National Account Manager or Account Manager or Sales Representat
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Stephen L. Smith 2633 Twin Lakes Way, Marietta GA 30062 770-579-9060 (H) * 404-433-2001 (C) * [email protected] * /www.linkedin.com/in/stevesmith824
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Professional Summary An accomplished Account Manager with a consistent history of accomplishment in t he execution of sales initiatives. Strong leadership, strategic planning, commu nication skills, a passion for learning, customer service and bottom line perfor mance. Recognized for integrity, relationship management as a resourceful Busin ess Partner and his ability to mentor, manage high performance teams that have c onsistently contributed value for employers, customers and shareholders. Core Knowledge & Skill Areas: * * * * * * * * * Relationship Management Execution of Sales Initiatives Business Development Market Planning and Positioning Consultative Sales Building Alliances and Partnerships Product Development Service Strategies/Solutions Multi-channel Product Distribution
Professional Experience FISH WINDOW CLEANING FRANCHISE, Atlanta, GA 2006- Present FISH Window Cleaning provides service to more than 100,000 commercial and reside ntial customers nationwide. Fish Window Cleaning is the world's largest window c leaning company with more than 220 franchise territories in 40 states. GENERAL SALES MANAGER Oversee all aspects of day-to-day operations including client solicitation and M arket Development; direct marketing efforts to promote visibility; staff recruit ment and management; risk management; investment management; budget and cost man agement and contract negotiations. Establish yearly strategic direction through development of comprehensive and realistic short and long range business plans. Selected Accomplishments: * Successfully launched new franchisee location in the Greater Atlanta market ar ea. * Increased revenue from $0 to $105,000 by second year of operation; 50% increas e in third and fourth year. * Reduced operating costs by 35% in second year of operation. * Established strong presence in several key market areas via successful adverti sing/marketing campaigns. * Consistently maintained a high-standard performance record via exceptional ser vice, and follow-through. * Promotion and maintenance of practices to ensure a high-standard of workplace safety. * Received Fish "Rookie of the Year" Award. * Received Fish "Navigator of the Year" Award during initial two years of operat ion. * Received Fish "Pinnacle" Award.
ARKWRIGHT INCORPORATED, Atlanta, GA 2002 - 2005 Arkwright is a $165 million manufacturer and converter of specialty inkjet, lase r and engineering media. Customers include major OEM's and leading brands, mark eting to all retail and BTB channels. BUSINESS SEGMENT SALES MANAGER Responsible for growing retail sales with key brand accounts in the USA. Evalua ted and implemented business strategies for US businesses with narrow format acc ounts. Selected Accomplishments: * Established four major accounts, Boise Office Solutions, Automated Transfer Te chnologies, Hitachi Printing and Boone International, generating approximately $ 5M annual revenue. * Led multi-disciplined team responsible for developing the implementation of a marketing program designed to enhance supply chain initiatives with major resell er account resulting in $3M in annual revenue. * Negotiated contract with large reseller resulting in an additional 500K in ann ual sales volume. * INTERNATIONAL PAPER CORPORATION, Atlanta, GA 1999 - 2002 International Paper is the global leader in the paper and packaging industries w ith manufacturing operations throughout the world. Currently, annual consolidate d sales volume is approximately $25B. Acquired Champion International in 2000. CHANNEL DEVELOPMENT MANAGER, Home and Office Paper Division (2001-2002) Responsible for all sales and marketing functions aimed at improving brand essen ce and positioning; development and launching of new products; revenue growth in targeted market channels. Selected Accomplishments: * Negotiated contract with large distributor resulting in an additional annual s ales volume of $15M. * Developed and launched HP Everyday Papers Federal Government Strategy generati ng an annual revenue of over $2M. * Led Sales & Marketing team in "build a better order" cost savings initiative t o serve with major wholesaler account. Initiative delivered savings of approxima tely $1M to the division. BUSINESS MANAGER, Champion International, Hewlett Packard Division (1999-2001) Responsible for all sales and marketing efforts relating to OfficeMax account. Selected Accomplishments: * Launched several new Hewlett Packard paper products as well as marketing progr ams at OfficeMax. * Received OfficeMax 1999 Supplier of the Year Award. * Grew sales from $12M to $21M or 75% in paper category. UNISOURCE WORLDWIDE, INC Atlanta, GA 1998 - 1999 Unisource is a premier distributor of writing, publishing and business papers se rvicing the printing, graphic arts and B2B consumer markets.
