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Sales Manager

Location:
Naples, Florida, United States
Posted:
October 07, 2016

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CRAIG S. NAPRAVNIK, C.P.A.

(708) ***-**** • acwyhj@r.postjobfree.com

A successful leader with strong business acumen, who consistently identifies and develops business opportunities and negotiates wins in the most competitive situations. Develops long lasting relationships based on integrity and unshakable ethics.

Sales Leadership and Strategy: Develop strategic business plans in multiple channels

and direct sales personnel resulting in increased market share and profitability. Create and

present effective presentations and sales training programs.

Customer Partnerships: Build strong customer partnerships and personal relationships with external and internal customers.

Sales Growth and Profitability: Consistently meet and exceed sales and profit goals

through new business development, developing and implementing marketing / promotion strategies while identifying new opportunities.

Analytical Capability: Leverage CPA experience to create metric’s for analyzing sales/market trends. Monitor sales results against forecast and implement corrective strategies.

PROFESSIONAL EXPERIENCE

Berry Plastics, Manufacturer of tape, trash bags and sheeting, Naples, FL May 2016 –

National Account Sales Manager, Lead sales and marketing efforts for National Accounts.

Sales Growth:

• $375K revenue growth achieved at national accounts; adding new products and making recommendations to current plan o grams at key accounts.

Strategic Sales:

Manage $34M in retail business which includes Home Depot, Menard’s and Do it Best.

Develop and implement a sales strategy for National Accounts; including new products and promotion programs as well as provide technical product support.

Construct / maintain pricing, market and competitive metric to identify new opportunities.

Team Leadership:

Successfully lead and manage a team of manufacturer sales representatives which includes

setting sales goals, developing action plans and evaluating their effectiveness.

• Develop annual sales forecast and budget.

• Create and present effective customer presentations to senior merchants.

Campbell Hausfeld, Manufacturer of pneumatic products, Harrison, OH 2012 - 2016

National Account Sales Manager, Lead sales and marketing efforts for National Accounts.

Managed $52M in business whch included leading and mentoring a highly effective sales team.

• $16M of business successfully retained and $7M gained during product line reviews.

• $3.9M sales growth through increasing product mix at National Accounts.

• Provide technical support and product training to customers.

Develop and implement a sales strategy; including promotion programs,

new products, developed and implemented national pricing program.

Identify and maintain pricing, market and competitive metric to identify new opportunities.

Successfully recruited and lead a team of direct sales people, manufacturer representatives

and distributors which includes setting sales goals, developing action plans and evaluating their effectiveness.

Craig S. Napravnik, 708-***-**** Page 2/2

Grainger Lighting Services, a division of WW Grainger, Waterbury, Connecticut 2010 - 2012

Regional Sales Manager, Manage sales and marketing efforts in a 22 state region.

• $12.2M sales increase achieved in 2011 and 8.2M sales increase achieved in 2012

by building a 16 person sales team from the ground up and introducing new

products and services.

• Developed and implemented sales strategy for National and Key Accounts including; Kraft,

Wal-Mart, Target, Solo Cup, Honeywell, Nestle, Akron Mills, Purina, Cargill and others.

• Developed annual sales & marketing plans and budget; presented annual plan

and quarterly updates to executive team.

MCV Sales and Marketing, sales and marketing firm, Arlington Heights, Illinois 2008 - 2010

Sales and Marketing Director

Sales Growth and New Business Development: Directed sales / marketing efforts resulting in increasing sales through placement of new products and lighting services.

• $2.4M or 30% revenue increase through new business development.

$1.8 M revenue generated from lighting retrofit projects including interior & exterior

LED products.

Created sales and marketing plans as well as sales plans for direct sales people

and manufacturer rep groups.

Broan-NuTone, manufacturer of consumer products for the home. 2002 - 2008

Regional Sales Manager – Managed a $24M region.

Achieved a $9.5M sales growth with an increase in net operating profit of 6% over six years.

Recruited, mentored and trained highly motivated sales team comprised of 8 sales people,

10 manufacturer representatives and 18 distributors. Established strong customer partnerships

with key accounts & distributors in the retail and appliance channels

• Increased market share 24% in a declining market by developing sales and marketing

strategies; including, pricing, merchandising, product promotions, sales training and

new product launches.

• $24M business responsibility: Achieved 1.04 vs. plan in 2008 and 1.03 vs. plan in

2007 by increasing product mix, improving product merchandising and developing and

conducting effective retail sales training program.

Fluid Management, manufacturer paint dispensing equipment, Wheeling, Illinois 1996 - 2002

National Account Manager

National Account Development: Initiated and developed long lasting customer partnerships

with accounts including Wal-Mart, Lowe’s, Menard’s, True Value, Valspar, Orgill, Sears and others.

• $12.0M sales growth and 6% profit improvement; utilized consultative approach to

develop business solutions for national accounts.

• $6.5M sales increase with Lowe’s by developing solutions to solve business issues

and establishing a strategic customer partnership.

Philip Morris Management Corporation, consumer products, New York, New York 1988 - 1995

Project Manager, various internal projects resulting in cost savings.

EDUCATION AND PROFESSIONAL DEVELOPMENT

Bachelor of Science in Business Management and Accounting, Northeastern Illinois University.

Certified Public Accountant (CPA), American Institute of Certified Public Accountants.

Six Sigma Green Belt, 2012 Effective Executive Leadership Training, 2015

Toast Masters, 2010 Sales Communication & Training Methods, 2009



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