Robert E. (Bob) Fowler
577 Coast Oak Circle / Lawrenceville, GA 30045
770-963-2668 / email@example.com
Senior Account Manager
National Account Management Top Achiever Sales Management
Wal*Mart Account Manager Product and Sales Training Team Management
Sam’s Club Account Manager Business Plan Development Problem Solver
Account Development Coordinate Business Activities Presentation Skills
Pentax Corporation, Denver, CO 1977 - 2002
National Account Management
Direct responsibility for some of the nations largest retail accounts, including: Wal*Mart,
Sam’s Club, Service Merchandise, Best Products, BJ's Wholesale Club. A key member of
the team which increased National Account business from less than 40% to over 50% of
Produced the largest account volumes in corporate history: Wal*Mart - $35M, Service
Merchandise - $21M and in 1989 produced over $10M in sales at two accounts, the first time
any Pentax account had exceeded $10M in sales.
Wal*Mart Account Management
In 1987, after 5 years of unsuccessful efforts by other members of the national and regional
sales management team, Wal*Mart remained the only national retailer that was not a Pentax
customer. In the fall of 1987, I was assigned the task of opening the account. Successfully
opened Wal*Mart in the spring of 1989. From 1989 to 1998 increased sales by 875%,
achieving a high point of over $35M, representing 20% of corporate sales for the year.
Between 1997 and 1998, increased sales by 293% and increased sales of one product by
362%. As a result of this dramatic increase, Pentax was named the Camera and Photo
Department “Supplier of the Year.” The first time this award was presented to a Japanese
Used Retail Link, a vendor database, to produce reports and sales data. Analyzed this data
and provided feedback to maximize business at the account.
In addition to Wal*Mart, opened some of the nation’s largest retail accounts, including: Sam’s
Club, BJ’s Wholesale Club, Thrifty Drug and Osco/Peoples Drug.
In 2001, after 3 years of inactivity, re-activated Kmart and secured commitments to place 6
From 1985 to 1987, held the position of District Sales Manager in the Southeastern Region.
Managed a 13-state district and 5 sales representatives.
During this period, the district produced sales increases above the corporate average.
Business Plan Development
Developed and implemented business plans for Wholesale Clubs and Drug Chains. A key
member of the team that reorganized the company’s business plan for National Accounts.
Robert E. (Bob) Fowler Page 2
Holder of every corporate sales volume record: Most sales produced in a single year:
$48.8M. Most sales produced in a 12-month period, by a single account: $35M. Most sales
dollars produced in a single month, September 1996: $17M. Largest 12-month unit sales, of
a single product: 120,000.
Team Management Skills
In 1998, was key member of a team that negotiated the purchase of 120,000 units of a single
product by Wal*Mart. This required the parent company to set up a special production line, to
supply this product.
In order to insure sell through, spearheaded a main aisle PDQ promotion, involving the
development of special packaging and tray packs. Coordinated activities between the
Japanese production facility, marketing, purchasing, operations and the kit assembly
department to insure that Wal*Mart’s time line was met for the delivery of the product.
During a 6-week period, from mid-November to the end of December, this promotion resulted
in retail sales of over 35,000 units, a 6-week corporate retail sales record that still stands.
In 1997 led a team that successfully secured repayment of over $200,000 in pricing
discrepancies from the company’s largest customer. This was a major success.
Product and Sales Trainer
In 1990 developed a multi-media training program for a major account. During the period
from 1990 to 1998 conducted over 1,000 training classes involving over 10,000 retail sales
associates. During this period the account became the company’s largest customer.
Participated in and conducted numerous product and sales training classes at National and
Regional sales meetings.
From 1979 to 1982, as a Territory Manager, conducted over 100 consumer photo schools,
using a 6-slide projector program, involving over 5,000 consumers. During this period
territory sales increased by over 200%.
Coordination of Business Activities
Working for a small company, with direct responsibility for some of the nation’s largest
retailers required the coordination of all business activities between the company and those
accounts. In addition to direct sales and marketing activities, this included: providing
accurate forecasts, to insure product availability, resolution of credit issues, shipping
problems and return issues. Negotiating vendor agreements and resolution of vendor
chargebacks. This required the penetration of these accounts to develop contacts in
Developed unique presentation formats, flip charts and computer slide shows for sales
presentations. Numerous members of the sales force adopted these presentations.
Inducted into the Pentax President’s Club 1998/99
Recipient of a Top Achiever Award 1998/99
Recipient of the National Account Achievement Award 1998/99, 1996/97, 1993/94, 1988/89
Southeastern Regional Salesman of the Year 1981/82
Winner of the National Account Photokina Trip Contest 1998/99
Winner of the Japan Sales Trip Contest 1979/80, 1981/82
Education and Training
Bachelor of Business Administration * Georgia State University, Atlanta GA 1970
Associate in Arts * DeKalb College, Decatur, GA 1967