1. Steven A. Kaplun
22 Renwick Street, Apt 5A, New York, NY 10013, New York, NY
(917) 533-8517 | email@example.com
SUMMARY OF QUALIFICATIONS
Seasoned and results-driven SALES, MARKETING and NEW BUSINESS DEVELOPMENT
executive with consistent record of increasing sales, adding market share, and opening new
markets. Loyal team player accustomed to handling multiple clients, categories, and
channels. Strong business developmentabilitiesand refinedaccount management
capabilities.Hands-on leader, very effective negotiator, and adroit in sales team
Areas of Expertise
Sales and New Business Development: multi-channel sales management, lead generation
and account penetration and planning, forecasting and budgeting, developmentand
management of internal and external sales teams, value-added sellingfor simple and
complex products and services, identifyingcustomer/client requirements, contracts and
negotiations, Adroit in closeouts and liquidations.
Advertising and Sales Promotion: 360 multiplatform advertising and media campaigns
creating themes for off-shelf promotional vehicles,IRC/rebate programs, and location-
based marketing. Launch events,. Store Planograms and in-store promotion.
360 Marketing: marketing strategy and planning including market/consumer research and
segmentation, competitive analysis, brand management, product positioningand pricing,
strategic planning, website content development,creation of online and offline marketing
material, copywriting, trade show promotion and coordination and event planning.
Key Account Management: identifyinginternal and external drivers, understanding
organizational and political realities,buildingstrategic relationships,and facilitating
intracompany collaboration and consensus. Anticipating and meeting client needs,
maximizing networks and alliances, building coalitions with and between stakeholders.
Conflict resolution and and logistics management.
Category Management and Consumer Insights: full P&L responsibility,setting margin
requirements, merchandising strategy and analyzing market trends. SKU productivity,
product and brand extensionsbased on retailer sales.
10/14 to 01/1/16
National Sales Manager, CLEAR INNOVATION LLC, New York, NY: a consumer products
company that manufactures and sellsoutdoor livingproducts with over $700MM in sales
2. Responsibilities:deepenaccount penetration with Bed Bath & Beyond, Toys R Us, and
Target. Oversee 5 differentrep groups managing 20+ sales representatives,increase catalog
To maximize relationship with Target, work directly with buyer to fully understand
specific product and packaging requirements, margin requirements, customer
insights, and retailer insights. Created special packaging to leverage available shelf
size and seasonal promotions. Result: two products chosen for Target online and in-
store retail, $850k gross revenue as a new vendor.
To increase account, retailer and category penetration, expanded channels with
Target to online, tripledSKUs with Target, leveraged an opening in Bed Bath &
Beyond’s preferred vendor list. Took advantage of new seasonal market
opportunities BJ’s Wholesale. Result: boosted 40% of regular customer accounts by
25% annually, totalling over $3MM in new revenue.
To position company for a 50%+ projected annual growth, developedvendor specific
account strategy and messaging for Bed Bath and Beyond, Party City, Kohl’s, BJ’s, CVS
Health, Quidsi (divisionof Amazon), Toys R Us, Shopko and Target and others. Result:
achieved over 50% year over year for my two years employed.
To increase ROI and increase free cash flow,analyzed slow moving inventory, priced
and quantifiedinventory, leveragedprofessional network directly and aligned and
coordinated objectives with various outside vendor groups to maximize the selloff
Result: moved over $1,000,000.00 in distressed merchandise to various retailers and
wholesalers such as TJM, Marshalls, Ross Stores and more.
To increase gross sales through outside sales networks, designedand implemented
full outside sales strategy, including tems, definedgoals and tracked KPIs. Through
personal contacts, vetted and chose five sales representative groups managing 20+
sales representatives, involvedwith specific companies and retailers. Result:
diversificationof distribution channels, increase in sales and penetration.
12/09 TO 11/13
Sales Director, Wholesale Toys, WISCONSIN TOY/BIG LOTS WHOLESALE, New York, NY: a
closeout and overstock merchandise distributor/retailer for toys and seasonal items.
