VP Sales and Marketing

Joseph M. Heinz *********@*****.***

**** *. **** ****** • Western Springs, IL. 60558

(Cell) 708-***-****

Senior National Sales Executive with Sales Management expertise and proven track record of acquiring and servicing key accounts and producing new revenue growth. Success selling direct to retail and industrial clients with focus on big box retail chains, municipal, national industrial suppliers, automotive, and airline manufacturers.

Strategic Planning and Sales Leadership

Experience in analyzing key market indicators, sales trends and customer product mix and improvement of sales strategies, goals and budgets. Success achieved in cross selling the brand for optimized product mix.

Recruit and Manage National Account Executives

Highly effective in training, managing and motivating employees and staff. Demonstrated skills in recruiting and mentoring team members. Effective at building brand ambassadors that represent company core values.

Management of National Accounts

Proven success analyzing market, customer needs and identifying new product opportunities and building marketing strategy.

Operations Management

Accomplished leader in supply chain management, vendor negotiations, cost reduction and profit maximization.

PROFESSIONAL EXPERIENCE

57 ENTERPRISES INC., WESTERN SPRINGS, IL 2014 - Current

President and Founder of Independent consulting firm. Current clients are Leak Alert Technologies and Benetech Inc. Currently analyzing supply chain practices and procedures for Benetech. Report to Owner and responsible for negotiating long term contracts with new and existing raw material vendors. Meet with shipping companies to reduce costs and increase visibility on both domestic and international shipments. Reduced warehouse inventory levels and reprioritized model stock levels. Implemented practices and procedures to streamline order process. Negotiated recurring savings with vendors in excess of $200K/year combined with improved inventory management. Implemented sales plans to reduce excess inventory adding over $400K back to bottom line.

DREISILKER ELECTRIC MOTORS INC., GLEN ELLYN, IL 2011 - 2014

Family owned $25M company specializing in the sales and repair of motors and variable frequency drives throughout the U.S. Customers include automotive, municipalities, airline manufacturers, steel mills, power plants, heating and air-conditioning specialists and all industrial applications that utilize motors.

Vice President of Sales and Marketing

Reported to the Owner/President. Responsible for all U.S. sales, 8 Outside Sales Executives, 6 Inside Sales Customer Service Reps, 14 Counter Sales Reps and a Vice President of Marketing. Focus was growing the account base and expanding services to existing customers. Accomplishments include:

2011 sales were $22M; 2012 grew sales to $23.4M; 2013 grew sales to $24.9M; and 2014 sales were up 8% as of June. Growth was achieved due to focused business planning and cross selling services.

2011 – 2014 margins grew an average of 1.5% a year through restructuring sales force focus and strong negotiating with all vendors for long term contracts.

Achieved company’s largest volume in 2012 and 2013. Added 10 new National contracts with distribution channels throughout the country.

Worked with the CFO and outside auditors to compile a plan to present to their financial institution describing future plans, budgets, and strategies to include restructuring every major aspect of the business. Negotiated business plan with auditors and bank resulting in $200K annual savings to EBITDA.

Instituted a professional selling presentation template for all sales representatives. Focused on cross selling products to existing customers and expanding company’s services throughout the U.S.

DR. MARTENS AIRWAIR USA, PORTLAND, OR 1997 - 2011

A $100M privately held company. Dr. Martens AirWair USA is the sole distributor of the Dr. Martens brand of footwear and apparel in North and South America, representing 60% of the worldwide business.

Sales Manager (2002 – 2011)

Reported to the President of Sales and responsible for all sales and marketing for the Eastern United States. Managed a team of six Account Executives and one Marketing Manager representing over $25M in annual Sales. Focused on key accounts across the region. Developed and implemented regional sales plans, compensation goals, marketing and T&E budgets. Analyzed monthly, quarterly and annual sales numbers. Forecasts were revised on a quarterly basis.

Cross selling was our largest focus. Responsible for increase of shelf space by at least 10% per year. Eastern region consistently exceeded the goals that were established. Averaged 2 – 5% annual revenue growth in a declining environment.

Eastern region was awarded the 2010 top performing region in the World. Performance was achieved directly through programs implemented to improve regions teamwork and training.

Maximized sales each quarter by structuring sales plans and gross margins for strategic retail partners.

Manager of Sales Programs & Special Sales (2000 – 2001)

Reported to the Chief Operations Officer and was responsible for inventory management. Translated the “wants and needs” of the account base, sales reps and sales management into well integrated and volume building programs. Sold company excess and close-out inventory; negotiated price and volume discounts with customers.

Liquidated 2 million pairs of inventory in a 12 month period adding back $20M to bottom line. Achieved by identifying product needs and developing premium and incentive sales programs.

Formulated statistical model to maximize inventory control and eliminate excessive markdowns.

Created successful redundant leather program. Worked independently with factories in England and developed styles using discontinued leathers to minimize waste and increase profits.

Sales Manager (1997 – 2000)

Reported to the President of Sales and was responsible for all sales and marketing in addition to new account development for the Eastern United States. Managed a team of 15 Account Executives, 2 Marketing Managers and 4 Field Service Representatives; representing over $25M in annual sales. Focus was on key accounts across the region. Developed and implemented regional sales plans, compensation goals, marketing and T&E budgets.

Responsibilities included managing the Dr. Martens Showroom in Manhattan, NYC. Proposed and completed remodel of the showroom highlighting the Brand properly. Recognized for resurrection of brand identity at key time in company lifecycle by owners of Dr. Martens.

Led NYC showroom launch while building the brand in the fashion capital of the world. Directed strategy and led efforts to penetrate brand into key NYC retailers.

Developed and trained Eastern Region team and were recognized for Sales Representative of the Year in the U.S. and Marketing Manager “Above And Beyond” Awards.

H.S. TRASK, BOZEMAN, MT 1995 - 1996

Startup Casual Footwear Brand founded in 1994

Account Executive

Reported to the Owner/President and responsible for the strategic partnerships with the leading footwear retailers in the Midwest. Utilized my relationships with the key distributors within my region to increase market share/share of shelf.

Secured distribution of the brand within the top accounts in the Midwest.

Developed the territory from revenues of $500,000 to $2,500,000 in one year

THE TIMBERLAND COMPANY, HAMPTON, NH 1988 - 1995

$100M privately held rugged casual footwear manufacturer.

Account Executive (1991-1995)

Reported to the Midwest Regional Sales Manager and was responsible for distribution in Michigan, Ohio and Indiana. Served as the liaison between outside sales team and Corporate.

Increased annual sales an average of 10%/ each of the 5 years in this region.

Awarded 1993 Sales Representative of the Year.

Account Executive (1989-1991)

Reported to the Eastern Regional Sales Manager and was responsible for sales in Virginia, West Virginia, Maryland and DC.

Increased sales by 20% and exceeded distribution goals with each assigned key account.

Merchandiser (1988-1989)

Reported to the Midwest Regional Sales Manager and was responsible for 10 states in the Midwest distributing marketing and sales literature and conducted training seminars in all major accounts.

EDUCATION

Saint Ambrose University

B.A Degree, Business Management

Contact this candidate