Sales Customer Service

JEFFREY D. KERN

**** ****** ****** *****, *****, SC 29803

Phone 276-***-**** **********@*****.***

SUMMARY

Problem solver with 25 years experience in developing and implementing cross-functional marketing and business strategies. Excellent organizational, planning, purchasing, and sales management skills. Highly computer literate. MBA from Big-Ten university. Well experienced in sales and purchasing environments.

PROFESSIONAL EXPERIENCE

COX INDUSTRIES 2014 – 2016

Senior Buyer / Director of Purchasing, Orangeburg, SC

Managed all lumber & plywood purchasing aspects of business for medium-sized producer of preservative treated building products. Charged with re-organizing a fragmented, individual-plant-driven purchasing strategy into a buttoned up centralized purchasing model. Started with responsibility for Blackstone and then Cove City plants. In 2015 assigned responsibility for entire residential program of over 100mmbf annually.

Developed and implemented purchasing strategies.

Responsible for contract negotiations and ongoing purchases.

Personally purchased of 30-50 truckloads per week.

Developed new and maintained existing relationships with sawmills reps.

Developed and expanded sourcing in support of new and existing products.

Developed and maintained procurement tracking tools, responsible for procurement forecasting.

Provided company with weekly market updates, developed and updated weekly reports.

Worked closely with sales in costing and sourcing quotes and special order needs.

Managed staff of two buyers.

SEABOARD INTL FOREST PRODUCTS 2011 – 2014

Trader, Nashua, NH

Developed and managed personal business portfolio, trading lumber and structural panels at commodity trading firm, a division of Forest City Trading Group, LLC in Portland, Oregon – the leading wholesaler of forest products in North America.

Developed and maintained business relationships with key Southern Pine lumber producers.

Developed sales portfolio with treaters, dealers, and industrial accounts new to Seaboard.

Identified significant lumber offerings, executed opportunistic buys, recognized cross-zone pricing implications, and linked buy-side values to customer needs.

Played key role in re-developing Southern Pine department within Seaboard.

2012 personal results: sold of 275 loads; purchased 600 loads.

2013 personal results: sold of 650 loads; purchased 700 loads.

Developed Southern Pine market tracking tools, provided market analysis and forecasting to key customers and team members.

Provided leadership to junior trading staff members, and sawmill expertise to trading floor.

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FORTRESS WOOD PRODUCTS 2004 – 2011

Director of Sales and Purchasing, Martinsville, VA

Managed all sales and purchasing aspects of business for medium-sized producer of pressure treated lumber products. Company was one of few in the industry able to generate profit through dire economic times. Developed and implemented sales and purchasing strategies. Managed profitable pricing strategy within a framework of understanding complex chemical and plant cost matrices.

Fortress Wood Products continued

Responsible for managing customer’s experience from sales, marketing, and customer service.

Responsible for sales and purchasing budgeting and forecasting.

Oversaw contract negotiations and ongoing purchases, and developed relationships with sawmills reps.

Developed relationships with broad base of new and existing customers.

Conducted personal sales for regional and national accounts.

Developed key sales and purchasing reporting tools.

Responsible for developing new target markets for export business.

Managed staff of six salesmen, two buyers, and administrative support.

NEW SOUTH LUMBER COMPANY 1998 - 2004

Director of New Product Development, Marion, SC 2004

Responsible for analysis of new business opportunities designed to push annual sales from $250 million to a goal of $500 million annually, development of the supporting sales and marketing strategies, and ultimately responsible for the roll-out and execution of sales of those projects. Primary catalyst and resource for developmental projects across all divisions.

Developed business models for entering the long-length FJ lumber, glulam, and FJ SPF businesses.

Drove the business analysis on converting an existing facility into a dedicated southern pine board producing operation.

Team leader of New Product Development Team, charged with putting together formal new product development process and performing analysis and data-gathering leg-work.

Key member of New Horizons Core Team, charged with driving a corporate-wide review of the way the company does business and overseeing business improvement initiatives.

Key member of Sales Management Team, charged with reviewing and improving sales and marketing functionality across all divisions.

Managing record-breaking FJ stud business.

Sales Manager, Myrtle Beach, SC 1998 - 2003

Responsible for development and implementation sales and marketing strategies of all special southern yellow pine lumber products including #2 Prime, DSS, Fingerjointed Studs, and treated 2x2’s, spindles, lattice panels, fence products and mouldings. Managed support staff. Coordinated sales strategies with plant and mill personnel. Managed toward target sales return, inventory, and new business goals. Developed management reporting tools.

Developed 50 mmbf/year #2 Prime business.

Developed 10 mmbf/year FJ stud business.

Managed 40 mmbf/year DSS program.

Landed major program business with national accounts…Great Southern, Rocky Top, Universal, Lowes, and Anthony Forest.

Performed comprehensive business analysis on entry into the MSR, KDAT, fence panel, and composite decking businesses.

DIAMOND HILL PLYWOOD 1997 - 1998

National Lumber Manager, Darlington, SC

Introduced Diamond Hill to the lumber business. Developed and implemented dimension lumber sales, purchasing, and marketing strategies to support ten wholesale building materials distribution centers (DC's) and one trading office. Managed sales growth to $1 million per month.

Executed purchases, determined product-mix, and maintained target inventory levels, set prices, and provided sourcing for all branch lumber purchases.

Managed $1,000,000 average inventory consisting of 50 SKU's.

Identified potentially profitable reload locations, negotiated charges, and set-up operations.

Functioned as lumber sales manager for 10 DC's. Provided coaching and sales support. Developed and maintained sales reporting tools. Conducted training seminars for branch personnel.

