Manager Sales
Resume:
JOHN W. LUCK
Corona, CA 92882
Phone 951-***-**** • Cell 951-***-**** • *********@*****.***
SALES / ACCOUNT MANAGEMENT
Key Account Management ~ Business Development ~ Relationship Building ~ Consultative & Solution Sales
Dynamic, highly-focused Sales Manager and Account Management Specialist with an extensive track record of proven success in customer retention and new business growth in business-to-business consumer product companies. Skilled in strategic marketing methodologies, demographic research, and data analysis; known for key contributions in assisting team to surpass goals. Creative thinker focused on relationship management and a consultative approach to close sales.
SELECTED CAREER ACHIEVEMENTS
Magid Glove & Safety Company, LLC:
• Grew region sales from $1M to 4M in only 4 years’ time.
• Managed significant growth with 17 manufacturing representative groups across 20 states responsible for food, drug, mass, hardware, garden and farm stores and/or their distributors.
Super-Max Corporation:
• Transformed the Western US Region from virtually $0 sales to over $3M in food, drug chain and distributor accounts.
• Hired and trained 14 sales representative groups, canvassing 15 states to sell razor blades and shave cream.
BIC Corporation:
• Achieved 75% growth for Unified Grocers writing instrument business.
• Developed underperforming Hawaiian market to over $1M by increasing depth of distribution and promotions.
• Produced highest major market share in the US for BIC Shavers and Lighters in Los Angeles food and drug channels.
PROFESSIONAL EXPERIENCE
MAGID GLOVE & SAFETY COMPANY, Chicago, IL 2004 – 2011
Regional Vice President, Western Region
Formulated and executed targeted monthly volume and distribution plans for new and existing accounts. Established regional sales goals aligned with corporate revenue and overall growth projections.
• Developed and maintained strong customer relationships at all levels to maximize opportunities, expand distribution and execution throughout the account.
• Reviewed various systems reports to identify opportunities in underperforming accounts, and potential loss of business within accounts; devised and deployed strategies based on account assessments.
• Identified/evaluated new and emerging trends in competitive activity and develop tactics to ward off potential threats to success.
• Trained and motivated rep groups to reach higher productivity; implemented performance reviews; identified weaknesses and made recommendations to improve results.
• Collaborated with senior management to generate business strategy, annual budget, and key performance metrics.
SUPER-MAX CORPORATION, Fort Worth, TX 2001 – 2004
Region Sales Manager, Western Region
Directed all sales activities for manufacturer of razors, shave gels, and shave creams.
• Led innovative promotions, including travel pack development that resulted in $500k business development.
• Completed comprehensive marketing plans, budgets and productivity reports for corporate management.
• Researched new market channels, providing management with effective recommendations and a strategic business plan.
CAL-SURANCE, Orange, CA 2000 – 2000
Account Executive
Obtained commercial insurance license and sold Errors & Omission group and business protection.
• Found new opportunity using the internet and brought onboard American Home Inspectors Association (ASHI) in six months.
• Created colorful power point presentations to use in my presentations.
• Company moved to a commission vs. salary and commission program that was not going to work for me after 11 months.
BIC CORPORATION, Shelton, CT 1996 – 1999
West Region Retail Sales Manager, Los Angeles
Promoted to formulate and execute targeted monthly volume and distribution plans for new and existing accounts. Monitored and managed Key Performance Indicators (KPI) to exceed established goals.
• Managed pricing, commissions, contract fulfillment, and accounts down, with emphasis on issue resolution.
• Developed and maintained strong customer relationships at all levels to maximize opportunities and expand distribution.
• Reviewed various reports to identify underperforming accounts and opportunities; devised strategies based on IRI data and account assessment.
BIC CORPORATION, Shelton, CT 1991 – 1995
Key Account Manager, Los Angeles
Promoted to second largest key account territory with nine direct reports, one food broker, and managed 13 key accounts in the LA Market. Under my leadership, LA Market had the highest BIC Lighter and Shaver IRI market share in USA.
• Developed promotional strategies to coincide with corporate objectives and goals.
• Maintained strong key account relationships to maximize promotional opportunities and expand depth of distribution.
• Used IRI market data to expand Lighter, Shaver and Writing Instrument peg share.
BIC CORPORATION, Shelton, CT 1979 – 1991
Business Manager, Los Angeles
Managed $4m zone with candy/tobacco distributors, secondary drug and food chains and one direct report.
• Won Business Manager of the Year 1984 and 1987 by achieving highest percentage over forecast in Lighter, Shaver and Writing Instruments.
• Obtained West Region’s first and only $1,000,000 Lighter order from AM/PM Stores in 1989.
• Promoted to Key Account Manager in December 1991.
EDUCATION & TRAINING
Business Management, University of Phoenix
General Studies, Orange Coast College
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