Sales Management

CHRISTOPHER DAVID RUTHERFORD

***** **** *******

Minnetonka, MN 55345

219-***-****

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

PERSONAL STATEMENT

Dynamic, high energy and successful sales and marketing executive with a

demonstrated track record of aggressive market penetration and customer

development. A focused team builder proven to motivate and consistently

lead colleagues to deliver profitable market growth. A detail oriented,

organized and motivated problem solver, able to manage multiple projects

independently or via a team. Areas of expertise include strategic business

planning, cultivating strong relationships (internally and externally), as

well as identifying company and customer needs and providing innovative

solutions. Currently looking to utilize my extensive knowledge base and

previous success in a challenging role.

CORE COMPETENCIES

Business Development Organizational Change Sales

Team Development

Channel Management Pipeline Development

Strategic Alliances

Leadership Product Line Diversification

Strategic Marketing

Key Account Development Teleforce / Outside Sales

National / Regional Sales Sales Incentive Programs Top-

Line / Bottom-Line Growth Product Introductions Sales Strategies

Vendor Management Forecasting

S&OP Process Compensation Plans

Negotiation

CAREER HIGHLIGHTS

. Developed strategy which enabled Wilson Electronics to secure new

business from The Source, Frys, Canadian Tire Best Buy, Radio Shack,

Amazon and 50 regional accounts totaling $11 million in new business

. Redesigned channel pricing model which resulted in a multi-basis point

margin enhancement for Wilson while delivering improved margins to

reseller community

. Reworked the inside and outside sales team structure and compensation

model for Wilson in the first 60 days

. Increased Homedics Q1 & Q2 2013 sales volume by more than 250% to $28

million

. Successfully oversaw the consolidation of Sony media out of Walmart for

the May 2010 reset for Imation and grew product placements in our audio

categories, totaling more than $25 million in new revenue

. Grew FY09 Mass Channel Sales at Logitech by 20% ($4,000,000) while

overall Logitech sales were flat to down.

. Developed plan to expand sku counts at Target & Walmart in decreasing

modular space while reducing overall account spending. Spring '09 reset

grew shelf space to 65% for Walmart and similar results at Target

. Expanded Walmart audio sku counts every year for Imation from 2009-2012.

Adding more than $6 million in new, profitable revenue.

. Developed the Costco go to market strategy which resulted in securing

100% of the shelf in optical media starting in 2012 and more than $10

million in new business

. Increased corporate revenues to nearly double their position from FY05

to FY06 at top US retailers like Staples, Best Buy, Circuit City, Office

Depot, Walmart.com, etc...

. Completely reorganized the retail and channel sales teams without

incident and increased revenues by 60% in our most profitable categories

in six months

. Responsible for identifying and opening the Canadian retail market for

USRobotics. This resulted new sales of more than $6 million in 9 months

and annual revenues of more than $10 million

EXPERIENCE

Wilson Electronics - 10/13 to Present

Vice President - Sales & Marketing

. Complete general management and P&L responsibility for the

Sales, Marketing and Technical Support Departments, encompassing

a total team of 32 employees. Total sales of $65 Million

. Identified new distribution partners and secured placement of

products for international expansion at Radio Shack Malaysia

. Assessed sales department makeup and developed a realignment

strategy to accelerate sales and profitability. Project led to a

labor cost reduction of $350,000 for the inside sales department

while increasing their Q1 sales by 12% ($400K)and the securing

of new business at 7 national and more than 50 regional accounts

. Researched and then hired a marketing firm to assist with

building out the brand identity and company persona. Project

required presentation to and received full board support.

. Overhauled forecasting process which resulted in reduced

inventory shortages on key skus and an overall inventory

reduction

. Identified channel training deficiencies which were resulting in

lost sales. Researched options and developed a cost effective

strategy. Program will roll out in Q3 2014

. Developed an online "Talk to Tech" process which cut wait times

and call abandonment by 15%. Total program cost was recaptured

within the first 60 days.

