Sales Representative

D ouglas R. Jacoby

***** ******* ***. ***** ******, Ca. 90049 • 770-***-****

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

SU M MARY

Responsible for key account sales, sales management and market development in several segments of the paper industry

t hat include: specialty paper, specialty crepe for highly technical tapes, food packaging-FDA direct food contact, packaging

substrates (cosmetics, health and beauty packaging) beverage labels, release liners, face stock, and fine graphic papers

(coated and uncoated).

Mentored sales team development, t raining, guidance, and implementation of defined sales strategies that formed a close

k nit organization which understood and met corporate defined P&L mandates. My teams have demonstrated the ability to

retain and acquire new customers while maintaining current account relationships, effectively applying product knowledge

and experience to create innovative sales strategies that provide tailored solutions to meet the customer’s defined needs.

Specialties: Sales and Marketing (KAM account responsibility), Sales Management, Sales Team Development (training

and product knowledge mentoring), New Business Development and Implementation, New Product Innovation (R&D

M anagement), Product Specific Sales Strategies, Customer Relationship Building Technique Training, Market Analysis

and Sales Presentation and Promotion .

PROFESSIONAL EXPER I E NCE

Paper Max USA-D iv. of Asia Pulp and Paper

A tlanta, Georgia

Business Unit M anager/Uncoated, North American Ter r itory

2013-Present

Paper Max delivers a wide variety of specialty, coated and uncoated Fine Paper from various mills throughout the Pacific

Rim and they are the largest producer of paper globally.

R epresentative Client List: Me rchant and Converters – U nisource, Midland, Spicer’s, Performance Paper, Case

Paper,

G raphic Paper, Gould Paper, Pro-Con, Clifford Paper, Evergreen, Cole, Athens Paper, BW Wilson, Field Paper, Horizon

Paper, Sakura, Lindenmeyr Publishing group, Cenveo, Connemara.

Representative Client List: Di rect – T he Aaron Group.

Duties and Responsibilities:

• P&L.

• M arketing and development of “Brand Equity”.

• Initialize the Uncoated Product Line nationwide with roll-out responsibilities including inventory loading while

keeping cost containment within the corporate defined budget.

• Responsible for the team development of uncoated volumes that are exceeding AOP by approximately 6.8% in all

u ncoated grade areas.

• Develop and t rain sales people on the new grades of uncoated paper, Initiate the ”go to market strategy” on these

g rades and worked in parallel with the coated RSD’s to achieve both coated and uncoated corporate goals (Cross

Sales Metric Approach).

• Key Account Manager for several major merchant’s the America’s.

• Coordinate weekly sales meetings to discuss volumes, revenues, and other issues pertaining to the uncoated

market strategy.

• Define the current and future threats to the Paper Max current book of business to the VP of sales and quarterly

report these threats and how to minimize their effect.

• Offer new plans quarterly to better coordinate the mills production efforts to the customers stated needs in area of

quality, delivery and customer/mill relations.

N ew Page Corp

A tlanta, Georgia

Sr. Sales Development M anager/Uncoated, North American Sales

2012 - 2013

New Page offers a full portfolio of Fine Papers for the printing industry and is the largest manufacturer of coated

substrates in the U.S.

Representative Client List: Merchants - U nisource World Wide, Xpedx, Bulkley Dunton, Midland, Lindenmeyr,

M illcraft, Athens Paper.

Representative Client List: D i rect - T he Aaron Group, Quad/Vertis, RRD (joint division sales), Acco Brands

Duties and Responsibilities:

• P&L

• Responsible for 120,000 tons of uncoated paper with total sales revenue 91,200,000 USD and a projected growth

r ate of 6%.

• Direct the new offset initiative at New Page. Responsible for developing uncoated sales through merchant, broker,

and direct sales channels.

• Developed an aggressive marketing campaign to introduce New Page, as a first time player in the uncoated market,

as well as educating the national sales force on product offerings, att ributes, and delivery of our aggressive

u ncoated sales strategy.

