Resume: Sales Manager
Jerrold B. Smith (via JobCenter)
Name: Jerrold B. Smith
Company: (none specified)
E-mail: jer...@hal-pc.org
Phone: 713-686-0143
Location: Houston, TX
JERROLD B. SMITH
4418 Deer Lodge
Houston, Texas 77018
713-686-0143 (Line)
713-686-7041 (Fax)
jer...@hal-pc.org
OBJECTIVE:
A responsible position where a successful track record in sales and
management will lead to outstanding opportunities for achievement,
responsibility and career advancement.
MANAGEMENT:
All aspects of recruiting and training sales representatives.
Hiring, training and supervision of technical support personnel.
Developing corporate and individual sales objectives and tracking
performance.
Participation in strategic marketing planning and new product
development.
Representing the firm in high level negotiations with key accounts.
Trade show planning and implementation.
Group training and seminar presentations.
Negotiating office space, furniture and telephone leasing contracts.
Planning, organizing and hosting of local, regional and national sales
meetings.
Responsibility for staffing and maintaining a corporate office.
Creating multimedia presentations, participant handouts and training
materials.
SALES:
National recognition for leadership and sales achievement.
Personal responsibility for sales and service to key accounts
throughout the country.
Recognition for writing the single largest order ever received by the
company.
Assisting other representatives with key account presentations.
Representing the company at national trade shows.
Proficient at producing and conducting corporate and public seminars.
TECHNICAL:
Providing customer service relating to the installation, trouble
shooting and use of sophisticated financial software.
Knowledge of DOS, Windows 3.1 and the Windows 95 environment.
Beta testing experience with Windows 95, several Quicken products and
in-house products under development.
Providing in-house and on site training to employees of major
corporations as they enter contractual arrangements including the
development of manuals and service agreements.
Providing product demonstrations and training at company sponsored
seminars.
Training of new employees on company systems on a wide variety of
products and platforms.
Recruiting new customer service employees.
Webmaster responsibilities of trouble shooting and customer relations.
Participating in Intranet content and development.
Proficient with Microsoft Office and Lotus SmartSuite products.
Participant in new product design and development.
EXPERIENCE:
Telescan, Inc. (1995-Present)
Project Coordinator, Customer Service Manager, Webmaster and Product
Trainer for an investment software firm.
Allmerica Financial (1994-Present)
Sales Manager and Representative for an insurance agency.
Cox-Arre & Associates (1993-1994)
Vice President of a professional money management firm offering
professionally managed investment portfolios to individuals and
corporations.
The Kachler Corporation (1991-1993)
Vice President of an insurance agency responsible for the growth and
development of annuity sales.
Farah Clothing Company (1989-1991)
Key Account Representative for an apparel manufacturer responsible for
sales and service to key accounts in California and Texas.
USOne, Inc. (1986-1989)
Principal Owner and National Sales Manager for a wholesale apparel firm
offering branded and private label children's apparel.
Donmoor, Inc. (1976-1986)
Representative, Key Account Representative, Regional Manager and
ultimately Regional Vice President of the southwest region for a
wholesale apparel firm providing branded children's apparel to major
and specialty retailers nationwide.
EDUCATION:
Bachelor of Business Arts, University of Houston
Series 6, 7, 63, Life and Variable-Life Licensed
References upon request.
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John W. Sommers (via JobCenter)
Name: John W. Sommers
Company: (none specified)
E-mail: SOM...@aol.com
Phone: 717-392-7832
Location: Eastern US
John William Sommers, Jr.
1310 Hunsicker Road
Lancaster, PA 17601
717-392-7832 (H)
Objective
Sales management position with growth oriented company.
Summary
Results oriented professional with 25 years experience of sales and
sales management with industry leading companies. Proven ability to
develop and implement sales strategies designed to increase sales and
profitability of the organization. Outstanding leadership and
communication skills used effectively to motivate all levels of the
work force.
