Sales Mgr.; Business Develop. Mgr.

ROBERT K. BURNS 510 Ridgeview Drive ¨ Dillsburg, PA 17019 ¨ (717) 645-4599 [Youknowit1@aol.com] Top performing sales manager with documented success in sales, CPG market analysis, lead generation, target marketing, internal sales team reporting & contract negotiation involving commissioned sales agencies. SUMMARY OF SALES & MANAGEMENT QUALIFICATIONS (Bachelors Degree - PENNSYLVANIA STATE UNIVERSITY) Coordinate growth efforts between company and sales agents, 37 members, concerning new product marketing Demonstrate managerial credentials in budgeting, forecasting, telecom and solution selling (ie) Drug, Food, Mass Merchandiser, big box chains Establish category management parameters with SJS Distribution, Inc., Crosman, SC Johnson, Bic and Crayola Headed up 3 startup product line ventures including new B2B Premise account development to existing Analyze project development from costs of manufacturing to profits ascertained in going to market. (ie) CVS, Rite Aid, Ahold, Walmart Implement government and private contracts in retail, industrial, healthcare and FAR Devise customer program benchmarks detailing revenue spikes & ROI utilizing consultative approach Revise and simplify prospect proposals in various industries as CPG, special markets, industrial and logistics Develop relationship network for purpose of account penetration, contract referrals and expediting sales process Cultivate client relationships, as an advocate to their needs, while serving the best interest of the company Work with customers to discover their objectives and provide solutions that meet or exceed their expectations Convey how critical success factors are measured, achieved, and reported to establish short-long term goals Train team using real life scenario, reinforcing positives, providing negative feedback, and building self-esteem Utilize multi-tasking balance between field presence and goals so deadlines are consistently met or exceeded Customer base include Healthcare, Wal-mart, Kmart, Big Box, Grocery, Drug, Mass, and Office Superstores PROFESSIONAL EXPERIENCE & AWARDS Crosmanâ (Walther) – Divisional Sales Manager, National Sales Operations Manager SJS Distribution, Inc. - Discount Division Rochester, NY / Harrisburg, PA (1997-Present) SJS – Cross-market toy guns, paintball markers, intranet games with religious items to Youth Market Youth educational tool with guns teaching youth self discipline and choices with powerful weapon Conduct seminars with Zhongshan and Nat’l Assoc. School Master Union of Women Teachers– NASUWT Results prove seminars also build and develop communication and interaction skills by 60% Manufacturer and Import/Export Distributor of retail toy airguns, deep discount accessory items, collectibles, airsoft products, CO2, medical, and steel shot products Size: $65M Spearheaded Pressuremate Sales Intro: research analysis on product cost analysis, demographics, & pricing International full product line sales in Canada and UK/Germany with direct accounts, distributors and brokers Brand Mgt: Introduced and headed up CO2 start-up products project into industrial, hospitals & retail markets Launched and managed Sheridan toy Line as part of Company expansion program in Mass, Grocery and Drug Initiated Steel shot program overseeing sales, raw materials operations, logistics & marketing w/ $1.8M (1/3 total market) Major Responsibilities-Federal Cartridge, Remington, Olin (Winchester). Logistics Mgt. Major Retail accounts - Wal-mart, Kmart, Fred Meyer, CVS, Rite Aid, Home Depot & the Big Box retailers Manage 37member sales force calling on and designing regional account programs Accomplishments: 117% Sales Quota CO2 medical accounts; $25M new business & $10M Paintball 220% Steel Shot sales vs. prior year and 20% sales attainment of world market the first year in business Pressuremateâ- +138% quota achieved at increased Gross Profit percentages (+6% avg.) with no price changes Sales agent principals and new product distribution in at 80%, 30% above plan SC Johnson Wax – Healthcare Contract Manager Rochester, NY (1995-97) Largest privately owned manufacturer of household & industrial chemical cleaners & waxes Size: multibillion Developed multi million healthcare distributors through RMA/Unisource & underwrote buying group contracts Manage sales force in selling end users institutional chemical floor finishes and cleaners. OSHA certified. Educational BOCES School bids. Specialty: healthcare private buying groups & government contracts, Innobulk, hospitals, nursing homes Accounts: Bausch & Lomb, Rochester General, Strong Memorial, dealing w/ CEO, CFO, Material Safety Mgt Accomplishments: (Johnson Wax – RMA Kolko – ROHM Medical Services Corp.) Territory sales at 145% ($15M} Hallmark (Crayola LLC) – Northeast Sales & Marketing Manager Boston, MA (1991-94) Manufacturer of crayons, markers, children’s toys and accessories plus a fine art paint line. Sole domestic sales region encompassing dual territory of mass merchandiser/drug, SHOPA & Fine Art accounts Size: $380M Trained Art retailers/distributors in merchandising and brand management programs to increase profits. Accts: CVS, Charrette, Shaws, Ahold Accomplishments: Territory growth at 146% ($11M) Bic Pen Corporation – Southwest Zone Sales Manager Houston, TX (1986-91) Manufacturer-disposable pens, shavers, perfume, lighters for retail & special markets Size: $450M Promoted twice to advanced level sales management positions within 5- year time frame. Manage Grocery, Drug, Mass. Merch. & C-stores International growth in Mexico Distributorships @ 74% ($7.3) full line HBA & general merchandise ã SHOPA business Accomplishments: Increased sales in both distributors: Grocers Supply by 136% ($4.4M), Mandel Kahn by 144% ($2.9M) Assistant Zone Mgr – Finished 200% ($5M) of Forecast / Sales Rep. – Finished 150% ($1.5M) of plan / Gold Ring Award

Sales Manager

Dillsburg, PA