Dennis Walthers, VP Sales, Resume

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Dennis Walthers, VP Sales, Resume

  1. 1. DENNIS WALTHERSPage 1 of 44901 Harbor Court (972) 813-1406Flower Mound, Texas 75022 dwalthers@verizon.netSUMMARY OF QUALIFICATIONSExtremely motivated and results-driven sales and management professional with exceptional communication skillsand an extensive background in the following broad-based competencies:MARKETING STRATEGIC PLANNING TEAM BUILDINGACCOUNT MANAGEMENT CHANNEL DEVELOPMENT INCENTIVE PLANNINGNEW BUSINESS DEVELOPMENT KEY ACCOUNT ACQUISITIONS PRODUCT DEVELOPMENT  Demonstrated ability to streamline operations that increase productivity and efficiencies. .  Key strength is the ability to work cross functionally to drive collaboration and break down silos to bring teams together for alignment and rapid execution.  Excellent qualifications in strategic planning with comprehensive knowledge of management, organizational development, team building and project execution.  Driven and passionate individual that strives to excel at all levels  Skilled in the creation and implementation of comprehensive training initiatives that develop and retain effective sales teams.PROFESSIONAL EXPERIENCECisco Systems, Inc. – Consumer Business Division June2008 - PresentVice President of Sales – US & CanadaResponsible for Cisco’s Consumer Business initiative for US & Canada retail and ecommerce channel sales.Cisco acquired the Linksys Group in 2003 as the market leader in home networking. In 2008 Cisco announced theirinitiatives around the connected home and the network as a platform in the consumer market. I am responsible fordriving change in the networking space within the US and Canada retail. This challenge involves working at seniormanagement levels both internally and externally with key customers to re-invent a go to market strategy formerchandising and retailing the connected media home. As this strategy requires cross functional interaction acrossdepartments and management within key retailers like Best Buy and Wal-Mart, considerable collaboration isrequired to meet the needs of the retailer and the consumer.Since joining Cisco’s Consumer Business group I have realigned the sales organization to provide greater focus andattention on key growth areas. A key focus has been driving collaboration with the Cisco Enterprise team andCisco’s Internet Business Solutions Group to develop viable solutions that work at retail.The US and Canada theater exceeded the FY09 plan during one the most difficult financial times ever experiencedover the past century. I credit the success to capturing a market in transition and leveraging a market leadershipposition with key retailers to drive vendor consolidation and prepare for the upturn.As Cisco is presently acquiring organizations that compliment the overall consumer strategy it is also myresponsibility to bring diverse sales organizations together and drive alignment of strategies across the organization.Key Functional Responsibilities:  Working with product business units on go to market strategies for US and Canada retail.  Working with marketing to drive change in the network category to make it consumer friendly.  Moving from a sales in to a sales out compensation model.  Working closely with R&D and Customers on emerging technology products in early stages.  Identifying trends and capturing markets in transition to drive growth.
  2. 2. DENNIS WALTHERSPage 2 of 44901 Harbor Court (972) 813-1406Flower Mound, Texas 75022 dwalthers@verizon.netFreePrinters.com – Flower Mound, TX 2005- PresentPresident and CEOUtilizing industry knowledge and relationships developed over the past 25 years, the FreePrinters.com businessmodel was created to provide a strong value proposition for small to medium business and non-profit organizations.The basic business model provides free high performance color printers with free on-site service and discountedsupplies to US based businesses in exchange for an agreement to purchase a fixed amount of supplies over time.  Created the business model from concept to implementation o Internet based organization  Developed the relationships to drive the business model o Vendor partners o Finance partners o Outsource relationships  Funded the start up  Web-site development o Copy writing o Layout & design  Created back end administration tools o Automation of process and communications to customers  Development of process flow from application to shipment of product  Developed sales and marketing strategy o On-line marketing and pay per click advertising o Off-line print advertisingPOLAROID CORPORATION – WALTHAM, MASSACHUSETTS 2003 – 2005Vice President –Global SalesLeveraging industry knowledge and relationships to assist Polaroid in the development and implementation of salesand marketing programs for new Digital Imaging technology.. Creating a sales organization to support newconsumer product slated for introduction in 2005. Responsible for all channels including Consumer Electronics,Mass Merchant, Club, Direct Sales, Grocery, Drug, Convenience, B2B, Event and Entertainment, and Distribution.  Completed Non-Disclosure meetings on new technology with senior management in all channels  Developed channel strategy for new products shipping in 2005  Assist in development of packaging. marketing strategies and materials.  Manage all channels for existing instant film and camera business  Manage an organization of management and sales personnel of 23  Responsible for sales of approximately $650 million
