RESUME: DYNAMIC GENERAL (SALES/OPS) MANAGER
JOHN DORTON
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Resume # : 10867
Header : DYNAMIC GENERAL (SALES/OPS) MANAGER
Date : July 15 1997
Name : JOHN DORTON
Address : 113 MARINA BAY COURT
HIGHLANDS, NEW JERSEY 07732
Country : USA
Phone # : (732) 872-6476 Fax # : (732) 872-6476
Email : JJDo...@aol.com
Resume
JOHN J. DORTON
113 Marina Bay Court Home: (908) 872-6476
Highlands, New Jersey 07732 Fax: (908) 872-6476
A senior level manager with extensive general management experience coupled with a strong sales, marketing and operations background. Full profit and loss responsibility for $100,000,000+ business units with a proven record of sales and financial business turnarounds, new product/service introductions and sales force rebuilding.
Particular Strengths:
· A documented history of sales, margin and return on investment growth.
· Process re-engineering to streamline operations, introduce efficiencies in distribution and manage the transition from traditional compensation to a team-based system.
· Strategic planning to effect successful operational business turnarounds in both union and non-union environments.
· Extensive experience in developing and implementing sales and marketing strategies, new product/sales introductions as well as creating and developing high quality sales and operations teams.
EXPERIENCE
IRON MOUNTAIN INCORPORATED, Boston, MA 1996 - Present
Regional Vice President
Recruited to join Iron Mountain, America’s largest records management company, to effect acquisition integration in the New York/New Jersey area; expand market penetration and rationalize all aspects of distribution to drive comparatively high costs out of the business unit.
· Sales growth of 16% net of any acquisition activity, excluding the addition of two major national accounts totalling nearly 500,000 incremental units of projected annuity storage revenue.
· Merged two inefficient distribution units with a recent acquisition property resulting in a net savings of over $1,200,000 while providing improved cycle time and greater customer satisfaction.
· Reorganized sales force and focused on expanding the role of the Key Account Manager to increase sales volume and profitability of accounts already in-house due to the long sales cycle and extremely high acquisition cost of significant new clients. Recruited a group of professional sales/account management people able to function effectively in a decentralized environment.
RECORDS MANAGEMENT SERVICES, Chicago, IL 1994 - 1996
Vice President
Member of executive committee determining overall strategic, financial, operational and marketing direction for the corporation. Responsible for the creation of a strategic sales and marketing program for the U.S.; development of a corporate sales/telesales group; and customer-related activities in 16 locations.
· National sales growth of 22% net of any acquisition activity.
· Reduced cost of sales by 21% through selective staff reduction as well as new incentive-based sales compensation plan focused on development of long term customer relationships and retention.
· Improved first year new account profitability by 11% through use of internal rate of return measurement criteria prior to account acquisition/implementation.
· Created and implemented a successful strategic marketing plan and subsequently introduced new programs to present corporation as a true national provider.
· Reorganized sales force utilizing Key Account Manager concept in lieu of traditional hierarchical approach. Recruited a group of professional sales people able to function effectively in a more decentralized environment.
· Automated sales force and developed laptop presentation modules and remote order entry/information system access software for customers and sales group.
John J. Dorton Page Two
UNITED STATIONERS INCORPORATED, Chicago, IL 1992 - 1994
General Manager
Recruited to join United Stationers, the nation's largest wholesale distributor of office/computer supplies and furniture, for a twofold purpose: to revive an inefficient distribution center from an operational standpoint, and to maintain preponderant market share while improving profitability.
· Increased sales by 12.7% in the first year versus an industry category average of under 8% while reducing sales personnel by 12% and operations staff by 9%.
· Increased the delivered line fill rate to customers by nearly 6% through creation of a dedicated interdivisional transportation system and increased utilization of locally maintained and operated freight consolidation program.
· Developed and implemented sales “team” approach for all major clients improving account penetration and refocusing sales compensation toward net margin.
· Revamped distribution center supervisory staff in initial movement toward self-directed work teams in an organized labor environment. Increased distribution center productivity by 19% and office productivity by 24% (cost of goods sold per paid hour).
· Successfully implemented the concept of “gainsharing”, a productivity-indexed compensation system for union employees.
BOISE CASCADE OFFICE PRODUCTS, New York, NY 1988 - 1992
General Manager
Joined Boise Cascade Office Products as General Sales Manager for a paper distribution subsidiary. Promoted to Assistant General Manager and, subsequently, to General Manager. Asked to accept responsibility for office products sales and distribution operations for the New York metropolitan region.
· Increased sales an average of 16.7% per year. This was in contrast to the then industry category average of under 9% - while maintaining the same number of sales and operations personnel.
· Increased operating income to 9% return on sales with a corresponding pre-tax return on total capital invested of over 80%.
· Increased line fill rate to 96.7% from 92.4%; inventory turn to 7.1 from 5.9, and return on working capital by 19%.
ANDREWS/NELSON/WHITEHEAD, Long Island City, NY 1974 - 1988
President
After Andrews/Nelson/Whitehead was sold by Boise Cascade to a group of private investors, served on a loaned basis to aid in the transition from public to private ownership.
Responsible for the operation of what became a $72 million international paper distribution firm. Markets served included printing, publishing and writing papers for the United States and specialty art papers sourced and sold on an international basis. Increased sales by 35.8% over a 19 month period. Increased operating income by 41% through selective cost reductions coupled with a change in sales emphasis/mix.
ANDREWS/NELSON/WHITEHEAD, Long Island City, NY
(A Boise Cascade Division)
General Manager (1981-1986)
Assistant General Manager/Operations (1978 - 1981)
General Sales Manager (1974 - 1978)
BERGSTROM PAPER COMPANY, New York, NY 1971 - 1974
Eastern Regional Manager
EDUCATION
Drew University, BA Degree
New School for Social Research
Graduate Work in Economics
Attended numerous executive development seminars including The Center for Creative Leadership
.... end of resume ....
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