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Sr. Sales Manager, North American Key Accounts

Highly qualified sales and marketing professional with 14 years of diversified experience in revenue
development, sales operations, forecasting, strategic planning and sales tool development. When complex
problems arise, I proactively seek solutions that enable revenue generation to enhance the bottom line.
Exceptional project management skills with the aptitude to foster organizational confidence and trust.
Strong leader with the ability to positively inspire teams. Talent for controlling expenditures and identify
opportunities to streamline operational inefficiencies. Strong ERP/PC/Spreadsheet skills.

The Sr. Sales Manager of National Key Accounts is a key business partner for a $20M p&l with responsibility for all revenue management including forecasting, budgeting, strategic planning, leading
sales meetings, team building, and developing trust relationships with major customers. The position is a
key business partner to the VP of Sales and the main liaison to corporate headquarters for all major
customer revenue activity (Adidas, Disney, Best Buy, Nordstrom, Macy's, Zumiez, Tilly's). Nixon is a
highly metric and financially driven company which relies heavily on its leaders to drive business success.
Key Accomplishments:
Spearheaded critical business analysis that drove cross-functional visibility to market opportunities and risks,
specific to customer and product performance across North America - collaborated globally to initiate and scale.
Launched Adidas (Nixon's 1st globally licensed brand) in North America, while beating global revenue targets.
Achieved retailer health in 2018 by proactively balancing stock to sales ratios away from risks and into growth
opportunities, in a declining sales environment.
Developed custom products that enhanced a head-wind heavy business and achieved high market productivity.
Hand-selected as inaugural member of the Nixon Leadership Forum where we championed Nixon's Sustainability
+ Responsibility initiative, transformed the brand's go-to-market calendar, acted as a key change agent for the company's internal culture overhaul, and consulted on Nixon's 5 year strategic plan.
Forecasted and achieved 2018 revenue budget in a -30% declining sales environment.
Leveraged market analytics to guide forecast process and to achieve forecast accuracy for business.
Managed Nixon's most profitable business units via cost cutting initiatives and strong financial discipline.
Trained and developed sales teams.


As Strategic Accounts Manager of Stance's Performance Channel of business my primary objective was to develop and grow revenue within our emerging sporting goods market (i.e., basketball, baseball, run, cross- training, studio). The position was the main liaison to corporate headquarters for new customer revenue
opportunity (i.e., REI, Finish Line, Academy Sports, Hibbett Sports, Athleta, Scheels, Modell's).
Key Accomplishments:
Inaugural member of Stance PLAY Innovation team (https://play.stance.com/), where we developed concepts to drive the business' long-term growth initiatives (i.e., category expansion, sensory demand creation).
Increased annual revenue +20% within managed portfolio during a time of macroeconomic headwinds.
Worked with SPS/Edifice to overhaul market reports for improved visibility to productivity metrics.
Launched NBA, MLB and Outdoor categories

Strategic Accounts Manager, Performance Channel

As Sales Manager, I was responsible for developing strategy for our sales teams and key customers across
USA + Canada. I managed revenue and EBITDA growth for a $30M portfolio of 750+ customers across
19 territories. Responsible for the financial reporting, budgeting, pipeline productivity, staff development
and strategic planning for 19 territories across North America.
Key Accomplishments:

Developed business in the USA + Canada with national key accounts and local independent customers
Improved profitability with +30-40% increased annual revenue and -5% decreased annual return rates
Drove cross-functional business efficiencies to further drive profitability and eliminate redundant efforts
Utilized big data and developed analytics models to drive strategies, insights and opportunity
Collaborated with cross-functional teams to build strategies with a consumer-centric focus on demand creation

Sales Manager, North America

Responsibilities as Sales Coordinator included streamlining processes to ensure efficient customer support
for Nixon's multi-category, multi-channel business; tracking revenue against budget; data analytics; and development of ad-hoc sales reports to support our external sales teams. Primary objective was acting as the main liaison between our external sales team and our internal cross-functional teams.
Key Accomplishments:

Championed national service program for our customers that had multiple locations across North America.
Led team on company's first-ever 100% internally managed retailer; helped the retailer optimize their business and grow their sales by +30% (retailer allowed us to autonomously buy on their behalf and run the business).
Developed internal processes to help increase visibility to our demand planning teams on our supply vs demand
risks and opportunities - realized we were missing opportunity and with a few fixes was able to capture $3M in what could have been lost revenue within first year.

Sales Coordinator, North America

Responsibilities as Customer Service Representative included allocations, order entry, order maintenance,
warranty + service, outbound shipment management, return management, credit memo management, and high volume in-bound call management for our external sales teams, retailers and end-consumers (100+ calls per day).
Key Accomplishments:

Effectively allocated all orders for both USA + Canada with 100% accuracy, while eliminating redundant work of our Finance and Ops teams.
Collaborated with IT team to automate manual order entry processing; saving time and eliminating errors.
Built trust relationships with our customers, retailers and sales teams.
Resolved customer escalations by identifying problems and taking immediate corrective action - resulting in 25%
increase in department's efficiency.

Customer Service Representative

Find out detailed information about Stephen Chiaro, Sr. Sales Manager, North American Key Accounts in Carlsbad, CA

Stephen Chiaro: Sr. Sales Manager, North American Key Accounts in Carlsbad, CA

Stephen Chiaro

Nixon, Inc

Stance

Nixon, Inc

Nixon, Inc

Nixon, Inc

University of the Pacific