ROBERT FONSECA

Miami, Florida

305-***-****

acs1j4@r.postjobfree.com

SUMMARY

Senior sales management and operations leader with broad expertise effectively leading matrix teams across the globe. Over 20 years in manufacturing and wholesale/retail distribution industry. Extensive experience in the strategic planning process. An expert in the tactical execution of the links – ranging from sales, management, brand development, sourcing, manufacturing, distribution, and customer service. Innovative, result oriented, and process disciplined professional who believes strength lies in diversity and identifies the most important resources as being the people on a successful team. Capable of functioning very well in a multi-cultural environment. Fluent speaking, reading and writing in English and Spanish.

PROFESSIONAL EXPERIENCE

NEW ERA CAP COMPANY, INC., (formerly 5th & Ocean) 1998 to 2015

New Era, a Buffalo based headwear and apparel manufacturer acquired 5th and Ocean in 2009. Founded in 1920, New Era Cap Company is a privately held headwear specialty company.

Channel Sales Manager (2013 to 2015)

National Key Accounts Manager for the Apparel Division of New Era. Appointed to lead or participate on several optimization teams which sought to maximize earnings and increase profit margins within multiple sales channels

• Single owner of $14m sales representing 30% of overall company sales revenue within various distribution channels such as mass market, specialty retailers, dept. stores, big box, food/drug, sports venues, and distributors. Led a dynamic matrix team of Operations, Sourcing, Design/Merchandising, Licensing, and Business Unit professionals.

• Increased profit margins by 10% by effectively negotiating with suppliers and customers. Exceeded forecast sales plan by $2 million in 2013 and $1.5 million in 2014

• Reduced & eliminated an annual average $100k loss/claims strategically planning with shared services departments and leaders to ensure established processes and strategies were followed including adherence to deadlines of action calendars and booking programs

Director of Sales Operations (2000 to 2012)

• Maximized profits by effectively supervising Sales Department, coordinating sales and marketing budget. Upholding key relationships with clients and licensors. Consistently achieved and exceeded annual forecast sales plan by an average 5-7% year over year resulting in superior bonuses

• Led key strategic projects from concept to execution. Negotiated contracts (service levels, pricing, and liabilities). Continuously measured key metrics and drove performance improvement teams to focus on developing higher margin SKU’s to increase bottom line

• Negotiated prices, achieving on average 10-15% lower costs year over year, contributing to the bottom line $1 million in 2007, $3 million in 2008 and $8 million in 2009. Tripling net profit in one year, and nearly tripling the increase the following year

• Established relationships with two large national specialty retailers including E-Commerce divisions which led to sales of $10 million annually

• Directed 10 sales territory reps across North America, Canada and the Caribbean generating sales revenue of $8 million

• Led account diversification, expanding existing relationships, implementing strategies to achieve sales goals and partnership with sales reps/managers from top vendors to increase and capture more than 55% of market share

• Analyzed and controlled expenditures of division to conform to budgetary requirements. Reduced business travel and entertainment expenses by 10% annually. Led to increasing quarterly profits for Sales Division and company

• Achieved annual objectives regarding profit and volume

• Developed and implement strategic sales plans to achieve corporate goals.

• Directed sales forecasting activities and set performance goals accordingly

• Prepared periodic sales reports showing sales volume, monthly and annual sales forecast, and areas of proposed client base expansion

• Reviewed market analysis to determine customer needs, price schedules, and discount rates

• Directed staffing, training, and performance evaluations to develop and control sales programs

• Assembled teams and interacted with account managers, leaders with different business development requirements, customer focus, experience, sales cycles, and product portfolios

• Maintained customer satisfaction by investigating concerns, implementing corrective action, and communicating with customer and sales team as needed

Other positions held prior to 1998:

Dynasty Apparel Industries, Opa-Locka, FL

National Sales Manager / Sports and Entertainment Division

High capacity sales experience in new business development, key account management, branding strategies and territory growth initiatives in sports and entertainment markets. Proficient as a strategic thinker, process and product advocate in all aspects of volume added sales, including market analysis, new product development and client relationship building.

• Exceeded sales quota by $1 million annually for four consecutive years

• Led development of multiple sales contracts of $5 million

• Launched new business development initiatives for entertainment and tourist attraction markets

• Grew existing customer base by an average of 20 new accounts annually through fundamental sales practices: Telemarketing, prospecting and networking

• Selected by leadership team to mentor other members of sales team, providing guidance and in-field sales coaching

EDUCATION

Miami-Dade Community College, Business Administration

CERTIFICATIONS

E-Cornell Leadership & Strategic Management Program

AWARDS

2012 Sales Achievement Recognition Award based on total sales revenue generated

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