with an emphasis in Marketing.

ELON UNIVERSITY- ELON, NC 1983

Certified Trainer Miller-Heiman Philosophy of Selling

Certified Trainer Miller-Heiman LAMP (Large Account Management Program)

Certified Trainer Travland Philosophy of Selling Skills

Certified Trainer Travland Philosophy of Customer Service

Certified Trainer Team Building Skills (TAI Associates)

Certified Trainer Professional Selling Skills-The Learning Center

Certified GMP

Certified CQII (Continuous Quality Improvement and Innovation)

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