Summary
Overview
Work History
Education
Skills
Accomplishments
Affiliations
Timeline
Volunteer
Robert B. Kennedy

Robert B. Kennedy

Hamburg,USA

Summary

Experienced with strategic sales planning, consistently identifying and capitalizing on market opportunities. Utilizes data-driven insights to inform decision-making and drive sales performance. Track record of cultivating strong client relationships and leading teams to achieve ambitious sales targets.

Overview

30
30
years of professional experience

Work History

Director of Sales

RRD
01.2013 - 05.2025
  • Responsible for over 50 people selling all of the US with an annual budget of $75 million dollars.
  • Exceeded national sales targets by 10% through effective territory management , heavy focus on customer retention, and organic sales growth.
  • Developed high-performing sales teams through targeted recruitment, training, mentoring, and coaching activities.
  • Analyzed market trends to identify opportunities for product expansion, leading to increased revenue streams.
  • Lead collaboration efforts with sales, marketing, and other sales teams to develop solutions and accomplish shared objectives.
  • Successfully implemented 3 acquisitions and merged with current division driving out redundant cost and improving profits greater than 20%.
  • Reengineered inside sales division collaborating with outside sales to better grow National key accounts improving sales by $10 million dollars and growing.

Regional Sales Manager

RR Donnelley
05.1999 - 01.2013
  • Achieved objectives of top line sales and profitability through 15 person sales team. Focused attention on specific vertical markets of retail, manufacturing, wholesale, education, and healthcare selling print and print related services.
  • Developed and launched new Alternative Sales Channel selling through broker/resellers driving $15 million dollars in additional organic sales growth.
  • Achieved Top Regional Sales Manager Award 5 yrs in a row exceeding all commitments and goals.
  • Developed annual sales plans to achieve budget commitments. Provided monthly, quarterly, and annual forecasts. Hit annual budget commitments 5 years in a row.
  • Identified, hired, and developed own sales team. Implemented many motivational programs that are used companywide today.
  • Provided product specific training that afforded sales team the skill sets to penetrate existing customers and markets and grow revenues in excess of $2 MILLION in first year.
  • Developed sales force to improve overall sales skills. Raised performance of 8 sales people from proficient annual job rating to key contributors in first 2 years. Raised 3 from needs improvement to proficient rating.
  • Developed plan and instituted office wide productivity standards resulting in improved customer face time resulting in $10 MILLION in increased revenues.
  • Top developer of sales talent in 100+ person office. Selected to train all sales people through our Associate Sales Program while continuing with existing Sales Manager duties.


Sales Representative

RR Donnelley
01.1995 - 05.1999
  • Responsible for growing individual sales territory consisting of NY, PA, and OH. Grew Sales from $350,000 in 1995 to $1.5 MILLION in 1996 and then $2.9 MILLION in 1997 through adding new customers and selling into existing customers. Average order size was $500. Sales territory declined in sales previous 2 years before I joined team.
  • 1996 and 1997 achieved Top Sales Representative honors for obtaining the highest % of goal on team over 100%.
  • Honored with Achievement Club honors 3 years in a row for exceeding annual goal. Was 112%, 109%, and 119% of goals annually in '95, '96, and '97 respectively.

Education

University of Buffalo
Buffalo, New York

Skills

  • Sales training/coaching expertise
  • Sales revenue growth
  • Creating a motivational culture
  • Sales process optimization
  • Sales pipeline management
  • Client relationship management
  • Revenue forecasting
  • Sales reporting
  • KPI analysis
  • New business development
  • Solution selling
  • Problem solving
  • Performance evaluations
  • Employee retention
  • B to B sales
  • Change management
  • Sales leadership and training
  • Strategic planning

Accomplishments

Successfully implemented divisional mergers with Cardinal Brands and Valassis.

Developed recognition/incentive program now used company wide.

Launched Alternative Sales Channel driving new organic sales growth.

Reengineered company Inside Sales Division

Created Mentor program now used company wide.

Chosen to train Associate Development Program on lead generation and building and managing sales pipelines.

Implemented Sales Intern Program within Division.

Affiliations

  • USA Hockey
  • Knights of Columbus

Timeline

Director of Sales

RRD
01.2013 - 05.2025

Regional Sales Manager

RR Donnelley
05.1999 - 01.2013

Sales Representative

RR Donnelley
01.1995 - 05.1999

University of Buffalo

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