Sales and Operations Architect - designer, builder and transformer

MARK A. STOVER

*********@*****.*** **** N. Hermitage Ave. Chicago, IL 847-***-****

Executive Sales Leader, Operations

A sales and operations executive with strong leadership and critical thinking skills developed in a Fortune

500 environment. Expertise in sales and operations in consumer durable products sold and distributed

through targeted specialty channels (B2B, B2C), via retail, dealer, and distributor routes. Possesses the

unique ability to manage at a P&L level a Fortune 500 business OR a small private ownership business to

drive operational excellence and success.

KEY ACHIEVEMENTS

LEADERSHIP

Lead and Managed 1,000 member sales team – produced $75MM+ annual revenue increases.

Strategically led 100-member global team to increase revenue 72% in three years.

Developed and implemented Event Marketing Seminars that produced $45MM in revenue.

SALES PROCESS IMPROVEMENT

10% improved revenue by creating a dealer loyalty program.

$5MM sales increase (3 years) by design/develop a commercial sales organization.

Revenue increased by $38MM - implemented a new route-to-market strategy.

Initiated the Perfect Order – 100% Accuracy program to drive lower costs and improved CSI.

FINANCIAL FOCUS

Implemented cost saving of $2.7MM in operating expenses over a three year period.

Margin improvement by $2.4MM or 6% by aggressive pricing management.

4.5% reduction in cost due to newly initiated low cost sourcing strategy.

COMPETENCIES

Gross Margin/Pricing Strategic Planning/inspiring Collaborative, Consultative

Profitable Sales Growth Talent Assessment Executing on-time, on-budget

Sales Channel Expertise Change Management Expertise Uncompromising integrity

High Performance Comp Plan Alignment of Goals & Objectives Courage to make hard decisions

EXPERIENCE

Sound Solutions Windows and Doors, LLC. 2008-2014

The Chicago market leader for vinyl and fiberglass windows sold to dealers, distributors, and to the

Government Airport Sound Program. $25MM in sales, 200 employees.

Executive Vice President/COO

Responsible for Sales and Operations by leading the organization to produce, sell, support and distribute windows/doors to

the residential and commercial marketplace.

Introduced new patented Fiberglass window system with sales of $5MM from initial startup.

Grew from $8MM to $25MM in three years due to dealer and distributor expansion, and new

product offerings in a tough economic environment.

60% year-over-year growth rate for residential vinyl business.

Developed a commercial sales organization in the fiberglass commercial channel – a new

emphasis on “green” products with DOE (Department of Energy) approved thermal rated

products and received AIA education accreditation.

Supported 35% Gross Margin targets with SKU rationalization, along with direct, and indirect

labor improvements.

Empire Today, LLC. 2006-2007

National Market leader in Home Improvement Sales with sales over $500MM. The largest in-home

selling and installation company of flooring products – carpet and hardwood. Locations in over 40 U.S.

Cities, and 15 regional warehouses.

Vice President Sales, Home Furnishing

Responsible for sales with the largest shop-at-home Home Improvement Company in the United States. Lead a team of over

1,000 sales representatives in 40+ sales offices with $100MM and $75MM annual revenue growth respectively.

DAVID B. TUCHLER Page 2

Developed and implemented a $1MM sales reward program based on “pay for performance”

point system for specific metric attainment and continuous improvement targets with three new

qualification levels: Champion, Challenger and Contender – improved sales closing % and

retention rates.

Initiated the Perfect Order – 100% Accuracy program to drive lower costs and improved CSI.

Designed sales commission incentives based on NPS – Net Promoter Score to drive higher

customer satisfaction and improved referrals in support of our high sales growth.

Republic Windows and Doors, LLC. 2005

A $83MM Chicago manufacturing market leader in vinyl window and door sales. One of the largest

window suppliers to Chicago based new construction home builders.

Vice President Sales

Responsible for leading and integrating a direct sales team and customer service personnel selling through a specialty

dealer and distributor of 250+

Instituted account and time management disciplines that improved incoming orders by 12%.

Initiated consultative selling training program and sales force automation.

Provided strategic direction to the Senior Partners for improved channel development, product

rationalization and sales organization design for revenue growth.

Invisible Technologies, Inc. 2004

The leading manufacturer of pet (dog) containment fencing and training collar products in the United

States. Known for its #1 brand name “Invisible Fence”. Distribution via specialty dealers and retailers.

Vice President Invisible Fence™ Brand

Responsible for growth and profit targets through effective leadership of an exclusive distributor/dealer network. Lead a

sales, service and marketing team to support 11 national branded distributors and 260 supporting dealers, $35MM sales.

Brunswick Bowling and Billiards Corporation 1983-2003

The #1 Worldwide brand name and market leader in the Bowling and Billiards Industry. $402MM Division

of $4.2B Brunswick Corporation.

Vice President of Americas Sales and Service, Brunswick Bowling, 1998-2003

P & L responsibility for $130MM in sales and field services business unit in the Americas. Lead and managed 6 directors,

42 direct sales reps and 50+ distributors, domestic and international while overseeing direct sales & service, marketing,

distributor sales & service, training and development, budgeting and forecasting functions.

Implemented cost savings of $2.7MM over a three-year period while maintaining

revenues.

Improved standard margins by $2.4MM (a 19.4% increase on capital sales of $40.9MM)

by

aggressively managing pricing and commission payouts.

Improved gross margins by 3.8 points in service department (generating $220K in profits,

a

23.8% increase) by selling value added service packages .

Increased sales revenues by $38MM (72%) from 1998- 2000.

Developed and implemented 14 Event Marketing Seminars that produced over $44.8MM

in revenues.

Vice President & General Manager, Brunswick Billiards, 1997-1998

P & L responsibility for $33MM annual sales by delivering high quality #1 branded products and services through 200

domestic and 30 international specialty dealers/distributors.

Increased revenues 10% by creating a loyalty program that strengthened the dealer network.

Delivered profitable growth by introducing 17 new designs in 1998 versus 6 designs in 1997.

Initiated aggressive low cost sourcing strategy that saved $1MM (4.5%) in annual costs.

EDUCATION & CERTIFICATIONS

MBA, Masters in Business Administration in Finance and Marketing, Northern Illinois University

BS in Finance, Illinois State University

DAVID B. TUCHLER Page 3

Executive Leadership Programs at Kellogg School of Management, Thunderbird University, Darden

School of Business and York University (Toronto, Ontario, Canada)

Six Sigma Green Belt

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