VICE PRESIDENT, Office Products Group Responsible for representing Unisource's national value-added distribution propo sition to OfficeMax, including business management, supplier and product positio ning. Selected Accomplishments: * Increased sales revenue by 35% ($90M in 1998) and gross trading margin by 24%. GEORGIA-PACIFIC CORPORATION, Atlanta, GA 1984-1998 Georgia-pacific is one of the world's leading manufacturers and distributor of t issue, pulp, paper, packaging, building products and related channels. NATIONAL ACCOUNTS MANAGER, Office and Converting Papers (1997-1998) Responsible for representing multiple business channels to key accounts, leverag ing cross-segment and company strengths. NATIONAL ACCOUNTS MANAGER, Retail/Redistribution (1996-1997) Responsible for $85M of sales revenue through third-party distributors including OfficeMax, Office Depot, Costco Wholesale, and Best Buy. Sales revenue responsi bility represented 75% of total warehouse club channel volume. BUSINESS MANAGER, Retail/Redistribution (1995-1996) BUSINESS MANAGER, Converting Papers (1994-1995) REGIONAL SALES MANAGER, Converting Papers (1993-1994) SALES ADMINISTRATION MANAGER (1992-1993) ACCOUNT MANAGER, Converting Papers (1984-1992) Professional development FORT LEWIS COLLEGE, Durango, CO BBA in Business Administration Professional Development: Interaction Management * Enlightened Leadership * Leadership Development Cor e I * Global Account Management - Management Ventures * Spin Selling
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Professional Summary An accomplished Account Manager with a consistent history of accomplishment in t he execution of sales initiatives. Strong leadership, strategic planning, commu nication skills, a passion for learning, customer service and bottom line perfor mance. Recognized for integrity, relationship management as a resourceful Busin ess Partner and his ability to mentor, manage high performance teams that have c onsistently contributed value for employers, customers and shareholders. Core Knowledge & Skill Areas: * * * * * * * * * Relationship Management Execution of Sales Initiatives Business Development Market Planning and Positioning Consultative Sales Building Alliances and Partnerships Product Development Service Strategies/Solutions Multi-channel Product Distribution
Professional Experience FISH WINDOW CLEANING FRANCHISE, Atlanta, GA 2006- Present FISH Window Cleaning provides service to more than 100,000 commercial and reside ntial customers nationwide. Fish Window Cleaning is the world's largest window c leaning company with more than 220 franchise territories in 40 states. GENERAL SALES MANAGER Oversee all aspects of day-to-day operations including client solicitation and M arket Development; direct marketing efforts to promote visibility; staff recruit ment and management; risk management; investment management; budget and cost man agement and contract negotiations. Establish yearly strategic direction through development of comprehensive and realistic short and long range business plans. Selected Accomplishments: * Successfully launched new franchisee location in the Greater Atlanta market ar ea. * Increased revenue from $0 to $105,000 by second year of operation; 50% increas e in third and fourth year. * Reduced operating costs by 35% in second year of operation. * Established strong presence in several key market areas via successful adverti sing/marketing campaigns. * Consistently maintained a high-standard performance record via exceptional ser vice, and follow-through. * Promotion and maintenance of practices to ensure a high-standard of workplace safety. * Received Fish "Rookie of the Year" Award. * Received Fish "Navigator of the Year" Award during initial two years of operat ion. * Received Fish "Pinnacle" Award.
