Sales Customer Service
Resume:
Larry J. Harrison
**********@******.***
http://www.linkedin.com/in/ljharrison
A results-focused senior executive with verified success and a recognized career delivering profitable double digit growth. Recognized for successful collaboration with senior executives in planning and implementing strategies leading to sales growth, turnarounds, improved operations, customer focus, productivity and profitability. Strong business acumen, able to design and execute a wide range of sales and operational strategies to establish market presence, increase revenues, efficiencies and gross margins. A game changer, acknowledged for the capability to build consensus, decisive staff leadership and mentoring with the ability to drive effective solutions along with the metrics to evaluate their success.
• P & L Management • Corporate Leadership & Operations • New Markets
• Start Ups & Turnarounds • ERP/SAP/CRM • Brand Management
EXECUTIVE HIGHLIGHTS
-As Vice President of Global Sales & Marketing – built a new sales structure focusing on new markets, channels & new manufacturing capabilities (41% growth in three years, 5% increase in margin)
-As President increased product line SKUs and doubled revenues, fostered a cost control culture, created two start-up brands (Steadymate, GripLinks), instituted product management, expanded sales channels and demographics, managed LOC for hedging Foreign Exchange fund, and acquired a new facility as an investment and expansion.
-As Vice President of Television Operations consolidated resources reducing cost structure by 31%, centralized operations, relocated facilities, managed the disposal of previous land and building assets.
GENERAL MANAGER, ACKLANDS GRAINGER INC. 2013- Present
$1.1 Billion dollar corporation, largest Distributor in the Safety, Maintenance, Repairs, and Operations space in Canada
Accountable for leading over 140 staff across 10 Branches, three Technical Service facilities, and one Distribution Center in Atlantic Canada (Labrador, Newfoundland, PEI, New Brunswick and Nova Scotia). With two recent acquisitions and three new branches, this region is set up for success in the years to come. As General Manager, the key focus areas are double digit sales growth, "Wowing" the customer, exceptional inventory management, product management, vendor relationships, P&L responsibility, while leading Continuous Improvement and outstanding people engagement. A large part of this role is to coach and lead Regional Directors, District Sales Managers and 10 Branch Managers, thus enabling them to execute on our national strategies while working closely with our Government and National Accounts teams.
Major Accomplishments
Double Digit Growth Year over Year, 200 bsp improvement in Gross Margin
Highest People Engagement Scores in Canada
Leading the country on % of sales in Private Brands, Technical Services, Vending (VMI, CMI, Dispensing) and Ecomm growth
Converted a Distribution Center to a Hub and Spoke with Direct to Customer abilities
Committee member of the largest Product Review in Grainger History (over 150 million)
Opened two new branches and merged two branches.
Optimized the Sales force for all 4 provinces.
VP OF SALES & MARKETING (Global), KINEDYNE CORPORATION and PRESIDENT/DIRECTOR OF KINEDYNE CANADA LTD 2009 to Nov/12
$150 million dollar privately held company-manufactures and distributes cargo control products for the Heavy Duty Trucking, Airline, Rail &Military industries. Kinedyne is both a Manufacturer and Distributor with 7 DCs/Manufacturing facilities in North America.
Due to the success as the President of the Canadian Company was promoted to turnaround the struggling sales efforts of the global division where both sales and margin were declining. Other responsibilities included driving international business and assist with leveraging two major investments; a new SAP/ERP system and a new 400,000 square foot China Manufacturing facility.
Responsible for the Sales and Marketing revenue and expense budgets for all markets, hiring and training of personnel, ‘market, pricing and brand strategies’, KPIs and compensation models.
Major Accomplishments
Expanded Sales into Japan by partnering with a Japanese Corporation (TDS), the UK with a Sales Agency, and Brazil by improved distribution.
Improved the integration of the 15 million dollar Canada Company (one facility) and 12 million dollar Mexican Company (two facilities) into the Global Entity (five facilities).
Globalization of the Brand & Product (from product image to standard pack and skid quantities)
Lead the contractual partnerships as a vendor for companies such as UAP, AGI, Grainger, Fastenal, Gregg Distributors, United Rentals, etc.
Managed 25 Sales and Marketing personnel through 6 Regional Directors/Managers
Established global procedures, selling philosophy/process and pipeline, reporting, pricing models, and the appropriate metrics – resulting in a 41% revenue growth in 3 years.
Restructured, trained, evaluated and mentored, the Sales Directors and their sales representatives, Marketing, Customer Service, and Pricing teams to be better positioned for growth into expanded demographic silos (Retail, Industrial, HD Trucking, Government)
Developed a DDP (duty delivered paid) china container program for larger corporate accounts.
Member of the Executive Team to develop and execute their first 3 year global business plan.
Assist in the implementation of an Epicor/Vantage ERP system. Steering Committee member.
