Sales Leadership, Marketing Leadership, Customer/Trade Marketing Leade

JEFFREY DISTASIO

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

Cell: 585-***-****

Mountain Top, PA 18707

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

PROFESSIONAL summary

Top-Producing, innovative Senior Sales & Marketing Leader with more than 20

years experience in sales, sales management, business planning, marketing,

and B2B sales. Superb team building, leadership and interpersonal skills

coupled with an inherent ability to identify and capture market

opportunities has led to a track record of recognized success in

accelerating expansion, increasing revenues and improving profit

contributions.

Business Environments: Consumer Products / Medical Devices / B2B / Retail /

Industrial Market / 3PL / Dental / OEM. Walmart, Kroger, Walgreens,

National GPOs', Owens & Minor, Cardinal, McKesson, Military, Regional

Brokers, Regional Food/Drug accounts, Wholesalers, Luxottica, Vision

Source, OD/MD Independent and Group Practices, Bausch + Lomb, Benco Dental

Proven Expertise:

. Strategic Marketing Planning

. Hiring, Training & Staff Development

. Team Building & Leadership

. Client Relationship Management

. Successful Promotional Planning

. Strong P&L Management

. Excellent Sales Forecasting

. New Product Development & Launch

. Results-oriented Incentive Planning

. New Business Development

PROFESSIONAL EXPERIENCE

BENCO DENTAL, Pittston, PA

2011-Oct 2014

DIRECTOR OF MARKETING AND RETAIL SALES - PRIVATE BRANDS and RETAIL SALES

Lead the 6 person product marketing team for Benco's Private Label products

in the Professional dental market. Also led the effort in developing a

product portfolio and go to market strategy to introduce new products into

the CPG market for the first time in Benco history.

. Exceeded company goals for both sales and gross profit dollars.

. Led a team of 5 Product managers. Launched over 40 new Private Label

products generating over $80 Million in revenue to Benco

. Re-aligned the marketing team to more efficiently launch products and

utilize fact based processes to identify new supplier and new product

opportunities by utilizing internal market research, SDM Market

Research, and category trend analysis.

. Lead cross-functional teams develop new products for future expansion.

(Sales, Marketing, finance, Operations, IT)

. Lead role in re-branding (product names, packaging, advertising and

selling tools) efforts growing sales and GP dollars by over 10% across

categories ranging from capital equipment to general merchandise

. Traveled internationally to negotiate long term contracts with over 15

new manufacturing partners (China, Singapore, Malaysia, Germany) to

lead product development, FDA compliance, and supply chain

deliverables

. Developed equipment maintenance procedures to insure product

availability and customer satisfaction

. Created web based marketing collateral including product

specifications sheets, sales collateral, MSDS, and pricing

. Led packaging and sourcing process to insure compliance with FDA and

EPA standards for all regulated products sourced globally

COMPLEMAR PARTNERS, Rochester, NY

2010 - 2011

Vice President, Sales and Marketing

Develop sales strategy, web strategy, go to market strategy, and marketing

strategy for Complemar a 3PL (printing, fulfillment, direct mail company)

to exceed sales objectives for product offering including, print, direct

marketing, packaging, and fulfillment.

. Re-Organized Team and hired additional sales members to better achieve

corporate goals

. Developed new Marketing Materials (Direct Mail, Web, client

presentations) to more clearly state company offerings and customer value

proposition resulting in an expanded customer pipeline,

. Developed reports, forecasting model, and made changes to SFA tools to

improve accountability.

BAUSCH & LOMB, Rochester, NY

2004 - 2010

DIRECTOR OF SALES (2008 - 2010)

Led 2 distinct OTC Sales Teams. OTC Central Area: Wal-Mart / SAMS Team,

Walgreens Team, Kroger Team, Kmart and Military National Account Manager,

Wholesale (Cardinal, McKesson, Amerisource/Bergen, Kinray), National

Account Managers, Regional Business Director, Publix, Winn-Dixie, Harris

Teeter, and Food Lion Regional Account Manager, and Regional Broker

Managers. OTC Internal Sales Team: Sales to key Eye Care Practitioners

(ODs) for our Contact Lens Solution portfolio of products.

