Senior VP of Sales Resume Sample

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					4500 Meadow Spring St, Albany, NY 14716 | (214) 667-9899 | craig.harkins@aol.com

Craig Harkins
QUALIFICATION HIGHLIGHTS • Sales and Operations Executive with 17+ years of experience building and managing organizations – which includes leading North America’s largest latex manufacturer from $11 million to $89 million within 6 years. Extensive experience working with OEM, retailers and suppliers – including development of highly effective sales training programs. Excellent recruiter, mentor, and manager responsible for building sales and operations teams that consistently outperform stated goals.

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PROFESSIONAL Latex Solutions Ltd., Albany, NY EXPERIENCE Senior VP Sales and Fabrication Services, April 2006 – November 2008 • Increased total revenue from $60M to $89M • Expanded direct to retail pillow line of business from 800 store doors to over 3,000 locations. • Revamped existing sales and distribution strategy, expanding distribution of OEM customer base – improving gross margins from 21% to 28%. • Utilized Lean Manufacturing practices throughout the organization, resulting in a 50% improvement in order fulfillment lead times and an increase in sales dollars per labor hour from $350 to $550. VP Sales, May 2002 – April 2006 • Managed unprecedented growth of the company, responsible for growing revenue from $11 million to $60 million. • Recruited, developed and led 9 person sales and customer service team. • Developed sales training assistance program for both OEM customer base and retailers. • Increased average unit sales price by 20% through price increases and new product introductions – while boosting total units sold. VP Sales - Mattresses, May 2001 – May 2002 • Assumed key role in rebuilding the company after an unforeseen disaster destroyed the company’s main production facility. • Maintained a small customer base utilizing imported raw materials and set strategic sales plan for the future, keeping the company in business through an extremely difficult period. VP Sales - Sleep Products, December 1998 – May 2001 • Grew mattress and pillow component line of business from $12 million to $24 million, expanding North American and International customer bases. • Expanded customer base to include substantial programs with Sealy, Simmons and Serta, 3 of the largest North American mattress manufacturers. Tempur Pedic, Albany, NY District Sales Manager I – New York, NY, January 1997 – November 1998 • Surpassed sales goals, increasing sales from $43 million to $52 million.
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Managed and cultivated relationships with key accounts, increasing share of business with 5 of the largest accounts and improving profitability of 3 largest accounts by 6%. Oversaw 7 Sales Reps, 2 Retail Training Specialists and 1 Field Sales Manager.

District Sales Manager – Albany, NY, July 1995 – January 1997 • Grew market share in the Albany, NY area through the development of new sales strategy to compete with "factory direct" retailers, growing sales from $18 million to $24 million. Key Account Manager – Fairfax District, May 1993 – July 1995 • Managed 3 of the districts 5 largest accounts totaling $7 million in revenue, improved profitability of the districts largest account by 10%. • Increased sales of Tempur Pedic's luxury mattress brand by $1.5 million. • Mentored and developed 2 Retail Training Reps, leading to their promotion to Territory Managers within 6 months. Territory Manager I & II – Boston, MA, January 1991 – May 1993 • Managed 70 accounts spanning 3 state territories and accounting for $2 million in revenue. • Developed over 15 new accounts and 50 store doors, growing sales within assigned territory from $2 million to $4.5 million, a 100%+ increase. • Conducted over 100 retail sales training events, educating Sales Reps on sales best practices. 1800-Flowers.com, Boston, MA Commercial Sales Manager, September 1987 – December 1990 • Brought in approximately $2.5 million in new business for retail florist operation. • Secured contracts with building management companies, large hotels (Marriott Marquis, Hilton, Ritz Carlton) and large corporations (CNN, Coke, Delta), supplying floral arrangement needs for large events, weekly lobby decorations, employee recognition programs, weddings, etc. Federal Loan and Savings, Boston, MA Real Estate Appraiser, August 1984 – June 1987 • Responsible for residential real estate appraisals and new construction inspections for loan approval and loan payment disbursements. EDUCATION SUNY Brooklyn, Brooklyn, NY Bachelor of Science in Economics • GPA: 3.4/4.0 ADDITIONAL SKILLS • • • • Lean Organization Transformation Retail Sales Training New Product Development International Sleep Products Association

ASSOCIATIONS

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