JIM PHILLIPS

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

Flemington, NJ 08822

217-***-**** adui0c@r.postjobfree.com

SALES AND MARKETING EXECUTIVE

Dynamic sales professional with history of exceeding sales objectives and a driver of new business development. Extensive experience in sales and the strategic planning, marketing and support of hard lines, apparel and footwear to all channels of distribution in the sporting goods industry. Possess a high energy level and excellent communication, general management and change management skills. My cross-functional expertise includes:

Strategic Sales and Account Planning

Competitive Market Positioning

New Product Development

Financial Negotiations and Transactions

Executive Sales Presentations

Sales Training and Team Building

Customer Relationship Management

New Business Development

PROFESSIONAL EXPERIENCE

LEVELWEAR, Cheektowaga, NY 2018 - Present

Collegiate Sales Manager

Responsible for all collegiate bookstore sales in North East

Manage Levelwear brand awareness and distribution in bookstores, non-royalty bookstores, and private high schools

New business development and sales to 350+ campus bookstores

Work with bookstores to include Levelwear in their product assortments

Lead US expansion of the Levelwear brand through cold calling prospective bookstore clients, setting product offering meetings, working with client to determine product vision and recommending appropriate product, determining how Levelwear fits in their existing assortments

AUTOMOTIVE TRAINING INSTITUTE, Lithicum, MD 2016 - 2019

Regional Manager

All collision and mechanical consulting sales in NJ, Philadelphia and Eastern PA

Exceeded all sales goals with YTD new business sales of $480,000

Exceeded all KPI expectations every month

New business development and sales to 900+ shops

Work with shops from initial workshop through four years of on-site re-engineering and coaching

Main areas of coaching consists of building business plans, SOP’s, KPI’s, Balance sheets, P&L analysis and management to increase cash flow, net profits, GPM, and NPM.

SCHUTT SPORTS, Litchfield, IL

2008 - 2016

Southern Region Sales Manager

Managed a 13 person organization that consisted of 11 independent agency reps and 2 Schutt only direct sales reps selling new product and reconditioning. Evaluated the southern sales structure and made significant changes where necessary.

Achieved $12.2M in new product sales last year.

Met or exceed new product sales budget 5 of 7 years.

Developed and participated in 3 major marketing campaigns - “Rivals Top Players” and 2 “City Blitzes” designed to promote Schutt technology and increase visibility on Saturdays. There was a 90% participation rate of all key influencers- coaches and players that we targeted.

Delivered 4-10% growth in reconditioning every year in a very competitive market

Restructured southeast region to maximize sales.

Corporate responsibility for BSN Sports.

Targeted the bid business and won numerous bids. The most significant being Broward county bid. Schutt won for the first time in 50 years in a very competitive market.

ADIDAS, Canton, MA

2005 - 2008

Collegiate National Sales Manager

Led a 52 person, 13 agency sales organization that generated $28M in licensed collegiate and apparel head wear sales revenue.

Generated a 215% increase in sales in 2 years, from $13M to $28M.

Developed the college lease business with two major lease operators. Increased sales at Follett from $2.8M to $4.9M with new door penetration growth from 6 to 91 stores. Grew the Barnes & Noble annual sales volume from $50K to $1.3M with an increase from 1 to 45 stores.

Created the three Stripe Campus Collection in apparel to differentiate adidas on the floor resulting in $5M in annual sales.

Defined a business plan to expand campus distribution which was successful in opening 425 new college stores.

Retrofitted the top four adidas sideline schools with concept shops at Notre Dame, UCLA, Tennessee, and Kansas to gain added distribution and reinforce the “ adidas authentic athletic outfitter” to drive sales.

Developed and implemented a fixture and signage program for all 60 adidas sideline schools to leverage authenticity and maximize sales.

Effectively transitioned all sales and marketing functions during the integration of adidas and Reebok through extensive training of an entirely new sales force and interaction with all internal functional groups.

DENTAL CONCEPTS, Paramus, NJ

2003 - 2004

National Sales Manager, XLR8 Mouth Guard Division

Responsible for providing high level sales and marketing leadership with regard to introducing the XLR8 mouth guard to the sporting goods trade channel.

Implemented a business plan that effectively hired 11 sales agencies consisting of 33 sales reps to launch the sales effort.

Gained distribution in 500 independent sporting goods accounts.

Placed product in The Sports Authority, Hibbett’s, Fred Meyer, GI Joe’s, and Dick’s Sporting Goods.

Coordinated and participated in the “Summer Hummer” grassroots promotional campaign; promoted and demonstrated the product at over thirty football and lacrosse summer camps across the East Coast, touching 25,000 prestige high school athletes.

Developed a print campaign directed at the target consumer base of football, lacrosse and hockey.

