PROFESSIONAL SALES MANAGEMENT
Sales & Sales Management professional with diversified background in Consumer and Industrial Goods with solid skills in Category Management, Systemic thinking and planning skills, Cross-functional facilitation and relationship building skills, and Customer Management Skills.
*Business Analysis, Planning & Development *Syndicated Data Management
*Customer Management & Consumer Focused *Efficient Budget Management
*People Management and Development *Results Driven & Deliver Goals
Bachelor of Science, Business Administration, Major: Marketing Management
California Polytechnic University, Pomona, CA. 1990
· Professional Supervision Skills (AMA) · Basic Supervision (AMA)
· Solaris Sales University · Fundamentals of Sales Management (AMA)
· Conflict Management (AMA) · Motivate and Manage A Team (AMA)
· Maritiz-Merchandising Through Consultative Selling · Gallo-Sales/District Manager Training
Account Manager 2005- Present
Responsibilities include direct sales management of key mechanical and electrical contractors in the metropolitan Los Angeles market.
Turned around a underperforming sales territory to make plan in declining market
105% of Forecast through September (Presidents club report)
Highest percentage (37%) of penetration out of all segments
Sold Highest Percentage of New Products
Opened 39 new accounts this year.
Other positions include Regional Sales Manager (retail) & Divisional Merchandise Manager
National Sales Manager 2004- 2005
Professional responsibilities included sales management, direct sales, forecasting, implementation and execution of sales goals for the Harley-Davidson license division. Manufacturer of private label sterling jewelry.
Put company on strategic calendar to gain incremental share and distribution leading to a 120% increase
Introduced display ready units to gain distribution at over 300 dealerships nationwide
Developed a Harley-Davidson Pro Program to gain additional sales and partnerships
Implemented and executed programs that gained additional share, placement and incremental sales
Built strong independent manufacturers sales force
Developed inside sales team to handle customer service issues and partner/support outside sales
Put in place a forecasting system that allowed for 2-3 day turn around and fill rates in the 90%
TARGET CORPORATION 2002- 2004
Executive Team Leader
Responsible for the leadership and management of a fluid store team of 250 employees on achieving sales goals, in store execution of sales business plans, inventory management, logistics and supply train management, Plano gram implementation and adherence, training/ development and scheduling of team members, and the overall management of growing a $37-$43 million dollar business.
YTD increases of 33%, 45%, 19%, 12%, and 7% in respective departments
Managed inventory control team for a controlled shrinkage loss of only 1.1%
Established fundamental development processes to motivate and coach team leaders to move forward in career paths
Managed store sales increase from 37 to 43 million in one year
Contributed to regional savings in excess of $200,000 by working with regional lawn and garden coordinator in regards to product mix and return of untimely product
BAKER COMMODITIES 2001 – 2002 National Sales Manager Organics Division
Responsibilities included sales and marketing functions to implement new products to market in the lawn and garden segment. Duties included packaging, pricing, distribution, sales and promotional activities. Results included new product development, distribution in buy/sell class of trade and a test market with Home Depot in the Texas market for fall 2003.
SCOTTS CORPORATION 1993-2001
District Sales Manager, Southern California
Responsibilities included the leadership and management of a team of 81 employees responsible for a sales district with volume of $20 million comprised of customers including Lowes and Home Depot. Key accountabilities included implementing sales/marketing functions in home centers, executing budgets, achieving sales goals and overall management of the business. Also, recruited, hired and coached and trained team members.
YTD increase of 17% for a top stellar year
Received Scotts Sales Leadership Award at national sales conference (2000)
Increased sales of Ortho/Roundup lines 50% from 6.0 million to 9.0 million
Increased sales of Miracle Gro line 50% from 1.8 to 2.7 million
Saved company $500,000 by finding lost spread orders in JD Edwards system
MONSANTO CORPORATION (sold division to the Scotts Co.)
Distributor Sales Manager (Hybrid)
Managed Ezell Nursery supply for broker channel distribution of Ortho/Roundup product lines. Created and implemented marketing plan for performance based compensation and netback programs. Developed marketing plan for Key Accounts including Albertsons, Longs Drugs, Sav-ons, Luckys and Fedco. Managed and forecast Home Depot agency for Southern California. Managed broker sales representatives in key channel categories.
Increased buy/sell business 35% from 2.3 to 3.5 million in 1997, and 19% from 3.5 to 4.1 million in 1998 by developing customized marketing and promotions for customers.
Achieved 99% fill rates in Home Depot agency by proper forecasting ($10 million)
Expanded individual sales territory by 15% to 2.5 million
Other positions at Monsanto (Scotts) included positions of Consumer Sales Manager & Territory Manager.
GALLO WINE CORPORATION 1992-1993
Chain Sale Representative
Responsible for selling, merchandising and managing 18 chain store territory. Accounts included Ralphs, Vons, Sav-On and Lucky.
References provided upon request