. OTC Central Area: Generated over 60% ($149mm) of the total OTC sales

volume. The Account base was spread across all classes of trade (Food,

Drug, Mass) as well as Wholesalers, Military and Brokers.

Jeffrey Distasio (cont.)

. Exceeded sales objectives across all product brands (Lens Care, General

Eye Care, and Vitamins) for the full year. Lead the nation in forecast

accuracy at over 99%.

. Exceeded Regional P&L goals through a combination of product mix,

promotional strategy changes, and supply chain efficiencies.

. Created analytical tools using a combination of Nielsen data, competitive

research and internal data to provide Marketing with key insight into

sales, consumption, and promotional metrics, which resulted in improved

focus on key customer imperatives to more effectively drive promotional

ROI.

.

. Drove the development of sales materials, routing, metric tracking,

training, and selling strategy for the newly created Internal Sales Team

detailing medical devices and pharmaceutical products to Medical Eye Care

Practitioners (ODs and MDs).

DIRECTOR OF SALES, CONTACT LENS - INSIDE SALES TEAM AND WAL-MART TEAM (2007

- 2008)

Newly created position with dual responsibility of Director for a 24-person

Internal Contact Lens Sales Team and Director of Wal-Mart Contact Lens

National Account Team.

. Exceeded revenue goals and P&L objectives of $27 million for Wal-Mart and

delivered the highest forecast accuracy among National Accounts.

. Developed first sales and consumption models to accurately forecast sales

revenue and sell-through.

. Re-organized the Internal Sales Team to more effectively manage account

responsibilities calling directly on Eye Care Practitioners (ODs and MDs)

throughout the US. This team consistently outperformed external sales

groups with respect to revenue per employee. Covered approximately 14,000

ODs representing 50% of the total B&L OD universe.

. Refined the Sales Associate Program that served as a feeder pool for open

Territory positions resulting in a 75% reduction in the amount of time

required to fill in-field open territories with trained territory

representatives prepared to sell our products.

DIRECTOR - CUSTOMER/TRADE MARKETING - CONTACT LENS/MEDICAL PRODUCTS (2005 -

2007)

Redefined the Field Marketing role in the Contact Lens business by

developing tools and processes to provide fact-based and ROI-based

promotional selling practices to the contact lens business and by clearly

defining the roles and responsibilities of the 5-member team to achieve

maximum effectiveness in managing a multi-million dollar Trade Marketing

fund.

. Lead a transition to Strategic Account planning process. Developed the

metrics and process to maximize the promotional funds. Improved overall

promotional ROI by 27% and drove accountability down to the Sales

Representative level within each account.

. Developed and rolled out annual customer specific sales forecasting model

and marketing event ROI model

. Led Marketing strategy to insure compliance with Global marketing

direction

DIRECTOR - CUSTOMER/TRADE MARKETING - OTC/CONSUMER PRODUCTS (2004 - 2005)

Led the Field Marketing Organization for the OTC business (Contact Lens

Solutions, General Eye Care Products, and Vitamins). Managed Co-Op budget

and exceeded ROI and P&L objectives.

. Managed $10 million of co-operative funding across all lines of business

for each account. On budget each year.

. Actively participated account-planning spends (displays, advertising,

features, etc.).

. Worked cross functionally with marketing, finance, operations and sales

to improve promotional ROI by 20%and reduce OOS at retail during

promotional events

DIRECTOR - EPM/ PRICING AND PROMOTIONS IMPLEMENTATION (2004)

Lead the process for the implementation of the EPM (Enterprise Performance

Mgt.) portion of B&L America rollout of the PeopleSoft product.