. Integrated product lines from a competitive acquisition and

developed the comprehensive dual brand marketing strategy which

was fully supported by both management teams

Homedics - 8/12 to 6/13

Vice President - Consumer Electronics

. Complete general management and P&L responsibility for the

Consumer Electronics department, encompassing the HMDX/Jam,

Sharper Image and House of Marley Brands. Total sales volume of

$75 million

. Personally responsible for securing first ever CE product

placements at Target for $10 million as well as direct account

responsibility for BJ's Wholesale and Costco. Integral in the

strategy to secure Marley headphone business at Walmart

. Responsible for the direction and management of all sales and

business development operations, including market

competitiveness, pricing, compensation, distribution and channel

strategy.

. Developed new compensation program to more fully align the

business unit with industry best practices. Plan is now being

implemented worldwide.

. Worked with product management & marketing teams to overhaul

product offerings, packaging and the marketing messaging to

enable further penetration of target markets. This resulted in

securing our first ever CE product placements at Target and 3x

growth in 2013 Ql revenue.

. Grew first half 2013 revenue by more than 250% versus 2012.

Imation - 12/09 to 8/12

Director of Consumer Sales - Mass Merchant Channel - 12/09 to 8/12

General Manager, Canadian Sales & Operations - 1/12 to 8/12

. 100% responsibility for all facets of sales to the Mass Channel

and Canadian market, including, pricing, the setting of sales

strategies, forecasting, inventory management, mass specific

product development, .com programs, marketing, channel structure,

recruiting and retention, career development of NAMs, management

of rep firms, budgeting, expenses and compensation. Total sales

in excess of $180 Million with direct account responsibility for

Costco, BJ's Wholesale Club, Shopko and D&H Distribution.

. Worked with cross-functional teams to identify supply chain

issues affecting in stock issues and reduce lead times for

account specific products by up to 3 weeks.

. Developed audio pitch strategy for the Mass Channel which

expanded our product assortment at Walmart and generate more than

$2 million in incremental revenue in Q4 of 2011.

. Identified product gaps in retailer assortments. Using fact

based analysis and working with the product management teams,

developed differentiated product offerings for line reviews.

Have grown sku assortment at both Target and Walmart every year

. Developed strategy to gain new product placement for Fall 2010

totaling more than $7 million.

. Successfully negotiated six price increases which generated over

$4 million dollars per year in additional profitability with no

loss of shelf space or sku count for 2010-2011

. Worked with IT and Senior Management to develop an improved

system for Account Managers to report sales numbers and

estimates. Roll out occurred in June 2011.

. Expanded responsibilities to management of Consumer Distribution

and e-tail accounts as of January 2011. Tasked with developing

the channel strategy and building out the entire team.

