Sales Manager

Dickson Farrington

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

mobile: 813-***-****

Apollo Beach, FL 33572

email: *********@***.***

Key Accounts Regional Sales Manager Territory Sales Manager

sales forecasting and planning growth strategies profit & loss

optimization

product development/market positioning cross-cultural collaboration

client relationship building distribution (consumer) management

progressive tobacco industry experience

High-performing, Regional Sales Director with over 20+ years of

demonstrated success focused on delivering exceptional sales and marketing

performance in national and regional business operations in the Tobacco

Industry. Strong expertise in business development, marketing and

communications (campaign management), stakeholder consulting, strategic

partnerships, customer service delivery, P&L management, key account

management, staff leadership and project management as well as refining

processes/workflows to ensure smooth delivery of sales services.

Professional qualities include: excellent communication and negotiation

skills, solutions-oriented, persistent, independent, reliable, customer-

centric, quick-learner, flexible, passionate, diplomatic and can delegate

tasks efficiently. Proven success in generating revenues, turning around

underperforming products, penetrating new markets and implementing sales

tactics to enhance growth and expand product distribution.

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Possesses integrity in dealing and establishing strategic and profitable

business relationships with all work contacts; ensures and brings new

business opportunities by improving client satisfaction, business

communication, and strengthening after-sales commitment. "Collaborative

Sales Leader" with solid ability to negotiate contracts, manage accounts in

multiple trade channels and cultivate mutually beneficial partnerships with

diverse clientele.

Signature Strengths

Business Development Relationship Management Marketing & Promotions

Revenue Optimization Stakeholder Relations Risk Analysis &

Profit & Loss Management Key Account Management Assessment

Operations Management Cross-functional

Sales Planning & Cost & Budget Controls Collaboration

Forecasting Negotiations & Closing

Vendor / Supplier New Product Development

coordination

software and technology: MS Office (Word, Excel and PowerPoint), Internet

and Email (Outlook)

Professional Qualifications and Affiliations

? Studied Economics, Fordham University, NYC Lincoln Center, 1989-1993

Career Narratives and Selected Milestones

Recruited by US Cigar Sales (Division of Industry Giant UST) to execute

overall product rebranding and market repositioning of business into the

traditional retail marketplace and distributor channels

Championed the creation of new products and programs that enhanced product

performance and generated increase in customer loyalty

Expert in business development, sales planning, forecasting and campaign

management (promotions)

Successfully recruited, hired and trained a national sales force

Comprehensive experience in planning, designing and delivering several

successful retailer networks loyalty programs for local and nationwide

implementation resulting in long term presence of assigned products across

retail partners

Led the creation of the first Dunhill Smokers Division Catalog and numerous

promotional events leading to product growth and consumer brand awareness

Recognized as a "Tobacco Industry Expert" offering diversified skills and

competencies in account management, territory management and business

partnerships

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Republic Tobacco DRL Enterprises, Glenview IL

2007-2014

Key Account Manager

. Executed market strategy (product penetration) and sales delivery of

Cigarette Papers, Make Your Own (MYO) and Roll Your Own (RYO) tobacco

products and accessories to over 90+ Convenience Store Chains covering 5

states: AL, FL, MS, GA, and TN

. Employed sales expertise in negotiating terms for exclusive product

distribution and determining product mix to reflect customer demographic

and geography

. Worked closely with broker network and key clients to ensure sales and

distribution objectives were consistently exceeded and maintained 100%

contract renewals

. Selected by upper management to be a key member in an elite key account

group" founded by the President due to exceptional sales performance

. Ranked first in number of key account customers in the key account

management division for 7 consecutive years.

. Attained 98% conversion rate of all assigned accounts to Republic Tobacco

"exclusive accounts" resulting in increased sales volume, market share

and distribution

. Gained high rate of trial and permanent rack placements in new chain

stores by effectively presenting product concept and viability of MYO and

RYO products

. Secured long term exclusive contract with the Largest C Store Group

. Worked with brokers to achieve 100% product exclusivity with distributors

in Alabama

. Combined business strategy and artistic flair in offering customized

merchandising options for various retail outlets

Republic Tobacco Company, Glenview IL

2002-2007

Regional Sales Manager

. Oversaw product sales and sales management, strategy and sales execution

of all retail and wholesale distribution for all Republic Tobacco

products and programs covering Florida, Alabama and Georgia. This

includes brokerage management (3 separate brokerages, 1 per state),

promotions and retail sales management (trade and loyalty programs

enrollment), contract negotiations, distributor coordination, client

communication, events and tradeshows participation, and direct sales

staff supervision for 3 States.

. Maintained profitable partnerships with various Distributors, C Store

Groups and Retail Tobacco Outlets

. Managed smooth transition of Florida Brokerage into a successful direct

sales force and expanded independent tobacco retail sales in Alabama and

Georgia by hiring, training and supervising direct sales staff, area

managers and territory managers.

. Displayed diverse skill sets in attaining sales and trade program

enrollments in assigned territory through close collaboration with

distributor, brokerage, independent retail, tobacco outlets and c store

groups as well as with sales people.

US Cigar Sales (Sub Division of UST), Tampa FL

1997-2002

Vice President of Sales and Marketing

. Managed to deliver company's sales and distribution profitability by

designing sales strategies to regain product presence in traditional

premium cigar stores and distributor channels, streamlining sales

operations, increasing productivity and employee morale (10+ direct

reports), reducing operational costs, rebuilding customer relationships,

design of retention programs and partnerships, and understanding the

consumer (community) market

. Selected for industry knowledge and ability to turnaround underperforming

product distribution and retail sales model into "Revenue-generating Go-

to-Market Approach" which produced rapid growth in sales accounts from 14

to 700 active accounts in 2 years

. Launched new product and program offerings to allow customers to custom-

make their own cigar brand name and prices with development of 2 private

label cigar programs (bundled and boxed), execution of strategic product

positioning to retail and distributors and creation of brand extensions

resulting in increase in customer loyalty, product awareness and sales

volume

. Hired and developed performance-driven sales team focused on winning back

customers and retail shelf presence

General Cigar, Bloomfield CT

1993-1997

Director of Premium Cigar Marketing

. Successfully led initiatives on product designs and customized marketing

campaign strategies (programs and promotions) for General Cigar premium

brands covering diverse market segments

. Collaborated with VP of Marketing in all aspects of marketing operations

from product/market research, positioning, advertising partnerships,

sales collaterals development, sales forecasting, market research

analysis, events management, networking, and product development

. Acted as "Brand Ambassador" for General Cigar to numerous events and

cigar smokers dinners

. Designed "Restaurant Training Program and Handbook" and trained first

staff of Club Macanudo in Chicago and New York.

EARLIER CAREER EXPERIENCE: "North American Division Retail Buyer" from 1988

to 1993 and "Cigar Department/Humidor Room Sales Manager" from 1985 to 1988

at Alfred Dunhill of London, New York NY

"Excellent Professional and Personal References will be available upon

request."

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