Regional sales executive
Resume:
William Norton
* ***** *****, ***********, ** ***53
*************@*****.***
A proven top performer with start-up and Fortune 500 experience. Unique
blend of forecasting purchasing, managerial and operational expertise with
advanced skills in strategic planning, international negotiations, product
development and resource allocation. Innovative and inspirational leader of
sales with a proven ability to drive business growth through aggressive
sales initiatives, market trend analysis and market penetration. Talent for
designing and launching programs that produce profitable product lines
targeted to niche markets, delivering significant sales growth and
profitability. Available for 100% travel.
EXECUTIVE LEADERSHIP COMPETENCIES
P&L Management / Improvement Supplier /
Vendor Relations
Budgeting / Cost Controls Workflow
Optimization
Strategic Planning & Growth Staff Management &
Training
Manufacturing & Operations
Inventory Management
New Business Development Product / Brand Development
Purchasing Management Performance
Improvement
Professional Experience and Accomplishments
July 2013 to Present Fishman Inc. Andover MA
Vice President of International and Domestic Retail Sales
In the position as the Vice President of International and Domestic sales I
interface with an existing 12-member US based representatives as well as
two international reps based in Belfast Ireland and in London. I am
responsible to generate new distributor accounts to drive sales and profit
of music industry based Fishman branded products as well as participating
in the launch and planning of new products by implementing short and long-
term strategies consistent with the company growth goals.
Current Duties and Responsibilities
. Directly responsible for the company's retail sales revenue both
international and domestic.
. Currently exceeding 2014 budget forecast by 8% in a challenging retail
environment.
. Complete responsibility for budgets and expenses.
. Develop timely and accurate forecasts for all accounts and revise with
a rolling month by month forecast throughout the year.
. Establish strong business relationships with key accounts.
. Implemented specific business and marketing strategies necessary to
achieve revenue forecasts such as new product rollouts and end of life
products.
. Responsible for new product placement as well as content management
online and in marketing materials for domestic and international use.
. Working closely with Customer Service Representatives as well as phone
staff and rep base to ensure customer satisfaction and problem
resolution.
. Continuous analysis of trends and market competition to develop
business growth strategies.
. Managing the sales teams, operations and resources to deliver
profitable growth.
. Define and oversee incentive programs that motivate the sales team to
achieve their sales targets.
. Define and coordinate complex sales training programs that enable
staff to achieve their potential and support company sales objectives
on extremely complicated and intricate products.
. Exceeding dealer expectations and contributing to a higher of customer
satisfaction with a new web based dealer interface.
. Hire and develop sales staff as well as create a new web based
purchasing system
. Currently at a rate of 50% travel.
2013 and 2014 PERFORMANCE MEASURES
. Meeting all forecasts goals in an ever shrinking MI based marketplace.
. Set up new distribution in marketplaces such as China, Japan, UK and
Germany that have grossed 40% increases
. Achieves strategic customer objectives defined by company Management.
. Enlists the support of sales specialists and other sales and
management resources as needed.
. Closely coordinates company executive involvement with customer
management.
. Staying current on industry trends will be necessary for continued
success in this position.
July 2010 to July 2013 Earthworks Microphones Inc. Milford NH
Chief Operating Officer/General Manager
Directed all facets of the domestic manufacturing process, purchasing, and
sales initiatives for Earthworks Microphones Inc. which is a small family
owned company in New Hampshire. Provided direction based on trending
product categories, as well as sales strategies both domestically and with
international distributors. Developed performance-based, low-cost
solutions through aggressive negotiations with new and existing suppliers.
Recognized for ability to incorporate innovative management techniques that
result in enhanced business practices, increased productivity, and profits
for a 30,000 sq. ft. factory with 15 employees. Proven success in sales
and marketing through expertise in business development and strategic
planning capabilities.
Selected Achievements:
. Grew International and domestic business in 2011 vs 2010 by 41%
o Had reduced the rep force by 75% in March of 2011 and replaced
with more active independent rep force by June 2011
. Currently have 2012 running 20% over 2011 YTD
o Concentrating efforts of contract and custom manufacturing we
work with US contractors and specifiers in custom microphone
builds for installations
o Customers in 2012 range from Apple, Massachusetts Institute of
Technology and the Louisiana State Legislature
. Developed a 6 month roll out program introducing Earthworks first
traditional looking handheld microphone called the SR40V
o Utilized 6 trade magazines to create this program and negotiated
rates for full and half page ads as well as .com based programs
for accounts such as Sweetwater, Guitar Center, B&H Photo and
Full Compass
o Used only 60% of allocated budget for the roll out period of 6
months and the program was a success as the sales of the $1,400
MSRP SR40V tripled the anticipated forecast
. Based on the success of the model SR40V, in November of 2011 we began
an aggressive push to build a wireless capsule version of the SR40V
called the WL40V to be used on various wireless transmitters in the
industry
o Worked with engineers from SONY, Lectrosonics, Line 6, Shure to
ensure compatibility and quality
. References from each company can be supplied confidentially
o After extensive prototyping with music industry artists as James
Taylor, Garbage, Taylor Swift and Foreigner and such front of
house engineers as David Morgan and Brad Divens the WL40V was
introduced on July 1, 2012 and has been extremely successful
outselling the forecast by 121%
. Over one year period starting in March of 2011 implemented a new
inventory management and production management software system that
increased efficiencies in production and materials procurement
o This system enabled us to automate purchases of material based
on month to month rolling forecasts that I created for all 88 of
our products
o This system allowed us to minimized expenses at such a rate that
we are currently bringing our prices down to become more
competitive all while maintaining a healthy profitability for
the company
o This efficiency also enabled the company to hire two new
employees as production assistants as well as data entry
2007 to July 2010 Casio America Dover, NJ
Director of Sales -Electronic Musical Instruments Division
Responsible for $188 million of electronic musical instrument (EMI) annual
budget for both the Consumer Electronic and Musical Instrument channels in
the United States.
