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Date Created: 12/22/15
KEVIN F. SULLIVAN Newtown Square, PA 19073 Residence 484-422-8751 Cellular 610.301.7411 KSully623@aol.com SALES LEADER │ RELATIONSHIP BUILDER │ETHICALLY-DRIVEN …nurturing, growing and preserving relationships Senior leadership across multiple industries describes me as a problem solver - inspirational, relatable, resourceful, decisive, who delivers results - on time, under budget. I possess a proven track record of opening new markets with commodity products and various laboratory instruments in various industries. Management says I am at my best when managing sales teams (from 7 to 18) who deliver immediate results – increases of 15% to 22% throughout sales plan. My knowledge of strategic planning, distribution start-up, new product introduction and key account management is unparalleled. Peers describe me as a manager who is organized, detailed, hardworking and personable. Stakeholders view me as a servant leader –operating with high integrity and accountability. I enhance stakeholder value by: identifying value-added opportunities by leveraging my organizational, operational, technology and leadership skills; realizing strategic goals by focusing upon people, services/ products, processes, variables and activities; encouraging participatory decision-making by brainstorming, collaborating, and delegating and; creating alignment by consistent communications and results-oriented actions. CONSISTENT RECORD OF CONTRIBUTIONS Stakeholders say I deliver value in three areas: Leadership – Hands-on, goal-driven style. Clearly articulate goals; allocate appropriate resources. Communicate key performance indicators and processes to responsible stakeholders. Engage, encourage, and challenge people to create exceptional outcomes. Diligently monitor critical variables to the plan. Collaborate with stakeholders to solve problems and realize opportunities. Establish and utilize industry relationships to understand competitive trends and technologies. Strategic Planning – Bring an entrepreneurial approach to business development. Identify, analyze and synthesize relevant data into actionable information for traditional – yet “outside the box” - decision making - at all levels. Collaborate with stakeholders to both solve problems and realize unarticulated opportunities. Change Management – Use innovation and technology to maximize efficiencies. Believe all processes should be effective, continuously monitored and improved to ensure optimum integrity. Integrate systems, data, analysis and resources that facilitate execution and results at or above expectations. EXPERIENCE / CHALLENGES / RESULTS ROUSH LIFE SCIENCES, Salem, NH 2012 Vice President of Global Sales Provide customer-focused, “start to finish” engineering services and OEM proprietary products, designed to deliver results such as innovative device solutions and shortened product launch cycles. Recruited to this start-up plastic container manufacturer ($2MM/annum) to build a global sales organization, comprised of International and Domestic distributors. Managed five (5) direct reports - a National Director of Sales, International Business Development Manager, and three Business Development Managers. > Created process to increase deal flow and relationships with several Distributor Private Label programs. > Negotiated with, contracted with and subsequently managed 7 new distributors. FISHER SCIENTIFIC, PART OF THERMO FISHER SCIENTIFIC, Pittsburgh, PA 2007 to 2012 Director, Business Development, Thermo Fisher Scientific 11-2010 to 01-2012 Industry Director, Business Development, Pharmaceutical Segment, 2007 to 2010 Family of global service brands provides a complete portfolio of laboratory equipment, chemicals, supplies and services for research, safety, and healthcare and science education. Primary Responsibility: Develop strategies for 30+ Pharmaceutical, Food & Ag, and Medical Device Accounts in the United States and Puerto Rico. Sample results: > Converted 9 competitor’s accounts to Fisher Scientific, with implementation and contract handoff. > Consistently exceeding forecasted goals > Provide updated competitive intelligence and industry trends to peers and management. WHEATON SCIENCE PRODUCTS, Millville, NJ 2005 to 2007 Business Development Manager, National Sales Manager, Director of Sales This manufacturer of a glass and plastic containers and liquid handling instruments ($50M/annum) designs and delivers innovative solutions for the laboratory research, diagnostic packaging and specialty pharmaceuticals industries. Responsibility: