Director of National Accounts / Team Leader

John Robinson 630-***-****

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

Cary, IL 60013 http://www.linkedin.com/in/jsdr1

STRATEGIC SALES EXECUTIVE

Accomplished, strategic sales and marketing management leader with

experience managing the largest customers in an organization's portfolio,

building and aggressively motivating sales teams to generate consistent

revenue and profit growth. Experienced in multi-channel development, new

business product launches, identifying and capitalizing on market

opportunities, building brand recognition, driving growth, expanding market

penetration and attaining dominant market share for the enterprise.

Known as an outgoing, passionate, respected team member and trusted

business partner. Motivated leader, strategic thinker and skilled

negotiator who is responsive and creative in approach to meeting business

needs

Key Strengths & Skill Areas

Contract Negotiations

Integration of Mergers and Acquisitions

Branded & Private Label Strategies

GAP Analysis / Market Research

Supply Chain / Forecast

Domestic and Global Sales Strategies

Collaboration

Global Business Practices

P&L Accountability

Lean Practices - Kaizen Customer Service

Team Training & Mentoring / Goal Setting

Effective Communicator

Catalog Product Placement

Retail POG Placement

Conflict Resolution

Relationship Building Skills

Professional Experience

ESSELTE PENDAFLEX CORPORATION, Melville, NY, USA (Based in IL)

ESSELTE, a global leader in manufacturing and distribution of everyday home

and office products, with worldwide revenues exceeding $1B. National brands

include Pendaflex, Oxford, Earthwise, Ampad, Boorum & Pease, Leitz (Mobile

Phone Accessories), Rapid (Staplers), ICON (Electronic Label Makers) and

former brands of Curtis Computer Products and DYMO Label Makers.

DIRECTOR OF NATIONAL ACCOUNTS / TEAM LEADER

Oversaw large global accounts, including P&L accountability, forecast

planning and budgeting, brand strategies, catalog, retail and E-commerce

product placement, sales presentations, business planning, maintenance and

growth of customer relationships, internal and external sales training and

team building, leading both corporate strategic initiatives and customer

transitional functions.

. Collaborated with several cross-functional departments, negotiating

Private Label agreement exceeding $50M in new business previously held by

offshore vendor.

. Achieved 154% budgeted sales and 147% improvement in net contribution

through a collaborative effort of identifying gaps in offering, improving

product mix, adding new products and developing promotions to assist in

pull-through of product.

. Led teams negotiating and developing Vendor Agreements, Contracts, RFP'S

and Electronic bids (EBid).

. Led teams in service improvements by working with Supply Chain, resulting

in improved product availability, forecast accuracy and lead-time

reduction, while greatly reducing compliance infractions by providing

convincing proposals identifying improvement targets and collaborating

with logistics teams.

. Selected by CEO as leader of North American cross-functional team,

achieving gross profit improvement objectives for entire organization,

communicating monthly over 2-year period to CEO and Senior Leadership

team through identifiying improvement targets of existing low or negative

profit margin business items, developing new channels of distribution,

web offerings, packaging cost reductions, customer rebate and program

refinements and implementing price increase opportunities.

. Achieved performance bonuses annually by meeting or exceeding sales and

margin objectives through understanding customer requirements, managing

forecasts, and communicating total-value-proposition, while functioning

as subject matter expert for categories sold.

. Negotiated exclusivity agreement with both retail and contract divisions

of OfficeMax, projecting 1st year incremental gains over $45M and 3-year

totals exceeding $400M, resulting in top-line sales and margin growth as

well as achieving category captain position.

. Gained $1.3M top-line sales, as well as entrance into new markets by

developing vertical medical market initiative with OfficeMax and Boise

from conception through delivery.

. Facilitated $5M in incremental product sales by negotiating unprecedented

"Split Vendor Partnership" with Corporate Express and realized over $50M

incremental sales revenue over 2-years through finding creative solutions

to customer concern, increasing underdeveloped market share and improving

customer relationships.

. Integrated several company acquisitions seamlessly, resulting in

improving product offerings, increasing revenue and strengthening

partnerships.

. With a strong emphasis on fact based selling strategies, negotiated

several multi-million dollar agreements in both Canada and United States,

including Lyreco, Basics Office Products, Grand & Toy, Toys R Us, Kmart,

Quill, Radio Shack, Unisys, Corporate Express, United Stationers,

Grainger, Boise, OfficeMax and Office Depot resulting in increasing sales

volume, large market share gains, customer relevance and improving

internal cost structure.

. Led team developing process integrating new forecasting software system,

Manugistics, including training of sales force.

DIRECTOR OF NATIONAL ACCOUNTS

Directed largest accounts in US marketplace including, P&L accountability,

forecast planning / building, brand building strategies, catalog and retail

product placement, sales presentations, business planning, maintenance and

growth of customer relationships, internal and external sales training,

team building and leading both corporate strategic initiatives and customer

transitional functions.

. Accepted responsibility of additional accounts, including Corporate

Express, United Stationers, OfficeMax and Grainger, impacting market

share, revenue and alternate channels of distribution growth.

. Achieved sales and margin budget annually and achieved bonuses, through

maximizing sales opportunities with existing products, detailing

presentations with new product introduction selling strategies,

developing promotions and attending trade shows as well as extensive

follow-up.

. Negotiated multiple-year agreements with various accounts, achieving

exclusive vendor status, resulting in several "Vendor Of The Year"

awards.

. Launched new product offerings across retail and commercial business

units, resulting in new and innovative products totaling 30% of overall

sales and improving profit position annually.

. Increased sales from $20M to $75M by relocating to US as well as managing

and intensifying relationship with Boise Cascade, resulting in award of

exclusive vendor position.

. Reduced supply Chain costs 20% by collaborating with Inventory Management

and Supply Chain teams, identifying and implementing process

improvements.

. Managed merger and acquisition relationship of OfficeMax and Boise,

culminating with award of business exceeding $130M per year based on

presentations and submissions, comprising total-value proposition

including price, availability, performance ability, marketing strength

and financial incentives.

. Hired, oversaw and mentored National Account Mangers, managing day-to-day

account relationships resulting in 3 direct reports promoted to lead

relationships at large global retailers.

ADDITIONAL EXPERIENCE

ESSELTE CORPORATION, New York / Chicago, US

National Account Manager US

ESSELTE CORPORATION, Mississauga, ON, Canada

National Account Manager Canada

ESSELTE CORPORATION, Mississauga, ON, Canada

Territory Manager Canada

NU-KOTE INTERNATIONAL, Toronto, ON, Canada

NU-KOTE is leading manufacturer of Ribbons / cartridges for printers, with

revenue of over $150M.

National Sales & Marketing Manager

Education

BA, Business Administration.

Professional Development and Training

- Certificate, Negotiations and Conflict Management

- Completed in-house training of Lean Management practices, including

leading and participation in several Kaizen Events

- Certificate McGraw Hill "Customer Oriented Selling"

Technical Skills

MS Office, Lotus Notes, Act, Manugistics and Athena

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