Sales Representative

John E. McCaffrey

*** ********* **. 412-***-****

Hudson, OH 44236-1637 **************@*****.***

Summary

As an experienced manager, I want to return to Sales Management career, employing my strong background of

proven achievement. While leading two plant turnarounds and improving the performance of existing profitable

operations, the focus has always been on sales. During my tenures, there was sustained market growth, a value

added sales strategy that resulted in new accounts, combined with existing customer growth. The collaborative

sales method increased revenues, dramatically improved sales margins, and built the customer base annually.

Through exceptional interpersonal and communication skills, these strategies built plant teams, fostered lasting

customer relationships, developed engaged employees and insured accountability. The focus on five interrelated

core values built resulted in operational excellence, trust and respect.

Summary of Achievements

A Management career focused was on profitability, operational excellence and personal accountability

throughout the organization. Each career move resulted in greater responsibilities, market complexities and

operational challenges.

• Annual Sales over $70MM with a consistent pattern of growth, account retention and new sales

development.

• Sold customer organization at every level to insure growth within existing accounts and new product

introduction.

• On time delivery was improved to over 98% while cutting lead times in half to an average of 5 working

days.

• Implemented a new plant wide operating system in 6 weeks.

• Sustained focus on customer and item profitability with through put machine optimization and item

management.

• Reduced outside warehousing costs, negotiated the lease renewal and decreased aged inventory.

• Reduce outside purchasing costs.

• Quality processes established, ISO and food safety certifications were achieved.

• Reduced the cost and frequency of customer complaints.

• Margins were in the top 12% of the company, and were improved 48% over time.

• Increased sales volume with a 23% new account growth and 87% account retention averages annually.

• Turned an operation from a $2MM loss into a consistently profitable plant.

• Reductions in conversion costs by 35% and machine downtime by 40% led to operational excellence.

• Order turnaround was reduced from 14 days to 5 working days by and waste reduced 15%.

• The plant culture was changed from adversarial to cooperative with a unionized work, with 90% fewer

grievances.

• Established a culture of personal accountability and training for every employee.

• Increased interdepartmental cooperation through goal setting and management systems.

• Provided market strategy, combined with sales implementation to grow existing account base.

• Entered new markets to help profitability streams, account retention and new account growth.

• Developed annual capital plans for improved operations and new market growth, which averaged

$3MM/yr.

• Managed multiple plant sales forces, involving up to 17 sales reps.

• Sustained customer relationships throughout my management career.

John E. McCaffrey

Experience

RockTenn Packaging

General Manager - Ravenna, OH 2013-2014

Packaging Corporation of America

General Manager – Pittsburgh, PA 2002-2013

Sales Manager – Trexlertown and Allentown, PA 1995-2002

Union Camp Corporation (International Paper)

Sales Manager - Kansas City, MO 1992-1995

Bulk Packaging Product Manager - NE United States and Canada 1991-1992

Sales Manager - Centerville, OH 1988-1991

Sales Representative - Memphis, TN 1983-1987

Owens-Illinois (Georgia Pacific)

Sales representative in Memphis, TN 1978-1983

Education

• B.S. in Business, Bowling Green State University, Bowling Green, OH

• Majors: Marketing, Advertising and Sales Management

Professional Development

Profitability analysis and Price management training, for enhanced operational improvement.

In-house Sales training and development course leadership roles.

Participated in Sales compensation analysis and developing Sales Excellence programs.

Intra-Company and Independent company training for Sales, Leadership and Negotiation development programs.

References available upon request

Contact this candidate