Sales Customer Service

Bo Sherman * Parmenter Road ( Hudson, MA *****

612-***-**** ( *************@*********.***

Summary

Business professional with background in territory sales management,

operations management, vendor relations, distribution management,

purchasing, inventory control and marketing promotions. Recognized for

strong analytical and organizational abilities complemented by methodical

approach and systems thinking. Experience with consultative international

sales and account management. History of being recruited to launch new

businesses or turn around struggling operations.

Experience

XAMonline, Inc., Cambridge, MA October 2012-Present

DIRECTOR OF SALES AND MARKETING

Recruited to create and build a sales and marketing operation for the

distribution of two different publishing programs. Responsible for all

sales and marketing decisions involved with the XAMonline and Lesson Ladder

programs.

o Responsible for a 15% increase in sales after two declining years

previous to my employment.

o Performed business review of entire XAMonline catalog of titles and

worked with Barnes & Noble buyer to re-model previous buys and increase

shelf presence.

o Present all new XAMonline titles to national accounts, wholesalers and

commission sales force.

o Review and renegotiate current distribution contract to reduce current

printing expense by 32% saving $132,000 yearly.

o Negotiate new sales and distribution contract for our new Lesson Ladder

publishing program.

o Work closely with CEO to forecast sales, minimize operating costs, create

budgets and manage inventory levels.

o Create, manage and attend both national and international trade shows in

support of both publishing divisions.

o Post for, interview and hire marketing team and inside sales support.

Quayside Publishing Group, Minneapolis, MN 2011-2012

DISTRIBUTION SERVICES DIRECTOR

Recruited to this organization to provide strategic leadership and direct

the growth of the distribution business unit of Quayside's operations.

Responsible for all management and business decisions of Quayside's third

largest division.

o Renegotiated contracts for 80% of all Quayside Distribution Services

vendor business resulting in an immediate 6% gain in margin without a

decrease in revenue.

o Increased sales by 12% in a declining market for print books.

o Performed analysis of all current partner vendors and severed agreements

will all under-performing business.

o Collaborated with sales and marketing teams to maximize sales of partner

vendor's books while minimizing warehouse carrying costs.

o Traveled to national and international trade shows in support of

business. Globally prospect and network to increase number of vendors

managed by Quayside Distribution Services.

o Work closely with CEO and CFO to forecast sales, minimize operating costs

and create budgets.

o Collaborated with and lead IT department in development of a competitive

business to business web interface for partner vendors and internal use.

o Presented seasonal title and vendor information to sales force to

highlight the distribution program among all other business units.

o Responsible for management of relationships with all partner vendors.

Adventure Publications, Cambridge, MN 2009-2011

SALES MANAGER

Recruited to this organization to provide strategic leadership and expand

publishing program. Partner with company owner to plan future operations

and set goals for the business. Responsible for all sales and marketing

programs.

o Initiated and completed a five year plan for entire publishing program

including new areas of acquisition, additional sales channels and

additional personal support.

o Analyze sales performance, competitor products and formulate plans to

reach specialty markets.

o Build and maintain solid working relationships with new and existing

customers, buyers and merchandisers.

o Created sales forecasts and departmental budgets.

o Lead marketing team of five and planned participation in all shows in all

sales channels including trade, gift, specialty and consumer.

o Worked with production team to ensure timely delivery of products.

Engaged in discussions with production team regarding cover design,

content and layout.

o Managed and hired commissioned sales representatives.

o Educated customer service representatives in consultative sales

techniques.

o Assisted in implementing new press wide computer system and began

redesign of company's website.

o Managed and created new relationships with all national accounts.

Presented new titles, discussed marketing plans and created sale

materials as needed.

University of Minnesota Press, Minneapolis, MN 2006-2009

SALES MANAGER

Recruited to this position to manage all aspects of the sales operation.

