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Sales Manager

Location:
Bentonville, Arkansas, United States
Posted:
January 28, 2017

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C. Lee Mitchell

Cell: 479 ***-**** **** E. Ford Springs Road

acyi2n@r.postjobfree.com Bentonville, AR 72712

Consumer Package Goods Business Development Domestic & International Merchandising

Strategic, results & relationship driven Sales Leader, with multi-functional team leadership experience, in multiple roles across multiple customers/retailers. 20+ year track record of winning at Walmart and delivering best in class results across both large and small businesses.

Core Qualifications

Strategic Business Planning

Brand Marketing/Management

Account Communication

Merchandising

Product Development

Financial Management

New Item Introduction

Key Customer Relationships

Retail Link Analysis

Professional Experience

Driveline Retail Merchandising, Bentonville, AR November 2011 – December 2016

VICE PRESIDENT – BUSINESS DEVELOPMENT

Charged with developing strategic relationships and new business directly with Walmart and the CPG community.

Significant accomplishments include:

Exceeded sales quote every year and generated over $28M in incremental new business.

Sold, wrote & executed contracts for a wide array of project types with over 160 different CPG companies covering the vast majority of Walmart departments.

Secured a variety of complex, team oriented, high sku modular resets directly with Walmart including: Ice Cream, Novelties, Nail Care, Cosmetics, Frozen Pizza, Healthy Meals, etc…

Landed a wide variety of additional projects directly with Walmart including: New fixture installs, store re-models, high tech store mapping of Consumable categories, total category re-alignments in Frozen Foods, Salty Snack, Cookie Cracker & Health and Beauty Aids

Dorman Products, Bentonville, AR January 2006 – July 2011

DIRECTOR OF SALES / KEY ACCOUNTS MCH DIVISION (MASS, CLUB & HOME)

Charged with developing key account strategy and directing tactical execution to ensure product placement in new accounts while expanding into new categories at existing accounts. Significant accomplishments include:

Gained chain-wide placement of 142 items in Walmart Automotive Tire Lube Express. This was Dorman’s first sale into this department.

Awarded 2-year contract for over 350 items at Kmart after successful on-line auction.

On-boarded The Home Depot as a new account placing 5 sku’s in 524 stores as a “test”. Leveraged these 5 test items to gain a wider test consisting of 105 brand new items rolling out to 204 stores.

On-boarded Sam’s Club as a new account by taking a buyer’s product need from concept to production and placement in the clubs. Directed the market analysis, concept drawings, engineering, product testing, package design and production.

On-boarded Sears as a new account by selling a 4’ planogram of garage storage items and displacing our key competitor.

Partnered with Target buyer to collaboratively develop an 8’ planogram of new Home Organization items.

On-boarded Tractor Supply by successfully exploiting the competition’s weaknesses in product mix, logistics support and merchandising. This resulted in a chain-wide 4’ pog with 78 items.

On-boarded Dollar General as a new account and sold them 10 items on a direct import basis.

On-boarded HD Supply as a new account selling them 5 private label items for placement in The Home Depot. Followed that by placing an additional 7 items chain wide.

Philips North America, Bentonville, AR January 2001 – January 2006

SENIOR MANAGER, NATIONAL ACCOUNTS Domestic Appliance Division: (Norelco Aug 2002 – Jan 2006)

Executing sales and business plan objectives of the Director, National Accounts.

Increased net shipments 10.7% v. prior year with fewer sku’s on modular.

Reduced year-end holiday return by over $5.3M while increasing sales.

Gained placement of a Philips kitchen appliance for the first time at Sam’s Club. First year revenue over $10M.

SENIOR MANAGER, NATIONAL ACCOUNTS Lighting Division (January 2001 to July 2002)

Successfully introduced Philips Lighting’s first nationally distributed items with Walmart and Sam’s Club.

Increased initial sku count from six to eleven. Projected revenue increase of over $4M.

Conceived, planned and executed a Buyer, GMM category review at Philips Lighting’s home office resulting in approval to test an eight foot section of Philips Lighting’s long-life products in 88 stores in Florida. National rollout of this test projected at $52M retail.

