Sales Manager

SCOTT L. PICKARD

**** ****** ***** ***** ***** #*808, Denver CO 80246

720-***-**** bxttiq@r.postjobfree.com

EXECUTIVE PROFILE: VICE PRESIDENT SALES AND MARKETING

Senior Sales & Marketing Executive successful at establishing vision and strategies necessary to achieve sales of $5.0 billion nationwide. Formulated all sales and marketing planning initiatives encompassing four national divisions. Established vital collaborative partnerships with all operating divisions including manufacturing, operations, finance, and IT to determine product life-cycle strategies, created effective in-store merchandising and marketing programs, established new product introduction/launch programs, resolved post-launch problems and world class VOC (Voice of Customer) satisfaction indices. Managed national sales and marketing team of 200 through 13 direct reports. Developed high performance teams with strong P&L and management skills.

• Strategic Business & Tactical Execution Planning

• ROI, Value Proposition & Profit Optimization

• Creative Branding & Vertical Marketing

• Emerging Consumer Trends & Product Prioritization

• Market Evaluation, Penetration & Expansion

• Revitalizing Stagnant & Declining Sales

• P&L Management & $500 Million Operating Budget

• Competitive Analysis, Positioning & Pricing

• Product Introduction & Life Cycle Management

• Cross Functional Team Leadership

• Mass Merchant Merchandising and Promotional Strategy

• Merchandising In Store & E-Commerce Strategies

EDUCATION

Master of Business Administration University of West Florida Pensacola, FL

National Business Honors Fellowship

Bachelor of Business Administration Campbell University Buies Creek, NC

Graduate -Leadership at the Peak Center for Creative Leadership Colorado Springs, CO

PROFESSIONAL EXPERIENCE

2006 to TUFF SHED, INC. Denver, CO

2010 VICE PRESIDENT – NATIONAL SALES AND MARKETING

Increased productivity revitalized national field organization and improved merchandising/marketing efficiencies. Restructured mass merchant sales channel with 1400 Home Depot locations and independent retail sales channel. Reviewed and analyzed all sales efforts nationally, specifically pricing, product planning, sales and marketing promotional plans while increasing same store sales and market share. Achieved P&L objectives by developing annual business plans, merchandising, e-commerce, two call centers, brand and promotional strategies. Built marketing partnerships to strengthen brand and leverage sales opportunities.

• Increased sales revenue from $165 million to $225 million in 2008.

• Reengineered core business processes, established new marketing strategy, launched value-adjusted pricing, Everyday Low Pricing, plan-o-gram development and execution, formalized product development cycles and offerings increasing average sales transaction price 20%.

• Directed advertising agency and orchestrated electronic and print creative and media placement.

• Developed all merchandising and POP materials for mass merchant and retail channel.

• Developed two web based retail product configurators, on-line promotional campaigns and two call centers.

• Developed and launched A-12 Oracle customer CRM System.

• Implemented sales contest for 300,000 hourly associates of Home Depot and increased sales 30%.

• Awarded Consumer Digest “Best Buy” Award in Product Category.

• Awarded Service Provider of the Year by The Home Depot amongst 5,000 suppliers with a 9.0 VOC score.

• Executive Operating Committee Member, reported to the President CEO.

SCOTT L. PICKARD

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1993 to KIA MOTORS AMERICA, INC Irvine, CA

2005 VICE PRESIDENT – NATIONAL SALES

Lead national sales organization achieving $5 billion dollars in sales revenue annually. Responsibilities included sales, sales operations, inventory control, revenue management and customer satisfaction. Directed the development of annual sales and marketing business plans, localized marketing programs and promotional strategies.

• Increased sales revenue from $24 million in 1994 to $5.0 billion in 2004.

• Developed and managed $400 million sales and marketing annual operating budget.

• Launched regional advertising co-op associations resulting in $100 million incremental advertising.

• Directed responsibility of inventory control and turn rates of $800 million in product.

• Directed four divisions of 200 employees and seven Directors to achieve annual sales goals.

• Developed retail network strategy of 650 retail stores and sales KPIs.

• Directed the short and long term sales planning and strategic/tactical annual operating plans.

• Developed merchandising and promotional events with Fortune 500 corporations.

• Negotiated annual contracts with major suppliers and vendors.

• Annual and Quarterly presentations to Chairman of Hyundai Corporation and national retailers.

• Executive Operating Committee Member and reported to the President CEO.

1989 to MITSUBISHI MOTOR SALES OF AMERICA Cypress, CA

1993 NATIONAL MANAGER, ADMINISTRATIVE OPERATIONS AND

GENERAL OPERATIONS PLANNING (1991-1993)

Directed staff of 35 of new department of Administrative and General Operations Planning preparing strategic cost/benefit evaluations for COO concerning expenditures of all major projects. Key accomplishments were:

• Developed nationwide retail and merchandising strategies, increasing corporate profitability by $10 million.

• Developed a sales optimization model to determine the product supply mix and consumer demand to maximize sales and minimize expenses. Increased corporate profitability by $30 million.

NATIONAL MANAGER, FACILITY INVESTMENT DEPARTMENT (1990-1991)

Orchestrated the start-up, hiring and development of new financial venture. Identified key markets nationwide, developed retail facility and merchandising standards, site selection, and negotiated lease and purchase agreements. Best launch of a real estate investment division within the automotive industry.

• Designed, developed and implemented national market representation plans securing 32 optimal sales locations ($80 million dollar investment) to establish long-term site control.

• Developed and directed facility guidelines and merchandising standards, acquisition policies, financial standards; negotiated land and building acquisitions and tax incentives with local governmental agencies.

MANAGER, DEALER PLACEMENT (1989-1990) Dallas, TX

Managed dealer placement department establishing retail representation within a fifteen state area. Interviewed, qualified and selected franchisees, locations, facilities and determined investment requirements.

1979 to FORD MOTOR COMPANY New Orleans, LA

1989 MANAGER, SALES DEVELOPMENT (1986-1989)

Lead regional sales operations team of 21 Field Managers and 190 retailers.

• Earned “Sales Development Manager of the Year Award”.

• Developed retail start-up procedures, which were implemented in the United States and Canada.

MANAGER, MARKET REPRESENTATION (1983-1985)

Directed all activities related to the issuance, maintenance and termination of franchise agreements.

• Chairman of the National Market Representation Committee.

• Recognized as National Market Representation Manager of the Year.

• Developed automated Performa to determine franchisee operating investment requirements.

MANAGER, MERCHANDISING (1981-1982)

• Developed special promotional products, advertising campaigns, and incentives strategies.

• Winner of National Merchandising and Marketing Competition two consecutive years for best new product introduction and highest sales performance within category.

DISTRICT MANAGER, SALES (1979-1980)

Managed 21 retail units/stores increasing sales and market share.

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