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Major Accounts Manager Resume
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| Desired Industry: Biotech |
SpiderID: 3705 |
| Desired Job Location: Columbus, Ohio |
Date Posted: 9/24/2005 |
| Type of Position: Full-Time Permanent |
Availability Date: 09/01/2005 |
| Desired Wage: 55,000 |
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U.S. Work Authorization: Yes |
| Job Level: Management (Manager, Director) |
Willing to Travel: Yes, 25-50% |
| Highest Degree Attained: Bachelors |
Willing to Relocate: No |
Objective:
Accomplished and productive executive with career defined by
progressively responsible and diversified experience in
competitive healthcare and consumer foods environments.
Consistently combine high-volume personal sales of national
accounts with effective administrative leadership.
Recognized performance excellence with Aventis Pharma
(Formerly Rhône-Poulenc Rorer, Inc.) prior to entrepreneurial
success with Heavenly Ham.
Particularly skilled at building and sustaining profitable,
long-term business relationships through proactive sales
approach and follow-up. Well-developed interpersonal skills
with proven ability to meet and surpass corporate sales
objectives. Goal-driven team player capable of developing
realistic, challenging goals met with consistency.
Experience:
HEAVENLY HAM ... Columbus, Ohio
2001 to June 2005
Franchised operator of Paradise Foods specializing in
spiral sliced honey glazed hams and turkeys, box lunches,
party platters and accessories; store offered seating for
30, catering, and walk-in/take-out service. One of 200
stores nationwide prior to buyout by direct competitor.
General Manager/Director of Sales
Administered entire scope of store operations including
sales, business development, finances/accounting, payroll,
customer service, food delivery, advertising and
merchandising, facility maintenance, and food/supplies
negotiations and purchasing; hired, trained and supervised
10 full/part-time employees responsible for customer
service, food preparation for delivery, eat in and take
out, and back/front-house upkeep.
* Guided operations throughout growth from sales of $0
to more than $650,000 within 3 years; performance
recognized as above average for store similar in size
and location. (Operated in challenging market and
overcame unexpected consequences stemming from 9-11
tragedy).
* Amidst all 200 franchisees, guided highest percentage
increase of sales, 2004 versus 2003; facilitated sales
of more than $650,000in 2004.
* Elevated business and store activity by participating
in trade shows, fundraisers, conventions, local
Chamber of Commerce events, and local networking
group; specific events included "Taste of Gahanna and
New Albany" and fundraiser for Abigail House (family
violence awareness).
* Developed advertising for local newspapers as well as
radio.
AVENTIS PHARMA (Formerly Rhône-Poulenc Rorer, Inc.) ...
Collegeville, Pennsylvania
1980 to 2001
World leader in life sciences employing 90,000 in 150
countries. Yield $21 billion. www.rp-rorer.com
National Trade Account Manager (1996 - 2001)
Area Trade Account Manager (1991 - 1996)
Challenged to direct sales of branded/generic
pharmaceuticals, identify/satisfy customer needs, and
meet/surpass corporate sales objectives. Implement
effective "selling in" and "selling through" marketing
plans (market share agreements, patient compliance
programs, and direct-to-consumer letters/couponing) to
drive product to end-users.
Develop and implement market share and compliance programs
for key accounts. Supervise and maintain inventory levels
and manage within set annual budgets. Create, design, and
generate business reviews and incentive marketing
agreements. Maintain company presence and participation at
national trade shows.
Full sales and marketing responsibility for Kroger,
Bindley Western Drug, Amerisource (OH, KY, and MN), Drug
Emporium, Discount Drug Mart, Meijer, Harvard Drug, F.
Kerr, and other corporations throughout OH, KY, Western
NY, MI, and IL. Accountability for $50 million annual
sales (Rx). Key Accomplishments:
* Exceeded sales goals by at least 10% for Nasacort at
Kroger, Drug Emporium, Discount Drug Mart, and Meijer.
* Met and exceeded sales quotas and new product launches
for the last 9 consecutive years.
* Increased distribution levels of respiratory,
cardiovascular, endocrinology, cancer treatment, and low
molecular Heparin products to wholesalers, drug chains,
and grocery pharmacies.
* Teamed with national wholesalers and retail buying
groups to evaluate national account agenda, set
objectives, and implement line-drive programs and in-
store promotional activities.
* Protected company's "chemical" market share and avoided
losing expired patented products to competitive
generics. Successfully converted customers to RPR's
generic equivalent (Arcola Lab), allowing continued
sales growth despite increasing generic competition.
Key Account Manager (1988 - 1991)
Major Account Representative, Consumer Sales (1981 - 1988)
Medical Representative (1980 - 1981)
Scope of responsibilities was diverse, including sales
promotion, administration, and forecasting. Personally
managed and sold to key accounts. Joined with, supervised,
and trained part-time merchandisers to coordinate powerful
and effective store-level displays. Developed and executed
pull-through programs, plan-o-gram layouts, and co-op
advertising.