• Coordinate with VP of Uncoated Sales and Regional Sales Directors monthly to ensure our plan is meeting the

criteria set forth in our uncoated initiative.

• Constructed a new amalgamation policy/program, which enables our customers’ to ship the full product portfolio in

one t ruck,

thus reducing freight cost to both New Page and the customer.

• Implement and manage the new inventory plan with locations in two strategic areas of market concentration.

Ahlstrom

A tlanta, Georgia

Sales and M a r keting M anager

2006 -2012

A hlstrom offers clients a partnership for a strategic business alliance that couples specialty substrate technology and manufacturing

w ithin the packaging industry .

Representative Client List: 3 M-Tape,Shurtape, Bemis Milprint Div., Bemis Curwood Div., Bemis BIC Div., American Packaging Corp,

A lcan, JUJO Thermal, Vacumet, Hammer Packaging, Winpak, Packaging Concepts, Bagcraft/Paper Con, and Spear.

Di rect List: Nestle-Purina, Sara Lee, P&G (health and Beauty), Unilever, Dannone, Budweiser, Coors, Kraft and General Mills.

D uties and Responsibilities:

• Managed a 7.2 million USD book of specialty papers business in 2010 with a CAGR (six years) of 5% across all

business units which included crepe for tape, specialty C1S, anti-microbial, and wet strength papers and pressure

sensitive.

• Responsible for a multitude of corporate directives including but not limited to the following: client solution

assessment, process analysis, forecasting, Sales Force CRM, major project development lead, pilot t rials, and

commercialization.

• Market development responsibilities for PFOA free substrates (grease resistant papers), wet strength labels, and

specialty applications of non-cellulose based substrates (non-wovens) throughout the United States and Canada.

• Managed substrate performance and technical evaluation reviews with reengineering strategies, to ensure

maximum adherence to production performance and technical guidelines.

• Extensive experience with technical meeting facilitation across all levels of the organization (middle management

t hrough C-Suite).

• Pa rtnered wi th a Fortune 500 company to develop a fi rst ever non-woven microwave application

p ackaging solution.

Case Paper

A tlanta, Georgia

Senior Sales M anager 1992 -

2006

Case Paper offers clients a cost effective method of purchasing fine printed paper through odd-lots, seconds and custom converting .

Representative Client List: A merican Printing, Atlanta Printing, Carter Printing, B&B Printing, Bennett Graphics.

Duties and Responsibilities:

• Responsible for the Atlanta sales territory with annual sales revenue of 3 million USD and while maintaining a

CAGR of 8%.

• Trained new employees on product knowledge, converting policies, and company directives.

• Marketing strategy development for new product line of C2S papers.

Sabin Robbins

B altimore, Ma ryland

Sales M anager

1981-1992

Sabin Robbins offers clients custom converting, quick delivery and a varied selection of both coated and uncoated to provide cost savings

to their clients.

Representative Client List: Suburban Publishers, Leigh Litho, Art Litho, Baltimore Envelope, Gamse Litho, Kutztown Publishing,

Carter Printing.

Duties and Responsibilities:

• Responsible for the Baltimore sales territory with annual sales revenue of 1 million USD in 1981.

• Promoted in 1983 with new responsibilities to include the middle and western territories of Pennsylvania.

• Upon leaving Sabin Robbins in 1992 the new combined territories yielded revenues exceeding 3 million USD.

ED UCAT IO N

Bachelor of Science in Business, Ball State University, M uncie, I ndiana

B usiness-Sales and Marketing-concentration of study

Phi Delta Theta Fraternity

Fellowship of Christian Athletes

Full Athletic Scholarship

P ROFEC I E NC I ES

Sales Force-CRM, Integrated Business Planning (IBP), Situation-Problem-Implication-Need Payoff Selling

(SPIN),

Toll-Gate 0 (TG0 new business justification tool), Performance Management Tool, M icrosoft Office Suite

(Word, Outlook, PowerPoint, Excel), Intellectual Properties, CDA and NDA experience, VM I (vendor

managed inventory).

Contact this candidate