. Accountable for the entire marketing procurement and marketing
advertising budget for Casio EMI
. Administer marketing and promotional planning and sales for accounts
such as Best Buy, Target, Wal-Mart, Costco, Toys R Us, Guitar Center,
Musician's Friend and Sam Ash
. Responsible for 6-month lead-time allocation of supply planning for
over 50 SKUs for both the
Consumer Electronic and Music Industry channels
. In command of a 48-member representative firm contingency in the
United States for the musical instrument industry channel
o Accumulated and analyzed sales data for the firms performance
levels
o In 2008, recruited two new rep firms that increased sales to
each respective territory by 55%
. Involved in product development and marketing strategy for new
keyboard innovations in both the consumer and music channel
. Assisted in the allocation and planning for Canadian distribution of
Casio EMI which executed approximately $20 million of additional
Canadian EMI sales
. Constructed Distributor Agreements for allocation of all Casio EMI
products
o Delegated the proper use of the brand logo and company manifest
o Involved in legal negotiations and authored distributor
agreements for all Casio products including cameras, business
projectors, cell phones and calculators
. Created a Minimum Advertising Pricing (MAP) policy with the Casio
legal team for EMI products for use in brick and mortar retail and e-
commerce internet sales. Negotiated with outsourced firms such as Net
Enforcers to create a policing of price strategy
. Well versed in the legal regulations of various price discrimination
laws such as the Clayton and Sherman Acts, as well as utilizing the
meet competition defense of the Robinson-Pactman Act.
2005-2007 Loud Technologies Woodinville, WA
Regional Sales Manager (New England and New York State)
Oversee account sales, marketing of Loud Technologies brands including:
Mackie, Tapco, Ampeg, Crate, Alvarez & Alvarez Yairi guitars, Knilling
violins, Austin guitars and SLM Marketplace accessories.
. Consecutive years of growth at least 13% each year since 2000.
. Singly supervise the product management of Daddy's Junky Music as a
national account.
. Consistently add new accts averaging two per month to date.
. In 2006, added Mackie and Tapco and increased sales to 198% over
projection to date.
. Since 2001, increased Alvarez distribution and sales to increase on
yearly average of 25%.
. Since 2000, Number 1 in overall sales of Alvarez Guitars in the U.S.
*In March of 2005 St. Louis Music Inc. was purchased by Loud Technologies
2000-2005 St. Louis Music Inc. St. Louis, MO
Regional Sales Manager (New England and New York State)
Having the same duties as listed in prior employment; I moved to New
Hampshire in July of 2000 to manage the new territory for New Hampshire,
Maine, Vermont, Massachusetts, Rhode Island, Connecticut and New York
State.
1998-2000 St. Louis Music Inc. St. Louis, MO
Regional Sales Manager (Minnesota, Wisconsin, Northern Illinois and
North Dakota)
Oversee account sales and management for St Louis Music brands of Ampeg,
Crate, Alvarez & Alvarez Yairi guitars, Knilling violins, Austin guitars
and SLM Marketplace accessories.
. Increased territory dollars from 1.7 million in 1997 to over 2.5
million in 2000.
. Introduced new Alvarez Branding in 1998 and by late 1999 Alvarez sales
had doubled.
. Increased Knilling violin business by 168% in one year.
. In 1999 won every product category award for sales volume and increase
over projections.
1994-1998 Inside Sales Manager (Managed over 20 states in United
States)
Sales of amplifiers, guitars, violins, and accessories to music retail
stores and distributors. I partnered with the National Sales Manager daily
to achieve sales goals of amplifiers, guitars, violins, etc.
Responsibilities included selling proprietary products and customer service
for retail stores all over the U.S.
. Achieved sales projections and goals every year, with consistent
increases of over 12% annually
1992-1994 Frito-Lay Division of PEPSICO Fenton, MO
Route Business Manager (Route Salesmen Team Leader in Southern
Missouri)
Responsible for 13 bin route salesmen helping manage accounts both regional
and local. Direct product sales, new account development and order
inventory control
. At time of hire, was the youngest Route Business Manager in Frito-
Lay history
. Increased monthly forecasts from $21,280 to $30,960 on average for
each route for two years
. Consistently maintained an average of 118% to weekly sales
forecasts per route
. The first Business Manager in the Midwest selected to participate
in the planning, scheduling and organization of a 1992 nation-wide
Halloween promotion that netted a $1.8 million dollar increase in
Midwest territory sales
1989-1992 United States Department of Defense United States Air Force
Piano player and Guitarist (Tour of Korea, Japan, Guam and the
Philippines)
I was employed by the United States Department of Defense to tour with a
well known Country Artist who was responsible for the morale and recreation
of the United States Air Force troops overseas.
Education
Southern Missouri State University Springfield, MO
Bachelor of Science Marketing Research
Bachelor of Science Communications and Broadcasting
Minor Computer Information System with an emphasis in Statistics and
Mathematics
East Central College Union, MO
Associate of Applied Science Business Management
Honors and Awards
Who's Who Among American College Students
Member in the Outstanding College Students of America
Elected President of the Delta Epsilon Chi Business Fraternity
Winner of the Midwest Food Marketing Award - two consecutive years
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