Experience Profile
EKCO Housewares, Inc.
1990-1996
9234 W. Belmont Ave.
Franklin Park, IL. 6013
EKCO Housewares is a leading manufacturer and marketer of branded
housewares products through major mass merchant, supermarket,
home/office and hardware stores. Its product lines include bakeware,
kitchenware, smallwares, stick goods and molded plastic storage
products.
Vice President - Sales
8/95-10/96
Responsible for managing a department of 26 people including National
Account Managers , Regional Vice Presidents , Regional Sales Managers,
and National Sales Managers. Also, responsible for developing and
executing annual sales and expense budgets and for preparing quarterly
reviews for senior management and Board of Directors. Had
responsibility for customer P&L and negotiated annual contracts with
largest customers. Approximately $300 million in sales.
* Established quarterly training programs to enable sales personnel to
become category experts for all EKCO products.
* Reduced number of food brokers and reps by 30% after EKCO sales
consolidation in June 1995.
* Reduced field sales turnover to 0 during 1996.
* Decreased excess inventory by 50% by improving forecasting accuracy
and developing a bi-monthly program for the field to help dispose of
excess inventory.
* Wrote job descriptions and developed annual incentive plan for sales
personnel.
Director of Sales - Eastern Region
1/95-8/95
Responsible for managing 9 sales managers who had direct account
responsibility as well as responsibility for managing food brokers and
manufacturers representatives. Negotiated annual contracts with largest
customers. Approximately $90 million in sales.
* Developed a training and evaluation program for brokers and reps to
make them more focused and competent selling EKCO products.
* Increased regional sales 8% in a year when company sales increased
less than 3%.
National Sales Manager - Bakeware
1/94-12/94
Managed 21 field sales managers and developed national programs to
increase bakeware sales in all channels of trade. Responsible for sales
and product P&L and negotiating contracts with major customers.
Established training programs and sales manual for sales managers, food
brokers and sales representatives. Developed annual plans for
attainment of company budget and quarterly reporting to senior
management. Approximately $90 million in sales.
* Developed unique flexible merchandising system to increase sales at
retail.
* Increased EKCO business 12% in a market that only grew 3.2%.
* Increased market share three points for coated bakeware in a market
already dominated by EKCO.
* Worked closely with marketing department to develop new product
introduction strategy.
VP Sales - Southern Region
1/93-12/93
Managed three Regional Sales Managers. Responsible for regional sales
and T&E budgets.
Negotiated annual contracts with major customers. Trained and evaluated
sales managers, reps, and food brokers. Approximately $40 million in
sales. Achieved EKCO Regional V.P. of the Year Award for leading sales
performance and administrative skills.
Sales Manager - NE Region
2/92-12/92
Responsible for managing five Territory Managers who sold all EKCO
Group products to all classes of trade including mass merchants,
hardware/home centers and grocery. Developed and executed business
plans for major customers. Achieved EKCO Region Manager of the Year
Award.
Regional Sales Manager - NE Non-Foods
1/90-2/92
Managed five territory managers for the mass merchant class of trade.
Achieved EKCO Presidents Club.
Woodstream Corporation, Lititz, PA 1986
-1989
Woodstream was purchased by EKCO Group in 1988
Vice President, Sales
Pest Management and Diversified Products Division
1/89-12/89
Wire Products Division
9/86-1/89
Lukens Steel Company, Coatesville, PA
1973-1986
Lukens is the third largest steel plate producer in the U.S.
During 13 year career with Lukens held various sales positions
including sales representative, product engineer, district sales
manager and product manager. I was promoted approximately every four
years based on accomplishments in prior job.
Education
Lafayette College, Easton, PA
B.S. Metallurgical Engineering
Varsity Football, Earned 100% of College tuition and expenses.
Courses & Skills
Microsoft Excel, Word, Powerpoint, Lotus
Karrass School of Negotiating
Dale Carnegie Sales Course
References available upon request