Sales Manager

JEFFREY S. ALM 847-***-****

Vernon Hills, IL **********@*****.***

www.linkedin.com/in/jeffreyalm

EXECUTIVE PROFILE

Sales and New Business Development leader with significant progressive experience in highly com- petitive business environments, managing and leading cross functional teams in achieving superior re- sults. Successful at generating sales volume by establishing long-term relationships tailored to specific customer needs. Especially skillful with identifying new opportunities and creating business plans that deliver results against objectives. Proven ability to develop, and manage industry-leading sales teams, penetrate national accounts, close large scale transactions and build sustainable revenue streams. PROFESSIONAL EXPERIENCE

Avery Products Corporation, Brea, CA 1991 – Oct 2016 Former Division of Avery Dennison

$500MM Division of CCL Industries, manufacturing and distributing office labels, dividers, binders, and writing instruments.

Sales Manager, Merchant Channel 2014 - Oct 2016

Drove sales effort by establishing distribution and support within the fine paper merchant channel for new digital printing substrates from Avery Products. Developed and nurtured relationships with key distri- bution partners, while managing the marketing and financial aspects of the distribution relationship in- cluding the launch and support of new products. Actively participated in B2B selling interactions with new customers and clients that resulted in increased awareness of product capabilities.

● Identified and opened 8 new distribution partners with 1st year working forecast of +$500k

● Successfully launched +50 new products taking from concept to market acceptance yielding +$200k in initial opening orders

● Secured retail exposure of 8 unique SKU’s in 50 new markets with key west coast distributor

● Worked with major OEM in certifying product for specific commercial digital press with potential yield of 1MM sheets/month in additional sales volume

Senior National Account Manager 2006 - 2014

Managed multi-million dollar sales and financial activities for key national account including commercial, retail, and on-line business segments Responsibilities included forecasting, new product placement, plan-o-gram reviews, catalog reviews and ongoing business reviews. Collaborated with merchants to identify product opportunities, gaps, and competitive market penetration. Aligned with supply chain on annual objectives, shared goals, measurements to monitor progress and tactics to help drive achieve- ment of these goals. Actively involved with the development and presentation of annual, quarterly, and monthly business reviews to determine variance and measure profitable growth.

● Led successful Labels & Cards POG reset and annual catalog review process for $50MM portfolio

New Business Development P & L Accountability

Opening New Sales Channels Multi-Million Dollar Negotiations

Develop Account Relationships Strategic Planning, Budgeting & Forecasting

Controlling Costs & Boosting Profits Maximizing Customer Satisfaction & Retention 1

JEFFREY S. ALM 847-***-**** Page 2

Senior National Account Manager continued

● Leveraged best-in-class promotional recommendations leading to additional weekly circular ads

● Provided improved search hierarchy for label and card (officedepot.com) businesses that led to im- proved placement of Avery brand on-line and increased sales of 7% year-over-year of Avery brand Senior National Account Manager 1997 - 2006

Accountable for new product placement, customer catalog reviews, promotional activities, and lead archi- tect of account (multi-channel) business plan at key national account. Implemented new sales initiative to capture and secure market share gains.

● Drove $100MM+ annual sales effort while providing effective HQ sales leadership with this key strategic partner

● Led 20 Account Managers in the development and execution of account strategies, and with building and maintaining professional, cross-functional relationships across multiple distribution facilities

● Managed global account team to ensure account strategies were consistent with world-wide goals

● Recognized as NAM of the Year on two separate occasions National Account Manager 1994 - 1997

Maximized sales revenue and profitability at key national account by focusing on key categories.

● Tripled sales volume over a 3 year period by focusing on strategic product categories Negotiated exclusivity agreement which lead to multi-year sales growth Developed and implemented business planning process across the organization

● Managed 20 sales professionals responsible for implementing HQ-driven business plans

● Cultivated and maintained ownership of the relationship at HQ’s with Senior Management, Merchan- dising, Logistics and individual branch locations

Regional Sales Manager, Midwest (13 states) 1991 - 1994 Prepared and implemented account-specific business plans to maximize profitability and sales growth at regional accounts. Managed, trained, and supported multiple manufacturers’ rep groups.

● Conducted product training for independent rep sales staff, while simultaneously managing product, industry and competitive intelligence

● Increased sales volume year-over-year with annual sales quotas in excess of $30MM

● Avery Sales Achievement Club in 1993, K&M Manager of the Year in 1992 and Rookie of the Year in 1991; awards based on sales achievement, leadership, and personal contributions EDUCATION

BB, Business Management, Minor – Security Administration Western Illinois University, Macomb, IL

PROFESSIONAL DEVELOPMENT

● ELS Training

● Strategic Selling Skills

● Dale Carnegie Public Speaking

● Category Management Training

● Predictive Index and Time Management

● Negotiation Training: Kellogg Graduate School of Management 2

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