Results-focused Executive-Level Consumer / Industrial Sales Leader specializing in driving business growth, building solid teams, creating strategic initiatives, providing world-class customer service, and cultivating a strong brand image eager to offer 18+ years of experience toward maximizing an employer s bottom-line.

 

 

         Top performer who excels at analyzing consumer needs, identifying lucrative sales opportunities, defining strategies for capturing new business and developing existing client base, and attaining solid leveraging in competitive markets.

         Integral leader who contributes proven experience in large-scale operational optimization, including designing, developing, and implementing forward-thinking programs to achieve continued key growth and profitability.

         Ambitious self-starter who supports quality staff recruitment that encourages diversity, low turnover, and high company loyalty, along with building relationships with C-level executives, sales teams, business professionals, and clientele.

         Out-of-the-box thinker who offers up-to-date knowledge of products, market / industry trends, and client requirements.

 

 

Strategic Analysis / Planning    Multi-Territory Development    Project / Program Management    Team Building / Training Processes

New Business Growth    Profit / Loss Responsibility    Sales / Marketing Programs    Product Positioning / Launch

Account Development    Consultative B2B Sales    Budget / Financial Control    Best Practice Methodologies

 

 

 

Chief Marketing Officer

         Utilize broad scope of industry knowledge and dynamic business acumen toward developing annual companywide marketing plans; creating budgets; and managing all selling, general, and administrative (SG&A) expense requirements.

         Create and implement new forecasting processes, and track processes to drive financial organization-wide accountability.

         Develop innovative programs to create new business channels and promote company s abilities to expand advertising reach, along with maintaining responsibility for building collaborative OEM partnerships vital to maximizing revenue.

 

Key Accomplishments

  Successfully led top-performing sales teams to consecutive growth in 2009 and 2010.

  Secured commitment from key OEM suppliers for sole distribution of SMB UC telephone system.

  Implemented sales plans that delivered incremental $300,000 to the EBITDA line, or a 30% increase.

  Improved inventory positioning with a company forecasting procedure that attained 95% accuracy rates.

  Led the launch of a new primary site, developed an E-retail strategy, and created a monthly email program.

  Developed monthly leadership councils to promote communication of performance, issues, and solutions.

  Formed a Technology Services Group to create a strategic advantage to TDM VARs moving into the VolP space, and developed a partnership with Siemens Communications to achieve $1 million in incremental sales.

  Developed a white glove campaign to assist TDM VARs which helped drive a 200% increase in partners.

 

 

 

Director of Sales IC Retail Channel (2005 C 2008)

         Drove bottom-line results for an independent retail channel consisting of national co-ops (e.g. Ace, True Value, Do It Best, Orgill, regional wholesalers, and farm accounts, including developing targeted strategies and annual sales goals, handling all forecasting and budget development / management, and reporting channel data to corporate-level personnel.

         Built and sustained operational profits by recruiting, training, managing, and mentoring results-focused 25-member teams.

         Developed and drove channel-specific programs and created value proposition for channel vs. Big Box promotions that led to greater account participation and warehouse SKU growth, and served as a leader for an internal Big Shift strategy.

 

Key Accomplishments

  Achieved $270 million in record sales volume for 2005, and developed superior industry-leading teams.

  Created new inside sales structures and redefined account roles to increase dealer reach and penetration, along with leading channel marketing teams to initiate promotions and value for 100% channel participation.

  Consistently managed $4-million (expenses) and $2 million (promotions) under budget while leading business.

  Implemented a Big Shift strategy that led to a 75% shift of distribution to warehouse channel vs. drop ship.

 

Director of Sales Eastern Zone Independent Channel (2004)

         Strategically steered a $150-million U.S. commercial sales organization supporting Black & Decker CPT and DeWalt Industrial Tool brands, including leading four area managers and a 45-member sales team in servicing an Eastern Zone.

         Directed solutions-focused decision-making in the development of zone strategic plans, territory structure, marketing initiatives, forecasting, performance reporting, top-line sales, and account presentations to boost zone-based profits.

 

Key Accomplishments

  Developed valuable relationships with high-profile independent dealers throughout the Eastern U.S.

  Led the Eastern Zone to achieve 106% sales growth in 2004 and produce multiple Top Performer awards.

 

Director of Sales Lowe s Home Improvement Division (2000 C 2003)

         Directed consumer products and industrial equipment portfolios for CPT and DeWalt Tools divisions which produced $125 million in annual sales, including executing successful line reviews, overseeing category management, handling product forecasting, launching new products, and driving store sales goals to achieve dominance within core markets.

 

Key Accomplishments

  Recognized for job excellence with prestigious companywide Eagle Top Performer award.

  Led Lowe s Spring training shows to train seasonal staff members and developed all training materials.

  Developed and directed the first-ever Going Hog Wild seasonal campaign that delivered complete Lowe s merchant support consisting of competitive prime seasonal end cap space and double-digit sales growth.

 

 

Director of Sales National Accounts Division

         Managed an Eastern division within a $31-million region, including overseeing all national and key accounts with an emphasis on Lowe s, coordinating plans, handling presentations, creating marketing programs, and developing staff.

 

Key Accomplishments

  Played a vital role in launching John Deere lawn tractors at The Home Depot.

  Conducted Lowe s line reviews that yielded a 10% increase in item support and double-digit sales growth.

 

 

Southeast Regional Sales Manager Lowe s Home Improvement Division (1998)

         Expertly developed and managed a profit-driven sales team for the Southeast U.S. s Lowe s division, including implementing Black & Decker sales and marketing strategies, leading all field training, and managing regional calendars.

         Recruited new staff and cost-effectively managed and maintained budgets while meeting and / or exceeding sales goals.

 

Key Accomplishments

  Achieved 132% to previous year s sales volume and delivered 104% to year-end goal.

 

Southeast Event Marketing Manager (1997)

         Led a high-volume Event Marketing division for the Southeast U.S., including developing and executing consumer power tool sales and marketing strategies within national accounts (e.g. The Home Depot, Lowe s, Wal-Mart), as well as managing a team of seven marketing specialists responsible for grand openings, special events, and sales plan implementation.

 

Key Accomplishments

  Spearheaded efforts to coordinate and manage the VersaPak Racing program with a $3.5-million budget.

 

Product Marketing Manager Workmate Portfolio (1995 C 1997)

         Directed a $35-million Workmate Portfolio supported by a $3 million national advertising budget, including overseeing comprehensive product development cycles, brand positioning, product research, and merchandising activities.

 

Key Accomplishments

  Led global product development in teams and effectively launched the Silver Anniversary Workmate.

 

DeWalt Sales Representative / Regional Account Executive (1992 C 1995)

         Managed a $14-million territory of a key Southeast-based regional wholesale distributor and an indirect national broker.

 

Key Accomplishments

  Achieved a competitive President s Club award in 1994 and 1995.

  Successfully attained double-digit sales growth for four consecutive years.

 

 

Bachelor of Arts in Political Science

University of Georgia

 

Advanced Presentation Skills • Sales Processes • Financial Planning

Black & Decker University

 

Negotiate to Win

Cooper Management Institute

 

Strategic Selling

Miller-Heiman Inc.

 

Leadership Development Program

Blanchard Training, Inc.