CHRISTOPER J. SAXE
Grand Rapids,USA
Summary
A collaborative purposeful sales leader with demonstrated sales growth, product development, operational improvement, merchandising innovation, and marketing creativity. Consistent top performer with a deep knowledge of sales, marketing, and merchandising of consumer electronics and consumer packaged goods into retail.
Overview
33
33
years of professional experience
Work History
Senior Director of Sales – Retail/E-Commerce
Rand McNally
05.2022 - 04.2025
- Expanded role now includes other channels (Office) and e-commerce (Amazon and other marketplace sites).
- Improved Amazon sales by 12% in 2024 by managing an agency relationship focused on improved SEO, updated listings with A+ content, and a consistent promotion plan to drive revenue. Also, looked to improve the overall profitability of the Rand McNally refurb business by transitioning the sales from the Vendor Central platform to a newly created Seller Central platform so marketplace pricing could be controlled by Rand McNally.
- While addressing the incremental revenue targets set by new ownership, becoming a problem solver for our key partners led to recurring revenue opportunities. Exclusive Bluetooth Headsets prints became the request of all national accounts. When the market share leader in the category refused to address a particular ask, I worked closely with my design and product team to solve the issue. The result was a Rand McNally exclusive Neon Yellow Camo print for Love’s Travel Stops, a 10K unit order for $1.25M in revenue. This ability to solve this problem in a timely manner has led to (7) additional Rand McNally proprietary prints of 10K units, exclusive to the various national accounts. Total revenue generated over 3 years was $10M
Director of Sales – Truck Channel
Rand McNally
01.2017 - 05.2022
- Recruited by Rand McNally CEO to return to Rand McNally. The organization was expanding its consumer electronics business into Bluetooth Headsets, Dash Cameras, and Electronic Logging Devices.
- Successfully increased the sales pipeline with new products and was able to penetrate the crowded shelf environment of the Bluetooth category and Dash Camera category. By securing full distribution of the Rand McNally product line into 82% of the truck stops in the channel, the overall revenue increased to $34M annually in 2017 (up 41% from 2015).
- Improving the visibility of the Rand McNally brand in the truck channel became critical as the assortment of products grew. In 2018 and 2019, I was able to secure Rand McNally branded permanent floor displays with video content in two of the three national accounts (Love’s and TravelCenters of America). By collaborating with Rand McNally marketing and multiple outside vendors to build the displays, the placement of the permanent displays allowed Rand McNally to gain 12% of the Bluetooth category revenue and 36% of the Dash Camera category revenue in the channel in less than 3 years.
Director of Sales – Retail
ONE20
02.2016 - 01.2017
- Recruited by start-up ownership to develop relationships in retail and distributor markets for ONE20 while truck based navigation app was developed for subscription and advertising purposes.
- Due to delays in app development and the need for revenue, a ONE20 navigation tablet and a ONE20 electronic logging device was developed. I immediately sold the devices to TravelCenters of America and the primary distributors in the truck channel. New product launch skills and price strategy allowed me to generate $1.75M in revenue during year one as the development of the app continued.
- Marketing and creating recognition of the ONE20 brand was a critical piece to year one in the company. my established relationships allowed ONE20 to hold marketing events across the country at national accounts (Love’s, Pilot, and TA-Petro), regional, and independent truck stops.
National Account Manager
Rand McNally
01.2009 - 02.2016
- National Account Manager for the launch of Rand McNally’s new Consumer Electronics business. Account responsibilities included the Truck Channel, Office Channel, and Meijer. Initial business focused exclusively on the Truck Channel and the distributors that handled that channel. Over the course of the 7 years in developing this business, the revenue grew from $0 to $24 million in revenue and an 89% distribution rate among national account, regional, and independent truck stops.
- Building this new business focused on strategic planning, new product launches, merchandising, price strategy, and supply chain.
- After year 5 expansion into the RV Market, the ownership was searching for incremental revenue, I was about to secure a 4 year deal for 10K units/year for a private label device with Good Sam’s/Camping World worth $15M over the 4 year contract. New customer relationships were transitioned into a trusted resource relationship and this led to joint business planning opportunities.
Region Sales Manager
Rand McNally
01.2002 - 01.2009
- Responsible for the East Region Sales Team’s $18 million dollar DSD business. The East Region sales team consisted of (3) Key Account Managers, (6) District Managers, (6) Area Sales Managers, (75) full and part time representatives. Accountable for guiding staff efforts while focusing on strategic planning, business development, key account relations, and field execution
- Elevated merchandising execution in 22,000 doors by mandating performance levels to newly established KPIs. Devised incentive based compensation program that quantified contributions and rewarded performance accordingly.
District Manager
District Manager
10.2000 - 01.2002
- Great Lakes District Manager. Supervised the work of 11 Territory Distribution Representatives and 2 Area Sales Managers.
- Responsibilities included recruiting, hiring, training and development, and motivation. Worked to identify opportunities and devise competitive strategies. Changed culture of field execution from one of self-management to one of high level, uniform performance with consistent KPIs for the entire Great Lakes sales team.
Unit Manager
Philip Morris USA
04.1994 - 10.2000
- Supervised (6) Territory Sales Managers and handled (10) local Key Accounts.
- Accountable for hiring and staff development including training, motivation, and feedback. Worked closely with the team to identify opportunities and develop competitive strategies.
District Category Manager
Philip Morris USA
01.1996 - 09.1996
Territory Sales Representative
Philip Morris USA
04.1992 - 04.1994
Education
Bachelor of Arts - Finance
Michigan State University
East Lansing, MISkills
- National Account Sales Mgmt
- Fact Based Selling
- Strategic Planning
- Problem Solving
- P&L Management
- Product Launch Planning
- Joint Business Planning
- Process Improvement
- Forecasting/Budgeting
Timeline
Senior Director of Sales – Retail/E-Commerce
Rand McNally
05.2022 - 04.2025
Director of Sales – Truck Channel
Rand McNally
01.2017 - 05.2022
Director of Sales – Retail
ONE20
02.2016 - 01.2017
National Account Manager
Rand McNally
01.2009 - 02.2016
Region Sales Manager
Rand McNally
01.2002 - 01.2009
District Manager
District Manager
10.2000 - 01.2002
District Category Manager
Philip Morris USA
01.1996 - 09.1996
Unit Manager
Philip Morris USA
04.1994 - 10.2000
Territory Sales Representative
Philip Morris USA
04.1992 - 04.1994
Bachelor of Arts - Finance
Michigan State University
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