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Management Executive
Dynamic and motivated Executive Professional with over 30 years of
experience in a wide variety of settings. Adept at working effectively with
teams at all levels; also excels autonomously. Adapts in high-pressure and
ever-changing work environments that demand strong attention to detail.
Seeking a Vice President, General Manager or Chief-level position with an
innovative company that is poised for success and committed to employee
advancement.
Areas of Expertise
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|Customer Service & |Pricing Methodology |Purchasing & Inventory |
|Satisfaction |B2B, E-Commerce & Phone |P&L Responsibility |
|Manufacturing Operations |Sales |Documentation & Reporting |
|Strategic Planning/Analysis|Training & Development |Negotiation Tactics |
| |Staff Supervision |Database Management |
|Retail Management |Time Management & | |
|Budgeting & Forecasting |Organization | |
Key Skills Assessment[pic]
Revenue Growth - Skilled in driving revenue growth and generating profit
for companies in various sectors; possesses keen ability to increase sales
numbers.
Interpersonal Communication - Committed to providing clients with
beneficial products and services. Talent for establishing trust-based and
lasting relationships with stakeholders, coworkers and important parties at
all levels.
Professional Experience
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GIGAPARTS, INC., Huntsville, AL 2012 - Present
Vice President/General Manager
. Manage several divisions within an innovative IT and Communications
Solutions company including, manufacturing, retail, B2B, e-commerce and
telephone sales
. Assume full P&L responsibility for three divisions, totaling $12MM
. Hire and train qualified Sales Representatives for B2B in order to pursue
SMB and enterprise-level prospects; have used the Sandler Training Group
numerous times; trainers modify the behavior of the new hires to overcome
deficiencies
. Increased the number of B2B customers by threefold in 12 months and by
29% during each of first two years
. Developed pipeline/CRM approach utilizing pipelinedeals.com website
. Created new products including VOIP communications systems, digital
signage, IT security/services and computer hardware service; looked for
products and services that were complimentary technology related products
for core business; conducted researched and looked at market information;
launched products to current customers as well as prospects
. Revamped store layout to maximize profit; placed high margin products in
high traffic areas of store; improved gross margins by four percentage
points in the first month
FLORIDA SUN PRINTING COMPANY, Callahan, FL 2009 - 2012
Vice President/General Manager
. Took on full P&L responsibility for a cold-web printing company; totaled
$14MM
. Rebuilt the Sales Team and hired and trained a new Sales Manager; assumed
sole responsibility for recruitment, hiring and training the group of new
hires, which yielded positive results
. Reduced material spoilage and waste by 8% using Lean techniques
Vice President/General Manager (Continued)
. Established an Inside Sales function to allow the company to develop
prospects and handle small accounts
. Revamped company website for search engine optimization; resulted in a
32% increase in quotes
. Grew an existing major account by 400% in the first month on the job;
raised levels of contact within the customer's organization to C-level
and explained how company could add value to the business relationship;
the Vice President raised the relationship level to sole supplier for
company's products line
. Pursued accounts that were lost; brought back three accounts in 45 days;
established trust-based relationship with former customers because they
valued the benefits that were offered if accounts were to be reinstated
. Solidified relationship with an "A" class account and became the vendor
of choice for their franchises; further developed the value stream and
served as account's Technical Advisor
CONSOLIDATED PRODUCTS, INC., Knoxville, TN 2005 - 2009
Vice President, Sales & Marketing
. Oversaw marketing and promotions for a flexo, digital and offset
label/flexible packaging company; products included RFID tags,
software/consulting, thermal transfer printers and related items
. In first three years with the company, increased sales 21%, 27% and 23%,
respectively
. Researched and launched new products and markets; achieved a 39% gross
margin on these segments
. Led Sales Representatives to focus on value-added relationships with
industrial manufacturers instead of food, beverage and other commodity
markets
. Developed and revised sales strategies and tactics to pursue industrial
manufacturer label segment; reassigned territories, eliminated select
target industries and pursued interests where competition was less
fierce; yielded improvements to gross margin by five points and sales by
14%
. Streamlined order entry process; decreased the number of touches by
different people and eliminated unnecessary steps; reduced order entry
time by 25% and customer service costs by 11%
. Served as Governmental Affairs liaison for company with industry
association; attended industry meetings and voted company's position on
topics including air scrubbers and labor matters
. Devised accurate and detailed forecasting model that enabled company to
make fruitful revenue flow decisions
BEARD PRINTING & PUBLISHING, York, PA 2002 - 2005
General Manager/Sales Manager
. United, led and motivated the management team for a printing, publishing
and direct marketing company; products included commercial printing, POP,
postcards, brochures, booklets, magazines, catalogs and folders
. Managed all aspects of the company including full P&L responsibility;
totaled $10MM
. Improved delivery times by 22% through the utilization of several Lean
tools including 5-S and Kaizen
. Grew an existing account of $100K to more than $1M in first year
. Made sales calls with Sales Representatives to close new business;
resulted in increased revenues
. Grew new markets including direct mail; refocused sales team to spend
less time on unproductive markets and focused on mail initiative;
resulted in a sales increase of 17%, higher margins and added value
. Developed and expanded mailing offerings including tipped-on mailers,
shrink-wrapped multi-piece mailers, special fold and 3D mailers;
increased sales by 9% in first year with Beard
. Used Lean techniques to reduce waste and rework processes; yielded 3%
sales increase in first year with Beard
ADDITIONAL EXPERIENCE
. Vice President, Sales & Marketing, METROWEB, Erlanger, KY (1995 - 2001)
. Vice President/Chief Operating Officer, United Litho, Falls Church, VA
(1991 - 1994)
. Vice President, Sales & Administration, United Litho, Falls Church, VA
(1988 - 1991)
. Vice President, Administration & Human Resources, United Litho, Falls
Church, VA (1986 - 1988)
. Director, Marketing Administration, Cadmus Communications, Richmond, VA
(1982 - 1986)
Education & Training
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Master of Science, Shippensburg University of Pennsylvania
Bachelor of Arts, York College of Pennsylvania
Lean Certifications, Rochester Institute of Technology
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