Sales Customer Service

Location:

Escondido, CA

Posted:

September 23, 2016

Contact this candidate

Resume:

John R. Weaver

**** ******* **** **** *********, CA 92027

858-***-**** **************@*****.***

Objective:

Over 40 years of “ground up” sales and marketing leadership experience in a multitude of strategic business disciplines and responsibilities, searching to produce profitable results and positive impact with a consumer product company

Experience

FirstEdge Knife and Tool – Vista, CA October 2015 – June 2016

American Innotek – Escondido, CA October 2012 – June 2015

VP Sales

Buck Knives, Inc. – El Cajon, CA/Post Falls, ID 1999 - 2012

Director Sales and Marketing November 2008 –Sept 2012

VP, Business Development January 2007-Nov. 2008

VP, Sales January 2002 – January 2007

Director, Sales July 2001 – December 2001

National Sales Manager Sept 1999 – July 2001

Pro Kennex, Inc., San Diego, California 1981 – 1999

VP Sales, Racquetball Div. 1991 – 1997

National Sales Manager 1988 – 1991

Director of Promotion 1981 – 1988

Leach Industries – Opelika, AL 1974 – 1980

Regional Sales Manager 1977 – 1980

Promotion Analyst 1974 – 1977

George Brown Health Clubs – San Diego, CA 1970 – 1974

Director of Operations

Skills

Brand & Product Development Strategic Planning / Project Management

National Marketing & Advertising Sales Quota management

Key Account Management JIT / VMI / CPFR

Direct Sales / Telemarketing Experience Sales Training / Territory Analysis

Trade & Merchandising Programming Customer / Dealer Support

Trade Channel Development Ad Agency and PR Management

Selected Accomplishments

Sales Management Leadership / Coaching

Have successfully managed and coached a variety of national distributors, international distributors, independent sales and broker organizations, regional sales management teams, business development teams, customer service, order entry, special project and warranty departments.

Improved sales volume an average of +5% for the past 5 years while taking profits from a break-even to over 2% pre-tax during declining industry retail trends.

Successfully expanded customer base & sales volume through a re-positioned lifestyle category management focus.

Created and managed special projects division targeted to Hunting retailers that was responsible for 12% of annual sales volume goals.

Successfully streamlined management efficiencies by redistricting the sales force from 13 groups to 6 and created key web based extranet communication system to each salesman.

Successfully implemented a quota based, field communication process that improved internal communication and accountability against specific sales metrics (discounts, allowances, selling expenses).

Implemented a communication process that removed department barriers to better ensure communication, completion of project status, and departmental accountability.

Trade Channel Development / Aptitude

Recognized for managing growth, through effective sales techniques and internal strategies, to an array of distribution channels including mass merchant, department store, warehouse, big box chains, AD Specialty, Premium and Incentive Accounts and a variety of specialty retail pro shop outlets.

Personally managed and expanded account revenues for Wal-Mart, Kmart, Target, Costco, Sam’s, BJ’s, Sears, Fred Meyer, Kohl’s, Lowes, Grainger, NAPA, Cabela’s, Bass Pro Shops, Academy, AAFES, NEXCOM, TSA, Dicks, Gander, Ace, True Value, Toy’s’R’Us, JC Penny’s as well as the following purchasing groups: NBS, Sports Inc., World Wide Distributors.

Coordinated a grass efforts that placed new products at a +20% increase in dollar volume.

Improved sales volume by 18% at Wal-Mart by focusing on off-shelf promotions.

Developed decision support team that set, monitored and reported collaboratively planned strategic weekly sales trends that allowed for a cross department forecasting communication pathway that produced on time deliveries and 99.8% fill rate for the mass merchant distribution channel.

Formulated regional representation in a accessories division and brought on 35 reps nationwide

Bottom line Accountability / Operational Enhancement

Responsible for aggressive sales and market share growth through strategic planning disciplines

Enhanced profits and revenues through contribution margin maintenance programming and terms of sale analysis.

Successfully re-worked warranty return and consumer support efforts for increased sales volume.

Strategically eliminated seasonal, obsolete merchandise with profitable results.

Installed Account scorecard formats and helped to devise a service level benchmarking system that resulted in fill rates of over 98% companywide.

Created CPFR systems reporting mechanisms for Wal-Mart (based on retail link data).

Innovative product development / Leadership positioning

Developed and initiated specific marketing plans for multiple product categories for international and domestic markets.

Devised award winning high-tech product launch with inter-active display module expanding shelf share and generating +35% sales increases in a depressed specialty trade channel.

Analyzed product lines, reducing inventory levels and improved turns from 1.7 to 4.3 while expanding revenues.

Successfully launched a New Product Introduction system which re-positioned company as a technological leader vs. follower and increased speed to market by 6 months.

Set up monitored and maintained a New Product Initiative that has 20% of sales revenue coming from the new product engine

Strategically re-launched Tactical channel specific product in a new category by collaboratively gaining expert design and subject matter expertise which increased sales rev by 10+ % over 18 month period.

Marketing Communications / Positive Brand outgrowth

Accountable for the development, implementation, and management of creative, aggressive, strategic business plans, which addressed areas of expanded opportunities, brand enhancement, consumer awareness, competitive obstacles, distribution demands, in-store requirements, trade service and support needs.

Directed regional and national consumer and trade ad campaigns for a +30M division, which increased market share +7 basis points.

Invoked new consumer lifestyle marketing campaigns expanding brand imagery and elevating company to a leader position.

Managed creative agency re-positioning of brand that led to successful entry into new market.

Enhanced customer service and dealer support relations through revised structure that focused on warranty, telemarketing training, and direct sales strategies.

Effective merchandising initiatives / sell through support

Known as a leader in organizing, developing, and directing in-store sales analysis and merchandising push-pull objectives

Created unique trade programs and packaging for off shelf and PDQ store promotions increasing seasonal product turn and sales volume at various trade channels of distribution.

Devised grass roots promotional campaigns, which secured #1, brand positioning in regional and national territory levels.

Developed and established trade support solutions that enhanced branding and shelf position (Technical Rep position, sweepstakes, value added, rebates, etc.)

Education

San Diego State University 1970 – 1975 Business Administration

Professional Development

Computer skills in Word, Excel, Power Point

Project Management Training

Change Management Training

Lean Accounting Training

KaiZen Event Training

References

Mr. Richard Konopasek

Former CFO Buck Knives, Inc. 1997 – 2005

619-***-****