Douglas R. Jacoby
Los Angeles,Ca
Summary
Sales leader with extensive experience in managing large-scale accounts and driving team performance across various markets. Developed training programs that improved product knowledge and sales effectiveness. Conducted market analysis to identify growth opportunities and enhance customer solutions.
Overview
35
35
years of professional experience
Work History
National Sales Manager-Specialty-Agriculture-Berries-Produce
Multi-Color Corporation
Santa Monica, California
12.2021 - Current
- Formulated a comprehensive national sales strategy to enhance market reach and increase sales performance. for diverse product lines across multiple markets.
- Defined unique responsibilities within MCC Team to enhance collaboration and communication. Provided labels for produce and berry growers across California and Guadalajara, Mexico. I work closely with key accounts such as Driscoll's and Bonduelle and coordinate with their suppliers to maintain supply and understand each specific growing region, as well as understand the current harvest rates and longevity of each specific season. Collaborated with clients to establish planting expectations per acre for produce and berry types, ensuring accurate pre-builds for harvest.
- Developed and implemented customer engagement initiatives to enhance relationships.
- Oversaw training programs for sales teams to improve product knowledge.
National Sales Manager-Western Region
Hood Packaging-Formally TC Transcontinental Packaging
Santa Monica, California
01.2018 - 01.2020
- Hood Packaging is the largest paper substrate (industrial packaging for the building products, seed, feed, dry dairy and sand) packaging company in the United States. Expanded Western territory with TC, leveraging new capacity from Hood Packaging to strengthen market position against competitors. Achieved over 11% year-over-year sales growth in a market facing a negative 5% annual decline.
- Developed national sales strategies for diverse packaging solutions.
- Managed key client relationships to enhance customer satisfaction.
- Led sales team training sessions to improve product knowledge and skills.
National Sales (Manager), CRM Implementation and Navigation Lead, Western Region
TC Transcontinental Packaging-formally Coveris
Santa Monica, California
01.2014 - 01.2018
- TC is an industry leader in a variety of packaging products both in paper and poly constructions. The Western region serves the industrial, agriculture, pharma, consumer foods and specialty markets with a reputation for quality, value and unrepresented service to its customers. The Western region has seen a very large growth in both revenue dollars and increased margins. With a solid team effort, this territory has grown from a 1.5mm territory in 2014 to a robust 14mm expected sales by the end of 2019.
- Duties and Responsibilities:
- Achieved mandated sales and profitability goals by adhering to our strategies and conducting quarterly meetings for adjustments.
- Facilitated training workshops to enhance team performance and customer engagement, mentoring sales team through ENS to meet call sales objectives. Implemented mandatory pre-call and post-call strategy to clarify call purposes, achieve customer goals, and create lasting value.
- Executed targeted outreach initiatives to attract new customers and recover previously lost accounts, effectively re-establishing coverage in underserved areas.
- Create a more profitable mix of monthly business by introducing new business at higher profit margins coupled with longer more efficient runs
- Fostered open communication among team members to monitor progress towards goals and address challenges, ensuring alignment with daily, weekly, monthly, and yearly objectives and developing strategies to overcome any shortfalls.
- Analyzed market trends to discover new areas for business engagement and expansion.-research areas of possible engagement which have not been explored in the past
- Prepare our sales strategy well in advance for the new capital expenditure.
Business Unit Manager/Uncoated, North American Territory
Paper Max USA-Div. of Asia Pulp and Paper
Anaheim, California
01.2013 - 01.2014
- Paper Max delivers a wide variety of specialty, coated and uncoated Fine Paper from various mills throughout the Pacific Rim and is the largest producer of paper globally.
- Launched nationwide uncoated product line, managing inventory loading and maintaining cost containment within corporate budget.
- Developed the team to increase uncoated volumes, exceeding AOP by approximately 6.8% in all uncoated grade areas.
- Develop and train salespeople on the new grades of uncoated paper, Initiate the go to market strategy on these grades and work in parallel with the coated RSDs to achieve both coated and uncoated corporate goals (Cross Sales Metric Approach).
- Coordinate weekly sales meetings to discuss volumes, revenues, and other issues pertaining to the uncoated market strategy.
- Oversaw financial performance metrics to ensure alignment with corporate objectives.
- Identified current and future threats to Paper Max's book of business, providing quarterly reports to VP of sales with strategies for mitigation.
- Developed quarterly strategies to align mill production efforts with customer expectations for quality and delivery.
- Representative Client List: Merchant and Converters Unisource, Midland, Spicers, Performance Paper, Case Paper, Graphic Paper, Gould Paper, Pro-Con, Clifford Paper, Evergreen, Cole, Athens Paper, BW Wilson, Field Paper, Horizon Paper, Sakura, Lindenmeyr Publishing group, Cenveo, Connemara.
- Representative Client List: Direct The Aaron Group.
