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Date Created: 12/22/15
A LLAN C HARNEY National Accounts Manager Accomplished National Accounts Manager and Sales Professional with over 20 years of experience driving sales within the consumer products and apparel and fashion industries. Reputation for delivering top-notch sales in mass, department, specialty, off-price, drug, craft, and sporting goods channels. Successful in achieving revenue gains through aggressive client acquisition; generating a combined $6.3M in new revenue for Totes Isotoner & Hanover Accessories, opening 30 new retail accounts, managing accounts from $583K to $5M plus, and exceeding sales goals year over year. Collaborative team player possessing strong business acumen, sales and marketing process, category management, and communication skills that successfully builds cross-functional relationships across multiple organizational levels. KEY AREAS OF EXPERTISE New Business Development National Account Management Merchandising & Planograming Business Analytics Sales Forecasting/Budgeting/P&L Revenue Growth Channel Development & Growth Private Label Development Sales Closing Sales Presentations & Proposals Client Relations/Customer Care Key National Accounts Experience EXPERIENCE & ACHIEVEMENTS GYMJAB, LLC: Minnetonka, MN 2011 - 2012 FOUNDER Launched Privately owned gym that specialized in small group gym training that combined fitness with technology to manage and measure results more efficiently. Led the sales efforts to increase membership and built brand awareness through public relations, advertising, trade journals, social media networking (Facebook & Twitter), word-of-mouth marketing and guerilla marketing tactics. TOTES ISOTONER: Minneapolis, MN 2007 - 2011 Totes Isotoner is a global leader in branded & private label accessories catering to fashion, outdoor and performance based gloves, headwear, footwear, rainwear and umbrellas. NATIONAL ACCOUNTS MANAGER Recruited to generate new accounts and expand channel distribution through cold calling, networking, sales presentations, tradeshows, and building and maintaining relationships with buyers and senior level managers. Managed key accounts through business planning, inventory control, sales forecasts, sales tracking analysis using CRM software, and maintained customer satisfaction for 50 plus accounts. Responsible for penetrating new Private Label opportunities and expansion of internal brands Totes, Isotoner, Raines, & Dockers. Identified opportunities for growth and executed sales and marketing strategies by developing specific account plans and goals while expanding sustainable and profitable business. Projects & Accomplishments: Managed and oversaw national accounts totaling $5M plus. Generated $3M in new revenue and added 19 new accounts with multiple departments to include; Kmart, AAFES, Fred Meyer, Dillard’s, Stage Stores, Peebles, Dick’s Sporting Goods, Academy Sports, Footlocker, Bebe, Big 5 Sporting Goods, Ross Stores, Forever 21, Claire’s, Urban Outfitters, Levi Strauss, and Duluth Trading. Penetrated new private label opportunities and expanded Totes, Isotoner, Raines, and Dockers internal brands. Grew base from $583K to $5M plus by providing customer solutions, effective account management and through achieving marketing & sales objectives. Exceeded 2011 business goal of 7.5% target with 15.3% growth and increased revenue from $2.6M to $3M. Surpassed 2010 business goal of 13% target with 53% growth and increased revenue from $1.7M to $2.6M. Exceeded all sales goals, increasing sales by over 85% in 2008 and over 56% in 2009. Prompted Kmart to switch from a competitor’s product, resulting in a $125K sale. Revitalized lost account, Dick’s Sporting Goods and delivered $250K on opening order by partnering with Dick’s private label brand managers, buyers, and sourcing managers. Minneapolis, MN 55427 • (763) 442-6027 • firstname.lastname@example.org • www.linkedin.com/in/allancharney Allan Charney, Cont. AIRTEX/FEDERAL FOAM: Cokato, MN 2004 - 2007 Airtex Consumer Products, a division of Federal Foam, offers the crafting and quilting industries quality filing and foam products. NATIONAL SALES REPRESENTATIVE Recruited to penetrate national retail accounts and craft distributors, manage existing accounts, and build brand awareness within the craft and OEM trade channels. Responsible for prospecting new accounts by managing relations with buyers and senior level managers and attending regional and national tradeshows. Sold foam, fiber, and craft products to craft retailers, distributors and OEM manufacturers. Projects & Accomplishments: Increased sales by 70% in 2005 and over 59% in 2006 though penetration of Hobby Lobby and several craft distributors. Instrumental in the design, sourcing, and packaging of a craft tool sold to JoAnn Stores and distributors. Salvaged damaged relationships and restored business relationships with key accounts. HANOVER ACCESSORIES, LLC: Minnetonka, MN 2001 - 2004 Hanover Accessories produces licensed & private label fashion accessories, seasonal and pet merchandise. NATIONAL ACCOUNT EXECUTIVE Recruited to prospect and acquire new key national retail accounts and expand retail trade channels through cold calling, networking and attending tradeshows in mass, drug, department, pet, specialty, and craft retail trade channels. Identified and grew new private label girls/Jr’s fashion accessories, pet accessories, and seasonal accessory opportunities. Projects & Accomplishments: Grew revenue from $88K to $3.3M over a 35 month period. Increased Hot Topic volume from $88K to $1M with annual revenue increases of +264%, +123% and +39%. Grew ShopKo seasonal revenue from $109K to $185K over a three year period. Increased national craft accounts sales from $492K to $1.5M over a three year period. Penetrated and managed 12 plus national accounts; AAFES, Shopko, Meijer, CVS-Eckerd Drug, Hot Topic, Spencer Gifts, Payless Shoe Source, JoAnn Stores, Hobby Lobby, Michaels and Walt Disney Stores & Theme Parks, Universal Theme Parks and distributors. PLAY BALL SPORTS & ENTERTAINMENT: Plymouth, MN 1990 - 2001 Play ball Sports & Entertainment was a toy distribution company that imported and distributed licensed & non-licensed toys, novelties, collectibles, and plush to the Amusement Park and Family Entertainment Center Industries. FOUNDER/SALES MANAGER Successfully launched toy distribution company; led the overall operations of organization’s sales, distribution, client relationships, and accounts management. Led the sales efforts to increase merchandise sales through tradeshows, sale presentations, and cold calls. Projects & Accomplishments: Increased revenue to $2.5M by developing key accounts with Chuck E. Cheese, Dave & Busters, Peter Piper Pizza, and Six Flag Theme Parks. Managed daily operations of company to include sales, profitability, operations, forecasts, budgets, P&L, purchasing & sourcing. Recruited, trained, and managed a team of 14 employees. EDUCATION & TRAINING Bachelor of Arts - History at University Of Minnesota, Minneapolis, MN TECHNICAL PROFICIENCY Productivity Tools: MS Office (Excel, Word, Outlook and PowerPoint), Kmart/Sears Holding Group - Workbench, Target - Partners Online client relationship management (CRM) software Minneapolis, MN 55427 • (763) 442-6027 • email@example.com • www.linkedin.com/in/allancharney
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