Manager Account

DAN LONG

** ******* ****, ********, ** ***** 508-***-**** adbbtm@r.postjobfree.com

NATIONAL ACCOUNT MANAGER

Key Account Management New Business Development Client Relations

Sales leader with extensive experience in strategic account management for major corporations in diverse industries. History of analyzing the marketplace, conducting needs assessments, and establishing collaborative relationships with customers. Ability to create and implement strategic sales and marketing plans aligned with business objectives. Track record of working with internal and external personnel to enhance sales operations. Talent for developing and utilizing promotional and sponsorship campaigns. Strong client as well as internal presentation and negotiation skills.

Key Areas of Expertise: Sales cycle management product marketing customer service branding sales forecasting budgeting merchandising cost reduction financial analysis team leadership consumer insights management solution selling process

PROFESSIONAL EXPERIENCE

A.T. Cross Company – Providence, RI 2016 – present

National Account Manager

Managing sales relationship with Staples US, Staples Canada, Office Depot, Essendant, S.P. Richards, Sam’s Club and QVC.

Responsible for the company’s 3 largest retail accounts in North America.

Increased distribution at Staples US with 10 new SKU’s in 2019, regaining top share position with fine writing category

Moved Staples Canada planogram to exclusive A.T. Cross dedicated 4ft fine writing section. Retail assortment now includes Cross, Sheaffer and Franklin Covey brands.

Exclusive Cross retail planogram at Office Depot, January 2020

Elmer’s Products, Inc. – Franklin, MA 2006 – 2016

National Account Manager – Broker Manager New England/Mid Atlantic

Hired to expand business development initiatives for Staples, Office Depot and WB Mason. Partnered with Regional Broker representatives to generate and implement strategic sales plans with local sales staff. Maintained responsibility for category bids. Established and developed customer relationships. Hired, trained, and supervised National Account Manager. Negotiated and executed Vendor Program Agreements.

Secured exclusive national branded pencil sharpener agreement, with Staples, by developing extensive 3-year marketing plan, which increased annual sales by $2.8M

Utilized multiple Elmer’s categories to design a project solution floor pallet for Staples, which remained on display for 6-months annually

Dan Long – Page 2

Avery Dennison – Framingham, MA 2002 – 2006

National Account Manager

Managed $85M organization, filing, and presentation categories for Staples retail division. Developed customized seasonal pallets aligned with customer’s category integration needs. Monitored product transition to Staples private label. Created and installed consumer selling aids into key areas of the stores.

Increased add on sales 10% by working with Staples merchant to develop unique packaging and merchandising systems

Received Superstore Channel Manager of the Year Award and served on team receiving National Account Team of the Year Award

Pepsi Bottling Group – Norwood, MA 1996 – 2001

Key Account Manager

Managed business development plans with Shaw’s Supermarket chain. Coordinated sales efforts of company-owned bottling units with regional franchise bottlers across New England. Prepared weekly tactical sales initiatives. Worked with external personnel to determine advertising and pricing strategies. Utilized major nationwide promotional and sponsorship campaigns to secure and retain in-store display locations.

Improved overall volume 5% annually each year in role leading to total revenues of $44M and more than 6.3M cases

Expanded the total market share by 4.5 share points in New England over 5 years

Increased authorized SKU count by 62% versus the starting position

ADDITIONAL PROFESSIONAL EXPERIENCE

Mars Chocolate North America – Boston, MA 1988-1996

National Account Manager

Managed BJ’s Wholesale, Costco, and Price Club across New England, Florida, and Virginia. Served as main contact for all sales and marketing strategic plans. Collaborated with internal staff to introduce colored display cases, seasonal items, and warehouse-specific products.

Received National Account Manager of the Year Award

Increased business with BJ’s Wholesale by 40% and Costco and Price Club by 33%

Developed and executed chain-wide marketing program generating $50K donation to Special Olympics World Games on behalf of M&M/Mars and BJ’s Wholesale

EDUCATION

Masters of Business Administration, Clarkson University – Potsdam, NY Bachelor of Science, Management, State University of New York at Geneseo – Geneseo, NY

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