Full P&L responsibility for all sales aspects manufacturer with annual sales of over $50 million. Provided the strategic leadership to 2 Sales Managers, 12 Sales Representatives, 5 Customer Service Representatives, and Marketing Information Systems Coordinator. > Increased sales by 11% over goal thru National and Regional Distribution > Developed sales and marketing plans and managed strategies for distributors to achieve revenue plans. > Designed plans for customer rationalization decreasing drop ships by 35%. HONEYWELL BURDICK & JACKSON, Muskegon, MI 2002 to 2004 Global Sales Manager, National Account Manager Honeywell Burdick & Jackson is a leading manufacturer of solvents and DNA and RNA solvents and reagents, having pioneered the technology to purify solvents over 45 years ago. Responsibility: Direct all sales management operations with 10 direct reports. Full P&L for all sales aspects of high purity chemical manufacturer with annual sales of $50 million. > Developed innovative program to sell commodity chemicals paired with specialty products to increase both product lines by 10%. > Researched and defined list of regional distributors adding and managing five new distributors, improving sales by 10% over prior year. ARION, INC., Lorain, OH 2000 to 2002 National Sales Manager ARION, Inc. a distributor of cable, lugs, connectors, and other products used in the Central Office for telecom companies. Responsibility: Direct all sales management/marketing operations of staff of 13 direct reports. Full P&L for all sales and marketing of telecommunications infrastructure products distributor with annual sales of $48 million. > Developed sales incentive program that resulted in increasing sales of cable products by 30%. > Designed and implemented successful program targeting rural telecommunications companies, opening up opportunity for over $1 billion in market potential. SNYDER INTERNATIONAL BREWING GROUP, Cleveland, OH 1999 to 2000 Vice President Snyder International Brewing Group LLC is a holding company that owns and operates breweries including Hudepohl- Schoenling Brewing Co., and Crooked River Brewing Co. The company's brands include Little Kings, Wild Goose, Hudy DeLight, Blue Ridge, and Crooked River beers. Snyder International Brewing Group LLC is headquartered in Cleveland, Ohio with additional facilities in Cincinnati and Maryland. Responsibility: Manage business operations for company’s largest market, with over $1.2 million in annual revenues. Direct all sales and marketing activities and supervised national accounts manager and staff of five outside sales representatives. > Coordinated sales programs that doubled sales from prior year. > Established forecasting system with sales and production, eliminating out of stock situations, thus increasing sales. > Trained and mentored sales team, generating sales to point of turning business over to distributor. SIGMA-ALDRICH, St. Louis, MO 1994 to 1999 Regional Sales Manager A leading Life Science and High Technology company based in St. Louis, MO. Chemical and biochemical products and kits are used in scientific research, including genomic and proteomic research, biotechnology, pharmaceutical development, the diagnosis of disease and as key components in pharmaceutical, diagnostic and other high technology manufacturing. Responsibility: Direct all sales management operations of staff of 18 direct reports, from Aldrich Chemical office in Milwaukee, WI. Coordinate dual regions with full inside and outside sales teams for this $1.3 billion specialty chemical manufacturer. > Managed strategic planning, marketing and promotional program implementation, meeting and exceeding assigned sales goals by 20%. > Designed regional sales programs and contests to motivate sales staff, increasing sales over 20%. > Tracked and analyzed monthly sales/goals and compiled weekly and monthly reports, resulting in exceeding sales goals. > Successfully blended two regions into one, generating sales awards and overall sales by over 20%. EDUCATION Candidate, M.S. in Botany; B.S. in Environmental Biology, Eastern Illinois University, Charleston, Illinois PROFESSIONAL DEVELOPMENT - Business Simulation for Leaders - Finance for Non-finance Managers - Perspectives in Sales Force Management, The Wharton School/University of Pennsylvania - Strategies in Sales Management for Sales Executives; How to be an Efficient Sales Manager, The University of Michigan - Six Sigma Growth Greenbelt - Managing Performance Improvement TECHNICAL SKILLS - Microsoft Office, Word, Excel
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