. Immediately impacted Canadian market by winning optical

consolidation bid at Walmart Canada, securing 100% of Costco

Canada optical business and positioning Imation such that we were

able to pick up 6 audio skus with Canadian Tire and a total of

over 30 new skus in 2012 totaling more than $8 million in new

business

Logitech - 3/08 to 02/09

Director, Mass Merchant Sales - 3/08 to 02/09

. 100% responsibility for all facets of sales to the Mass Channel,

including the setting of sales strategies, forecasting, inventory

management, mass specific product development, .com programs,

marketing, channel structure, recruiting and retention, career

development of NAMs, budgeting, expenses and compensation. Total

sales in excess of $120 Million

. Worked with the NAMs and Product Managers and developed an OPP

product strategy for Walmart which secured us eight new skus

totaling $8 million and removed a major competitor

. Positioned Logitech as the premier brand for keyboards, mice,

headsets and desktop products that will resulted in 65% of all

shelf space being awarded to Logitech for the Spring '09 reset

. Developed a .com plan for the Club accounts which delivered 20%+

gains for the fiscal year

. List of accounts include; Walmart, Target, Costco,

Parmida/Shopko, Fred Meyer and Sam's Club

Creative Labs - 6/95 to 10/07

Director, US Retail - 2/06 to 10/07

. Manage all aspects of sales for a $180M annual business including

the setting of sales strategies, development of national and

territory sales plans, forecasting, inventory management and the

administration of company policies and procedures such as the

recruitment, training and retention of account managers, expenses

and compensation

. Partial list of accounts include; Crutchfield, Best Buy, Circuit

City, Toys-R-Us, Amazon.com, Walmart.com, Frys, Staples, Office

Depot, Parmida/Shopko, Apple Stores, InMotion, CompUSA, Sams Club

. Immediately impacted sales with the restructuring of excess &

obsolete inventory information flow to account managers. Moved

through $2.25 million worth of inventory in two months

. Identified Channel Sales team issues and reworked group, which

resulted in an increase in sales of $1.2 million dollars in the

first quarter

. Restructured sales departments along product category lines to

increase focuses and gain market penetration. Gained first

significant win in a previously unsold category within 6 weeks

and gained placement with one major CE retailer and one Large

Regional Retailer for sales in excess of $1 million in 6 months

. 108% of plan for 2006

National Sales Manager, Specialty & OSS- 1/05 to 2/06

. Managed the sales team for the Specialty and Office Super Store

Channels. Responsible for a $50M annual business segment. This

included cost and program negotiations, pricing, promotional

events, inventory management, retailer relations, customized

quarterly marketing strategies, training, and forecasting

. Responsible for setting sales team goals and assisting them to

achieve these goals

. Development of quarterly business plans for each retail partner

. Create and coordinate marketing and promotional programs for the

retail channel in conjunction with the Creative Labs marketing

team

. Establish strong relationships with key executive level managers

within each account

. 120% of plan for 2005

Eastern Regional Sales Manager - 3/00 to 1/05

. Responsible for sales in, sales out, product transitions,

forecasting, allocation, reporting, and quarterly marketing plans

for Eastern National Accounts and AE's accounts

. 100% responsibility for profitability of territory

. Awarded D&H Distributing as an account in 8/02. This was the

single largest retail

or channel account for Creative Labs at the time with over $50

Million in sales

. Exceeded quota in 2001, highest % territory achievement in 2002

of all territories,

exceeded quota for 2003, and 2004

Account Manager. - 6/95 to 3/00

. Developed strong relationship networks with all National Eastern

Retailers

. Responsible for sales in, sales out, product transitions,

forecasting, allocation, reporting, and quarterly marketing plans

for all accounts

. Grew territory business in a non-expanding market

. Exceeded quota in 1995, 1996, 1997, 1998, 1999 and 2000

PRIOR TO 1995

U.S. Robotics

Account Manager

. Utilized strong communication and management skills to maintain

and develop new and existing accounts and develop inside sales

team.

. Established relationships with first Canadian mass-

merchandisers/retailers such as Future Shop, Radio Shack/The

Source, Hartco

. Doubled territory sales in 1994.

. Responsible for $3 million in incremental sales for 1993.

. Developed and implemented an incentive program which more than

doubled sales in a two-month period

. Responsible for development and growth of inside sales contacts.

. Number one producing territory in 1993, 1994 and 1995

Senior Sales Associate

. Managed a combination of inbound and outbound call activities with

responsibilities including sales, customer service, interfacing

with distributors, and special projects

. Established and maintained accounts and client relationships

. Penetrated new and competitive accounts via prospecting

. Responsible for Sysco Foods of South Florida standardizing on USR

product.

. Key player in the standardization of Win-Dixie on Courier V.32bis

modems. Awarded "Deal of the Quarter" for this sale.

Sales Associate

. Responsible for dealer maintenance and uncovering new leads and

accounts

. Promoted in three months due to volume of leads, new accounts

developed and total dollar volume contributed

EDUCATION Indiana University Bloomington, IN.

B.S. - Marketing

REFERENCES Available upon request.

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