Professional with over 20 years of combined sales, logistics, management, business and product development success. Experience includes: multiple business unit management with teams ranging from three to 198 team members, specialized contract service manufacturing, pharmaceuticals, consumer packaged goods, supply logistics and analytics. Successes include developing new business relationships, face-to-face sales, process improvement and exceeding metric expectations. I utilize a combination of soft skills, analytics, financial experience and sales acumen to develop and sustain long-lasting partnerships while constantly identifying, fostering and realizing new channel opportunities. Passionate about sales, continuous improvement and creating value for all stakeholders. I am the candidate that will build relationships, manage teams, increase sales, provide exceptional customer service, increase profitability and positively contribute to the continued growth of your company.
- New business partner and legacy account development.
- Long sale cycle customer acquisition and relationship management.
- Contract development and negotiation expertise.
- Extensive experience with PL statements, AR, AP and accounting principles.
- Proficient with multiple CRM, Infor and SAP applications.
- Exceptional customer service skills, including active listening, identifying needs and creating value.
- Highly analytical, using metrics and systems to validate strategy, performance and business opportunities.
- Conversational in German, understanding of Spanish.
Las Colinas, TX, 06/2020 - 12/2021
- Drove growth of 2021 diversified portfolio from $25M to $32M in total revenue.
- Coordinated customer requests and internal R&D capabilities resulting in over $2.2M in new 2021 business.
- Successes included developing new contract service manufacturing and consumer packaged goods partners.
- Continuous PL, margin, market and sales metric analysis to identify opportunities, develop solutions, create internal and external stakeholder value and grow sales.
- Secured contracts for an additional $4.8M for new contract services, pharmaceuticals and branded business in 2021.
- Successfully negotiated 2022 average 6.5% price increase across all customer segments while maintaining positive partner rapport.
Sunrise, FL, 03/2018 - 05/2020
- Increased total portfolio revenue from $8.3M to $11.4M primarily in Pharma and Branded sales
- Enlarged Healthcare products sales footprint from regional Southwest and Northwest markets to national markets through development of new strategic distributor partnerships
- Drafted, negotiated and implemented new supply contracts for the three highest revenue and margin accounts
- Developed Private Label guidelines for vetting new prospects and revenue dependent on capacity, capabilities and annuity potential
- Within eight months, increased Private Label sales from $350K to $780K
- Through market analysis developed new domestic distribution strategy saving $500K in COGS.
Kansas City, MO, 06/2017 - 02/2018
- Responsible for Canadian CPG branded market
- Increased Canadian market penetration growing sales from $520K to $1.1M in less than six months
- Renegotiated supply contracts and pricing to increase both top line and volume sales
- Developed Healthcare Market collateral to be used for business solicitation and presentations.
City, STATE, 01/2014 - 05/2017
- Awarded “Manager of the Year” and “Best Operating Store” for NW region
- Exceeded sales, margin and operating profit expectations
- Grew sales by 3.6%, 8.5% then 13.2% each respective year
- Championed and integrated e-commerce platform at store level
- Resulted in our unit capturing 68% of all online sales for 13-unit district
- Propelled store into top 2% in 15 out of 15 sales metrics for 1605 stores
- Accomplished this through improved sales training, relationship building, aggressive prospecting, and providing exceptional customer service
- Recaptured market share through competitive pricing adjustments and product line extensions, increasing average sales transaction 11% and total transaction counts by 7%
- Established channels with local suppliers to decrease COGS while increasing margins
City, STATE, 01/2009 - 12/2013
- Simultaneously managed multiple departments consisting of 95-198 employees in Replenishment, Order-fill, Inventory Control, Receiving, Maintenance and Shipping departments
- Responsible for outbound supply chain management for 309 Tractor Supply Stores in the Northeast and Mid-Atlantic region
- Facilitated successful Warehouse Management System integration and training at Hagerstown, MD and Macon, GA Tractor Supply Distribution Centers
- Established, authored, presented then implemented standard operational procedures and training manuals for team member development
- Resulted in standardized processes and increased team member knowledge of WMS applications and functionality
- Developed cross-functional teams for maximized labor utilization
- Championed for and executed new Labor Management metrics to increase production transparency and high performer retention.
- www.linkedin.com/in/jwClaire787
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School Attended
- Oregon State University
- Portland State University
- KEDGE Business School
- University of Oregon
Job Titles Held:
- National Business Development Manager
- National Account Sales Manager
- Regional Sales Account Manager
- Retail Operations
- Operations Manager
Degrees
- M.S
- M.B.A
- Diplome' International M.B.A. Program
- B.A. Cum Laude
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