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Work experience

Vice President of Sales                                                                                                      

Dana Classic Fragrances; Deerfield Beach, FL                                                    2006 to Present

Global Sales & Marketing Strategies:  Acts as a key member of the management team, and acts as the face of the company to its customers

  • Focused efforts on targeted product launches that focused on men 22 -34 year olds
  • Focused efforts on micro-marketing and targeting of Hispanic consumers
  • Initiated a “Go Green” strategy to reduce packaging and hazardous materials in our products

Market Share & Revenue Growth:  Developed key initiatives that drove market share and EBITDA

  • When faced with SKU count deterioration, we launched 3 new fragrances that gained acceptance at retail and proved integral to increasing our market share
  • When faced with the challenge of finding room to grow in a saturated category where we had no presence, we focused our marketing efforts behind products that targeted Hispanic consumers.  This effort led to the introduction and placement of products which increased revenue $1.5M
  • Instituted the development and utilization of category management tools to analyze our business – this resulted in the development of a index that could be used to rank each item on a modular and compare it against all items in every modular.
 Leadership & Organizational Alignment:  Led sales organizations realignment and cultural realignment within the organization
  • Organized sales around channels of distribution instead of the random assignment method that previously existed
  • Dispelled a culture of blame and finger-pointing and replaced it with a can do attitude that celebrated achievement and did not spotlight mistakes

Key Customer Relationships:  Wal-Mart, Kmart, Target, Sears, CVS, Rite-Aid, Walgreens, Big Lots

National Sales Manager

Orian Rugs; Anderson, SC                                                                                          2004 - 2006

Global Sales & Marketing Strategies

  • Focused efforts on expanding the reach of our OEM product distribution
  • Focused efforts on the introduction of new fibers and new constructions that would expand market reach
Market Share & Revenue Growth
  • Expanded customer base growing revenue by over 13%
  • Instituted the development and utilization of category management tools to analyze our business
Leadership & Organizational Alignment
  • Organized sales around channels of distribution
  • Focused sales approach on fact based selling

Key Customer Relationships:  Wal-Mart, Kmart, Target, Lowes, Home Depot, Bed Bath & Beyond

National Accounts Manager

Fiskars – Home Leisure Division; Orlando, FL                                                            2002 - 2004

Global Sales & Marketing Strategies

  • Focused efforts on expanding the reach of our OEM product distribution
  • Developed new products to micro-market into specific store demographics
  • Focused efforts on the introduction of new constructions that would expand market reach
  • Focused marketing strategy behind the development of Martha Stewart Branded products

Market Share & Revenue Growth

  • Expanded customer base growing revenue by over 14%
  • Placed mat programs that focused on demographic information impacting stores, led to an additional $6M in sales and a 20% jump in market share
  • Instituted the development and utilization of category management tools to analyze our business

Leadership & Organizational Alignment

  • Hired key service groups to execute programs in-store
  • Re-organized supply chain from domestic manufacturing to overseas production of key items

Key Customer Relationships:  Wal-Mart, Kmart, Target, Lowes & Home Depot

National Sales & Business Development Manager

Totes>>Isotoner; Cincinnati, OH                                                                                  1998 - 2002

Global Sales & Marketing Strategies

  • Focused efforts on expanding into new product categories
  • Focused marketing strategy behind the development of Harry Potter Branded products
  • Focused efforts on the introduction of new products that would expand market reach and allow us to sell other customers in different channels of distribution

Market Share & Revenue Growth

  • Expanded customer base growing revenue by over 5%
  • Placed children’s rainwear programs that broadened distribution into new channels and customers
  • Launched new packaging initiative to re-brand our products at mass retail

Leadership & Organizational Alignment

  • Led the merger of two marketing and sales organizations into one powerful and marketing machine
  • Focused sales approach on fact based selling
  • Hired key service groups to execute programs in-store

Key Customer Relationships:  Wal-Mart, Kmart, Target, Avon, Military

Director of Sales

Winchester Ammunition; East Alton, IL                                                                      1995 - 1998

Global Sales & Marketing Strategies

  • Focused efforts on expanding into new product categories
  • Focused efforts on the introduction of new products that would expand market reach

