Sales Manager

Carleton G. Solloway Cell: 972-***-****

** ***** **** ******: 972-***-****

Irvine, CA 92614 E-mail: *********@*****.***

LinkedIn / https://www.linkedin.com/profile/view?id=13996158

CAREER OBJECTIVES

A leadership position within a growing dynamic organization, where my business acumen and extensive experience in sales, marketing, or general management can be leveraged and viewed as a strong contributor to the business bottom-line through results oriented executive management style.

SUMMARY OF QUALIFICATIONS

Versatile Sales and Marketing executive with extensive experience in both domestic and international markets. Established a consistent record of exceeding objectives in both revenue and profit with major corporations such as NCR Corporation and Ricoh Electronics.

Built successful sales and distributor operations covering a wide range of Fortune 1000, OEM, and Distributor accounts.

Managed organizations up to $100M in revenue, with over 100 salespeople, functional staff teams, and 6 manufacturing facilities.

Specific expertise is business development into new geographies, new accounts, or new product programs through a rigorous use of replicable planning and execution tools, and a strong focus on process improvement.

Strengths include:

Global Leadership/Strategy

P&L Performance Improvement

Sales Effectiveness Processes

Sales Team Leadership

Global Market Business Development

Senior Level Customer Relationships

Growth of Major Accounts

Product and Service Development

Organizational Development

Reducing Client Acquisition Time

SELECT CAREER ACCOMPLISHMENTS

Sales

Met/exceeded Objectives 15/17 years as a Sales Manager

Three times Leading VP Globally for NCR (Sales Results)

Twice Leading District Sales Manager in US for NCR

50% growth in APAC over a 5-year period for NCR ($35M)

30% growth in Latin America for Ricoh Electronics ($5M)

Developed 3 Key Target Markets for Ricoh Electronics ($25M)

Marketing

Developed 5-Year Company Roadmap for Greenleaf Paper

Managed Direct Thermal and Fluid Ink Platforms for IIMAK ($9.0M in 2014)

Commercialized 6 new products for IIMAK ($4.3M in 2014)

Developing 6 new major product/service lines in APAC for NCR ($15M)

Developed new product lines for NCR globally ($30M)

Developed 3 Key Target Markets for Ricoh Electronics ($25M)

Business Development

Established 22 New Distributor Organizations in APAC/MEA for NCR ($26M)

Established 12 New Direct Sales Teams in APAC/MEA for NCR ($15M)

Developed New Product Lines for NCR ($30M)

Leading M&A Activities in Latin America and APAC for TPT ($8M)

Established Businesses in SE Asia (4 countries), Mexico, and Panama for TPT

Developed New Key Target Markets for Ricoh Electronics ($25M)

General Management

Led APAC/MEA to Exceed P&L Objectives 5/5 Years for NCR

Led APAC/MEA Organization to 30% Revenue Growth for NCR ($100M)

Managed >100 Salespeople, 6 Manufacturing Facilities, Marketing, Supply Line, and Financial Groups for NCR

Established Organizational Strategy and Roadmap for TPT as Key Executive Leadership Member ($12MM run rate in first two years of business)

Led M&A Activities for TPT, leading to acquisitions in Panama, Mexico, Brazil, and Uruguay ($8M)

Established Businesses in Thailand, Singapore, Vietnam, Indonesia, Panama, and Mexico for TPT

EMPLOYMENT BACKGROUND / TRANSFERABLE ACCOMPLISHMENTS

GREENLEAF PAPER – Phoenix, Arizona 2015 – Present

VP Marketing

Developed Long-range Corporate Roadmap

Defined Potential Product/Service Offerings, Organizational Structures, Sales Roles and Skills

Proposed Key Process Definition and Metrics

Identified potential merger/acquisition parameters and targets

Developed Sales Collateral and proposed Website Changes

IIMAK CORPORATION – Amherst, New York 2012 – 2014

Sr. Manager, Business Development

Managed Platforms for Direct Thermal Films and Fluid Inks ($9.0M in 2014)

Commercialized 6 Key Products ($4.3M in 2014)

Program lead for developing new platforms leveraging coating and ink-formulation expertise

Manage worldwide development and deployment

Primary Account Management for Key OEM Printer Partners (Intermec, Brady, 3M)

