Richard Johnson
Alpharetta,GA
Summary
Dynamic sales leader with a focus on driving $13 million in annual revenue through innovative sales strategies and key account acquisitions, including a pivotal partnership contributing $9 million. Expertise in analyzing market trends and directing cross-functional teams to enhance profitability and achieve ambitious growth objectives.
Overview
31
31
years of professional experience
Work History
Business Development Representative
Monadnock Paper Mills
Atlanta, GA
11.2025 - Current
- Increased company and product awareness with strategic distributors, end-users, and commercial printers, generating approximately $800K in new business opportunities and increased sales volume.
- Drove new business development and managed client accounts, increasing revenue and sales volume through distributors, end-users, and commercial printers.
- Established a new stocking program with a strategic distributor, creating an estimated $150K in annual sales growth.
- Strengthened customer relationships through proactive account management and responsive service, enhancing solution-based selling strategies.
- Managed pricing initiatives and customer quality concerns while monitoring competitive market activity to strategically position the company for territory growth and profitability.
- Collaborated with distributors and print partners to identify growth opportunities and expand market penetration across the territory.
Business Development Manager
RR Donnelley, Inc.
Atlanta, GA
01.2025 - 11.2025
- Secured three new strategic accounts within the first six months, generating approximately $75K in new business opportunities.
- Identified and targeted accounts expected to generate $220K in new business revenue.
- Developed new business opportunities and expanded strategic accounts by delivering customized solutions that supported customer growth.
- Successfully reengaged 20 dormant accounts within the first 90 days of business development activity.
- Executed strategic prospecting initiatives to strengthen market presence and enhance customer relationships.
- Sales executive specializing in business communications solutions with a focus on Direct Marketing, Packaging, Creative Content Printing, and Supply Chain Solutions for commercial clients.
National Sales Manager
Deflecto, LLC
Alpharetta, GA
01.2021 - 07.2023
- Directed national sales strategy for independent dealer channel, generating $13 million in annual revenue.
- Spearheaded acquisition of a strategic account with Amazon Basics, contributing approximately $9 million in annual sales.
- Established e-commerce partnerships with Hour Loop and Eden Traders, driving $500,000 in annual sales growth.
- Led and mentored a high-performing sales team, fostering a results-driven culture focused on surpassing objectives
- Analyzed regional sales data to develop strategic initiatives that increased sales effectiveness and profitability.
- Coordinated sales training initiatives for new product launches, improving market adoption rates.
- Successfully implemented two company-wide price increases, improving overall profitability by 16%.
Account Executive, Label Paper Division
RICOH ELECTRONICS, INC
Atlanta, GA
01.2018 - 01.2020
- Spearheaded operational enhancements and team-building initiatives that improved direct distribution efficiency and increased employee retention.
- Designed and instituted innovative business development blueprints encompassing marketing and pricing modules, targeting Converters / Printers, Major Retailers, and CPG companies.
- Optimized territory sales strategy in April 2018, enforcing price modifications, augmenting margins, and renegotiating key service contracts, especially in Mexico.
- Steered sales and operations across an international territory (Southeast U.S., Mexico, Caribbean), handling Pressure-sensitive packaging and label Papers, generating a consistent $18M annual revenue.
- Cultivated strategic sales broker partnerships, resulting in $1M sales uplift within 9 months.
District Sales Manager
MOHAWK PAPER
Atlanta, GA
01.2016 - 01.2018
- Directed sales across four states, engaging 80+ stakeholders in healthcare, education, and retail sectors, boosting sales by 31% and generating $5.3 million in premium products.
- Designed and implemented strategic sales plans that aligned cross-functional teams, strengthened channel performance, ensured reliable product availability, and consistently exceeded growth objectives.
- Managed strategic distributor partnerships across 42 Southeast accounts, providing customized sales training and lead generation initiatives to enhance market penetration and revenue growth.
- Collaborated with marketing teams to launch new products and develop value propositions, executing targeted go-to-market strategies to increase market impact.
