Sales Manager
Resume:
Germantown, TN *****
ANITA MICHAEL
actwvg@r.postjobfree.com
~ NATIONAL ACCOUNTS MANAGER ~
Leading companies with new business development, account management, and bottom-line success.
Dynamic sales manager with 25+-year portfolio of success across many industries, markets, and accounts. Expert qualifications in identifying new business opportunities with unexplored accounts. Background in new division launches and new product launches. Outstanding achievement in penetrating new accounts while working with Marketing to co-develop differentiated private label products. Experience in the Social Expression, Packaging, Arts and Crafts, Toys, Housewares, and Agricultural industries. Created seasonal programs for Walmart, Costco, Sam’s, BJ’s, Target, and World Market.
Strengths:
New Business Development Channel and Account Specific Program Development
Product Development Broker Management Project Management
Strategic Planning Competitive Market Intelligence Opportunity Identification
Customer Service/Retention Costing Product Line Expansions
Customer Relations Management Internal and External Communicator
PROFESSIONAL EXPERIENCE
MULTI-PACKAGING SOLUTIONS, Lansing MI
International packaging company, privately-held company; $2 billion in yearly revenue.
Key Accounts Manager 2015 - Present
Responsible for development and selling of custom tagging products, pot wraps, carriers, adhesives, catalogs, signage, handles, etc. to horticulture customers in CO, TX, LA and OK. Also responsible for key supermarket accounts such as HEB, Whole Foods, Safeway, Shopko, etc. Proactive management of accounts and territory required through detailed reporting. Constant monitoring of competition. Representation at key trade shows throughout the year.
NASHVILLE WRAPS, Hendersonville, TN
National distributor of specialty gift and gourmet packaging, privately-held company.
Specialty Sales/Product Manager - Domestic 2011 – 2014
Responsible for 50% of line of 10,000 items. Developed, costed, and launched seasonal items cognizant of timelines, while qualifying and cultivating new vendors. Recommended and executed critical new items. Developed and pursued private label business packaging concepts for Safeway, Levenger, Union University, The Biltmore, Museum of Robots, etc. For incremental revenue, company president had requested the development of a seasonal retail planogram and to actively pursue retailers known for their "green" efforts. Co-published 4 catalogs per year with Import Product Manager and VP of Mktg.
FERRY-MORSE SEED COMPANY, Fulton, KY 2007–2011
Largest seed manufacturer and distributor in the U.S.; Owned by Jiffy, Inc.
National Accounts Manager, Garden Gift Division
Recruited to start a new Garden Gift Division. Co-Managed Green Arbor, Grow, Sesame Street, Veggie Tales, and other private label brands. Grew division to $7.1M in sales in 4 years through strategic product development for 3 tiers of distribution. Established and built relationships with national and regional accounts in the mass market, supermarket, drug, home décor, and craft markets. Formed partnerships with Walmart, Amazon.com, Whole Foods, Lowes, Cracker Barrel, World Market, Dollar General, The MarMaxx Group, Gander Mtn., HEB, Ralph’s, Plow & Hearth, Wegmans, Ingles Markets, Blains Farms & Fleet, Mills Fleet Farm, Orscheln, Westlake, etc.
■Net gain of $750,000 in sales 1st year 2008; 4th year 2011 $4.3M.
■Co-developed and sold innovative, successful programs to such major retailers as Wal-Mart, Lowe's, and Home Depot.
■Prospected, secured appointments and presented to 275-300 accounts in a 4-year period.
MARTIN DESIGNS, LTD., Ashland, OH 2006–2007
Privately held value-driven licensed social expression paper products manufacturer.
National Accounts Manager
New business development and grew existing accounts such as Dollar General, BJ’s Wholesale, Hobby Lobby, Fred’s, HEB, Wegmans, Michael’s, 99 Cent Only Stores, Current, Office Depot and Cardinal Health. Responsible for $2M.
■Secured business with 3 new accounts for net gain of $1M 2006-2007.
■Developed and placed 2 items (1 licensed) in the warehouse channel of trade (BJ’s).
■Secured 2 items in planogram with Office Depot.
CLEO, INC., Memphis, TN 2002 - 2006
The 2nd largest promotional Christmas gift wrap manufacturer nationally; $160+ million in yearly revenue
Category Director for Target, Warehouse Clubs and Everyday Business (11/03 – 3/06)
Created all occasion gift wrap, bag, box, and tissue items specifically for the above markets.
Collaborated with the POS Analyst, Art Director, Market Research Analyst, and Sourcing to satisfy each account’s product and packaging needs. Maintained full responsibility for the POS analysis to refine projections for optimal sell-thrus. Concentrated efforts on Target, BJ’s, Costco, Sam’s, Dollar Tree, Michaels, Party City, Factory Card Outlet, Hobby Lobby, JoAnn’s Stores, etc. Managed $15M in sales.
■Chosen to direct a new department (All Occasion) at Cleo, Inc. 2003. Managed a sales analyst, artist, and sales coordinator.
■Created and sold first All Occasion $1/2M item for Cleo at a warehouse club (Sam’s) 2005.
■Developed and secured a $750,000 Everyday endcap for Target for All Occasion division 2005.
National Accounts Manager (04/02 – 11/03)
Developed programs of Christmas gift wrap, bags, and tissue for wholesale clubs, and concentrated effort with the 2nd largest retailer, Target. Presented to top level buyers of BJ’s, Costco, Sam’s, Western Grocers, SuperValu, Menard’s, JoAnn’s Stores, etc. Strategized for on-line auctions, and competitive line reviews. Responsible for forecasting, program development, item development, costing, customized presentations, and resolving unauthorized invoice deductions. Responsibility was $19M in sales.
■De-contented a former club item, and sold it as a “new” item to Target for a gain of $1.5M in 2003.
GLOBAL INNOVATIONS, LLC, Springboro, OH 1999 - 2002
Privately held premiums and promotions supply company with 100 employees and $72 million in annual sales.
Regional Sales Manager/Manager of Communications
Proactively managed the sale of giftware and home accessory items to distributors and mail order accounts in $11+ million territory covering 11 Midwestern and Northeastern states.
CLEO, INC., Memphis, TN 1989 - 1999
The 2nd largest promotional Christmas gift wrap manufacturer nationally; $125+ million in yearly revenue
1/98 – 9/99 Associate Product Manager, Christmas Gift Bags
9/96-12/97 Sales Coordinator Supervisor
11/92-9/96 Accounts Administrator to the Fund Raising Industry
9/89-11/92 Manager of Promotions and Communications
EDUCATION & TRAINING
Bachelor of Business Administration in Marketing/Management, West Virginia University
Sandler Sales Course (2-year certification), Edmundson Northstar Institute, Memphis, TN (2002-2003)
TECHNICAL SKILLS
Microsoft Office Suite, AX, AS400, POL (Target), Retail Link (Walmart), GT Nexus (World Market)
NETWORKING
http://www.linkedin.com/pub/anita-michael/2/17/71
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