ARKWRIGHT INCORPORATED, Atlanta, GA 2002 - 2005 Arkwright is a $165 million manufacturer and converter of specialty inkjet, lase r and engineering media. Customers include major OEM's and leading brands, mark eting to all retail and BTB channels. BUSINESS SEGMENT SALES MANAGER Responsible for growing retail sales with key brand accounts in the USA. Evalua ted and implemented business strategies for US businesses with narrow format acc ounts. Selected Accomplishments: * Established four major accounts, Boise Office Solutions, Automated Transfer Te chnologies, Hitachi Printing and Boone International, generating approximately $ 5M annual revenue. * Led multi-disciplined team responsible for developing the implementation of a marketing program designed to enhance supply chain initiatives with major resell er account resulting in $3M in annual revenue. * Negotiated contract with large reseller resulting in an additional 500K in ann ual sales volume. * INTERNATIONAL PAPER CORPORATION, Atlanta, GA 1999 - 2002 International Paper is the global leader in the paper and packaging industries w ith manufacturing operations throughout the world. Currently, annual consolidate d sales volume is approximately $25B. Acquired Champion International in 2000. CHANNEL DEVELOPMENT MANAGER, Home and Office Paper Division (2001-2002) Responsible for all sales and marketing functions aimed at improving brand essen ce and positioning; development and launching of new products; revenue growth in targeted market channels. Selected Accomplishments: * Negotiated contract with large distributor resulting in an additional annual s ales volume of $15M. * Developed and launched HP Everyday Papers Federal Government Strategy generati ng an annual revenue of over $2M. * Led Sales & Marketing team in "build a better order" cost savings initiative t o serve with major wholesaler account. Initiative delivered savings of approxima tely $1M to the division. BUSINESS MANAGER, Champion International, Hewlett Packard Division (1999-2001) Responsible for all sales and marketing efforts relating to OfficeMax account. Selected Accomplishments: * Launched several new Hewlett Packard paper products as well as marketing progr ams at OfficeMax. * Received OfficeMax 1999 Supplier of the Year Award. * Grew sales from $12M to $21M or 75% in paper category. UNISOURCE WORLDWIDE, INC Atlanta, GA 1998 - 1999 Unisource is a premier distributor of writing, publishing and business papers se rvicing the printing, graphic arts and B2B consumer markets.
VICE PRESIDENT, Office Products Group Responsible for representing Unisource's national value-added distribution propo sition to OfficeMax, including business management, supplier and product positio ning. Selected Accomplishments: * Increased sales revenue by 35% ($90M in 1998) and gross trading margin by 24%. GEORGIA-PACIFIC CORPORATION, Atlanta, GA 1984-1998 Georgia-pacific is one of the world's leading manufacturers and distributor of t issue, pulp, paper, packaging, building products and related channels. NATIONAL ACCOUNTS MANAGER, Office and Converting Papers (1997-1998) Responsible for representing multiple business channels to key accounts, leverag ing cross-segment and company strengths. NATIONAL ACCOUNTS MANAGER, Retail/Redistribution (1996-1997) Responsible for $85M of sales revenue through third-party distributors including OfficeMax, Office Depot, Costco Wholesale, and Best Buy. Sales revenue responsi bility represented 75% of total warehouse club channel volume. BUSINESS MANAGER, Retail/Redistribution (1995-1996) BUSINESS MANAGER, Converting Papers (1994-1995) REGIONAL SALES MANAGER, Converting Papers (1993-1994) SALES ADMINISTRATION MANAGER (1992-1993) ACCOUNT MANAGER, Converting Papers (1984-1992) Professional development FORT LEWIS COLLEGE, Durango, CO BBA in Business Administration Professional Development: Interaction Management * Enlightened Leadership * Leadership Development Cor e I * Global Account Management - Management Ventures * Spin Selling