- Facilitated collaboration between specification sales and technical representative teams, resulting in a $308K sales increase from the previous year.
Business Development Manager, Business Solutions Division
OFFICE DEPOT
Atlanta, GA
01.2014 - 01.2016
- Expanded client base by offering new/existing solutions, securing $250K additional sales and 20% YoY increase.
- Developed sales strategies for large regional companies and healthcare facilities, enhancing client needs assessment and relationship management.
- Orchestrated innovative product campaigns, responding dynamically to market demands and ensuring client-centric solutions.
- Investigated territory markets, securing 75 contacts from 25 new organizations through targeted networking and impactful presentations.
- Pioneered cross-functional collaborations, aligning the division's objectives with overarching company goals to maximize impact and efficiency.
Senior Account Executive, Healthcare – Education Specialist
GEORGIA PACIFIC – Professional
Atlanta, GA
01.2008 - 01.2014
- Achieved #1 Sales Professional ranking in the Southern Region for AccuWipes Brand Category and Dixie - Smart Stock.
- Enhanced revenue streams, recording a $360K increase in Perfect Touch Cups sales for the Healthcare segment.
- Secured new business with Barrow County School District, increasing K-12 vertical sales by $20K.
- Collaborated with partners US Foods and Sysco Foods, increasing annual sales by 21% and achieving 7% sales growth through GPO partners.
- Oversaw a $9M tri-state territory, leading cross-functional teams for account planning and execution.
- Facilitated proposal processes, managing budgeting and pricing for clients across hospitality, education, and healthcare sectors.
- Coordinated installation teams for hand hygiene equipment, conducting regular in-service training to ensure customer satisfaction.
National Account Manager
STORA ENSO - NEWPAGE
Atlanta, GA
01.1996 - 01.2008
- Directed sales and negotiated contracts for both long- and short-term product solutions for $18M in sales of Coated Printing Papers, Packaging, and Specialty/Label Papers to Fortune 500 customers.
- Secured $2M in new business for Coca-Cola's corporate Annual Report.
- Cultivated client relationships to enhance engagement and drive sales growth.
- Analyzed sales, revenue, and service performance to pinpoint gaps and disseminate best practices.
- Honored as Manufacturing Representative of the Year by the client, Cordage Paper.
Education
Bachelor of Science - Marketing Management
Virginia State University
Ettrick, VASkills
- Strategic sales direction
- Multichannel campaign management
- Brand partnerships and collaborations
- Relationship management
- Data analytics and reporting
- Sales pipeline development
- Account management strategies
- ROI enhancement
- Product promotion and launch
- Key account acquisition
- Territory sales strategy
- Contract negotiation
- Microsoft Office suite
- Google Workspace
- CRM software proficiency
Accomplishments
- Won $9 million in annual sales by securing new business with the Amazon Basics Program.
- Overcame COVID-19 constraints and secured $500K in fresh sales across emerging markets.
- Bolstered sales by $1.1M in 9 months through forging strategic partnerships.
Professional Development
- Dimensions of Professional Selling
- IMPAX Sales Process Training
- Sales Concepts - Financial
- Justification Training
Timeline
Business Development Representative
Monadnock Paper Mills
11.2025 - Current
Business Development Manager
RR Donnelley, Inc.
01.2025 - 11.2025
National Sales Manager
Deflecto, LLC
01.2021 - 07.2023
Account Executive, Label Paper Division
RICOH ELECTRONICS, INC
01.2018 - 01.2020
District Sales Manager
MOHAWK PAPER
01.2016 - 01.2018
Business Development Manager, Business Solutions Division
OFFICE DEPOT
01.2014 - 01.2016
Senior Account Executive, Healthcare – Education Specialist
GEORGIA PACIFIC – Professional
01.2008 - 01.2014
National Account Manager
STORA ENSO - NEWPAGE
01.1996 - 01.2008
Bachelor of Science - Marketing Management
Virginia State University