Sales Manager

John Jakob

**** ********* *****, ************, ** 23188 / 757-***-**** / ********@*****.***

Product Manager and Business Development Professional

Providing product development, statistic decision making, and real-time action through sound analysis of GAAP accounting, P&L responsibility, gross margin achievement, EBITA impact, budgeting, and customer satisfaction. With collaborative approach, there is a proven history of successful executions.

Competencies and abilities;

Develop strategies

Market research and analysis

Team building

Excellent communication skills

Presentation Skill

Negotiation Skills

Self-Motivated

Strong analytical skills

Customer service focus

Attention to detail

Annual budget and report development

Market trends

Problem-solving

Key Performance Indicators

Ability to lead

Follow through

Competitive analysis

Product Marketing

Strong organization skills

Total Quality Management (LSS)

Relationship building

EXPERIENCE

Apr 2019 - Jan 2021

Beasley Flooring Products, Macon GA

Regional Director of Sales

Flooring manufacturer going through production capacity acquisition and growth servicing the mass merchant, distribution, and commercial markets.

Key responsibilities and accomplishments:

Research and develop strategies based on regional market dynamics and competitive intelligence.

Developed strategies for inventory and supply chain.

Collaborate to develop high-quality product assortment.

Developed distribution and retail dealer relationships with large volume purchasers and market drivers to meet sales goals.

Hiring, recruiting, and developing salesforce

Placed programs in Big Box Mass Merchants.

Develop and execute innovative marketing objectives.

Implemented CRM and other tools to ensure growth, customer satisfaction, competitive and market intelligence, and inventory health,

Nov 2012 - Apr 2019

Wellspring Enterprises, LLC, Williamsburg, VA

Managing Member

A consulting firm offering industry experience, strategic direction, and insight into business development to the flooring industry. Provided financial institutions insight for their analysis. We provided guidance in product development, sourcing, supply chain, inventory control, marketing, and sales.

Accomplishments

Start Up retail dealer with local web SEO dominance:

Developed finance, sourcing, brand, and inventory networks.

Developed all customer facing policies, processes, and protocols.

Developed performance metrics and strategic plans.

Developed hiring, recruiting, training, sales techniques, and associate development programs.

Coach all associates during start-up.

Created product assortment driven by value proposition and engineering.

Developed a web presence driven by social media, influencers and SEO.

Developed retail showroom displays for repeatability in any store layout.

Developed all retail and B2B sales processes and training procedures.

Implemented ERP and CRM systems

For high quality, reclaimed flooring manufacturer:

Developed sales strategies to include a consultive selling and marketing presence.

Develop retail dealer requirements and programs.

Presented at trade shows and association functions.

Venture Capital, Private Equity:

Provided presentations of market trends and insight to influence their financial analysis.

Market research services.

Importers

Developed sourcing relationships, sales channels, market research and insight to various importers.

May 2008 – Oct 2012

Lumber Liquidators, Richmond, VA

Vice President of Merchandising,

Director of Merchandising,

Senior Buyer,

A retailer in the hard surface flooring segment with explosive growth, it was an industry disruptor and market changer. The company growth fostered a fast paced, continual improvement environment.

Key responsibilities and accomplishments:

Directed sourcing, quality control and product development for a $1 billion-dollar retailer.

Developed annual budgets, gross margin plans, product onboarding and supplier compliance and product specifications.

Worked in collaboration to acquire and develop a China Rep Office for sourcing, logistic operations, and quality control, improving GM by 200+ BPs.

Developed a vendor compliance program and implemented global quality-control procedures that decreased quality claims by 48% and assured product consistency.

Worked in collaboration to develop a South American sourcing, logistic, and quality-control program improving GM by 300+ BPs.

Continued gross margin improvement through GMROI analysis, heat mapping, value engineering, promotional planning, market trends analysis, assortment and pricing strategy, and budgeted inventory turns.

Worked collaboratively with senior management to develop B2B business segment and built a $50 million B2B business in 2 years.

Manage suppliers and vendors to continually find cost out opportunities through negotiations while providing products and services that meet our needs and vendor and legal compliance requirements.

Mentor buyers and inventory analysts to meet customer needs.

Provide excellent communication to sales detailed information on products.

Directed production and marketing material production.

Developed and managed all budgeting, capex and P&L responsibilities

Directed all forecasting and planning activity focused on continual improvement with Lean Six Sigma (LSS) and TQM protocols increasing total production by 15% and reduced costs by 24%.

Implemented a JIT fulfillment process (LSS) that reduced costs by 44%, and increased accuracy to stores and customers from 67% to 98% fill rate for marketing materials.

Managed 4 direct reports and total staff of 46.

Developed Key performance indicator dashboards and reported to Senior Management.

Jun 2001 – Feb 2008

Mohawk Industries, Dalton, GA

Business Unit Manager, Contract Manufacturing, Unilin Flooring,

North American Sales Manager, Universal Flooring,

Northeast Regional Sales Manager, Universal Flooring,

It was a very dynamic transitioning environment requiring a continual change and improvement focus. Mohawk is an industry leading manufacturer and supplier to all segments of the industry.

Key responsibilities and accomplishments:

Managed all aspects of sales to mass merchant market.

Developed all programs and presented to merchants to include in store merchandising, pricing, and service generating $8 million.

Managed four-member direct in-field sales force and third-party service companies for training and in-store service.

Developed and managed inventories and logistics to service all locations.

Participated in and was awarded placement through numerous line reviews.

Prospected and developed customers to build contract manufacturing business model.

Developed products from both company and third-party production.

Negotiated VMI contracts.

Developed 3pl international logistic services.

Directed all aspects of sales and marketing for three-step distribution model into North America.

Implemented programs in the United States and Canada.

Responsible for P&L of the North American business segment with sales of $12 million

Managed a 5-member sales force.

Collaborated in the restructuring of the company after management-led buy-out.

Restructured sales and administrative teams for new contract manufacturing direction.

Dismantled three-step distribution network and minimized financial impact of inventory liquidation.

Established new logistic network to support contract manufacturing structure.

Develop forecasting models and increased gross margins by 600 BPs.

EDUCATION

Hofstra University, Hempstead, NY,

Bachelor of Business Administration in Marketing

STRONG WORKING KNOWLEDGE OF

Microsoft Office Suite

Adobe Illustrator

Salesforce

Microsoft Word

Adobe Photoshop

SalesNOW

Microsoft Access

CRM

Microsoft Excel

Microsoft PowerPoint

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