National/Regional Sales Executive
Resume:
Michael J. Gough
Burlington, MA 01803
E-mail: **********@*****.***
NATIONAL/REGIONAL ACCOUNT EXECUTIVE/CUSTOMER RELATIONS PROFESSIONAL
Sales professional with recognized achievement in initiating contacts with key decision-makers and increasing sales volumes for major corporations. Individual with a special talent for developing positive, long-term relationships with high-volume chain accounts using an ethical approach and a determination to always satisfy the customer.
• Well-developed communication, presentation, planning, problem-solving, and organizational skills combined with understanding of business requirements and solutions. Extensive negotiation and transaction management techniques.
• Recruit, develop, motivate, and manage highly qualified sales personnel. Strong leadership skills. Effective team leader and player.
PROFESSIONAL HISTORY
Froth Au Lait, Inc. 2/2009-present
Regional Sales Manager, East Coast:
• Develop and successfully implement a regional sales strategy aligned with corporate objectives to achieve profitable and exponential sales growth
• Execute sales strategies to produce key product/volume on an ongoing basis with minimal supervision
• Meet regional financial objectives by forecasting requirements; preparing an annual budget, managing T&E; analyzing variances; initiating corrective actions to maintain profitability
• Provide and or facilitate product/sales training to wholesaler associates, retail associates and distributor sales people
• Participate in both regional and national trade shows, as required
• Find, develop, and build relationships with Coffee Roasters, dealers, distributors, Restaurants, Supermarkets, Hospitality, Entertainment and Catering segments
• Lead regional sales representatives to exceed sales objectives by establishing and building rapport with key accounts; identifying new customer opportunities and creating demand to grow market share
Filterfresh Coffee Service, Inc. 5/2001-1/2009
Subsidiary of Van Houtte
National Account Executive :
• Targeted geographic and vertical market focus of the development of new business opportunities in the Supermarket, Hotel, Restaurant and Retail segment Introduced Van Houtte branded coffees and appropriate brewing systems to potential customers in an effort to build brand and operational density.
Generated 28 million plus dollars in sales over the last 6 years with various chain partners. Signed 16 multi year national contracts (Lowes, BJ’S Wholesale Club, Pathmark, TGIFriday’s, and Harris Teeter) within the market segments listed above. Increased top line growth by 28% for Fiscal Year 2006.
• Supported the local Filterfresh branch operation (50 offices nationwide) from a return on investment standpoint as well as maintaining minimum levels of gross profit and activity per account.
• Maximized sales opportunities at each account to include coffee and equipment, espresso/cappuccino and equipment and other primary products. Primary equipment focus includes; Filterfresh Suprema Single Cup Brewer, Latte Lounge, Keurig (Commercial brewers) Flavia and Starbucks (I-Cup & OCS) applications.
• Attended and supported several national industry trade shows on an annual basis
• Performed sales calls and presentations to key decision makers
• Worked with Business Development Representatives nationwide to develop and implement small chain business opportunities
Lifetouch Photographic Industries, Inc. 1/2000-1/2001
District Sales Manager :
• Direct and communicate the District sales goals by implementing strategies to achieve sales plans.
• Implementation of new products, merchandising, pricing, new sales procedures and photography procedures. Responsible for photographic quality within the District.
• Establishes and maintains a professional, trained and competent staff of 10 through effective implementation of performance and career development programs.
• Set standard performance requirements that focus on key performance indicators.
• Perform the necessary administrative duties including Human Resource paperwork, customer contact reports and quality assurance reporting.
• Assists in the development of annual district budget and sets policies and administrative controls necessary to assure conformance to it.
• Provides Regional Manager with detailed sales forecasts and reports upon which critical decisions are based.
Philip Morris USA, Mansfield, MA
(Tobacco Sales Division of the World’s Leading Consumer Packaged Goods Company)
Unit Manager 1979-1999
Regional Accounts Manager
Territory Sales Manager
• Developed and oversaw implementation of sales programs, new brand launches, merchandising agreements, and special programs for a $20-million unit of major corporation with 25 offices nationwide. Ensured highest possible level of distribution and visibility of brands and account coverage. Identified and took advantage of growth opportunities.
• Demonstrated effective selling of concepts and programs to achieve annual volume objectives. Achieved 100% distribution of all new products launched during tenure as Area Sales Manager .Established first-tier supplier relations with 32 key retail accounts and 5 wholesalers throughout Boston and surrounding suburbs. Designed and implemented successful business plans and strategies for resorts and metro accounts. Developed and maintained productive business relationships with all levels of account personnel, consumers, and trade organizations
• Developed innovative programs to maximize company profits. Performed strategic analysis and research to identify and recommend sales programs for new markets and distribution channels. Planned and managed budget (promotional dollars, programs, incentive items).
• Recruited, interviewed, hired, trained, motivated, and managed staff of 25 territory sales managers. Fostered environment of continuous learning and team leadership selling. Trained New England Management team on category management utilizing seminar-based formats.
• Ensured optimum distribution and inventory levels of brands through effective implementation of retail and wholesale program principles. Monitored compliance on merchandising agreements through field audits. Identify account problems and opportunities, monitor appropriate merchandising programs, and provide consultative support. Effectively negotiated equitable program implementation outcomes to reward both account and company.
EDUCATION
Northeastern University, Boston, MA. Marketing
Cape Cod Community College, Barnstable, MA. Marketing
New Preparatory School, Cambridge, MA (Business Preparation)
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