Traded lumber with accounts outside of branch territories.

Monitored market conditions, made forecasts, and reported market trends to branch Lumber Managers.

GEORGIA-PACIFIC CORPORATION 1989 - 1996

Project Manager / Project Planner, Atlanta, GA 1995 - 1996

Coordinated implementation of Distribution Division's re-engineering for Midwest and Southeast regions, who’s combined gross annual sales were approximately $1.5 billion.

Drove numerous division-wide problem solving initiatives, resolved and tracked cross-departmental issues, and developed work plans for various functional groups as needed.

Provided project management training and support, facilitated two regional Project Management Teams, and directed the start-up of three regions.

Incorporated procurement input into Project Management Team meetings for Northeast, Mid-Atlantic and Western regions.

Established Midwest region Project Management Team and Procurement Transition Team.

Regional Treated Lumber Manager, Des Plaines, IL 1993-1995

Developed and implemented sales, purchasing, and marketing strategies for treated lumber in Midwest region. Managed $5,000,000 average inventory consisting of 300 SKU's. Increased sales volume by approximately 15% and posted the highest ROI of any region, in a market which had been losing consistently over the previous five years.

Identified potentially profitable TSO sites, negotiated charges, and set-up operations.

Performed treated lumber sales management functions with over 30 branches across the region. Provided coaching and sales support. Developed and maintained sales reporting tools.

Executed purchases, determined product-mix and maintained target inventory levels, set prices, and approved all branch orders for regional TSO facilities. Set target buy-in levels and initiated purchases for stock destined for regional TSO facilities.

Monitored market conditions, made forecasts, and reported market trends to branch Lumber Managers and G-P management. Acted as a technical resource for branch personnel.

Assistant Lumber Manager, Milan, IL 1992-1993

Developed and implemented sales, purchasing, and marketing strategies for treated and specialty lumber at the branch level. Managed an average inventory of $300,000 consisting of 400 SKU's.

Responsible for board and lumber product-mix decisions and purchases of hardwood, redwood, cedar, treated lumber, and engineered lumber.

Negotiated charges, set-up operations and managed inventory at branch TSO facility.

Developed sales strategy, set prices, and executed sales functions of treated and specialty lumber to retail and industrial accounts throughout the eastern third of Iowa and northwest quarter of Illinois.

Increased hardwood lumber sales by 70% and LVL sales by 30%.

Managed branch safety program; conducted monthly safety meetings and safety inspections, maintained branch safety documentation, and conducted branch safety training

Product Manager, Milan, IL 1989-1992

Developed and implemented sales, purchasing, and marketing strategies for roofing and vinyl siding products at branch level. Managed average inventory of $150,000 consisting of 300 SKU's.

Responsible for product-mix decisions and purchases. Set prices and executed sales functions.

Advanced vinyl program from 15th to third in the Midwest region, increasing sales from $400,000 to $900,000 per year. Secured Menard's rolled roofing business for all Iowa and Illinois.

PALMER COLLEGE 1986-1989

Assistant Director of Admissions, Davenport, IA

Adapted recruitment strategies and office procedures to accommodate transition of department from that of a processing function to a marketing function.

Developed and implemented enrollment marketing plan; wrote, developed, and oversaw the production of promotional material including direct-mail letters, literature, and advertising media.

Managed staff consisting of 10 full-time and 12 part-time employees and 35 student volunteers.

Conducted recruitment presentations for individuals as well as groups ranging in size from 10 to over 100. Represented the college at numerous conventions and trade shows.

Facilitated faculty and alumni participation in student recruitment.

KOPPERS COMPANY 1985

Treating and Environmental Supervisor, Galesburg, IL

Supervised treating and environmental staff and operations at unionized "Super-Fund" site.

Directed all wood treating operations including production scheduling and purchasing at plant.

Managed plant's environmental and hazardous waste compliance, and safety programs including record keeping and safety inspections for compliance with OSHA regulations.

GANAHL LUMBER COMPANY 1984

Retail Lumber Salesman, Anaheim, CA

U.S. FOREST SERVICE 1984

Forest Technician, Big Piney, WY

EDUCATION

M.B.A., University of Iowa, Iowa City, IA 1992

B.S., Forestry (Forest Products Option)

Iowa State University, Ames, IA 1984

PROFESSIONAL DEVELOPMENT

Leadership/Management training: Capability Building Workshop (training in problem solving & project management techniques), My-Tyme, "Effective Personal Management Workshop", Davenport Chamber of Commerce, "Community Leadership Program".

Sales training: James Olsen, “Reality Sales Training”, Jim Doescher, “Negotiating Skills”, Carlton Masi, "Selling With Passion II", Fred Pryor, "How To Deliver Exceptional Customer Service", G-P sales course, "Customer Service", "Successful Sales Strategy", "Phone Power", "Improving Your Student Recruitment Marketing".

Product training: APA correspondence course, G-P "Product Correspondence Course", "Engineered Lumber II" (roof and floor system design).

Computer competencies: Excel, Power Point, Outlook, MS Word, MS Project, Lotus, SC 20/20, WordPerfect, WPS plus, Dbase, AS/400 queries, Visio, Schedule Plus, Internet, Windows, Entre Computer Center, "Entre Local Area Network Seminar".

Misc. training/certifications: Georgia P&C pre-licensure training / passed state exam, Illinois EPA Certified Waste Water Operator - Class K, Forest Service firefighter.

Organizations: Knights of Columbus-current member/past officer, Free Masons – current member/past officer, church council-past president, member University of Iowa Alumni Assoc.

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