Sales Manager
Resume:
ROBERT ROBBINS
303-***-**** Castle Pines, Colorado 80108 **********@***.***
SUMMARY
Resourceful, customer-driven Sales Professional with a track record of
exceeding company revenue targets using a consultative selling and
relationship building approach. Strong background selling high dollar,
complex digital photofinishing and photographic equipment in direct
capacity to all major national retailers including Wal-Mart, Target,
Costco, Sam's Club, Walgreens, The Sports Authority, Kmart, Sears, Safeway,
Albertsons (SuperValu), and Kroger Company. Skilled in managing geographic
and major account territories, developing partnerships and driving the
conceptual sales process in a team environment, with a consistent focus on
customer satisfaction. Competitive leader, known for effective
negotiations, demonstrating persistence and creativity to systematically
pursue opportunities, leading by example.
PROFESSIONAL EXPERIENCE
VistaQuest Corporation, Castle Rock, Colorado
2008-Present
Director of National Account Sales
Grew a new national sales territory while positioning our new Digital One
Time Use Camera Nationally with Kroger Company and achieved $400,000 in
sales from a zero base through fact based presentation and exceptional
retail execution. Salary of $75,000 + 3% Commission
. Directed and managed a new sales territory, across the US, from zero to
$750,000 in 2 years.
. Help design and implement a new digital product into the Electronic/Photo
industry.
. Worked aggressively with SAS, our National Broker, to introduce and place
the VistaQuest VQ-15 Digital One Time Use Camera.
. Directed sales, training, support, and coordination of Major Accounts,
Kroger, and Fry's Electronics.
.
FUJIFILM USA, INC., Castle Rock, Colorado 1996-2008
National Account Manager
Created and implemented national business plans for growth of General
Merchandise category for Kroger Company including 7 divisions across the
United States. Salary of $103,500 + 3% Commission
. Generated $12 million in annual sales and obtained 35% of total photo
category as a result of aggressive sales and promotional planning. This
was achieved in a very flat photo market.
. Exceeded sales quotas 21% for four consecutive years for 1,200 Kroger
divisional stores by building enduring business relationships,
complimented by a fact-based selling approach.
. Increased market share 42 points over four year period due to very
aggressive promotional and display programs. Fuji earned unit share
leadership over longtime national brand leader Kodak.
. Directly managed retail coverage of all Kroger Stores through food broker
organization, which included King Soopers & City Markets-Colorado,
Dillons Foods-Kansas, Smith's Foods-Utah & Nevada,
Fry's Foods-Arizona, Fred Meyers-Oregon, Ralph's-California, and Kroger's
"C-Store" Division - Loaf N' Jug.
. Increased product distribution 15% on all key sku's through promotional
retail execution in each division.
. Increased Frontier Digital Minilab placement at King Soopers and City
Markets from 48 units to 104 in a five year period, by presenting ROI
data.
. Constructed and implemented $.10 per digital print program at King
Soopers, selling 24.5 million, 4x6 prints in a 12 month period.
ROBERT ROBBINS Page Two
KONICA QUALITY PHOTO, Fountain Valley, California 1993-1996
Vice President of Sales & Marketing
Directed sales force and service group of eight in the achievement of a $55
million sales plan. Managed sales, forecasting, budgeting, advertising and
long term planning. Salary of $80,000 + 5% Commission
. Developed and executed strategic positioning in Payless Drug Sales Plan,
guiding continuous and substantial growth in sales and market share.
. Managed and successfully executed "Private Label" camera program for
Payless Drug that increased business 22% over a two year program.
. Positioned new camera program by overall profit margin against the Kodak
brand and was awarded all six of the sku's for entire chain of stores.
VIVITAR CANADA LTD., Mississauga, Ontario, Canada 1991-1993
President
Led marketing development and performance of the Hanimex/Vivitar Group in
Canada. Role encompassed: strategic planning and implementation, budgeting
and performance management, merchandising, operations, staffing and
motivation, asset and expense management, contribution to product
development and sourcing, external relations and corporate image. Salary of
$90,000 + 3% Commission
. Grew sales to $19 million, achieving a 14% increase by building sales to
major retailers and restructuring pricing to become more competitive in
the Canadian marketplace.
. Increased market share 8% for the SLR lenses market, in an extremely
competitive, saturated market.
. Constructed and implemented a derivative camera program for Canadian
Tire, which increased camera business 16% over two years.
VIVITAR INC., California and Texas 1983-1991
Vice President of US Sales, Canoga Park, California
Managed sales force consisting of 25 Account Managers to deliver against
$118 million sales plan. Salary of $75,000 + 3% Commission
. Developed and implemented key city advertising and merchandising budget
in excess of $2.5 million, which allowed increased distribution of 15% in
qualifying cities.
. Represented sales force's interest at Executive's MPRC, Management
Product Review Committee, in development of national product line
promotional activity.
. Managed and controlled annual personnel and expense budgets in excess of
$1.2 million, generating incremental revenue of $1 million.
. Managed Vivitar sales force in a turnaround of a $4.5 million loss,
reversing trend to achieve $5.0 million profit within two years by
implementing an accurate forecasting system and saving on "Air
Shipments".
. Strengthened relationships with all key national accounts by reviewing
strategic plans and innovating promotional packages. Partnered with
senior sales staff to build business at key national accounts including
Wal-Mart, Target, Ritz Camera and Costco.
EDUCATION
70% of coursework towards BA, Utah State University, Logan, Utah
Fullerton Jr. College, Fullerton, California
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