Director of Sales

Michael W. Flavin

Phone: 708-***-****

Cell: 708-***-****

************@*****.***

PROFILE

Sales executive with a successful track record of increasing the sales volumes and profits of consumer products sold through all channels of retail distribution. Experienced with nationally branded and licensed products. Proven leader of sales teams that are held accountable to perform at high levels. Customer focused and skilled at designing, negotiating and producing specific product programs. Effective liaison between retailers and licensors such as: The Walt Disney Company, The National Football League, and Major League Baseball. Selected areas of greatest strength:

Strategic Planning: Excellent communicator with customers and the broader marketplace in order to develop products, programs and sales strategies that maximize sales volumes and profits.

Sales Force Development: Practiced and effective in designing sales territories, recruiting, developing and motivating salespeople; and setting sales achievement expectations and reward systems that are aligned with sales budgets and targets.

Channels of Distribution: Experienced in the development of products and sales programs that meet the quality and price requirements of mid -tier, department, mass merchandisers, athletic specialty, college bookstores, sporting goods and ecommerce accounts.

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PROFESSIONAL EXPERIENCE

TAILGATE 29 CHEF, Mason, OH 2010-Present

International Manufacturer and NFL, MLB, and NCAA licensee of Chef Coats, Aprons and Tailgate Accessories

Director of Sales

I was recruited to build a new division to service the chef specialty store market, sports bars and sports themed restaurants with chef coats, aprons and tailgate accessories. I report directly to the president and am involved in the direct sales process, planning, budgeting, and negotiations with licensors. Selected accomplishments include:

• Identified key markets, searched and recruited independent sales representatives for those markets resulting in 70% coverage in five months.

• Originated sales budget and planning tools for 2010-11 trade shows, producing savings for all future trade shows.

• Created and presented proposal that resulted in additional licensed categories from the National Football League and Major league Baseball.

• Created a trade fund to control costs with our NFL Super Bowl partners, resulting in saving thousands of promotional dollars.

• Opened and placed product with the largest commercial food service distributors in the United States including Edward Don, Sysco, and Restaurant Depot.

• To increase visibility and to provide continuous education, we petitioned and joined the Manufactures Agent Association for the Foodservice Industry (MAFSI)

PINE SPORTS, (aka Pine Hosiery) Star, NC 2004-2009

International Manufacturer of NFL, MLB, NCAA, and of Children’s Apparel and Accessories

Vice President of Sales and Product Development

Pine Sports sales increased 55% from $8M in 2003 to $18M in 2009. I reported directly to the owner and was involved in the negotiations with licensors, and sales process. Selected accomplishments include:

• By identifying the key accounts within the NFL and MLB distribution, I created specific assortment plans and profitability models by channel to create differentiation in the marketplace.

• Exceeded selling goals by opening Macys, Kids Footlocker, Kohl’s, Babies R Us, Kmart, Target, and Dicks .

• The 7 independent sales representatives, that I hired to carry the Pine Sports product lines, grew the college bookstores business 32% to $900,000 in 2007-2008.

• Created a budget and an operating plan to build the seasonal and re-orderable blank business at CAMEX, Tailgate Licensing, MAGIC, and Off Price shows. The sales at these shows generated an additional $1.2M in 2008 and was accomplished at 30% below budget.

• Created the off price task force that focused on moving obsolete inventory in the off price markets. From 2006-2009 we lowered the obsolete inventory by 80% while still averaging an 11% gross margin on the obsolete product.

NIKE, INC., Beaverton, OR 2000 - 2003

GMM Men’s and Kid’s Apparel- Strategic Department Stores 2000-2001

Reported to the Strategic Department Stores Channel Director. Lead the ten person sales team in strategic planning and the sales effort. This included facilitating in-line and special make-up product, formulating sales goals, and creating financial and assortment plans for department stores in the United States. Selected accomplishments include:

• Proactively participated in sales account management process with channel director and strategic account managers to continue developing a healthy business environment. Resulted in five consecutive quarters of achieving sales goals, an overall increase of 26% in bookings.

• Identified managed space opportunities within the channel. The decision to build Nike Shops within the channel was based on our assortment and financial planning versus the investment made by both Nike and the accounts. As a result the number of shops operating increased from 75 to 90 in FY01 to 119 in FY02.

Category Sales Manager for Bags Socks and Sport Accessories (BSSA) 2001-2003

Reported to the US Director of Equipment sales, coordinated development of BSSA product, sales programs, and strategic planning throughout all channels of Nike distribution. Athletic Specialty, Sporting Goods, Mid Tier and Department Stores. Selected accomplishments include:

• Achieved BSSA financial targets in FY03 Winning “The Golden Calculator” Award for Q2 & Q3.

• Created pre-line seasonal meeting plan that includes key account assortment planning, financial planning stock to sales planning, individual sales programs and marketing plans.

• Initiated “quick strike” product process to get styles to market faster.

• Reduced Sock and Sport Accessories SKU count by 11%.

• Increased direct shipments of FA03 Bag business by 12% resulting in +3% in gross margin percentage with those accounts.

HEYMAN CORPORATION, Vernon Hills, IL 1989 - 2000

Licensee of children’s accessories, sleepwear, layette and hosiery products.

Vice-President/National Sales Manager

Reported to the president and owner. When I joined the company sales revenues were $9M. Over a ten year period the sales increased over 600% to $65M. Selected accomplishments include:

• Engineered the development of Oshkosh B’Gosh and Disney business at May Co, Federated, Sears, Kohl’s, and JC Penney, expanding national distribution and annual sales volume by 25%.

• Established a stock to sales plan reorder system that tracked monthly sales activities at all accounts that were on re-orderable programs. These steps significantly improved monthly forecasting accuracy and improved delivery on re-orderable styles to 92%.

• Chaired a committee to reduce operational mistakes that were resulting in charge backs and short payment. Reduced charge backs by 20% in the first three months of the program

EDUCATION

St. Norbert College, De Pere, WI

Bachelor of Business Administration

COMMUNITY SERVICE

Beds Plus, La Grange, IL 2006 –Present

Beds Plus provides overnight shelter, meals and essential services to the homeless men, women and children in west suburban Cook County. http://www.bedsonline.org

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