1. Spring Grove, IL 60081
Bob Coutteau LinkedIn: Bob Coutteau
(312) 402-5710 | bcoutteau@msn.com
VP-level Business & Sales Executive ... Leading & Coaching High-Performance Sales & Business Teams
I am a strategic Sales Leader within the consumer packaged goods market with the ability to favorably influence buyers
at all levels. My strong background in sales, brand development and business operations has honed my skills in
managing internal teams and external client relationships with efficiency and ease.
My extensive experience gives me a veteran’s eye for market shifts and the ability to predict and avoid costly mistakes
and stalls that others frequently miss. My career history of providing full sales-cycle leadership is complimented with the
ability to build consensus among deciding groups, and gain the buy-in of clients at national chains, warehouse clubs,
grocery, drug, gift, specialty, distributor and wholesale. I've created avenues for powerful economic development
incentives with multi-million dollar significance.
PROFESSIONAL EXPERIENCE
PUBLICATIONS INTERNATIONAL, LTD., Lincolnwood, Illinois 1999 – 11/2012
(Privately-held, mid-sized consumer packaged goods and publishing company, including private-label and licensed
educational products, electronic/interactive books, consumer periodicals and specialty books.)
Vice President, New Business Development (assumed responsiblity, 2011)
• Direct operational, strategic steering and financial oversight for sales, marketing, customer service, account and
distributor management and strategic channel management for $19.2M in US and Canadian sales.
• Led all areas of category analytics, trade spend, trade marketing funds, forecasting, distribution plans and target
account plans.
• Rejuvenated sales structure and strategy to maximize existing distribution, promotional and planogram production,
while building new PIL-facing relationships with key retailers.
• Directed key account managers delivering $12.5M in revenue through customers such as Walgreens, Michaels, Wal-
Mart Canada, Cracker Barrel, Big Lots, Readerlink, Baker & Taylor, Lowe’s, Menards and regional accounts.
• Grew new distribution sales by $4.2M in 2012 over 2011.
• Delivered 59% top line growth managing three core accounts (H.D.A., Mills, Blain) delivering $2.3M in revenue.
• Managed incremental product distribution and revenue growth in select Canadian accounts via distributors (Wal-
Mart Canada--trade books, Real Canadian Superstores, Shoppers Drug, London Drug, Safeway Canada, Overwaitea,
Sobey’s and Lowe’s Canada) representing $1.5M in revenue.
• Led incremental product distribution growth through promotional placement in select grocery accounts (Kroger,
SuperValu, Safeway, Fred Meyer and HyVee) yielding $1.1M in revenue.
• Targeted, penetrated and closed new business and managed key accounts for incremental distribution in OfficeMax,
Kroger, SuperValu, Safeway, Shoppers Drug, travel centers and airport shops.
Vice President, Retail Sales (promoted, 2006)
• Held direct operational, strategic steering and bottom/top line accountability for US and Canadian sales, branding,
trade management, pricing and contract negotiations accounting for $48M in revenue. Increased retail sales by 11%
during tenure.
• Recruited, trained and managed a top performing team of 16 sales managers and support staff.
• Partnered with Executive VP of Sales and senior sales leaders across channels to develop and drive new sales and
marketing strategies for new product introductions and new channel penetration.
• Directed several successful new product introductions in national retailers consistently exceeding goals, including
$10M ‘Record a Story’ line.
Vice President, National Accounts (promoted, 2003)
• Promoted into a critical, hybrid role managing all key US accounts, as well as Canadian sales division accounting
for more than $40M in annual sales.
• Improved sales revenue by 38% within three years at core national accounts, including Wal-Mart, Kmart, Toys R
Us, Target, Kohl's, Readerlink and Anderson Merchandising.
• Conceptualized and directed company’s transition from promotional sales driven to planogram business and led
integration of company products into national big box retailers.
• Aggressively resolved flat sales with Target and Wal-Mart and grew incremental sales.

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Vice President, Field Sales (promoted, 2002)
• Grew total field sales (distribution and direct) by 42% within 13 months, totaling $22M in annual revenue.
• Consistently exceeded gross margin contribution goals.
• Launched new channel management strategy, realigned sales team, changed sales culture, expanded business/market
intelligence and analytics utilization and expanded company’s direct interaction with retailers at HQ and store levels
to drive sales at the consumer level.
• Facilitated development and launch of promotions, sales tools, target account programs and sales incentives for
indirect sales channel, which drove pull-through sales effectiveness. Managed, trained and developed a team of nine,
including sales managers, KAMs and support personnel.
Director of Sales, National Accounts (promoted, 2001)
National Account Executive (1999-2001)
• Headed new Canadian sales division while managing key US accounts (Toy R Us, Target, Kmart), and regional
accounts through distributors. Delivered exceptional revenue growth quarter over quarter. Expanded product
distribution, placement and consumer penetration. Total annual revenue sales of these business units totaled $16M.
• Consistently met margin delivery and sales cost budget goals: improved US sales from $5.5M to $12M; grew
Canadian sales from $1.5M to $4M+.
• Increased US and Canadian revenue by more than $7M in 2001 over 1999.
• Rebuilt strained and stagnant relationships with Target and Kmart and significantly increased planogram and
promotional product placements.
• Successfully opened Canada; established distribution channel securing key regional/national accounts, such as Toy
R US Canada and Wal-Mart Canada: grew Canadian sales from startup to more than $1.5M in incremental revenue.
• Increased planogram penetration at Toys R Us by 700%; developed and launched pallet seasonal promotional
programs. Company received 2001 “Vendor of the Year” award from Toy R Us.
GIBSON TOYS (DIVISION: GIBSON GREETINGS), Cincinnati, Ohio 1997 – 1999
(Startup retail/CPG toy division of greeting card company; launched one of the most successful brands of 1997.)
Director, National Accounts
• Recruited as initial members of leadership team to establish sales infrastructure, sales and marketing plans, strategies
and distribution channel. First year sales grew from startup to $26M..
• Penetrated Toy R Us and Wal-Mart Canada; built distribution in Walgreens’s, TruServ and Wal-Mart US.
• Personally generated 30% of company’s first year sales volume.
GOLDEN BOOKS FAMILY ENTERTAINMENT, Racine, Wisconsin 1988 – 1997
(National publishing house; currently owned by Random House Publishing.)
Senior National Account Executive & National Accounts Manager (promoted, 1995)
National Accounts Manager (promoted, 1993)
Regional Sales Executive (promoted, 1990)
Key Account Executive (1988-1990)
• Promoted to lead day-to-day management, support and growth of Wal-Mart, Kmart and Walgreens key national
accounts representing more than $45M in annual sales accounting for 30% of department’s total revenue.
• Grew revenue within key accounts from $26M in 1993 to $45M in 1997.
• Expanded VMI/Direct Store Service Category Management Programs at Wal-Mart, to include chain-wide
distribution.
• Grew total promotional sales for account base by 37% from $12.7M to $17.5M.
• Grew Walgreen’s overall sales from $2.7M to $4.6M.
• Increased regional sales volume an average of 13% year over year. Recipient, “President’s Ring” award and
“Conference of Champions” award.
EDUCATION
Bachelor of Science in Business Administration, Quincy University, Quincy IL