LORI L. KOWALKOWSKI

*** ********* ***** ****, ** 16046 724-***-**** acrsp8@r.postjobfree.com

CAREER TARGET Sales Management of consumer packaged goods or related opportunity.

EXPERTISE Key Account Management Territory Management Sales Team Leadership

Sales Trainer/Presenter Competitive Strategies Market Development

Customer Retention Strategic Business Planning Revenue & Profit Growth

EXPERIENCE

ADVANCED PLASTIC SYSTEMS (APS), Pittsburgh, PA 3/12 - Present

Manufacturer of injection mold machinery, components and assemblies

Inside Manufacturing Representative (PA, OH, and Western NY)

Sell and provide quotes for injection mold machinery, parts and robotics covering all-sized units valued up to $250K. Deal with major industry leaders including Little Tykes and Proctor & Gamble with exclusive sales rights covering over 400 potential companies. Pre-screen customers’ production urgency for prioritizing contracts and delivery schedules. Resolve problems with clients regarding product or delivery discrepancies.

Grew sales by over $100K within first year.

Create, update, distribute and maintain weekly key customer data sheets reflecting product needs, orders, delivery dates, after-sale warranties, etc.

Establish close relationships with clients – identify opportunities for increasing customer sales and profitability via ongoing communications, order/delivery satisfaction, and introduction of products that can increase customer efficiency/ profits.

Expand brand awareness and sales via orchestrating entertainment events, formulating marketing materials, social media, and customer service.

PHILIP MORRIS USA/ALTRIA SALES & DISTRIBUTION Richmond, VA 11/90 - 2/12

Fortune 200 company that owns the premier tobacco companies such as Philip Morris USA, U.S. Smokeless Tobacco Company and John Middleton with tobacco brands – Marlboro, Copenhagen, Skoal and Black & Mild

Territory Sales Manager (PA – WV – OH)

Managed sales, distribution and merchandising of a broad tobacco portfolio comprised of 130+ tier 1, high-volume chains including: Giant Eagle, GetGo, 7-Eleven, CoGos, and Sheetz. Executed brand building marketing programs and initiatives within these accounts. Dealt with store managers in assisting with product selections, devising fixture schematics/planograms, shelf space, merchandising, and signage.

Consulted, advised and engaged with retail partners on category management and business analytics to help improve the performance of their business.

Developed and utilized systems to track, measure, and analyze progress against key sales initiatives and other business metrics.

Chosen as key liaison between Pittsburgh and New York headquarters to assess/report on development/marketing/advertising/sales of new brands.

Accomplishments

Managed a $25M territory – accomplished in achieving highest volume increases (out of 32 TSMs) with a 99% retention rate throughout entire employment.

Outstanding Achievement Award (out of 90) for highest and fastest distribution of new products, 2010.

Ranked #3 nationally (out of 450 managers) for highest distribution of new Copenhagen Wintergreen brand during new product rollout, 2008.

Achieved highest level of district’s market share – exceeding 51%.

Introduced over 400 new brand items with ability to sustain ranking in the Top 5% Sales Club.

Grew product volume on average by 4% (2nd highest in district) out of 32 sales managers.

Increased customers’ profit dollars (as a whole) for 12 consecutive years.

Ranked as nation’s highest producing sales team and distributor of the Marlboro Milds brand.

Built outstanding relationships with store managers/owners by providing expert tobacco/consumer insights and advice through the development of individual business plans.

Researched/presented valuable data to decision makers for customizing product mixes based on customer preferences using: sales trends, analytical strategies, area demographic, competitor brands, analytical strategies, and influencing skills for generating profit increases.

Regarded as industry expert of consumer tobacco behavior and industry dynamics.

Developed/administered selling programs that effectively contributed to company fiscal goals.

Organized and hosted promotional product launch events for generating brand awareness.

LORI L. KOWALKOWSKI -2-

Reporting

Generated detailed PowerPoint reports reflecting business goals plans, plot analysis, territory strengths/deficiencies, product mix, categorical sales, etc. Estimated the market and sales potential of company's offerings for making realistic sales forecasts.

Training

Designed and delivered sales training programs to Territory Sales Managers.

Trained new managers in company systems, fixture and brand layouts, selling skills, customer service, sales reports, account management, category management, forecasting, closing skills, contracts, value proposition, budgeting, expense reporting, buyer behavior, etc.

Scheduled/trained part-time employees.

Developed personal Merchandiser later determined as “Best in District.”

EDUCATION

UNIVERSITY OF PITTSBURGH

B.S. – Management and Economics

Founder, Epsilon Lamba Chapter of Alpha Sigma Alpha Sorority

Certifications: RMSR

HIPAA

Certificates: Sales Leadership Training

Confidence Building

Public Speaking/Presentations

Responsible Retailing (through Government Affairs)

Ultimate Challenge Corporate Team Building (Ropes Course Camps in AR, FL, and VA)

Computer Skills: MS Word – PowerPoint – Excel – Category Management – SalesForce

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