Market Share & Revenue Growth

  • Expanded customer base growing revenue by over 10%
  • Developed and placed co-branded products that expanded distribution and added to Winchester’s credibility as a product development and environmentally conscience manufacturer
  • Launched new packaging initiative to re-brand our products at retail

Leadership & Organizational Alignment

  • Led the development of a sales force that grew from 4 to 85 members
  • Led a re-organization of our “go to market” strategy that change our focus from reactive to proactive selling
  • Hired key service groups to execute programs in-store

Key Customer Relationships:  Wal-Mart, Kmart, Sports Authority, various distributors and small retailers

Vice President of Sales & Marketing

Red Ball; Louisville, KY                                                                                              1994 - 1995

  • Successfully led the stabilization of a financially ill company and successfully completed the sale to LaCrosse Footwear

Key Customer Relationships:  Wal-Mart, Kmart, Dicks Sporting Goods, Sports Authority, various small retailers

Vice President of Sales & Marketing

Endicott Johnson Footwear; Endicott, NY                                                                    1992 - 1994

Global Sales & Marketing Strategies 

  • Focused marketing strategy behind the development of Fuzzy Zoeller and Nancy Lopez Branded products
  • Focused efforts on the introduction of new products that would expand market reach and allow us to sell other customers in different channels of distribution

Market Share & Revenue Growth

  • Expanded customer base growing revenue by over 15%
  • Launched new packaging initiative to re-brand our products at mass retail
  • Expanded distribution in Canada through the addition of new retail partners

Key Customer Relationships:  Wal-Mart, Kmart, Target, Sports Authority, various small retailers

Manufacturers Sales Representative

G.J. Manning & Associates; Jessup, MD                                                                      1983 - 1992

 Sales Strategies: 

  • Focused efforts on expanding account base
  • Called on retailers in Maryland, Virginia and the District of Columbia

Market Share & Revenue Growth: 

  • Expanded customer base to include additional retailers not previously serviced by G. J. Manning, growing revenue by over $2M
  • Placed programs that broadened distribution into new channels and customers

Education

Aug 1979May 1983

BA

Western Maryland College

Skills

Marketing & Sales
Global Marketing Strategy Market Share Improvement Brand Strategies Channel Marketing Margin Improvement Sales Leadership National Accounts Strategy Revenue Growth  

Brand Portfolio

An Example of My Work

CV Cloud

Objective: Senior Marketing and Sales Opportunity

A hands-on leader, with an entrepreneurial-ownership attitude, who believes remarkable sales & marketing leaders:

  • Create personalized brands, rather than “off the rack” strategies, requiring new sales & marketing approach.
    • Consumers don't do what they are supposed to do anymore.  They do what they want to do.
    • They don't buy the product in the places you thought, they experience brands on their own terms and in their own way.
  • Develop brands that communicate beyond the product’s utility by focusing on the retailer and consumer’s perceptions.
    • Consumers arre harder to reach and more difficult to convince, so brand connection has to be ingrained in the consumer.
    • Price is a primary purchase determinant, but the search can and must be about more than price.
    Create products that satisfy a need not just create a want.

SKILLS

Sales Management

National Account Management

Global Marketing StrategyMarket Share ImprovementBrand StrategiesChannel MarketingDistribution ManagementRevenue Growth Margin ImprovementBudgeting Forecasting

Microsoft Office Expert

Ken's Professional Profile

  • A broad gauged, well read, and diversified individual.  A quick study. 
  • Can zero in on the important and relevant and has a unique ability to spot the subtleties and nuances within a complex issue.  He can strategize how to proceed on a matter and quickly identify what is on the critical path. 
  • Excellent creative problem solving skills.   
  • Versatile with others.  Sticks to the path and he does not deviate far from standard operating procedure.  Perceptive and observant of people with a good capacity to tune in.  Can size up others. 
  • Works well in both a structured setting and in an autonomous environment. 
  • Strong analytical skills and good deductive reasoning abilities, with the capacity to arrange a plan, even assemble the more complex components needed to strategize a course. 
  • Good capacity to crunch the numbers.  This offers the capability to recognize a business opportunity when a rapid review of the numbers is required. 
  • Computer-proficient performer with expertise in MS Windows, MS Office (Word, Excel, PowerPoint, Access, Outlook), and Retail Link.