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Senior Sales Executive

Top-Producing Senior Executive with 18+ years’ experience leading sales, marketing and sales operations spanning small technology startups to large multi-billion dollar food and beverage corporations both nationally and abroad—generating millions of dollars in growth. Successful building, reorganizing, and leading high-powered sales teams to deliver maximum revenue performance across global and U.S. market territories. Excel at defining and aligning sales vision, strategies, and processes with corporate goals to achieve sustainable growth. Team builder with proven track record devising and executing go-to-market B2B/B2C strategies to evolve and grow firms as market leaders. Highly effective leveraging customer relationships, negotiation skills, and performance tracking tools to competitively position firms for global market dominance.

Core Leadership Competencies

·New Business & Market Development

·Global Sales Operations Management

·B2B & B2C Sales Strategy Implementation

·Product Mix & Pricing Strategy Execution

·Cross-Functional Team Leadership & Development

·Performance Analysis / KPIs / Metrics

·Leveraging Key Client Relationships

·Market Identification / Qualification / Penetration

Work experience

Aug 2005Apr 2009

Executive Vice President Sales & Marketing

Micro Target Media

$40 million technology startup and leading global provider of technology-enabled market research.

Executive VP of Sales & Marketing

Selected to build and lead sales and marketing operation from scratch for new technology startup with three divisions supporting advertising, technology, and print services. Oversaw strategic sales planning and execution, online/traditional marketing initiatives, CRM system, public relations, pricing strategies, advertising, sales collateral, territory account management, negotiations, and P&L analysis. Managed 16-member global sales and marketing team. Devised and executed marketing and sales strategies to target customer base and position products for growth. Created and managed advertising network.

·$1.3 million single-source agreement secured by creating and negotiating mutual win-win solution with Fortune 50 manufacturer to drive sales growth for their commercial and retail product lines.

·67% increase in revenue growth attained by developing and implementing strategic market analysis and plan to successfully market and launch core technology product line.

·Recruited and led high-performance 13-member executive sales and marketing team to aggressively identify, target, and penetrate key market territories—competitively positioning firm for profitable growth.

·Generated significant sales growth by successfully negotiating exclusive multi-year client agreements with top industry leaders that included GM, Disney, NASCAR, Toyota, and worldwide leading agencies.

·Designed and implemented go-to-market product offering and pricing for three divisions supporting $40 million organization.

·62-partner network with 536,000 global advertising structures/properties secured by leveraging B2B/B2C strategies and negotiations to establish long-term agreements with key industry and category leaders.

Jan 2003Aug 2005

Director Sales Operations Home & Office Zone Asia Oceania

Nestle Waters

World’s largest bottled water company with annual sales exceeding $9+ billion.

Sales Director, Asia-Oceania Home & Office Operations (2004–2005) / Home & Office Advisor (2003–2004)

Promoted to lead sales operations supporting B2B and B2C efforts for bottled water home and office products throughout entire Asia-Pacific. Built and managed global sales team comprised of six direct/indirect reports. Created and managed home and office product segment with accountability for sales, distribution models, best practices, growth strategies, forecasting, training, new business development, franchise agreements, and global account management. Developed and implemented two global direct sales call centers and CRM systems. Directed creation, change management, and improvement of franchises, wholesalers, company-owned DSD, acquisitions, and joint ventures. As Home & Office Advisor, managed 17 direct/indirect reports based in Seoul.

·$151 million in sales generated by establishing and maintaining sales and distribution models to build and expand market growth for water division in record time.

·$1.7 million revenue growth realized by crafting and implementing sales and distribution JV models with Suntory and Coca-Cola as part of successfully redesigning Japan and Indonesia home and office division.

·Achieved #1 market share in Vietnam and Pakistan and #3 market share in South Korea and Indonesia by developing, tracking, and managing global sales performance standards and KPIs to identify and seize opportunities for improvement.

·41% increase in sales with 10% market share delivered by leading efforts to assimilate and integrate a JV company with firm’s corporate culture that included introducing a go-to-market strategy to penetrate and grow in South Korean markets.

·33% organic growth rate attained by creating a direct sales team to vigorously target and secure a profitable customer base.

Sep 2000Feb 2003

Division Sales Operations Process Manager

Nestle Waters

Divisions Sales & Operations Manager (2000–2003)

Led sales operations and service teams supporting a home and office division serving markets nationally and throughout Florida with revenues exceeding $78 million. Managed 22-member team. Directed business development, customer acquisition/retention strategies, sales planning and execution, new product introductions, supply chain/inventory management initiatives, procurement, and P&L performance. Boosted forecast accuracy and order fulfillment by 41% by creating a sales inventory management process.

·$43+ million in cost savings produced by establishing a route reengineering process based on sales profitability and operational metrics.

·$1.5 million revenue with 2% improvement in customer retention by leveraging customer acquisition and retention strategies to obtain national Best-in-Class status in all key sales service indicators for two consecutive years.

·Surpassed small package and cup distribution targets that resulted in revenue increase of 25% and 18.4%, respectively.

·Exceeded sales profit plan by $531,000 and achieved 19.4% profit margin by introducing a B2B/B2C sales strategy that positioned division as #1 in sales performance nationally.

·Achieved 98.7% target on 1.3+ million in sales commitments by establishing National Service Management System to effectively analyze, track, and manage all sales and customer commitment indicators, ensuring maximum sales performance.