. Led the effort to rationalize and prioritize reporting needs for finance,

sales, and marketing. Reports dropped from over 3000 to 250. Improved

visibility and clarity to corporate finances and sales results

. Oversaw the training process for the reporting tool, COGNOS, used across

all business functions in the US and Canada

ARAMARK, Philadelphia, PA

2000 - 2003

DIRECTOR, SALES & MARKETING - STRATEGIC OPPORTUNITY & DEVELOPMENT GROUP

Led the rollout of a web-based ASP model office services solution called

"My Assistant." as well as development of strategy to enter into the Office

Services Marketplace. Charged with developing an interactive customer and

service provider ROI model, creating and directing the marketing plan for

its rollout, hiring & training the Sales & Marketing personnel and lead in

C-level sales presentations, RFP development, and promotional/advertising

strategy.

. Created a Strategic Business Plan for Office Services (mail room,

shipping and copy Center) as a potential line of

business.

. Negotiated capital equipment purchases to reduce customer costs and

create a streamlined mailroom

and copy center process.

. Led the external hosting vendor negotiations to lease appropriate servers

and redundant servers to achieve optimal support to deliver the

MyAssistant Products to customers.

Jeffrey Distasio - Cont.

GILLETTE/DURACELL, Bethel, CT

1987 - 2000

Member of Duracell Presidents Circle - Inner Circle. Exceeded sales goals

for 13 consecutive years. Various roles of increasing responsibility

across multiple divisions within the Duracell organization.

KEY ACCOUNT MANAGER - NATIONAL ACCOUNTS - Duracell (1999 - 2000)

. Responsible for sales into a variety of Regional retail chains including

Stop & Shop, Wakefern, Giant Carlisle, Pathmark

. Developed customized promotional plans and led the account annual

planning process

BUSINESS PLANNING MANAGER - Duracell (1998 - 1999)

. Redesigned a fact-based selling tool that assisted sales personnel in

driving business.

. Grew market share for HPL Photo Battery market by 5% (to over 80%) and

Hearing Aid market share by 10% (to over 48%) after creating new

promotions and packaging for both products.

Carolinas Area / Broker Manager (Consumer Division) - Duracell (1997 -

1998)

. Managed Broker responsibilities for Rogers American

. Led a Team of 5 Consumer Products Territory Managers

. Exceeded quota goals

Atlanta Area Manager (Consumer Division) - Duracell (1996 - 1997)

. Led Consumer Products sales team in the Atlanta region. Consisted of 6

Territory managers as 20 Retail

Merchandisers

. Had personal responsibility calling on The Home Depot Southern Region

. Exceeded quota goals

Field Sales Manager (Professional Products Division) - Duracell (1993 -

1996)

. Led Professional Products sales team selling into Industrial Wholesalers,

Electrical Wholesalers, Electronic Wholesalers and Medical Distributors.

. Negotiated OEM contracts with key device manufacturers in the Medical and

Industrial Division

. Exceeded quota goals each year

Medical Key Account Manager (Professional Products Division) - Duracell

(1991 - 1993)

. Negotiated first ever GPO/IHN national contracts in support of Duracell's

rollout of the Medical Division. Grew sales from $5mm to over $90mm in

less than 2 years.

. Exceeded quota goals each year

Territory Manager (Professional Products Division) - Duracell (1987 - 1991)

. Negotiated end user agreements with key large customers including State

and Federal Govt., Utility Companies, and Hospital Purchasing Groups

. Customers included Industrial Wholesalers, Electronic Wholesalers, and

Electrical Wholesalers

. Exceed quota goals each year

EDUCATION

GEORGIA TECH, Atlanta, GA - BS, Applied Psychology - 1986 Grad

WORKSHOPS / SEMINARS

Karass Negotiation; Miller-Heiman Strategic Selling; Selling to Executives;

Leadership Management; Nielsen; Bausch & Lomb Leadership Development

Program; Afterburners, SalesForce SFA, Penn State Executive Leadership

Program

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