BRUCE J. DEW, JR. 4886 Edgeworth Drive  Manlius, New York 13104 315-391-2764  [email protected]

VICE PRESIDENT / DIRECTOR OF SALES AND MARKETING

Highly motivated and accomplished sales and marketing professional with demonstrated expertise in all facets of account development, cultivation and overall management. Consistently deliver revenue growth and profitability through effective leadership of sales and marketing teams within highly competitive industries. Proven ability to build and leverage strategic relationships with key accounts and distributor sales organizations. Expert at analyzing market trends, conceiving strategies, and developing and executing action plans. Proactive leader and motivational team builder who develops and empowers sales teams to succeed and deliver results. Solution-oriented and analytical problem solver; keen focus on customer; highly effective presenter and negotiator. Areas of expertise:

Sales Management  Business Development  Strategic Sales / Marketing Planning  Revenue Growth Consultative Selling  Competitive Market Analysis  Account Retention  Performance Management Regional Territory Expansion  Training  Customer Relationship Management  Sales Strategy Key Account Management and Retention  New Product Launches  Staff Management Training  Project Management  Contract Negotiations  Executive Presentations

PROFESSIONAL EXPERIENCE

SYRACUSE PLASTICS, Liverpool, New York  2008 A $5.5M regional custom contract manufacturer specializing in precision thermoplastic injection molding.

Director of Sales and Marketing: Prospected, identified and solicited new business relationships; conducted cold calling and met with business owners and executives; developed an Internet quoting strategy and screening process. Utilized consultative/solution-based selling tactics. Generated quotes; prepared contracts; maintained relationships with existing accounts. Provided monthly forecasting and sales targets.

DIEMOLDING CORPORATION, Canastota New York  2005-2007 / 1999-2001 A $42M international manufacturer and distributor of phenolic disk brake pistons.

Director of Sales and Marketing: Managed all aspects of global sales and marketing to Tier 2 brake manufactures; supervised the activities of new product engineering group and the aftermarket sales and marketing group. Developed 3-year sales forecast and 1-year business plan. Trained and developed staff; conducted performance appraisals and determined sales objectives. Extensive travel.

 Consistently achieved monthly and annual sales goals and objectives.  Generated more than $16.5M in sales over 5 years by successfully negotiating and closing key contracts with global Tier 2 manufacturers.

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DIEMOLDING CORPORATION (continued)  Reduced administrative costs and increased overall efficiency by implementing a CRM system to capture client data and create a profile on each customer.  Streamlined and restructured operations; ultimately improved customer service, reduced response time to customers, and accurately detailed and forecasted future productivity gains.

SCHISA BROTHERS, Syracuse, New York  2003-2005 A $15M local food service distributor.

President: Managed 5 direct reports and 45 employees; oversaw the day-to-day operations and supported sales team. Reviewed sales performance; identified gaps and new opportunities; determined actionable solutions to resolve client issues and meet financial goals. Managed financial responsibility and set annual budget. Developed business strategy with a focus on new product introductions; determined product differentiation and created sales and marketing objectives. Supervised all HR functions, including recruiting, hiring, training, scheduling and performance evaluations of all personnel.

DHD HEALTHCARE, Wampsville, New York  1995-1998 A $17M international manufacturer and marketer of proprietary respiratory care devices.

Director of Sales and Marketing: Directed 4 regional managers, 2 product managers and 1 marketing assistant; challenged to identify 6 new potential product ideas and launch 1 new product per year. Identified and developed new business relationships within distribution network; supported regional managers with client presentations, sales calls and training. Collaborated with product development team to identify, screen and approve new product ideas. Set sales and compensation goals; implemented strategies to exceed sales and distribution objectives. Developed and introduced a sales tracking system to determine market share and analyze competitive data. Recruited, hired, trained and developed managers; implemented a tiered commission program for independent sales representatives.

 Negotiated and closed first national account for the company; generated more than $1.5M in incremental revenue.  Elected to the Healthcare Manufactures Marketing Council’s Board of Governors; served as board secretary for 2 years.  Evaluated and hired a network of 40 independent sales representatives to sell products to distribution network.  Key contributor to the company’s 3 Zenith Awards, which recognizes organizations for exemplary service quality of equipment and/or supplies, and overall support of the respiratory care profession.

EDUCATION Bachelor of Science in Business Administration Ithaca College, Ithaca, New York

ADDITIONAL TRAINING Next Generation of Family Management University of Pennsylvania – Wharton School

Interpersonal Development Training Ridge Associates

Sandler Selling System

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