Daisytek Inc., Corporate Headquarters, Plano, TX May 2000 - October 2000

DIRECTOR OF SALES FOR NATIONAL ACCOUNTS

Challenged to create and implement a cohesive corporate vision and business plan designed to drive incremental, profitable business within the mass retail office supply channel through developing the national account sales team.

Placed 293 new items in the Office Depot catalog with potential value of over $15M in revenue.

Increased Daisytek items on the Office Depot modular from 2 items to 5 items, representing approximately $5M in incremental revenue.

Eliminated $6M in negative gross margin revenue increasing gross profit dollars by over $120K.

Sold Office Max a special order 800 phone line concept. Annual sales volume of $12M expected

Negotiated contracts with Office Depot, Office Max, Corporate Express, IKON Office Solutions & U.S. Office Products.

Walmart Stores Inc., Corporate Headquarters, Bentonville, AR June 1995 to May 2000

GLOBAL SOURCING HARDLINES BUYER, Walmart International Feb 1999 – May 2000

Sourced sporting goods and office supplies for all international and domestic stores.

Coordinated merchandise buys and placed product in Brazil, Argentina, Mexico, Canada, Puerto Rico, Germany, Korea, England, China and the United States.

Drove key negotiations with international suppliers to drive cost out of the distribution channel and pass savings on to the customer through global pricing strategies.

CATEGORY MANAGER & PRIVATE BRAND DEVELOPER, WMT International Jan 98 – Feb 99

Primary responsibilities were to train 22 in-country buyers to drive profitable sales and gain market share through proper supplier negotiations, disciplined market analysis and execution of sound category management principles. Determined product assortments, pricing structures and packaging for private brand launches in new markets as well as assuring compliance with brand profiles in existing markets.

Brand rollout of the “Office Companion” brand in Germany and Canada

Developed the entire sporting goods category with the ASDA buyers for the first Supercenter in the UK.

Introduced the “2XS” brand of sporting goods to Canada and Brazil.

Significantly improved store efficiency in Brazil and Argentina by working with local buyers and suppliers to reduce pack sizes to meet the pack and a half modular replenishment guideline.

NEW BUSINESS DEVELOPMENT MANAGER, Sam’s Club PLUS May 1996 – Jan 1998

Through experience as S.I.C. Manager recognized a need for a contract stationer division. Researched, presented and sold the concept to key executive officers. Key to the creation, design and development of Sam’s Club PLUS. Responsibilities included all aspects of sales management, marketing, and item assortment for all categories of merchandise at Sam’s Club PLUS.

Developed sales structure for outside sales and telemarketing areas.

Designed sales initiatives and strategies for sales representatives, managers, and telemarketers.

Developed compensation packages for sales representatives and sales managers.

Developed promotional programs to acquire new members and strengthen sales with existing accounts.

Designed and implemented strategic marketing plan.

S.I.C. / NATIONAL SALES MANAGER, Sam’s Club June 1995 – May 1996

Challenged to develop a business plan and strategies to increase business within the office products segment. Developed, and motivated a nationwide sales force of 440+ outside sales representatives and managers achieving annual sales of over $1.475B.

Developed national sales structure for Sam’s Club and implemented and supported national sales training programs.

Designed corporate sales strategies and initiatives, analyzed performance in major market segments, and evaluated prospective markets.

Developed forecasting strategies and streamlined procedures for quotes and contract approvals

Wrote, directed, produced and presented live televised sales training broadcasts.

Professional Development

Ethics in Business Leadership, Dale Carnegie, Managing Personal Growth, Professional Selling Skills, Retail Link, Decision Support System, Walton Institute of Retailing, Leadership Foundation, Management Development, Karrass Effective Negotiating, Franklin Covey Time Management, Fred Pryor Multiple Task Management, Advanced Word and Advanced Excel.

Education

UNIVERSITY OF GEORGIA – ATHENS, GA Bachelor of Arts Degree

Major – Communications



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