Uncoated Vertical lead/ Sales Manager/Uncoated, North American Sales
New Page Corp
Atlanta, Georgia
01.2012 - 01.2013
- New Page offers a full portfolio of Fine Papers for the printing industry and is the largest manufacturer of coated substrates in the U.S.
- Oversaw 120,000 tons of uncoated paper, generating 91,200,000 USD in sales revenue with a projected growth rate of 6%.
- Led new offset initiative at New Page, developing uncoated sales through merchant, broker, and direct sales channels.
- Developed marketing campaign to introduce New Page as a first-time player in uncoated market and educated national sales force on product offerings and aggressive uncoated sales strategy.
- Coordinated with VP of Uncoated Sales and co-managed 12 salesmen (with the coated Sales Manager) monthly to ensure our plan is meeting the criteria set forth in our uncoated initiative.
- Constructed a new amalgamation policy/program, which enables our customers to ship the full product portfolio in one truck, thus, reducing freight cost to both New Page and the customer.
- Implemented and managed the new inventory plan with locations in two strategic areas of market concentration.
- Representative Client List: Direct The Aaron Group, Quad/Vertis, RRD (joint division sales), Acco Brands
Sales and Marketing Manager
Ahlstrom
Atlanta, Georgia
01.2006 - 01.2012
- Ahlstrom offers clients a partnership for a strategic business alliance that couples specialty substrate technology and manufacturing within the packaging industry.
- KAM-Managed a 10.2 million USD book of specialty papers business in 2010 with a CAGR (six years) of 5% across all business units which included crepe for tape, specialty C1S, anti-microbial, and wet strength papers and pressure sensitive.
- Market development responsibilities for PFOA free substrates (grease resistant papers), wet strength labels, and specialty applications of non-cellulose based substrates (non-wovens) throughout the United States and Canada.
- Personally managed 3 inside sales people (one was promoted to outside sales to assist our growth markets) which included ENS training, product training, mentoring on perceived weaknesses, and creating a team environment that encouraged an accountability style approach.
- Executed major projects by assessing client solutions and optimizing processes to enhance outcomes.
- Defined project responsibilities and expectations to align team efforts with client objectives.
- Oversaw substrate performance and conducted technical evaluations, implementing reengineering strategies to meet production performance and technical guidelines.
- Extensive experience with technical meeting facilitation across all levels of the organization (middle management through C-Suite).
- Partnered with a Fortune 500 company to develop a first ever non-woven microwave application packaging solution.
- Direct List: Nestle-Purina, Sara Lee, P&G (health and Beauty), Unilever, Dannone, Budweiser, Coors, Kraft and General Mills.
- Representative Client List: 3M-Tape,Shurtape, Bemis Milprint Div., Bemis Curwood Div., Bemis BIC Div., American Packaging Corp, Alcan, JUJO Thermal, Vacumet, Hammer Packaging, Winpak, Packaging Concepts, Bagcraft/Paper Con, and Spear.
Senior Sales Manager
Case Paper
Atlanta, Georgia
01.1992 - 01.2006
- Case Paper offers clients a cost-effective method of purchasing fine printed paper through odd-lots, seconds and custom converting.
- Managed Atlanta sales territory, driving annual sales revenue to 3 million USD with a CAGR of 8%.
- Developed marketing strategy for new product line of C2S papers to enhance market positioning.
- Trained new employees on product knowledge and converting policies to ensure alignment with company directives.
- Representative Client List: American Printing, Atlanta Printing, Carter Printing, B&B Printing, Bennett Graphics.
- Duties and Responsibilities:
Education
Bachelor of Science - Business, Sales and Marketing
Ball State University, Miller College of Business
Muncie, IndianaSkills
- Salesforce-CRM, Integrated Business Planning (IBP), Situation-Problem-Implication-Need Payoff Selling (SPIN), Toll-Gate 0 (TGO new business justification tool), Performance Management Tool, Microsoft Office Suite (Word, Outlook, PowerPoint, Excel), Intellectual Property, CDA and NDA experience, VMI (vendor managed inventory), ENS sales training proficient
- Sales strategy
- Negotiation strategies
- Key account management
- Customer engagement
Timeline
National Sales Manager-Specialty-Agriculture-Berries-Produce
Multi-Color Corporation
12.2021 - Current
National Sales Manager-Western Region
Hood Packaging-Formally TC Transcontinental Packaging
01.2018 - 01.2020
National Sales (Manager), CRM Implementation and Navigation Lead, Western Region
TC Transcontinental Packaging-formally Coveris
01.2014 - 01.2018
Business Unit Manager/Uncoated, North American Territory
Paper Max USA-Div. of Asia Pulp and Paper
01.2013 - 01.2014
Uncoated Vertical lead/ Sales Manager/Uncoated, North American Sales
New Page Corp
01.2012 - 01.2013
Sales and Marketing Manager
Ahlstrom
01.2006 - 01.2012
Senior Sales Manager
Case Paper
01.1992 - 01.2006
Bachelor of Science - Business, Sales and Marketing
Ball State University, Miller College of Business