Developed a CRM strategy and action plan for Customer Service, Sales, and Accounting resulting in full Customer integration and communication.
PRESIDENT/Director KINEDYNE CANADA LTD owned by KINEDYNE CORP. 2001-2012
$15 million dollar privately held company- manufactures and distributes cargo control products for the Canadian Heavy Duty Trucking, Automotive, Airline, Rail and Government sectors.
Full bottom line responsibility of this Manufacturer/Distributor for the Canadian Marketplace. Managed approximately 40 people (sales/operations/finance). Reported to the EVP/owner of this privately held corporation, “Kinedyne Corporation” located in Branchburg, New Jersey.
Major Accomplishments
Complete turnaround of a struggling Canadian company that lacked brand, direction, processes, and suffered from poor service and a declining morale.
Converted a central Canada company into a coast to coast success with brand and distribution.
Gained > 75% of the distribution capability in the Canadian marketplace (doubled sales in 5 yrs)
Developed/designed a new brand of products for the Recreational (Powersport) Retail marketplace (Steadymate™) from manufacturing and packaging to the market strategy, resulting in opening up new channels.
Developed/Sourced/Marketed a new brand of Heavy Duty Truck Tire Chains (Grip Links), filling in seasonal dips in revenue which improved overall margins (3%) and cash flow (5%).
Relocated/Purchased a new facility (65,000 sq ft) due to new found growth.
Lead the development and execution of the strategic vision for the Sourcing, Procurement and Manufacturing lines of business
Introduced lean manufacturing procedures and a Six Sigma approach
Redesigned manufacturing facility to increase efficiency by 17%, replaced outdated machinery (stenciling, sewing/textile equipment), forklifts, cutters, etc. and developed a preventative maintenance program
Established PIP (Partners in Protection) program with CBSA approval and a corporate Business Continuity Plan in order to meet larger corporate account criteria
Managed the start-up of Kinedyne China, creating a complete vertically integrated corporation.
VP& GM - TELEVISION, POWER BROADCASTING a div. of Power Corp 1995 to 2000
$37 million dollar publically traded business - Local Television station/CBC affiliate in three markets, 90% purchased content, 10% content produced locally
Day to Day Operations of 3 Television Stations (CKWS - Kingston, CHEX - Peterborough, CHEX-Oshawa). P&L responsibility, Strategic Development, Business Plans and Budgets. Direct Reports included VP of Programming and Marketing, Retail Sales, National Sales, Engineering, Revenue Manager and three Station Managers.
Major Accomplishments
Restructured/centralized the conventional television stations to be managed, positioned and branded as one company rather than 3 individual companies (annual cost savings of 31%). This included a centralized master control (commercial delivery and local shows).
Branded the 3 TV stations as one image, improved the product and increased ratings by 20%
Demonstrated Project management capabilities by moving one TV station to a new location.
Managed the start up of a brand new TV station which increased reach and revenue.
Resolved major union issues, negotiating union contracts (2 bargaining units) for approximately 150 employees, set up industry partnerships (i.e. GE, Proctor and Gamble)
REGIONAL DIRECTOR OF FINANCE AND ADMINISTRATION a div. of Power Corp
Responsible for the management of the newly created central hub, it’s staff, production of financials, A/P, A/R, sales orders (traffic), asset management and Human Resources/Payroll.
Major Accomplishments
Centralized the accounting and sales order processing for 14 business units; 11 radio stations and 3 TV stations.
Converted all 14 businesses to a new hardware & software platform, including the negotiation of software contract & hardware purchase.
Created a competitive edge of cost controls, comparable data, and an overall estimated efficiency of $500,000 annually.
Parachuted in as the Acting General Manager for Two Radio Stations in Oshawa in order to return these stations to profitability and execute a seamless transition to a new facility.
Relocated five of the fourteen business units
Other Positions;
GENERAL MANAGER, RAYWAL KITCHENS LTD.
Kitchen Cabinet Manufacturer – managed Marketing, Order Processing, Computer Dept., Delivery & Scheduling, Measuring, Service & Installation, MRP, Main Retail Showroom (50 f/t employees).
EDUCATION
University of Guelph, Bachelor of Arts, College of Physical and Engineering Science. Graduated 1993
Major: Mathematics and Computer Science
Other Relevant Courses; Business Management, Marketing, Operations Research, Micro-Economics, Accounting (CGA), Integrity Selling, Consultative Selling, Telemarketing, Master of Negotiation
VOLUNTEER WORK or ORGANIZATIONS
UNITED WAY – Chair for Construction Members
HDDC, HDA/Truckpride, Vipar and HDAW
VIRTACORE – Member of Entrepreneurial Organization
CHAIR – Canadian Broadcasting Corporation Affiliates (19 affiliates across Canada)
TV CAB Board Member – Canadian Association of Broadcasters
INTERESTS – competitive and recreational sailing, marathons, skiing, wake boarding, coaching
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