ROBERT STUPAY
NAPERVILLE
Summary
Results-driven sales leader with over 20 years of consistent top performance in sales, marketing, and distribution of consumer products and entertainment to major food, drug, mass, and wholesaler accounts. Skilled at identifying new growth opportunities and establishing long-standing relationships with clients and vendors. Promotes a positive winning attitude and fosters accountability to consistently exceed performance goals and expectations. Proactively identifies potential conflicts and provides viable solutions to offset threats. Demonstrated competencies in improving organizational efficiencies through targeted strategies and emerging technologies that maximize synergies and facilitate lasting positive change.
Overview
23
23
years of professional experience
1
1
Certification
Work History
Sr. Director of Sales
L’Oréal
01.2018 - Current
- Manage a team of 8 sales professionals resulting in a 22% increase in total revenue with a sales budget over $200M
- Lead strategic growth priorities across national and regional retailers including Walgreens, Kroger, HEB, Rite Aid, Albertsons, and Meijer
- Develop a strategic frame, grounded in a data-centric approach focusing on enabling the brands to be consumer first by taking analytical insights and applying them to consumer facing strategies
- Achieve monthly sales budgets, grow market share, and drive profit objectives with key customers
- Successfully negotiate strategic promotional campaigns resulting in a 18% savings in trade spending while driving growth across all brands
- Manage relationships with cross-functional internal departments
- Train, coach, and mentor sales professionals, business analysts, and customer marketers
Sr. National Account Manager
Newell Brands
01.2013 - 01.2018
- Oversaw sales and distribution of consumer products within the small kitchen appliance division through major retail accounts including Kroger, Meijer, HEB, Walgreens, Costco, Sam’s Club, and Best Buy
- Grew top line sales 23% over five years, delivering annual sales budget in excess of $100MM
- Developed and executed long-term sales strategies to grow business in collaboration with product managers, marketing, and finance teams
- Established and managed annual channel-specific account budget in excess of $500K
- Introduced over 30 new products across various platforms with key FDM retailers
- Delivered monthly, quarterly, and annual sales objectives through building annual plans collaboratively with each account
- Developed insightful, creative, and effective strategies and ensure an effective presence consistent with brand objectives
- Managed broker relationships
National Account Manager
Newell Rubbermaid
01.2007 - 01.2013
- YOY average sales growth of more than 12% and 10% gross margin increase over 5 years within the office channel (Staples, OfficeMax, Office Depot) and Club (Costco, Sam's Club, BJ's)
- Delivered annual sales budget in excess of $150MM
- Executed sales and marketing programs and identify channel-specific business-building opportunities
- Lead and managed budget reviews, promotional plans, displays and off-shelf product placement
- Worked with Global Business Units, Supply Chain, and Operations to develop and implement programs
- P&L Management for all marketing opportunities with vendors resulting in nearly $2MM in savings annually
Account Manager, Affiliate Sales
MTV Networks
01.2006 - 01.2007
- Developed and managed the implementation of all MTV marketing and sales activities
- Built, maintained, and supported customer relationships in order to best understand their needs and priorities
- Provided ongoing sales and marketing opportunities to build strength, awareness, and value for all MTV brands
- Worked with Regional Account team in the development of marketing plans and strategies
- Created merchandising ideas that build brand value and create visibility and demand for MTV products
- Anticipated industry trends that affected sales
- Provided insight and offered solutions
Sr. Account Manager
Levy Home Entertainment
01.2002 - 01.2006
- Managed and maintained relationships with retail buyers (Target, Best Buy, Kroger, Toys ‘R’ Us)
- Developed strategic plans, initiatives, presentations, and new promotional programs
- Responsible for hiring and managing sales team
- Planned, coordinated, and analyzed programs and campaigns such as ads, new licenses, and key promotions
- Implemented and maintained marketing plans, tracked project execution, and executed marketing programs
Education
Bachelor of Arts - Business Management
Columbia College Chicago
Skills
Strategic Planning
P&L Management
Broker Management
Sales Training and Coaching
Forecast Accuracy
Collaborative leadership
Culture transformation
Team building and motivation
Certification
- ACSM Certified Personal Trainer
- Second City Chicago Improv & Writing
Awards
L’Oréal
2x recipient of the Building Culture Award
Lead trainer for Sales Skills Program
People Experience Lead for Employee Engagement
Newell Rubbermaid
4x President’s Award for Sales Excellence
Lead Trainer for Sales Leadership Courses
OCB Professional Bodybuilder
Timeline
Sr. Director of Sales
L’Oréal
01.2018 - Current
Sr. National Account Manager
Newell Brands
01.2013 - 01.2018
National Account Manager
Newell Rubbermaid
01.2007 - 01.2013
Account Manager, Affiliate Sales
MTV Networks
01.2006 - 01.2007
Sr. Account Manager
Levy Home Entertainment
01.2002 - 01.2006
Bachelor of Arts - Business Management
Columbia College Chicago
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