•NATIONAL ACCOUNT MANAGER Business Development / Relationship Building / Product Management Dynamic, highly accomplished Sales Leader with proven record of increasing sales, growing market share, and retaining key customer accounts. Expertise in partnering with customers to develop solutions to business challenges and drive account expansion. Advanced communicator able to build rapport with clients, vendors, and international partners. Communicate clear short- and long-term goals to teams to promote accomplishments and attainment of organizational goals.
Apr 2002 - Present
V.P. Mass Markets
Hold full P&L responsibility for division with $700M in annual revenues and 23 direct reports. Develop and expand key relationships with national accounts, such as Wal-Mart, Target, Costco, and Sam’s Club, through email, phone, and face-to-face interactions. Communicate at all levels of client organizations, including sales, supply chain, logistics, human resources, and support staff. Prepare and review sales forecasts/budgets and manage inventory for just-in-time delivery. Oversee analysis of POS reports for sales, forecasting, and in-stock performance for all accounts. Key Achievements: • Increased sales 196% over 3 years to reach $700M annually. • Negotiated high-profile placement that grew from $100M in revenue to $1B (budgeted). • Achieved “Supplier of the Year” award with Costco (2001, 2002, 2003, 2005, 2008), Wal-Mart (2001, 2002), and Target (2002).
Jan 1996 - Mar 2002
General Manager of Sales and Marketing
Selected by President to co-manage Central Region and overhaul operations, processes, and procedures to reverse negative sales trends. Directed all sales and marketing efforts. Established and published daily, weekly, monthly, quarterly, and annual metrics to track performance across all functional areas. Improved communication among all organizational levels by increasing transparency of individual contributions and progress toward goals. Managed team of 7 direct and 130 indirect reports and $500M operating budget. Key Achievements: • Assisted in creating successful turnaround strategy for region with $3M in annual losses for 3 consecutive years, resulting in $20M in regional retained earnings. • Produced double-digit sales growth by reorganizing sales territories to provide better customer coverage to retailers, such as Menard’s, Best Buy, Office Max, Office Depot, Ace Hardware, True Value Hardware, H.H. Gregg, ABC Appliance, and American TV.
Apr 1992 - Dec 1995
National Product Manager, Audio
Drove full product life cycle of home audio products under Panasonic and Technics brand names, working closely with factory personnel in U.S., Japan, and Singapore. Defined annual multichannel distribution strategy and developed product and marketing plans. Coordinated key market surveys and dealer factory visits. Researched market needs and competitive landscape to identify market opportunities and strategic product needs. Key Achievements: • Coordinated development of more than 50 home audio products annually for major retailers, such as Wal-Mart, Best Buy, Circuit City, Target, Costco, Sam’s Club, and Home Depot. • Facilitated move to higher-end price points by launching company’s first line of THX certified products which later led to co-marketing efforts with Lucas Films organization. • Expanded product distribution by establishing network of certified dealers nationwide.