Director of Sales, Regional Sales Manager

JAMES P. GAWRONSKI

***** *. ***** *** ***** Greenfield, Wisconsin 53228

414-***-**** **********@***.***

SUMMARY

- Sales manager with a track record of effectively leading sales teams, delivering share increases, initiating successful new programs, training and developing highly motivated, results-driven sales staff.

- Major strengths in organization, planning, performance management, selling and team building.

- Innovative, well organized, and proactive, strong planning and communication skills.

PROFESSIONAL EXPERIENCE

AAA Sales & Engineering, Oak Creek, WI

DIRECTOR OF SALES & MARKETING 2006-2009

Direct, administer, and coordinate all sales and marketing functions and policies of the corporation. Responsible for all field related activities to achieve profitable sales volumes, and the development and operation of an efficient sales organization. Additional responsibilities include development and implementation of strategic business plans, new programs directed at cost savings, and preparation of semi-annual budgets including sales salaries, advertising, promotion, and travel.

• Directed sales staff in forecasting and setting sales goals. Focused on the individual skills and needs of each sales manager, executing an individual strategy for each.

• Developed sales and marketing plans in support of meeting the company’s strategic plan and goals.

• Exceeded profit and sales plans 2007, 2008.

• Regained $1.5MM penetration previously lost to competition by design and implementation of strategic marketing plans and programs.

• Lead and initiated the development of new marketing materials and the corporations web site.

• Orchestrated and secured multimillion-dollar contracts with major customers.

Butter Buds Food Ingredients, Racine, WI

REGIONAL SALES MANAGER 2005-2006

Accountable for key brokerage networks and the accounts they represented in the North East Region. Motivated a large brokerage sales force relying on open communication and relationship-building to achieve widespread and consistent promotion of the company’s brands and products. Developed promotional strategies and supervised their implementation by account basis. Delivered and presented financial sales goals to the current sales force and brokers. Prepared and monitored quarterly sales forecasts.

• Developed innovative growth plans, presentations, and programs, for all broker sales team organizations in the Northeast United States, expanding distribution and growing regional sales volume by 32%.

• Provided marketing, sales, and technical training support for the development of new accounts.

• Developed effective sales strategies for motivating an independent brokerage sales force.

Slim Fast Foods, West Palm Beach, FL

REGIONAL SALES MANAGER 2003-2004

Managed new business development and strategic planning for convenience, vending and food service through direct and broker sales teams that maximized sales and profitability throughout the Central United States.

• Spearheaded the introduction, distribution, pricing and promotional activity of new products in the marketplace growing region sales volume to $10M.

• Secured new distribution with the region’s top distributor / convenience store chains. Sold the accounts based on category management, best practices, quality of products, price/value, and professional presentation.

• Improved plan-o-grams by bringing definition to the Convenience Channel, increasing overall IRI meal supplement-weight management control market share by 26%.

• Successfully developed a national sales / distribution program with the nations largest vend product distributor, Vistar / VSA.

M&M/Mars Inc., Hackettstown, NJ 1988 - 2002

NATIONAL ACCOUNTS MANAGER (2001- 2002)

Liaison between company and corporate foodservice accounts in 12 Midwest U.S. states. Developed strategic promotional plans for high volume, chain accounts, representing $8 million dollars in business accounts, including:

Applebee’s International, McDonalds Great Lakes, International Dairy Queen, and Buffets Inc.

• Recipient of “You Can Make a Difference Award”.

• Attained 106% sales volume by increasing product portfolio through proven marketing concepts.

• Implemented Snickers McFlurry Program in Michigan. Facilitated International Dairy Queen’s Sweet 16 and the All-American Blizzard Promotions. Incremental volume $1.5MM.

NEW BUSINESS DEVELOPMENT ACCOUNT MANAGER 1998-2000

Developed sales and marketing activities to develop new markets within a nine-state Midwest region. Executed market research/planning, brand management and development, channel strategy planning, and promotional concepts in targeted, “non-traditional” retail outlets. Major Channels included: Meal Inclusion, Automotive, Home Improvement, Specialty Retailers, Sporting Goods, Office Supply, and Catalog.

• Facilitated the development of a confectionery section in: Oscar Mayer Foods, Pet Supplies Plus, Ace Hardware, Value City Department Stores, True Value Hardware Stores, Paper Warehouse, Factory Card Outlet, Franks Nursery, The Musicland Group, Dunhams Sports, MC Sports, and Gart Sports with a total regional sales increase of 68%.

• Gained new distribution in both Amway and Quill catalogs with annual volume of $400,000.00.

• Productively introduced concept and co-developed new Oscar Mayer Foods “Kids Lunchable Line.” National rollout implemented in less than one year and accounted for $3.5M incremental new dollar sales in first year.

BROKER MANAGER BUSINESS DEVELOPMENT 1997-1998

Managed all sales and marketing functions for the development of “school foodservice” in the Midwest Region.

• Secured distribution, menu placement, and sales goals within the Midwest’s largest school districts.

• Instrumental in the development of creative, innovative sales promotions.

• Grew sales volume in region to $12M in 2000 - nearly 50% of $28M in sales division.

• Recipient of You Can Make a Difference Award at National Sales Meeting (April 2000).

KEY ACCOUNT MANAGER 1993-1997

Managed the largest grocery retailer/wholesalers in the Wisconsin market with annual sales over $10MM.

• Sales Achievement Award winner 1994 and 1995.

• Selected by National Sales Directors to serve as Member of the Western Division Category Leadership Team.

TERRITORY SALES MANAGER 1988-1993

Identify and capitalize new business building opportunities in, vending, fundraising, concession, and the foodservice trade channel within the Wisconsin territory.

• Efficiently managed $7M sales plan within the Market Development Division.

• Earned M&M/Mars Pioneer Award: 1989, 1990, and 1992.

Pepsi Cola Bottling Group, Saginaw, MI/Milwaukee, WI 1982-1988

DISTRICT SALES MANAGER (1984-1988)

SALES REPRESENTATIVE (1982-1984)

EDUCATION

University of Wisconsin, Milwaukee, WI

Bachelor of Science / Business Administration

Contact this candidate