NATIONAL ACCOUNT MANAGER CONSUMER PRODUCTS
Adaptable and forward-thinking National Account manager with expertise in managing key national retailers and global brands. Strategic focus using fact-based selling, category management, promotional planning, and execution. Proven record of excelling in product placement, budget goal attainment, profitability improvement and forecasting accuracy. Lead out-front style to drive continuous improvement of the company, customer, and consumer experience.
• Strategic Planning/Development •Budget & Demand PLanning
•Category Management •Fact-based selling (NPD, IRI, POS, Competitive)
•Promotional Planning •Constant Innovation utilizing 4 P's of markeiting
•Presentation Building •Training (corporate, customer, consumer)
•Cross-Functional Team Leadership •POS and Customer-Centric knowledge
MS Excel, PowerPoint Word
Support: NPD/POS/Salsify/Commerce Hub and SPS Commerce
ABC, User training
Director of Sales, 01/2018 to 01/2020 THE LEGACY COMPANIES – WESTON, FL
Accounts Managed: Bed Bath & Beyond, Best Buy, Kohl's, Macy's, Meijer, Wal-Mart Canada
Brands Managed: Chef's Choice, Omega, Vinturi West Bend, Yonanas
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, interacting with a broad base of divisional management, buying, planning, and allocation teams.
Delivered $3.5M growth in Y1, by rapidly identifying trends in key categories, and executing forecasting, promotional activity, and in-store execution to ensure success.
Increased sales by 11%, gross margin, 14%, and eliminated 20% of SKUS, via in-depth analysis of POS, margin contribution per item, and eliminating overlapping price points.
Implemented category management and analytic use of syndicated data, POS, and competitive information.
The fact-based category approach led to increased emphasis on key products that drove a 50% increase in shipments in the juicer and blender categories during 2019.
Director of Sales, 01/2015 to 01/2018 WOLF GOURMET – GLEN ALLEN, VA
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, e-commerce expansion, and market spending.
Charged with managing trade-shows and trade marketing, training of store ambassadors, and direct consumer retail activity.
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 and CHI brands.
Curated and Managed the Off-Price channel.
Created a strong avenue for sales of refurbished products and slower-moving new products.
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 Manager, 01/1998 to 01/2015 GROUPE SEB – PARSIPPANY, NJ
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 Strategy for increasing business in the National Chains, Specialty & Department store channels.
Managed cross-functional teams in sales and marketing to build new sub-brand products, packaging, and promotional activities to support the strategy.
Achieved break-through results by increasing market share from 2% to 11% in the national chains and department/specialty channels.
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.
Developed an incremental ad campaign that used print and digital inserts outside of normal retailer ad space to drive increased sales and continual expansion of product placement.
Achieved broad placement and increased total shipments by $8.7M over a three-year time-frame.
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 for cookware and small appliances that delivered an incremental $6M sales
• Lead the development of a Key Account review and planning process for senior management.
Regional Account Manager, 01/1992 to 01/1998 AB ELECTROLUX – CHARLOTTE, NC
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, Jani-King, Meijer, True Value, SYSCO, Independent Specialty
Brands Managed: 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% in the industrial and janitorial trade class by initiating end-user training focused on how to use the products efficiently and building a proactive maintenance schedule
•Recruited new sales teams and promoted key sales team members to sales management roles.
Bachelor of Science: Business AdministrationTHE UNIVERSITY OF NORTH CAROLINA CHARLOTTE
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Companies Worked For:
THE LEGACY COMPANIES
THE UNIVERSITY OF NORTH CAROLINA CHARLOTTE
Job Titles Held:
Director of Sales
National Account Manager
Regional Account Manager
Bachelor of Science : Business Administration
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