ONIA MEDIA – Flower Mound, TX 2010 – 2012

General Partner

Software-as-a-Service – Virtual Concierge Platform for Small-Medium Hotel Chains

Led Sales and Marketing Efforts – Product Definition, Sales Structure

Deployed in Four Countries – Canada, US, Turkey, British Virgin Islands

TRANSPACIFIC TELECOM – San Diego, California 2008 – 2010

Vice President, Worldwide Sales and Marketing

Developed Sales Strategy, Deployment Plan, Country Operation Prioritization Criteria

Established Operations in Thailand, Indonesia, Singapore, Vietnam

Served as Acquisition Project Manager for Argentina, Brazil, Uruguay, Mexico, and Panama

INDEPENDENT CONSULTANT – Flower Mound, TX 2006 - 2007

Consulted on Marketing Programs, Sales Organizations, and Sales Deployment

RICOH ELECTRONICS, INC. - Santa Ana, California 2004 – 2005

Director of Marketing, Thermal Media Group

Reported to VP, Sales and Marketing. Responsible for Strategic Planning for Direction of Business: Markets, Product/Service Strategies, Product Management (lifecycle) for Coated Thermal Papers and Thermal Ribbons

Sales Tools and Presentations, Budgeting and Forecasting. Supervised a Team of 2 Marketing Staff and a Financial Analyst.

Revamped product offering to address product shortfalls and capacity issues, which led to improved delivery fidelity, customer satisfaction, and improved revenues over $4M.

Led a team to solve a product problem for Tyson Foods and expanded this into a replicable industry solution program, increasing revenues $8M per year.

NCR CORPORATION, Systemedia Division - Various 1987 – 2003

Regional Sales Manager – Dallas, TX (2001 – 2003)

Reporting to Western Sales AVP, managed 6 salespeople covering 5 states, $14M revenue, $3.5M local profit

Restructured marginally producing territory and implemented account management programs which reduced sales expense 60%, improved gross margin 23%, and turned an unprofitable territory into a profitable one.

Vice President, Asia Pacific – Tokyo, Singapore, Dayton (1996 – 2001)

Reporting to the Vice President, Systemedia Group, managed Middle East/Africa to Japan, including 22 direct country operations, 100 Sales persons, 6 Marketing staff, 2 Finance and Administration staff and 6 manufacturing plants with 300 people, 12 distributor organizations, earning $95M in revenue, and $14.5M in local profit.

Developed and deployed distributor marketing program and grew sales $8M in year one.

Restructured operation in Japan, which had been stagnant for several years. Improved revenue 18% in the first year, to $60M, and improved gross margin percentage by 4 percentage points (24% => 28%).

Transformed the Japanese operation from using in-house manufacturing to out-sourcing partners, resulting in a $4M improvement in profitability.

Manager of International Marketing – Dayton, OH (1993 – 1996)

Developed and Deployed Sales and Marketing Programs. Worked with local organizations to address structural and operational problems. Managed order fulfillment for international organizations with US plants, Managed one marketing staff

Led marketing aspects of a global restructuring, developing and deploying a key set of common product programs throughout country organizations resulting in lower costs, improved quality and delivery, and improved performance metrics.

District Manager, Major Accounts – Dallas, TX (1991 – 1993)

Managed 3 salespeople handling major accounts (JC Penney, Wal*Mart), $11M revenue, $4.5M local profit

Grew business in the Wal*Mart and JCPenney accounts by $2.5M in the first year.

Built long-lasting relationships at multiple levels within the accounts. The methodology of opportunity mapping and tying skills and attributes to specific sales designations is still in use today, 15 years later.

Developed a product for Wal*Mart which saved them $5M in operational costs yearly, improved personal revenue by $1.5M, and became a replicable solution which could be offered to many other customers.

Manager, Middle East/Africa – Dubai, UAE (1989 – 1991)

Managed Salespeople in 6 countries, one manufacturing plant, $5M revenue, $2M local profit,

OEM Sales Manager, West Coast – San Francisco, CA (1987 – 1989)

Reporting to the District Sales Manager, handled sales to OEM printer manufacturers in Western US.

Developed Media Marketing Programs for customers, $1M revenue, $300K in local profit

EDUCATION

BA, Mathematics, University of California, Berkeley, Graduated with Honors (Magna cum Laude)

CONTINUING EDUCATION AND TRAINING

6 Sigma Green Belt Training, NCR Corporation, Dayton, Ohio 2000

Spin Selling, Neil Rackham, Orlando, Florida 2001

Holden Account Management Training, Holden Group, Singapore 1999

Various Selling and Management Courses, NCR Corporation

LANGUAGES

Some written and spoken German, some spoken Japanese

AVAILABLE FOR TRAVEL AND FOR RELOCATION

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