Harcourt Potter
North
(802) Job-Magi
Objective: Sales and
Marketing Director/VP/Vice President
Summary: Marketing- and sales-oriented executive with experience
in all facets of business management, including:
Sales
Force
Development
Marketing Management
Live
Television Appearances
Sales Force
Recruitment &Development
Operations
Management
Acquisition Integration
IPO’s
Have opened national
accounts in most retail channels, including:
Discount
Stores (Wal-Mart,
Target) Department
Stores (Sears, Macy’s, Harrod’s)
Drug
Chains (Walgreens, Rite
Aid) Supermarkets
(Kroger, Albertsons)
Mail
Order (L L Bean,
Home
Centers (Home Depot, Lowe’s)
Experience:
VICE PRESIDENT/SALES &
MARKETING, PorkBarrels, Inc.
Porcupine,
Oversee all sales and
marketing functions. Manage a staff of 31 that included a National Sales
Director, Marketing Director, International Sales Director, Customer Service
Manager, 5 regional sales managers, 2 national account managers, an art
director, 5 product managers and 14 customer service representatives, plus 32
independent rep groups (which employed a total of 175 independent
manufacturer’s reps).
Sales increased from $23-million to $77-million in nine-year period in a market that underwent a net decrease of 17% during that time. Net profit increased from 1% to 13% during that period. Recruited key managers as internal sales and marketing staff increased from 10 to 27. Led a sales staff that opened key accounts that included Wal-Mart, Williams-Sonoma, Harrod's. Crate & Barrel, Wegmans, Michaels, Target, Ace Hardware, Bed, Bath & Beyond, Carlson Marketing, Maritz, Macy's and Bloomingdale's.
EXPORTING:
Identified and retained distributors in
TELEVISION
HOME SHOPPING: Set up a
series of monthly programs that featured a barrelmaker from our factory on QVC,
a national home-shopping network. Generally, I also appear on these
programs, which are now in their third year and generate an average of $900,000
in wholesale sales per one-hour program.
ACQUISITION
INTEGRATION: Identified Frankenmuth
Housewares as an acquisition target, and key member of management
team that oversaw and integrated the acquisition of Frankenmuth Housewares,
a $7-million housewares importer, into PorkBarrels in 2005. Frankenmuth-branded
products sales have now reached $17-million.
IPO
EXPERIENCE: Key member of
management team as company’s private equity ownership launched an initial
public offering of the company.
DIRECTOR OF SALES &
MARKETING, Warthogs, Miraculous,
Recruited, trained, and
managed sales force of more than 100 manufacturer’s reps calling on gift and
gourmet shops, mail order catalogs, premium/corporate accounts, department
stores, and mass merchants. Put together catalogs and brochures, and
developed new products, including a line of picnic baskets that L L Bean immediately
picked up.
Oversaw a company staff that
initially consisted of one Assistant Sales Manager/Marketing Manager and on my
leaving included a Marketing Manager, National Sales Manager, National Accounts
Manager and three clerical support people.
Developed a unique pie basket
program with Kroger’s bakery department that was featured in Supermarket
News. This led to a promotion with Albertsons, front page
items on Ralph’s Memorial Day and 4th of July flyers, and nine more
promotions with Kroger.
NATIONAL
SALES: On my arrival, sales
were rapidly falling and there were only seven major accounts. I
replaced nearly all the reps, and set up two sales divisions, one for major
accounts and one for independent shops. More than 100 major accounts were
opened, including Sears, J.C. Penney, Spiegel, Orvis, Amway, True Value,
Dayton-Hudson's, May Company and Walgreen’s as sales increased from $4-million to $13-million in 6
years.
MARKETING/PRODUCT
DEVELOPMENT: Developed
catalogs and brochures, sales forecasts and new packaging. Worked with
reps and accounts to develop new product ideas. After discussions with Country
Curtains and Vermont Country Store, I put together a line of wrought
iron curtain accessories that became over 15% of our sales (Country Curtains
became our largest customer). Recruited and worked with freelance
designer who developed items that opened up new markets and new accounts,
including J.C. Penney,
PROMOTION:
Placed Warthogs products in national consumer and trade magazine
articles, all at no charge to the company. Magazines included Cosmopolitan,
Family Circle, Country Living, First For Women, Country Woman, Mademoiselle,
Craftworks (front cover) and Be-Pal (
PRODUCT
SOURCING: Sourced
manufacturers for contract work to increase product base. These ranged
from not-listed-in-any-directory woodworking companies to more traditional
companies like brass manufacturers and contract packagers. At times,
sourced and purchased raw materials, including steel, glass and packaging
items.
PRODUCT
COSTING: worked with plant manager and factory personnel
to develop an accurate cost structure, and personally oversaw those maintaining
that system for two transitional years for the company.
Beauteous Corporation, Hamhocks, Ohio. $9-million Giftwrap manufacturer. 1989 to 1993.
EASTERN
REGIONAL SALES MANAGER & MARKETING MANAGER (1991 to 1993).
Reporting
to VP/Sales, directed sales force of independent reps covering all states east
of the Mississippi. Opened Brooks Pharmacies, Kroger, Stop
& Shop and Ames as sales in region increased from $4-million to $6-million.
NORTHEAST
SALES MANAGER (1986 – 1991).
Assisted
VP/Sales in management of national independent rep force while covering
Northeast directly. Due to seasonal nature of the business, also became
involved in marketing, product development, shipping, purchasing, and
production management.
MARKETING: Developed annual marketing plan. Worked with
general manager and freelance artists to develop new product line. Designed and
developed 4-color catalogs.
PURCHASING: Purchased point-of-purchase displays, labels
(saving $15,000), and Christmas tags.
OPERATIONS: Worked as production supervisor during
non-sales and peak production season for 5 months/year directing 25 to 30
employees, and ran entire factory (150 employees) in plant manager’s
absence. Managed factory store
Education: PRINCETON
UNIVERSITY, Bachelor of Arts, 1986
Major: Psychology
Personal Interests: Bicycling, Backpacking, Kayaking, Caving,
Skiing, Basketball, Hockey,
Ham
Radio (Extra Class License)
Former
minor league football player, Albany, N.Y. Set league field goal record
(50 yards) and led league in kick-scoring twice in five-year career.
Timson
Hill Preschool, Board of Directors, 1994 – 2001
Porcupine
Regional School District, Board of Directors, 2004-present
Established
Oinkers Youth Basketball League, 2002 (President, 2002-2004; Coach 2002 to
present)
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