Proven Sales and Marketing Professional

JAMES RICHARD DORMAN

**** ******* ******** ***** • Fort Myers, FL 33912 • 239-***-****

Qualifications for Senior Management in Sales and Marketing

Dynamic top performer equipped with a 17-year track record of success in direct and B2B sales, generating revenue in all market conditions, identifying and building new territories, and expanding business with existing clients. Customer-focused individual who offers demonstrated abilities in building relationships, conducting needs assessments, and overcoming objections to sell design, quality, service, and value over price. Creative problem solver who views challenges as opportunities and possesses a track record of achieving aggressive goals. Articulate communicator adept at delivering high-impact presentations, conducting complex negotiations, and providing effective training. Additional areas of expertise include:

Strategic Planning Market Analysis Product Development/Marketing International Business

Forecasting Sales Development Advertising Product Sourcing

Profit/Loss Management Client/Public Relations Promotions Logistics

HIGHLIGHTS

• Led a sales and marketing team to grow business by 30%, to over $15 million in sales volume.

• Fueled a 40% increase in referral revenue by initiating a strong referral program with existing clients and local businesses.

• Trimmed advertising costs by $250,000 in one year while successfully increasing leads by 20%.

• Delivered annual savings of more than $200,000 by working with a company owner to create another business to assist in sourcing materials. Led the start-up to achieve over $400,000 in profits after the first year.

• Doubled sales from $6 million to $12 million in three years.

• Provided training and mentoring that improved a sales force’s closing ratio from ~30% to ~50%.

• Generated over $1 million in sales for two straight years and ranked #1 of ten in sales for four consecutive years.

• Overcame the challenges presented by a declining market to expand a sales territory from $7 million to $10 million. Earned the Top Sales Person Award from among 50 regional sales representatives.

CAREER TRACK

CORNERSTONE KITCHENS INC.

— Vice President of Sales and Marketing 2006-2008

Continued to provide oversight of Alpha & Omega Supply Inc. while managing all aspects of advertising, marketing, public relations, and sales for its parent company. Administered an annual advertising budget of $1 million for newspaper, television, radio, Internet, Yellow Pages, telemarketing, direct mail, and referral programs. Supervised a sales manager responsible for a 20-person sales force. Addressed and resolved customer complaints. Assisted the company owner in completing special projects.

— Vice President, Alpha & Omega Supply Inc. 2003-2008

Purchased materials from China, India, Brazil, Argentina, Mexico, Italy, Spain, Czech Republic, and Canada. Oversaw quality control, logistics, inventory control, and brand marketing for multiple product lines. Visited factories regularly to contribute to product development efforts, including a solid surface product used as countertop material.

— Sales Manager 2002-2004

Assisted with marketing and advertising. Hired, trained, and coordinated 14 design consultants. Presided over sales meetings as well as sales presentations to large groups. Developed pricing along with sales systems and policies.

— Design Consultant 1997-2002

Conducted in-home presentations for individuals and groups to sell home remodeling services. Built a large referral network to drive sales growth.

ISK BIOSCIENCES INC.

— Regional Sales Representative 1991-1997

Coordinated sales activity via a distribution network spanning South Florida. Delivered large group sales presentations to explain product features and benefits. Worked with end users to provide instruction in product use. Received designation as a Certified Licensed Crop Advisor.

EDUCATION

Auburn University: Bachelor of Science, Agricultural Business and Economics

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