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Sales Representative

Belle Vernon, Pennsylvania, United States
September 27, 2019

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*** ********* *****

Belle Vernon, PA 15012


Action Sales and Consulting LLC, Pittsburgh, PA/ Managing Director and 2015 - Present

Better Sales and Brand Management Group, Bristol, CT/VP Business Development

Direct the sales development for Fast Moving Consumer Goods, Private Label, Pharmaceutical and Medical Device products across all channels. Responsible for all aspects of contract negotiation, setting retainer and commission rate, sales planning, product roadmap, direct sales and sales through broker networks. Provide customized brand strategy and planning designed to maximize profitable channel sales growth for accounts. Accounts include Sleek Socket, AURAGLOW Teeth Whitening, The Life Pill, The Humble Co, Mad Gab’s, Bajaj Medical LLC, The Stick Co., Cartvertising, Cleanspired LL, Global Protection.

Global Protection, Boston, MA 2011 – 2015

Director of Sales

Responsible for building and directing national sales for a FMCG company. This was accomplished through conducting direct calls, managing five direct reports and broker network covering the grocery, drug, mass, club, value, wholesaler and distributor channels. Develop sales procedures and strategy, policy, training, forecast, P&L and financial reconciliation. Managed expanding private label business, new item development and marketing direction per channel. Accounts included Big Lots, Ollie’s Bargain Outlet, Dollar Tree, $.99 Only, Harmon, Bed, Bath & Beyond, Christmas Tree Shops, CVS, Walgreens, Shoppers Drug Mart, Kinney Drug, AWI, Hamacher, Cardinal Health, Kinray, Rochester Drug, Big Y, HEB, Meijer, Albertsons, Raileys, Savemart, Wakefern, Certco, Bi-Lo, CasAmerica Marine, Amazon,,,,

Opened 11 new direct FDM accounts that increased distribution by 48 SKUs and doubled channel sales

Engineered Walgreens, CVS and Shoppers Drug to record sales growth and distribution

Led company to 21% and 17% sales increase the last two years

Matrixx Initiatives, Scottsdale, AZ 2008 – 2011

Director of National Sales

Engineered sales growth to $23 million of Zicam OTC business. Accomplished through direct calls and managing broker Account Executives covering grocery, chain drug, grocery wholesaler and drug wholesaler class of trade. Responsible for P&L, sales forecast, net sales, new item distribution, financial reconciliation and marketing input for the accounts. Accounts included CVS, Rite Aid, Duane Reade, Ahold, Food Lion, Hannaford, Winn Dixie, Wegmans, Giant Eagle, Weis, Price Chopper, A&P, Pathmark, ShopRite, Harris Teeter, BI-LO, Freds, Kerr Drug and AmerisourceBergen.

National Sales Director of the Year 2008

Led the company in new item distribution for each of the last 3 years

Doubled territory display volume for each of the last 3 years.

PURDUE PHARMA, Stamford, CT 1998 - 2008

National Account Manager and Marketing Liaison

Generated sales growth to $615 million of Purdue Pharma OTC and Rx business. Accomplished through personal accounts and 15 Broker offices covering the grocery, mass merchandiser, chain drug, grocery wholesaler and drug wholesaler class of trade. Responsibilities include all facets of account and broker management, promotional planning, financial reconciliation, new product launch, marketing program input and execution. Account responsibility includes CVS, Rite Aid, Kroger, Kmart, Meijer, Spartan, Wegmans, Price Chopper, Hannaford, Giant Eagle, BJ's Club and Cardinal Health.

Leader in NAM rankings at time of departure from the company for 2007

National Account Manager of the Year and Toppers Club Award 2003

National Account Manager of the Year and Toppers Club Award 1999

Exceeded direct quota by 122%, 141%, 136%, 129% and 117% the last five years

Generated territory sales increases of $69, $54, $39, $72 and $103 million the last five years

CAPITAL RETURNS, Milwaukee, WI 1997-1998

National Accounts Manager

Managed and expanded the pharmaceutical returns processing business for various classes of trade including grocery, mass merchandiser and drug chains. Territory included the East coast and half of the West coast.

Overachieved sales target by 233 new outlets

Unilever, Englewood Cliffs, NJ 1983 - 1997

Senior Manager, National Accounts 1997

Managed account representative and analyst covering the $25 million business of Walgreens, American Drug, Thrift Drug and Arbor Drug. Responsibilities included strategic account planning, program implementation and financial reconciliation.

Served as new product Launch Manager for the drug team.

Functioned as trade show coordinator for trade shows including NACDS and National drug chains

Served as Regional Drug Chain Liaison

Participated as member of corporate paperwork task force to streamline administrative processes

Manager, National Account 1992-1996

Engineered sales growth to $25 million of National Drug Account business from full line of Lever consumer products. Responsible for profitable category promotional planning and implementation, new item introduction, category SKU rationalization and Plan-O-Gram maintenance. Accounts included Walgreens, American Drug, Thrift Drug, Arbor Drug, Rite Aid and Phar Mor.

Doubled Walgreen's volume every year for the last three years

Exceeded territory category margin target by average 5%

Delivered surplus of $1.6 million over sales contribution target

Introduced 95 new packs at combined accounts exclusive of new items from 1994 - 1997

Exceeded personal cumulative direct quota for 14 straight years

Key Account Manager 1990-1992

Responsible for $12 million Cleveland/Pittsburgh Bar Soap and Fabric Softener business. Activities included district allocation and monitoring of promotional funds, program development and implementation and account representative supervision. Called on the major Pittsburgh headquarters (Supervalu, Wetterau, Giant Eagle, Penn Traffic), and supervised accounts included Fleming, Riser, and P. J. Schmitt.

Recognized as number one Cleveland/Pittsburgh District unit in 1992

Recognized as number one Central Region unit in 1991

Tailored corporate summer bar soap program for the district that resulted in the highest customer participation and display shares ever. First time Lever outperformed Procter & Gamble, Dial and Colgate. The program was continued for over 10 years.

Conceptualized Dove Beauty Wash changes that resulted in brand restage a sales increase of 31% and stabilized distribution

Area Manager 1986-1990

Responsible for full line of Lever consumer products utilizing a five-person sales unit. Headquarters responsibility for two major Pittsburgh accounts. Hired, trained and motivated sales team.

Developed sales representative unit meeting preparation kit that was adopted into corporate new representative training manual.

Developed and promoted five representatives into management positions.

Regional trainer for advanced sales representative seminars.

Sales Representative/District Field Sales Assistant 1983-1986

Field manager trainee responsible for special projects, market analysis and training new sales representatives. Responsible for Plan-O- Gram maintenance/implementation for Supervalu that resulted in increased headquarter responsibility for food and household products.

Recognized as Sales Representative of the Year in 1984

Developed store reset guidelines that were adopted into corporate new representative training manual


B.S., Business Administration/Marketing, West Virginia University, Morgantown, WV

Financed 100% of my college education

Vice President and founding father of Kappa Delta Rho fraternity

Four-year wrestling letterman, two-year captain and graduate assistant

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