Sales Manager

THOMAS (T.C.) VALENTINE

** ****** **** ? Irvine, CA 92603

714-***-**** ? **.*********@*****.***

Forecasting ? Sales Channel Development ? Planning ? Contract

Negotiation

Client Relations ? Market Expansion ? Supply Chain ?

Inventory Management

New Business Development ? Product Marketing ? Market

Penetration ? Team Building

Training Development ? Customer Service Management ? Strategic

Relationship Development

PROFESSIONAL EXPERIENCE

QUIKSILVER, Huntington Beach, CA ? 03/2014 - Present

A global action sport company.

Key Account Manager, Sporting Goods

Generated sales of Quiksilver and DC's men's apparel to major key accounts

in sporting goods for ZQK. Identify new business opportunities, segments &

distribution channels. Manage inventory, markdowns, fill-ins, sell through,

turn & retail velocity strategies. Review customer Plan-O-Gram to ensure

consistency in presentation. Participate in updating merchandise

presentation relative to assignment needs and company direction; including

store merchandise assortments and replenishment.

Summary of Accomplishments:

. Manage 5.9 million on 57.1% (2014-15) increase vs. LY at 3.7 million

(2013).

. Sell men's apparel collections assortments, key item, high/low

strategy and replenishment.

. Drive sales in pre-book, ATS, directed selling SMU and injection

packages.

. Deliver E-commerce content to Omni Channel with 112% increase in ROI.

. Pre-Book wholesale futures sell-in 24% increase 2014-2015, first time

in 7 years.

. Trained in SAP, Edifice, BI, Sales Force.com and digital media.

. 26% increase against department stores, e-wholesale, family chain,

military, teen chain, and specialty US channels ranked #2 of 8 in

channel.

INVENTIV HEALTH, New Haven, CT ? 10/2012- 08/2013

A leading pharmaceutical company.

District Sales Manager

. Attain established sales and profit goals through the leadership of

sales- that maintain a customer-focused selling culture.

. Identify, recruit, hire and retain top talent, continuously reviewing

Store staff to identify staffing and succession opportunities in

partnership with talent acquisition.

. Ensure a high sense of urgency is given to meeting and exceeding

established sales goals and key performance indicators.

. Review sales, productivity, contests and other key statistical reports

on trending reports and took tactical action to capitalize on

opportunities.

. Work closely with management and their teams to ensure ongoing

professional growth and development.

. Budget and monitor expenses and ensure conformance with established

guidelines and objectives.

. Ensure company policies, procedures and standards are effectively

implemented.

SANOFI, Bridgewater, NJ ? 08/2003 - 08/2011

A leading pharmaceutical company.

District Sales Manager (04/2008 - 08/2011)

Managed tenured sales team in attainment of company performance targets.

Implemented brand strategy while optimizing sales growth for Plavix and

Lovenox products. Initiated pull-through programs that reduced losses of

therapeutic interchanges in key accounts.

Accomplishments:

. Overall responsibility for 12 reps and 53 million dollar book of

business in the West Region with top 10% ranking.

. Executive trained in LEAD (I-V) sales management, sanofi leadership

and sales training.

. Sold CERNER and EPIC digital soft wear packages to Healthcare System

hospitals' in southern California for sanofi.

. Secured major formulary purchase from Navy Balboa Hospital resulting in

attainment of #1 Plavix ranking, 2009.

. Optimized company's speaker and injection clinic programs. Grew market

share to 23%.

. Drove 200% increase in Hyalgan product utilization and achieved

national ranking for three years.

. Developed product acceleration strategies that increased volume growth

by 13% to $53M.

Senior Territory Manager - Injectable Specialty Group (01/2003 - 04/2008)

Generated sales and new business in Hyalgan, Eligard and Lovenox products

through direct buy and bill, reimbursement, and selling IV / injectables

for pain management and prostate cancer therapy to group practices.

Fulfilled additional role of District Sales Trainer.

Accomplishments:

. Achieved top sales performance three of five years, and ranking in top

5% nationally for three years.

. Received multiple sales and performance awards, including Western

Regional Sales Champion (#1 from 72), International Star Award, and

Winner's Circle Area Award (#1 from 63).

. Gained promotion on four occasions as result of exemplary performance

and goal attainment.

NIKE, Beaverton, OR ? 04/1994 - 04/2000

A global manufacturer of sporting goods.

Independent Sales Representative

Generated sales of Nike's competitive swim (apparel and goggles) to key

retail and specialty accounts for TSA sales agency. Identify new business

opportunities, segments & distribution channels. Manage inventory,

markdowns, fill-ins, sell through, turn & retail velocity strategies.

Review customer Plan-O-Gram to ensure consistency in presentation.

Participate in updating merchandise presentation relative to assignment

needs and company direction. Nike trained in merchandising techniques;

store merchandise assortments and replenishment.

Accomplishments:

. Launched Nike competitive swim line to retail accounts and increased

sales from zero to $1.8M in three years.

. Developed plano-grams, suggested purchase items, sold vertical

integration and pre-booking orders & re-fills.

. Drove 200% increase in initial booking orders, instant brand presence

and 70% sell through on orders.

. Represented Swans goggles, Merrell footwear, Kaeppa volleyball and

cheer through agency.

. Received recognition for strong sales performance.

ASICS TIGER CORPORATION, Fountain Valley, CA ? summer, 1991

A global manufacturer of sporting goods with headquarters in US and Japan.

Brand Marketing Intern

Embraced its culture of "sound mind sound body" campaign and communicated

competitive advantages and differentiation to brand marketing.

Accomplishments:

. Developed comprehensive feedback tool for Asics Gel-Kayano wear-test

program.

. Gave input to the marketing campaign: athletes, brand strategy and

technical product features.

. Worked with marketing to communicate the product strategy in apparel

and footwear and develop marketing plans.

. Graduate of Asics corporate training program.

CHICKS SPORTING GOODS, Covina, CA ? 08/1987 - 04/1994

A specialty retailer in southern California.

Retail Sales Associate

Worked in the ski hard goods department winter and footwear in the summer.

Attended numerous technical sales clinics, attended dealer-rep and industry

trade shows and sold products for customer's needs in action sports.

Accomplishments:

. Body Glove National Award trip winner, Honolulu, Hawaii.

. ESP "exceptional sales person" award.

. Won Oakley Frog skin promotion.

EDUCATION AND DEVELOPMENT

Master of Business Administration in Marketing - UNIVERSITY OF CALIFORNIA,

Irvine, CA

Bachelor of Arts in German / Business, CALIFORNIA STATE UNIVERSITY,

Fullerton, CA

Internet Marketing Certificate- UC Irvine

Extension, expected 2015

Professional Development

Forest Pharmaceutical Selling Essentials Training

Sanofi-Aventis Hospital Training

NCAA Division I

Scholarship Athlete, soccer, 4 - year letterman

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