Sales Manager

MICHAEL B. JUSTICE

**** ********* *****, ************, ******* 30135

404-***-**** (Cell)

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

SUMMARY

Territory Sales Manager with solid experience in consumer product sales. Experienced in developing and

implementing successful marketing strategies for hundreds of national, independent, and key accounts

(i.e., PetSmart, PetCo, Home Depot, Lowe’s, and Walmart). Successful history of managing and building

collaborative relationships with accounts as a direct result of innovative market strategies and proactive

leadership. Proven record in ability and agility to learn new products in different industries.

PROFESSIONAL EXPERIENCE

2004 to 11/2014 MARS/NUTRO PETCARE DIVISION - Atlanta, GA

Territory Sales Manager

Responsible for meeting and exceeding sales growth in PetSmart, Petco, and Pet

Supermarket chains in Atlanta and East Tennessee markets. Also, responsible for

growing sales and distribution within independent pet store retailers.

Positive sales growth each year (3%+ per year) since joining the company.

Received Key Account Manager of the Year Award for Southeast Region in

December 2006.

Mastered the art of conducting quarterly business reviews with district managers of

key accounts.

Largest percentage dollar growth territory for PetSmart in 2011 (21% growth).

Managed key account relationships in a satisfactory manner within all levels of

store management with the above listed chains.

Lead technical trainer for the Southeast region (laptop/iPad).

Successfully gained store support and additional product displays over and beyond

planners through building positive relationships with chain district managers.

Successfully built positive relationships with Banfield Vet offices within territory

resulting in Nutro food and Greenies recommendations and sales growth (5%

growth).

Experienced in using insights and trends to sell products and grow distribution

within territory.

THE SCOTTS COMPANY – Atlanta, GA

2000 - 2004

Sales/Account Manager

Produced double digit sales growth and positive comp sales growth within

assigned territory.

Ensured product distribution of Scotts’ products in 10 Home Depots and 7 Lowe’s

stores within territory.

2

Built positive relationships with district managers to get additional promotional

displays ordered and placed in prime locations within his/her territory.

Worked with Home Depot and Lowe’s management for display placement of

products during key selling and advertising periods.

Managed 6 part-time merchandisers.

1991 - 2000 SWEDISH MATCH, NORTH AMERICA, INC. - Atlanta, GA

Sales/Account Manager

Responsibilities included ensuring that Swedish Match's products were in

distribution in specific chains and independent stores in my territory.

Also responsible for calling on two major convenient store distributors in Georgia

and several major chain headquarter accounts. Used IRI and Nielson data to

create fact-based sales presentations.

Presented sales promotions and sales spiffs to distributor sales force.

Responsible for gaining category manager responsibilities over the smokeless

tobacco section in Race Trac convenient stores, Winn Dixie grocery stores, and

Cub Foods grocery stores.

Many duties included checking dates on Swedish Match's products and rotating as

needed, selling all promotional items, devising plan-o-grams, and resetting

tobacco sections.

Experienced in managing partnerships in over 750 accounts including major

national accounts, convenient stores, drug and mass merchandisers, and

wholesalers.

1985 - 1991 NEWTON CANTON CORPORATION - Atlanta, GA

Sales Representative

Responsibilities included ordering and delivering health and beauty aids and other

general merchandise to convenient stores.

Duties also included introducing new items to the accounts for which I was

responsible, seasonal bookings, remerchandising.

Made sales calls to new stores to present our program and gain their business.

B.S. in Business Administration - Mercer University – 3.53 GPA

EDUCATION/

TRAINING

While working with Mars, Swedish Match and Scotts, I successfully completed various

sales and management training classes:

Level 4 Top Gun Training completed with Mars/Nutro Products

Consultative Sales Training Techniques

Fact-Based Selling Skills

Dale Carnegie Sales Courses

Swedish Match’s Corporate Management Skills

Scotts Training Institute including persuasive selling skills, negotiating, and

merchandising skills; also attended several advanced training workshops.

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