  3. 3. DENNIS WALTHERSPage 3 of 44901 Harbor Court (972) 813-1406Flower Mound, Texas 75022 dwalthers@verizon.netCANON USA – Costa Mesa, California; Lake Success, New York 1993 - 2003Director / General Manager, Western United States 2001 - 2003Earned promotion from a $5 billion company offering imaging products that include film cameras, digital cameras,photo printers and copiers to provide leadership for $350 million in annual sales and distribution throughout theWestern United States. Position entailed managing two directors, eight regional sales mangers and three trainersand a divisional budget of $350 million in 2002.  Analyzed market trends to develop profitable pricing structures and effective marketing and promotional strategies.  Managed market development funds, ensuring maximum return on investment.  Provided leadership and motivation for sales team and established sales territories, quotas and goals that were instrumental in consistently exceeding overall objectives.  Utilized analysis of sales statistics and market research to assist retailers in enhancing sales.Area Director of Sales 1997 - 2001Supervised six Regional Sales Mangers in their efforts to capture sales to national and regional retailers, VARS anddistributors with responsibility for sales throughout the entire Southwest.  Completed extensive competitive analysis to provide value to retailers and consumers, consistently generating sales increases of as much as 60% per year.Regional Director of Sales 1994 - 1997Advanced to direct sales efforts in the Texas, Oklahoma, New Mexico, Louisiana, Colorado and Missouri regionthrough management of five associates.  Expanded regional sales by securing new accounts as well as expanding product offerings within existing accounts.  Championed a program that placed over 100 part-time sales associates in national retailers to demonstrate and sell Canon products to consumers, increasing sales by 80% and establishing new sales records for each quarter and the year; strategy was duplicated by competitors and remains in place today with ongoing success.Regional Sales Manager 1993 - 1994Selected to create an effective sales team charged with establishing retail business for Canon’s line of imagingproducts throughout the Texas, Oklahoma, Arkansas and New Mexico region.Regional Sales Manager (continued)  Negotiated relationships with major retailers including Sam’s Club, Wal-mart, CompUSA and Army, Air Force and Navy exchanges for placement of Canon products.  Recognized the industry trend to offer consumers complete solutions without purchasing individual components and collaborated with retail outlets to bundle Canon products with system offerings, gaining 6% overall market share.PC ACCESSORIES, INCORPORATED – Dallas, Texas 1992 - 1993Senior Vice President of SalesChosen by a startup independent wholesaler of PC accessories such as cables, disk holders and mice to lead salesefforts through retail and distribution channels. Work encompassed establishing sales strategies, pricing, MDF,advertising and compensation plans in addition to hiring and training an effective sales team.
  4. 4. DENNIS WALTHERSPage 4 of 44901 Harbor Court (972) 813-1406Flower Mound, Texas 75022 dwalthers@verizon.net  Drove sales to over $50 million in the first year by leveraging industry relationships to secure business with more than 26 customers representing 800 locations, instrumental to the successful sale of the company.  Developed marketing initiatives such as bundling multiple products into convenient consumer “starter kits,” increasing the average selling price and corporate and retailer profit.  Established partnerships with other vendors to provide them with an alternative wholesale source for accessories to add value to their product offering.DELL COMPUTER CORPORATION – Austin, Texas 1991 - 1992Divisional Sales Manager, RetailBrought on to maximize retail sales for a leading personal computer manufacturer. Scope of responsibility includedmarketing funds management, forecasting, retail detailing, retail point of purchase materials and rapid transition ofproducts with minimal inventory exposure.  Captured retail channel partnerships with key retailers that included CompUSA, Best Buy, Sam’s Club, Costco, Price Club, Office Depot and Staples, achieving $100+ million in sales in the first year.EPSON AMERICA, INCORPORATED – Torrance, California 1983 - 1991Area Marketing Director, Western United StatesEarned fast track promotion through a series of increasingly responsible positions. to be responsible for theachievement of over $300 million in annual sales including retail, corporate, VAR and distribution through threeoffices of a manufacturer of printers, scanners, multi-function devices, projectors and LCD screens, employing astaff of over 30. Responsibilities also included staff leadership; quota, expense and facilities management; anddevelopment of compensation and bonus plans.  Earned the company’s highest sales award, the 100% club, numerous times for exemplary sales performance.  Facilitated incredible sales increases by including computer retailers in the competition for quarterly incentive trips based on purchase volume.  Provided leadership that ensured the success of Epson in the rapidly changing technology environment and earned the company 80% of the market share in the printer segment.EDUCATIONUNIVERSITY OF TEXAS Austin, Texas

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