Responsibilities:relationship-basedsellingapproach, growing accounts, expanding territory
reach. Expand merchandise distribution from New York to include Canada, Europe, and the
3. To expand international merchandise distribution, developednew market
penetration strategy, researched and vetted multiple global regions for easy of
market entry, low tax and tariffs, and favorable competitive landscape, choosing
Canada, Europe, and the Caribbean to begin global expansion campaign. Result:
increased sales revenue 400% growing to $6+ MM annually.
To maximize domestic gross sales,effectivelymaximizedand strengthened existing
relationships by utilizinga relationship-based, value added, sellingapproach with a
focus on growing accounts and expanding territory reach, maintained flexibilityon
margins and terms to maintain preferred vendor status. Result: boosted 40% of
regular customer accounts 25% annually.
To evolve away from legacy sales models, designednew marketing and advertising
focused changed solicitation through electronic information distribution and order
management. Created descriptive PowerPoints, spreadsheets, and digital sales
materials supporting retailers and wholesalers. Result: increased word of mouth
advertising, numerous industry introductions.
To launch a high-style best in class showroom for over 5000 SKUs, led initiative to
renovate, rebrand, showroom with integration into company’s salesprocesses and
logistics. Installed and agile and modular showroom framework to accommodate
specific retailer planograms, seasonal and evergreen SKUs. Result: increased sales of
Mattel, Hasbro, Spin Master, Fisher-Price,Radio-Flyer and more.
03/05 to 08/09
Director of Sales, JAKKS PACIFIC Inc., New York, NY: designer, developerand marketer of
toys and consumer products; a large licensing portfolio featuring numerous children's
licensedand evergreen toys.
Responsibilities:promotional and merchandising plans, sales program development
including exclusives,semi-exclusives,andspecial promotion vendor packages, launch new
categories, and expand licensingprogram.
To further maximize profitability of an already strong relationship ($125M with Toys-
R-Us (TRU), collaborated closelyand leveraged current buying trends with TRU in
negotiating the shelf space, margins, and exclusivesin order to both maximize their
sales per sq/ft, and increasing both volume and margin for Jakks. Result: generated
over $125M account revenue from brands including WWE Figures, Pokémon,
Nickelodeon,Dragonball Z, Eyeclops, Plug-in-Play,Girl Gourmet, and Hanna Montana.
4. To launch a new high margin line and obtain exclusive shelf space with TRU,
developedexclusive product line of pet toys, apparel, and activity products for TRU
under the American Kennel Club (AKC) and Totally Me brands. Result: Grew Toys R Us
and $4M in new pet accessory products with an exclusive program with 16 linear feet
of product display.
To developstrong and profitable strategic partnerships, worked closely with large
retailers in a multifaceted vendor and partner program including inventory
management/optimization, collaborative product forecasts, unique marketing,
promotional and merchandising plans, and differentiationfrom competitive retailers.
Result: maintained preferred vendor status, developedprofitable codependent
relationship with multiple retailers.
06/0 to 01/05
Senior Account Manager, FUN-4-ALL CORPORATION, New York, NY: a on-trend toy licensing
company targeting the child and young adult demographics. Brands include South Park,
Fisher Price, WWF, Transformers, et. al.
Responsibilities:Managed 300+ accounts handling product development,product
customization, licensing compliance, pricing, forecasts, sales, marketing, and promotional
programs. What else can we say about the responsibilities.
‘00 - ‘01 Regional Account Manager, PLAY ALONG TOYS, New York, NY.
‘94 - ‘00 Account Manager, TALBOT ASSOCIATES, New York, NY.
‘92 - ‘94 Sales Representative, PRIMAX REP GROUP, New York, NY:
Bachelor of Science., Information Systems and Marketing,
NEW YORK UNIVERSITY, STERN SCHOOL OF BUSINESS, New York, NY. 1992
PERSONAL INFORMATION and INTERESTS
1940-1960 battery operated and tin toys, Louis Comfort Tiffany Studios, Edward Gorey, SS
Normandie Collectibles,1939 and 1964 World’s Fair memorabilia. Finding NYC’s best
Italian food, 20th Century Typefaces, Furniture, Decorative Objects, Art and NYC
Architecture tours. The New York Mets, Internship at the Metropolitan Museum of Art.