Jan 1998Sep 2000

Director of Sales Operations

World-leading food and beverage company with annual revenue exceeding $43 billion.

Director of Sales Operations (1998–2000)

Promoted to reorganize and manage sales operations for new division of Pepsi Cola Indiana with oversight for the P&L, territory/account development and management, merchandising, channel management, distribution, sales performance, new product introductions, route engineering, sales forecasting, training, and union negotiations. Developed and managed 12 direct reports and 340-member team. Consistently outperformed sales plan on $17 million cost budget. Successfully negotiated five-year labor agreement to establish sales policies and performance development processes.

·Exceeded channel sales targets including food service by 30%+, supermarket by 46%+, and small format by 24%+ with $100+ million in sales by reorganizing and leading 352-member direct sales team to drive sales volume and growth.

·Increased NOPBT 73%, sales volume 13%, and marginal contribution 7% by developing and implementing B2B/B2C sales strategies to target and penetrate distribution channels throughout key markets.

·23% revenue increase versus previous year garnered by launching vending and food service initiative across operations.

Dec 1996Jan 1998

Territory Developement Sales Manager

Managed territory development functions with 31 direct reports and $18 million in sales. Oversaw P&L performance, territory sales planning and execution, marketing and sales targets, channel development/management, marketing agreements & negotiations, new product distribution, route performance, trade spending, account/brand management, sales team training/development.

·Realized 30% reduction in breakage and out-of-date product loss as well as ranked #1 in the country for accomplishing record-breaking sales volume and net price gains.

·Achieved #1 ranking in production distribution goals by leading 30+ member cross-functional team to identify and secure distribution channels that included every segment of trade (mass, supermarket, convenience, drug, education, on-premise).

Jan 1994Dec 1996

Market Development Sales Representative

Led market development efforts that included implementing supermarket and mass channel strategy across Southern Ohio for firm’s largest accounts. Managed five account development managers with oversight for price/trade-spend optimization, chain marketing agreements, category management, sales incentive programs, sales team development/training, and forecasting.

·$49 million in sales growth for supermarket channel representing increases in volume by 10% and profitability by 11% realized by devising and rolling-out pricing strategy and marketing/incentive programs to position firm for market dominance for two consecutive years.

·Consistently achieved sales targets versus forecast within variance of 3%, placing Dayton operation in top three markets in country for sales forecasting accuracy.

May 1990Jan 1994

Career Note:

Previous PEPSICO Positions prior to 1994

Account Development Representative, On-Premise Manager, Account Manager






John Carroll University


Donte Scott

“Tim has been a valuable resource and a consummate professional. From concept to final output, he always strives to deliver quality on time. Tim is able to think outside the box and willing to go the extra mile to provide excellent value.”

Ian Hessel

“Tim is a driven, intelligent and very personable business professional that drives teams to succeed. The global perspective he brings to business issues is invaluable in arriving at decisions that forward the interests of business stakeholders. When faced with limited resources or other common issues, he is invariably able to come up with a viable solution using creative approaches. Tim will roll up his sleeves and get the job done in the trenches with his team and is equally comfortable in the board room interacting with investors.”

Paul Mocho

“Tim is a highly talented sales and marketing professional. His work ethic and integrity are second to none. I grew as a salesperson under Tim's direction and am thankful for the mentorship he provided me. He has a unique concentration on the customer, which enables him to focus his team's efforts on those things that matter most. He's a strong leader who earns the trust and respect of all those around him by demonstrating his commitment to success everyday.”

Kristin Maclellan

“I had the pleasure of working with Tim Dugan for over three years at MTM. Tim always demonstrated a very strong commitment to build value in the Company. While he had a host of great ideas at the same time he was always willing to listen to others resulting in collaborative working relationships with both his colleagues and direct reports. His attitude could not have been more positive, his commitment could not have been stronger and his dedication was unmatched. While building sales and relationships Tim never lost sight of the importance of the value equation ensuring the sales in his group contributed to the bottom line of the organization as well as the future growth. Tim is a highly organized, focused and self -driven individual and would be an asset to any Company he joins.”

Tim Trant

"I HIGHLY recommend Tim Dugan as a prospective employee due to his tremendous business skills that enable him to exceed goals and expectations. Most impressive include his financial acumen, marketing prowess, and interpersonal skills that allow for selling and managerial success. Over the past 20yrs, Tim and I worked together in the same department, as peers in different divisions, and as a customer/potential supplier relationship. I can say without exception that both fellow Pepsi employees and customers would support my abovementioned comments based on previous working relationships with Tim. I can be reached for any additional insights at 847-598-2905.

Richard Porter

"I worked with Tim Dugan from August of 2005 through December of 2008 while I was President of Micro Target Media. I've also enjoyed the pleasure of having him as a personal friend for over 40 years. As such, I feel I am adequately qualified to provide an assessment of Tim in both a business and personal domain. As a businessman, Tim has an unsual skill for connecting easily with people. This makes him a natural both in managing people and negotiating opportunities. Tim is strategic in his thinking but extraordinarily rigorous in the daily application of his work ethic. Above all else, Tim is comitted to his mission and loyal to his team. He brings energy and passion to his work and has natural team leadership skills. As a leader, Tim is fair but firm. On a personal level, Tim is honest and compassionate. His life revolves around his family. As old-fashioned as it may sound, Tim's word is his bond. He shows up on time and keeps his word. I look forward to working with Tim again in the future and give him my highest personal endorsement.