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Sales Manager

Franklin, Tennessee, United States
January 06, 2017

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Paul D. Wellander

** ****** ***** *********, ** *7027



Senior Sales Strategist adept at identifying opportunities to seize untapped revenue at existing accounts and deliver the uniqueness of the product or service to increase sales, maximize profits, and penetrate new markets. Extensive background in the following broad-based competencies:

Building Effective Teams Strategic Business Planning Collaborative Selling

National Account Management Talent Development P&L Management

Broker Management Consumer Insight Management Marketing Management

Work Experience

BrightStar Healthcare, Grapevine, TX 2009 –June 2016

director of business development/OWNER

Recruited and developed high quality talent to provide the best quality care to our patients and their families and a supportive work environment for our team members

Created sales infrastructure that increased revenues by an average of 38% annually from 2010 through 2016

Awarded Joint Commission Accreditation of agency for attainment of the highest standards of quality care in the healthcare industry

Developed business development strategy that created high level relationships with key referral sources leading to BrightStar becoming the preferred provider of care for their patients.

Generated new business through execution of creative marketing plans implemented within strict advertising budgetary guidelines, improving ROI by 24%

Actively managed line items of the P&L to control expenses and deliver profitable growth.

Furniture Brands International, St. Louis, MO 2008 (Manufacturers of Drexel Heritage, Thomasville, Henredon, Lane, Broyhill, Hickory Chair)


Directed the JCPenney Business Team for Furniture Brands International.

Led the successful integration of Furniture Brands companies that sell to JCPenney into a single vertically aligned team-selling concept, creating a more efficient, customer-focused sales team and resulting in $1.1MM annual savings.

Aligned cross-functional resources from Lane and Broyhill under the Furniture Brands umbrella, resulting in annual savings of $750K.

Identified low performing product, and re-distributed product and category strategies to accommodate consumer buying trends, maintaining distribution and flat sales while the category experienced a 21% decline.

Launched marketing operations that reversed cash loss and improved profitability by 11%

Fostered high level relationships at JCPenney for Furniture Brands International and brand teams.

Résumé of Paul Wellander continued Page 2

Goodyear, Akron, OH 2005-2008

MARKETING Manager – Wal-MART & Sam’s Club (Dallas, TX) 2007 – 2008

Directed all of Goodyear’s customer marketing activities with Wal-Mart and Sam’s Club.

Worked collaboratively to develop and implement customer marketing strategies to build share, volume, and profitability with Goodyear’s largest account team

Overall responsibility for trade marketing budget including financial accruals and tracking of promotional spending and accrual based budgets

Worked closely with team associates, HQ associates, and agencies to maximize the return of annual trade budget and deliver annual operating plan targets

Played a key role in the roll-out of new products, including volume estimates and coordination of sales materials

Led implementation of “Drive for Excellence” test program with 100 Wal-Mart stores to launch improved marketing, operations, and sales results through the Wal-Mart Tire & Lube Express locations. Resulted in 11% incremental growth at test locations.

Managed cross-functional team responsible for the development and implementation of the new tire wall merchandising concept for 2,500+ Wal-Mart locations, designed to make tire buying easier. Concept includes an interactive kiosk to simplify the tire buying experience and create trust in Wal-Mart’s semi-self service environment.


Managed day-to-day relationship between Wal-Mart, the Goodyear internal team, and the Goodyear field representatives. Worked with Wal-Mart and other team associates on developing strategic initiatives, the annual customer line review, annual operating plan development, new item development, forecasting, and overall account management duties.

P&L responsibility for account with 2,300+ locations and sales of $ 600+MM.

Managed daily interactions with Walmart buying and operations teams as well as Goodyear’s brand and category teams to position the account for future growth. Achieved share growth of 3 points within 2 year period.

Received the Walmart Supplier of the Quarter Award for 3rd Qtr 2006

Received the Walmart Supplier of the Year Award for 2006

Achieved year-over-year EBIT improvement of 32% in 2006.


Managed day-to-day relationship between Sam’s Club, the Goodyear internal team, and the Goodyear field sales team. Worked with Sam’s Club and other team associates on developing strategic initiatives, the annual customer line review, annual operating plan development, new item development, forecasting, and overall account management duties.

P&L responsibility for account with 570+ locations and sales of $ 140+MM.

Manage daily interactions with Sam’s tire buying and operations teams as well as Goodyear’s brand and category teams to position the account for future growth.

Achieved year-over-year EBIT improvement of 21% in 2005.

Refocused assortment strategy by introducing premium lines alongside existing “dedicated” lines.

Persistent fact-based selling of the merits of this initiative overcame strong initial internal objections.

Résumé of Paul Wellander continued Page 3

Merisant U.S., Chicago, IL 2004-2005


Directed food channel sales of Equal and NutraSweet brands in the Midwest and Western U.S., representing $100 MM annual sales volume

Worked in partnership with Merisant sales agents (the Heinz Sales Company and Acosta Sales and Marketing), providing leadership and direction towards the attainment of Equal and NutraSweet grocery trade objectives

Maintained distribution, pricing, and share of shelf despite significant decline in brand shares

Worked internally to create new packaging and products for the grocery channel

Developed and implemented a 3 year strategic growth plan designed to deliver profitable brand growth for the grocery channel

Led company in ACV attainment for Equal Sugar Lite launch in 2004

Exceeded speed to shelf objectives for Equal Sugar Lite launch

Mars Inc., Hackettstown, NJ


Managed sales with Mars’ second-largest customer (Kmart), representing $ 70MM annual sales volume, and $ 5MM in funding.

Developed strategies to meet and exceed planned growth objectives of Mars’ confectionery business

Achieved first time ever #1 share position versus competition during 2002

Exceeded total planned annual volume objectives for 2002 by $11MM (represents 117 index vs plan)

Achieved 2003 total sales volume at 98 index, while total account sales were indexing at 78, through Chapter 11 store closings and store traffic declines


Managed sales through grocery outlets within a ten state region including Arizona, New Mexico, Texas, Oklahoma, Kansas, Missouri, Arkansas, Louisiana, Mississippi, and Alabama.

Managed 5 Mars Region Sales Supervisors & 11 broker offices.

Led and developed direct reports and shared resources to ensure optimum performance and growth.

Assisted in developing long term strategic structure of a high performance work team and created a training plan to support it.


Western Kentucky University, Bowling Green, KY

Bachelor of Arts, Organizational Communication

President – Lambda Chi Alpha, President – Interfraternity Council, Golf Team

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