SKECHERS USA, Manhattan Beach, CA

2001 - 2003

Eastern Region Corporate Account Manager (2003)

Regional corporate account manager assigned to prospect and harvest sales opportunities in slip resistant footwear trade channel for the service industry. Slip resistant footwear sales were identified as the single biggest future growth opportunity in the work division, which achieved $35M in sales the first year.

Developed business plan, target account list, shoe warranty, product offering, distributor network, and all necessary marketing materials to effectively compete in this trade channel.

Successfully closed and had Skechers’ footwear approved as a slip resistant product available for purchase in numerous end user accounts throughout the East Coast.

End user major accounts closed included: Red Lobster, The Olive Garden, Carrabba’s, OutBack Steakhouses, Marriott International, Marriott Vacation Club, Sodexho, Compass Group, Bertucci’s, Winn-Dixie, Papa Ginos, The Palm Restaurant Group, and Don Pablos.

Developed business-to-business opportunities with catalog placement in Chef Direct, The Happy Chef, Braggard Uniforms, and Taggard Uniforms.

Developed a dealer network to fulfill all end user orders through mail order and the Internet.

Kids Footwear National Account Manager (2002 - 2003)

Responsible for sales to sports specialty and sporting goods national accounts on the East Coast.

Account base included: FootAction, Just For Feet, Lady FootLocker, FootLocker, Kids FootLocker, The Sports Authority, Champs, and Dick’s Sporting Goods.

Grew Kids Footwear sales 18% in one year from $5.5M to $6.5M with a fashion brand in a performance athletic account base.

Successfully developed an SMU field boot in colors for Kids Footlocker, resulting in $500K of new incremental business.

Transitioned to Kids Footwear after Skechers exited the 4-Wheeler business.

4-Wheeler National Corporate Account Manager (2001 - 2002)

Recruited by Skechers to direct the introduction of a non-traditional footwear product, 4-Wheeler roller skates, to market. Challenged to gain distribution in existing footwear accounts, as well as in all other potential channels of distribution.

Successfully built $12M in sales for its one year lifespan.

Developed a 4-Wheeler sales force to promote new product introduction to new accounts, and coordinated efforts with current management and sales staff to maximize sales in Skechers’ existing account base.

Managed and worked with three direct reports to develop all new leads; focus included catalog, toy and sporting goods customers.

Worked closely with Skechers’ footwear sales team in executing this initiative in all existing key accounts where buying responsibilities overlapped. Major programs were developed at Kohl’s, J.C. Penney’s, Rack Room, DSW, and Journey’s.

Additional account penetration included: The Sports Authority, Toys ‘R’ Us, Sears Wish Book, Kay Bee Toys, FAO Schwarz, Modell’s, Dick’s Sporting Goods, MC Sports, and Paragon.

Responsible for the largest 4-Wheeler order of $1M to Toys “R” Us.

Developed point-of-purchase fixtures, GWP initiatives, in-store promotions, and catalog support to sell through this product.

CHAMPION PRODUCTS, Winston-Salem, NC

1996 - 2001

Eastern Regional Sales Manager (1997 - 2001)

Responsible for the largest region in the Collegiate and Athletic Division with sales of $22M for 42% of the division’s total volume. Volume included sales to all channels within the division (college stores, athletic dealers, resort, and corporate accounts). Directed, supervised and developed one national account manager and 13 company/independent sales representatives. Oversaw forecasting, strategic planning, and product line/graphic development. Managed an $85K promotion budget.

Grew Emblematic Apparel business in the Eastern Region (independent and lease stores) 10% in 2000 and 4%-6% each previous year in a flat market.

Achieved resort and corporate sales objectives each year. Accounted for largest individual corporate sale of $1.4M in outerwear (1998). Single sale exceeded Regional objective by 15% for entire year.

Provided corporate responsibility for Barnes & Noble.Business accounted for $7.6M in sales and was Champion’s second largest account.

Developed and implemented a fixture and custom signage program for the top 25 independent accounts in the east to improve in-store merchandising and sell-through.

Retrofitted the four largest Barnes & Noble stores with Champion concept shops (Harvard, Columbia, Yale and Penn). Increased floor space and distribution while singling out Champion as the brand of choice and contributed to the overall sales increase at B&N.

Restructured the region by consolidating in-house positions and adding independent agencies to increase coverage, account penetration and profitability.

Developed a braided wind pant for the collegiate market that became the number one selling outwear pant for two consecutive years with $1M in sales annually

Retail National Account Manager (1996 - 1997)

Recruited by Champion to manage $11M in retail branded and licensed apparel sales. Oversaw business planning (by account), sales and unit/style forecasting, and Quick Response Management. Participated in line development for account base that included Footlocker, Kids Footlocker, Bob’s Stores, and Modell’s.

Worked with marketing to develop a reversible NBA jersey and TV advertising campaign exclusively for Footlocker and Champs, resulting in $3M in sales (in what would have been an exit business).

EDUCATION

B.A., History, University of Iowa, Iowa City, IA

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