Operated as a member of the marketing team to analyze and guide overall

direction of the Press.

o Increased sales in all fiscal years while at the Press with record growth

in both 2007 and 2008.

o Achieved highest yearly sales in Press's history in 2008.

o Formulated seasonal sales plans to promote books and journals produced by

the Press.

o Created sales targets for all new titles and tracked progress to identify

trends.

o Conducted biannual sales conferences presenting each season's new titles

in New York City with entire commissioned sales force.

o Responsible for overseeing US and international commissioned sales

representatives.

o Made sales presentations to national accounts including Barnes & Noble,

Baker & Taylor and Ingram. Traveled throughout Minnesota calling on

independent booksellers and specialty accounts.

o Managed co-op marketing plan with client booksellers and wholesalers.

o Performed sales analysis of Press book sales and provided monthly,

quarterly and yearly sales reporting to director of Press.

o Planned and oversaw all trade book shows. Responsible for marketing tag

lines and promotions.

Bound to Be Read, St. Paul, MN

DIRECTOR OF PURCHASING AND INVENTORY CONTROL 2002-2006

Recruited to this position shortly after Minnesota store opening as key

member of management team assembled to create and execute a new strategic

vision for three book stores located in Minnesota, New Mexico, and Florida.

Led Purchasing and Inventory Management (Inventory of $6 million and staff

of ten.)

o Utilized industry knowledge and market expertise to select goods for

seasonal purchases and in-store merchandising at each store location.

Decreased cost of goods sold margin by 2% or $80,000 annually.

o Oversaw inventory of $6 million and over 600,000 items. Ensured product

availability while lowering carrying costs; increased inventory turn 20%

resulting in a 35% increase in annual gross sales.

o Managed vendor relations with publishers and wholesalers negotiating

contracts for buying, maximizing margins, minimizing freight costs

(decreased 10% first year) and ensuring on-time delivery. Built solid

national relationships to ensure availability of product to meet demand.

o Introduced security controls and reduced shrinkage by $30,000 annually.

o Increased promotional/remainder book sales 100% over two years.

o Worked with accounting colleagues to develop and review company cash

management policies for vendor accounts to maximize cash flow.

o Worked closely with general manager to co-create strategic

marketing/sales plans, redesign operational systems, develop a committed

workforce, and inspire great customer service.

o Managed research, analysis and introduction of computer systems and

electronic processes to streamline processes, increase speed of service,

and introduced new computer tools to help manage inventory

Ingram Book Group, LaVergne, TN 1997-2002

MIDWEST SALES MANAGER (Based out of Chicago, IL)

Recruited to this wholesale book company to sell books and services in a

seven state territory for this wholesaler. Using consultative sales

approach, built confidence of account base through value-added services,

e.g. special discounts, promotional events, and favorable delivery terms.

o Achieved consistent incremental sales growth from $30 to $36 million in a

mature market.

o Represented company at trade shows promoting brand, building account

relationships, prospecting and closing new leads. Responsible for

planning and overall success of Midwest regional shows. Member of

planning team for BEA.

o Worked with credit department to set up new customer accounts and

communicate with clients regarding credit issues.

o Communicated with senior management providing client feedback on products

and services for program enhancements, service offerings or product mix

changes.

o Formulated yearly sales projections and created weekly reports to monitor

progress.

o Participated in creation of co-branding marketing campaign for the Little

Professor Bookstore group and Ingram.

Books-a-Million (acquirer of Books & Company), Dayton, OH 1991-1997

SENIOR BUYER

MANAGER, SHIPPING AND RECEIVING

Initially hired as bookseller providing customer service to patrons.

Promoted to shipping and receiving overseeing ten people. Promoted again

to buy book and gift products for in-store merchandising with staff of

three.

o Established strong vendor relationships. Selected, purchased, received

and managed inventory of products to support $10 million in annual sales

revenue.

o Centralized receiving operations by opening new, off-site warehouse to

receive and redistribute stock to multiple store locations. Capitalized

on warehouse related discounting while improving receiving processes and

efficiencies at decreased costs.

Education

B.S. Finance, B.A. English Literature

Miami University, Oxford, Ohio

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