Participated at national sales shows and established long-
term customer relations. Full sales and marketing
responsibility for Revco, Phar-mor, Harris Wholesale, Hook
Drug, Boston Distributors, Alco Standard, Medic Drug,
Tamco, Drug Emporium, Reliable Drug, and other key accounts
in Western PA, OH, and IN, with annual sales of over $10
million. Key Accomplishments:
* Achieved 100% new product penetration in all key
accounts. Increased distribution levels of antacids,
analgesics, and laxatives in drug chains, food stores,
and mass merchandisers.
* Negotiated terms with major drug chain in Chapter 11.
Able to increase their annual sales 10% while
maintaining on-time payment of invoices.
* Spearheaded and instituted major product merchandising
plan with large drug wholesaler resulting in successful
selling-in new item and selling-through to ultimate
consumers. A "rebuy" position occurred within one month.
* Honored with President's award for exceeding sales
objective 10% ($10.5 million). Developed and implemented
strategic goals focused on account, territory, and
marketing development.
* Designed and instituted plan-o-gram process with major
rack jobber and 3 key customers which increased revenue
more than $100,000 by adding 4 new line extensions.
Education:
Bachelor of Science in Business Administration (Marketing)
Kent State University ... Kent, Ohio
Skills:
* Relationship Building
* Customer Service
* Strategic Business Planning
* Client Management
* Policy/Procedure Development
* Staff Development
* Project Development
* Employee Relations
* Productivity Improvement
* New Product Launches
* Staff Supervision
* Time Management
* Startup/Turnaround
* Creative/Strategic Selling
* Solution Selling
* Business Reviews
* Market Analysis/Research
* Client Maintenance/Retention
* Major Account/National Sales
* Profit/Loss Administration
* Merchandising/Promotion
* Sales Presentations
* Relationship Management
* Business Reviews
* Co-Op Advertising
* Vendor Negotiations
* Client Needs Analysis
* New Market Identification
* Product Introduction
* Budgeting & Expense Reports
Additional Information:
JOHN R. MAIER
JohnMaier10@hotmail.com
223 Wilber Avenue
Columbus, OH 43215
Home: 614-405-2685
Cellular: 614-284-9021
Dear Selection Committee:
A solid management professional is one who combines
innovation with a talent to foresee and capitalize on
changing trends and habits within markets. In anticipation
of elevating the sales and marketing aspects of your
operation, I look forward to uniting my business
development leadership, quality management, and market
penetration and achievements with your company's desire to
raise the quality standard bar and realize long term goals.
I offer a combined and accomplished background in sales and
marketing, account development, and profit maximization
complemented with entrepreneurial startup and business
development experience. My experience has afforded me the
opportunity to utilize and cultivate effective managerial
techniques and relationship management strategies that will
surely enable the company, which capitalizes on my
qualifications, to focus on quality and stability.
My career is highlighted with diversity and achievements as
demonstrated throughout my progressive tenure as National
Trade Account Manager, Area Trade Account Manager, Key
Account Manager, Major Account Representative, Consumer
Sales, and Medical Representative with Aventis Pharma, a
world leader in life sciences and most recent success as
General Manager/Director of Sales of my Owned/Franchised
Heavenly Ham, a franchised operator of Paradise Foods
specializing in spiral sliced honey glazed hams and
turkeys, box lunches, party platters and accessories. The
following is just a brief insight to my qualifications:
* Guided operations throughout growth from sales of $0 to
more than $650,000 within 3 years; performance
recognized as above average for store similar in size
and location. (Operated in challenging market and
overcame unexpected consequences stemming from 9-11
tragedy). General Manager/Director of Sales ...
Owned/Franchised Heavenly Ham
* Amidst all 200 franchisees, guided highest percentage
increase of sales, 2003 versus 2002; facilitated sales
of more than $750,000 in 2003. General Manager/Director
of Sales ... Owned/Franchised Heavenly Ham
* Exceeded sales objectives by at least 10% at Nasacort,
Kroger, Drug Emporium, Discount Drug Mart, and Meijer;
met and exceeded sales quotas and new product launches
for the last 9 consecutive years. National Trade
Account Manager and Area Trade Account Manager ...
Aventis Pharma
* Achieved 100% new product penetration in all key
accounts. Increased distribution levels of antacids,
analgesics, and laxatives in drug chains, food stores,
and mass merchandisers. Key Account Manager, Major
Account Representative, Consumer Sales, and Medical
Representative ... Aventis Pharma
Overall, executives, colleagues and clients have recognized
me as an enthusiastic and tenacious professional. As my
résumé simply summarizes my credentials and
accomplishments, there is considerably more to relate. I
look forward to meeting you soon, as the first step toward
a mutually productive outcome.
Sincerely,
John R. Maier
Candidate Contact Information:
| Name: John Maier |
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| Street: |
Phone: 614-405-2685 |
| City: Columbus |
Fax: - |
| State: Ohio |
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| Zip: 43215 |
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| Web Site: |
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