Sales Marketing

John M. McGraw

SALES - DURABLE CONSUMER PRODUCTS

CAREER OBJECTIVE

* Sales Management and Business Development with a market leader committed to a growth.

SKILLS SUMMARY

* Strongly proactive initiating effective sales calls, dynamic presentations and asking for the sale.

* Extensive VP and national account sales and sales management experience consumer products.

* Excellent field management skills and knowledge with independent distributors and commissioned sales staff.

* Excellence in designing training and sales strategy plans for sales people and implementing them.

* Skilled in developing successful marketing programs to distributors and retailers in the USA & Canada (Home Depot, Lowes, Sears, Canadian Tire, Wal-Mart, K-Mart, Costco, Ace Hardware, etc.).

* Ability to efficiently analyze inventory & POS data, discern the importance and implement corrective actions.

* Proficient in developing effective marketing materials that communicate product benefits and market trends.

* Proactive in positively resolving customer concerns and retaining their support for future growth.

*Accountable, persistent and organizational skills to acquire new customers develop relationships and build a business.

* Strong work ethic.

CAREER EXPERIENCE

SALES & MARKETING MANAGER WOLFCRAFT, INC., WOOD DALE, IL (Nov 1999 – Jan 2010) $70M international manufacturer of DIY home improvement hand and power tool accessory products. Supervised five national accounts salespersons and nineteen independent rep groups

Accomplishments

* Professionalized the total sales effort by improving calls/presentations emphasizing fact based selling and self-critical internal analysis of results.

* Substantially reduced annual sales staff turnover resulting in improved account confidence maximizing sales opportunities.

* Participated in all key customer sales calls resulting in securing the # 2 market position in two key product categories

* Sold a key product line and replaced largest competitor at the most respected branded hand tool retailer in America resulting in $12.8 M sales over 7 years.

* Sold 2-category product assortment to a large mid-west retailer resulting in a 79%/$1.5 M first year sales.

* Sold product category promotion to a large Canadian retailer resulting in $1.450 M sales first year sales.

* Completely relaunched every product in three out of the four major categories resulting in improved features and pricing to offset exchange rate & material cost increases.

* Focused marketing emphasis on "end user needs / market driven" strategy vs. R&D product development.

MARKETING DIRECTOR, TRUE VALUE, CHICAGO IL - (Oct 1997- Aug 1999) - $4.2 B Hardware Distributor. Responsible for retail pricing, merchandise assortment planning, competitor analysis, and internal wholesale marketing programs. Supervised a staff of five

Accomplishments

* Designed and implemented a comprehensive retail pricing strategy that identified all the pricing variables and how to adjust for them.

* Effectively redesigned the management reports for easier understanding of the pricing changes affecting retailer.

* Successfully introduced a new, $83 million in wholesale sales, "everyday low price" program that positioned our retailers to compete more effectively in their markets.

* Jointly developed store back office operation program that successfully merged two POS systems into a third and successfully implemented changes to over 750 retailers.

NATIONAL SALES AND MARKETING MANAGER, FYRNETICS, INC., ITASCA IL (Jun 1995- Jul1997) - $40 million manufacturer of home safety smoke and carbon monoxide detectors. Responsible for all sales and marketing functions to mass merchant, drug, home center, and independent hardware and lumber building material retailers and distributors. Supervised account activities of 30 US/Canada manufacturer sales representatives.

Accomplishments

* Successfully introduced three new safety detector products, including packaging, trade advertising, and special intro programs to wholesale and retail buyers.

* Developed consumer print and electronic media national advertising programs.

* Developed the Canadian market, increased sales by $900K. Added eighteen new US accounts, increased sales by $1.2 million.

SALES DIRECTOR, VISTA DATA SERVICES, TRIAD INC. LIVERMORE CA (Apr 1994 – June 1995) Marketed and sold retail store point-of-sell consumer-purchasing data to manufacturers, wholesalers, and retailers.

Accomplishments

* Developed comprehensive marketing program to help introduce consumer-purchasing information to select manufacturers and distributors.

* Developed and sold the product concept to over 350 manufacturers.

VP RETAIL SALES & MARKETING PRO GROUP, ENGLEWOOD CO (Sep1989 – Apr 1994) Responsible for developing marketing programs for $2.4 billion group of 82 international durable goods distributors (home improvement, paint, farm supply, and kitchen cabinet) and 16,000 retail stores.

Accomplishments

* Increased distributor sales from program retailers an average of 11%.

* Redesigned wholesale and retail advertising programs, resulting in a 66% circulation increase.

* Developed retailer incentive program that increased participating retailer's sales by 18% four consecutive years.

* Developed new store format utilizing the most current management information programs and POS data.

PRIOR EXPERIENCE

* SERVISTAR STORES, Butler PA - Regional Sales Mgr, Franchise Dealer Home Improvement Stores.

* GAMBLES STORES, Mpls MN - GM Franchise Stores.

* US ARMY, Infantry, Decorated, Honorable Discharge.

EDUCATION - Bachelor of Arts Degree, Liberal Arts & Business Mgmt, Western Illinois University

Contact this candidate