Human Asset Management

Business Development Director (Open Relo)


BUSINESS DEVELOPMENT DIRECTOR

 

SUMMARY


Sales, marketing, and business development professional with more
than 27 years experience in account management, consultative
sales techniques, client presentations and selling the value of
the partnership.  Proven track record of growing a business, and
exceeding sales targets. Ability to utilize knowledge in areas of
strategic marketing and advertising, personnel training, budget
development, inventory and logistics. Proven ability to develop
client base and consistently achieve solid sales results.     
Recognized for achieving the most challenging objectives in both
expanding and recessionary economies.   Background includes:

-  Strategic Sales Planning
-  Product Positioning
-  Staff Training and Development
-  New Product Launches and Promotions
-  Tactical Market Plans
-  Strategic Sales and Market Planning
-  SWOT Analyses
-  Business Plan development
-  Territory Expansion and Maintenance
-  Customer Relations and Retention
-  Tracking Results
-  Sales Forecasting
-  Trade Shows/Event Planning
-  Sales Strategy Development and Execution


PROFESSIONAL EXPERIENCE


Major Tire Manufacturer      (1979 – 2007)              


Account Manager - Large Regional Retailers (2001 – 2007)

Responsible for all aspects of Sales, Marketing, and Business
Development with large regional retailers in the Southern
California market.  Worked as liaison between customers and
corporate departments in Sales, Marketing, Supply Chain, Finance,
Real Estate, Advertising, and Brand Management.  Developed and
executed plans and strategies to grow the business and create a
partnership relationship with customers.

-  Established and implemented sales strategies to grow annual
   sales volume from $2.8 to $20 million.
-  Traced variety of data to forecast buying trends that led to
   improved inventory turns from 6 to 8 turns annually along
   with improved cash flow.
-  Coordinated in-store promotional activities and off-site
   special events to increase average per day unit sales from
   17.9 to 28.4, a 70% increase.
-  Analyzed competition, market positions, product lines and
   service levels to provide input to marketing strategy,
   process changes, and operations to increase cars per day and
   customer satisfaction index.
-  Forecasted demand patterns and revisions where necessary to
   maintain inventory control.  Worked with supply chain team
   to improve fill rates and manage inventory by sku.
-  Trained staff in new programs, policies, promotions and 
   product information to increase sales productivity per
   associate by increasing unit sales and improve mix of
   premium product sold.  Premium product sales grew from less 
   than 8% of sales to 20% of sales.
-  Created a product screen matrix for all product groups to
   identify inventory stocking strategy, stocking levels, and
   opportunities to grow the business by adding sku's.  Grew
   20" tire business by 200%,
-  Grew share of account from 21% to 70% by adding product
   lines at the expense of competitive products.


Dealer Sales Manager (1992 – 2001)

Member of regional sales team working with independent consumer
and commercial retailers to increase sales, gain market share and
improve profits.  Interacted with both dealer's sales staff and
end users to enhance product position and gain incremental sales
at the expense of the competition.

-  Developed and implemented sales and marketing programs for
   dealers that lead to increase sales exceeding AOP unit and
   dollar objectives by an average of 108% over an 8 year
   period.
-  Delivered sales presentations, seminars and training classes
   to clients and sales associates to increase sales skills,
   launch new products and to communicate new sales techniques
   and processes.
-  Responsible for managing sales, financing, marketing,
   advertising, and promotional activities, along with
   inventory for 11 independent dealers with over 40 retail
   locations.
-  Attended trade shows, seminars, and channel partner events
   to assist dealers in expanding brand awareness, outlet
   branding, and drive customer intent to buy.
-  Analyzed customer volume during a 12-month time frame and
   developed strategic plans that targeted specific product
   offerings, telephone sales techniques, sell up strategies
   and traffic flow.  Thus increasing customer base, daily car
   count and increasing sales volume on a per outlet basis.


Earlier Experience (1979 – 1992)

Held a variety of increasingly responsible sales management
positions to include: Certified Auto Service Supervisor, Retail
Standards Analyst, Retail Stores District Manager, Territory
Sales Manager, Store Manager, and Retail Sales Manager.


EDUCATION


University of Pittsburgh, Pittsburgh, Pa, 1979
Political Science, minor in Economics

Sorbonne, Paris, France 1976
French

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