Director of Sales Resume Example
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DIRECTOR OF SALES
Professional Summary
Highly Adaptable and forward-thinking National Account Manager in the Consumer Products Industry. Develop strategic business plans and tactical execution initiatives with key National Accounts and Global brands. Expertise in fact-based selling, category management, promotional planning, and implementation. Excel in market share growth, product placement, sales/profit expansion, and forecast accuracy. Lead with a focus to deliver continuous improvement of the company, customer, and consumer experience.
Skills
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Work History
Director of Sales01/2018 to 01/2020
Cumulus Media – Wilmington , NC
Cumulus Media – Wilmington , NC
- Recruited to manage the strategic direction of National Accounts.
- Charged with building a turnaround strategy to reacquire sales, product placement, and increase profitability.
- Managed multiple National brands across several categories.
- Build relationships with a broad base of divisional management, buying, planning teams, and sale representative/brokerage firms.
- Accounts Managed: Bed Bath & Beyond, Best Buy, Home Depot, Kohl's, Lowe's, Macy's, Meijer, Target •Brands Managed: Chef's Choice, Omega, Vinturi, West Bend •Delivered $3.5M growth in Y1, by rapidly identifying trends in key categories, and executing sell-in, promotional planning, forecasting, and in-store training/merchandising.
- Implemented category management and analytic use of syndicated data, POS, and competitive information.
- The fact-based approach led to increased emphasis on key products that drove a 50% sales increase in the juicer/blender category.
- Initiated Company-Wide SKU rationalization plan, reducing SKU count by 20%.
- Lowered days inventory outstanding and increased DC efficiency.
Senior Sales Manager01/2015 to 01/2018
Kimpton Hotels – Nashville , TN
Kimpton Hotels – Nashville , TN
- Recruited to lead a new brand initiative from Hamilton Beach, Wolf Gourmet.
- Managed the launch into the specialty and gourmet trade channels.
- Responsible for sales, P&L, forecasting, advertising, and e-commerce expansion.
- Charged with managing trade-shows, trade marketing, recruiting, and training Store Ambassadors.
- Accounts Managed: Macy's, Neiman Marcus, TJX, Independent Specialty, Sub-Zero Distributors and Retail Stores, Wayfair •Brands Managed: Wolf Gourmet, Hamilton Beach, CHI •Pioneered the independent specialty channel for Wolf Gourmet.
- Built the business to a $4.7M level from a zero base.
- Launched programs across five categories and increased the depth of the role to include sales of Hamilton Beach & CHI brands.
- Curated and Managed the Off-Price channel.
- Created a strong partnership for sales of slower-moving/refurbished products, without disrupting the Wolf Gourmet premium brand platform.
- Increased total sales by $1.1M in Y1.
- Initiated and managed Drop Ship E-Commerce business with Wayfair, Macy's, Neiman Marcus, and select independent retailers.
- Changed fulfillment centers to meet consumer expectations for premium products.
- Reduced-order cycle time by 24 hours.
- Achieved incremental sales increase of $700k with a 5% increase in gross margin.
National Account Manager01/1998 to 01/2015
Acco Brands – Chicago , IL
Acco Brands – Chicago , IL
- Managed key strategic accounts across multiple global brands and categories.
- Lead the development of customer and consumer-focused programs to drive increased sales, profitability, and market share gain.
- Developed cross-functional relationships and engagement of senior management, sales, marketing, forecasting, and finance with external counterparts.
- Executed change management as the Groupe expanded the portfolio of brands, categories, and retailers.
- Accounts Managed: AAFES, Belk, HEB, JCPenney, Kohl's, Meijer, Target and regional accounts •Brands Managed: All-Clad, Emeril, Krups, Mirro, Rowenta T-fal and Wearever • •Lead Development & Execution of Differentiated Go to Market Strategy for increasing sales in National Chains, Specialty & Department store channels.
- Managed cross-functional teams in sales and marketing to build new sub-branded products, packaging, and promotional activities.
- Achieved break-through results by increasing market share from 2% to 11%.
- Partnered with Kohl's to initiate the launch of the Differentiated Strategy.
- Increased business from $4m to $11.5, SKU count increase from 11 to 32, floor space from 4'to 12' (the space acquired is still maintained by T-fal) •Implemented category management at Kohl's, JCPenney, and Target.
- Identified unmet needs of consumers in the specialty cooking segment adding $3.7M of incremental sales.
- Managed the expansion of small appliances growth in National Chains, Department/Specialty, and Mass Channels.
- Utilized an incremental ad campaign outside of traditional ad vehicles to gain increased ad placement, leading to increased consumer activation/sales.
- Results included broad product placement across multiple accounts and an increase in sales from $2.5M to $8.2M.
- Initiated Logistics and Supply Chain weekly forecasting calls and quarterly in-person meetings with key retailers planning teams that yielded a forecast accuracy of 96% • Created and implemented a 4th Quarter Strategy that generated $4.6M of incremental sales.
- Developed special product configurations to expand the base of retail trade partners during peak Q4 events; Pre-Thanksgiving, Black Friday, and Cyber Monday.
- Lead the development of a Key Account review and planning process.
- Increased decision speed and interaction of senior cross-functional leads by using a dynamic document and meeting structure to drive long-term goals/growth.
Regional Account Manager01/1992 to 01/1998
Ecolab Inc. – Biloxi , MS
Ecolab Inc. – Biloxi , MS
- Managed regional sales team in South and Midwest for Eureka & Sanitaire Floorcare.
- Directed Sales, P&L, promotional activity, customer and consumer training, and advertising development.
- Managed retail and commercial sales operations.
- Accounts Managed: ABC Warehouse, Ace Hardware, Belk, Grainger, Meijer, True Value, SYSCO, Independent Specialty Brands Managed: Electrolux, Eureka & Sanitaire •Prospected and delivered two major regional hardware chains resulting in a sales increase from $400K to $1.3M.
- Developed strategy for growth in regional consumer electronics chains, using print, TV, and radio ad campaign for consumer activation and an in-store component of training, merchandising, and retail associate incentives resulting in sales growth from $950k to $2.8M in two years.
- Increased Sanitaire Commercial product sales by 40% to the industrial and janitorial trade class by initiating end-user training focused on how to use the products efficiently, maintenance checklists, and trade-in/lease program.
- Recruited new sales teams and promoted key sales team members to sales management roles.
Education
Bachelor of Science: Business AdministrationTHE UNIVERSITY OF NORTH CAROLINA
CHARLOTTE
Technology: Excel PowerPoint Word
Support: NPD Nielson POS Salsify Commerce Hub SPS Commerce HubSpot
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Resume Overview
School Attended
- THE UNIVERSITY OF NORTH CAROLINA
Job Titles Held:
- Director of Sales
- Senior Sales Manager
- National Account Manager
- Regional Account Manager
Degrees
- Bachelor of Science : Business Administration
CHARLOTTE Technology: Excel PowerPoint Word Support: NPD Nielson POS Salsify Commerce Hub SPS Commerce HubSpot
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