Dave Novak Email & Phone Number

Dallas, Texas, United States

Texas, United States

Leading US Sales Team of global mattress manufacturer, targeting $12m in domestic 2023 sales, a 14% increase. Principal role is development of a sales organization of independent representatives to open and grow profitable accounts, expand sales territory, and grow truckload/container sales to top 100 Furniture/Mattress customers in US & Canada. 3 year sales plan is to double sales to $25M. Also charged with developing and introducing company culture initiative within transition in our leadership team.● Implementing data based selling initiative with sales team via Microsoft Power BI to target KPI’s.● Grew Sales team from 5 to 12 Sales Representatives in Texas and surrounding states.● Developed infrastructure to support dropship sales through all categories of mattress dealers, enterprise systems and our own transactional website. ● Led and executed the transfer of the Dallas Distribution Center to our Houston operations base.● Developed private label sales to Dallas dealer, projecting year 1 sales of $300K.● Replaced competitive products in $350K dealer with Americanstar, utilizing prior successful business relationship and ability to meet their changing needs with our core product & logistics strength.

Dallas, Texas

Hired to turnaround underperforming Central & West Regions and restructure business strategies to target Top 100 Furniture Accounts. During the 2020 pandemic, pivoted the business model to support regional business accounts in anticipation of slow-down, store closures and to maintain turnaround success. Scheduled to achieve positive region growth by YE 2020.• Implemented initial product placement on MattressFirm.com, current annual sales trending up $673,000.• Added Rent A Center Franchise Group including 300+ locations in January 2020, trending up $500,000.• Added initial product offering to Jeromes.com, anticipating full assortment by YE 2020 • People Management to realign sales force and hire new team members.• Developed a Close-Out channel category to sell out-dated, branded products.• Engaged competitive bedding manufacturers in OEM purchasing.• Coached, mentored and implemented an accountability loop for customer service representatives in sales/logistics/support services.

Eastern Usa

Lead $240 East US Corsicana Mattress Business Unit, managing 27 independent Sales Representatives and 2,400 dealers including Key National/Regional Accounts.• Successfully navigated business development following private equity ownership transition, including enhancements to delivery, pricing, product and personnel.• Expanded product availability to 3 new distributors, re-engaging small volume dealers in cost effective distribution system, expanding distribution to new dealers with broader product selection.• Initiated new business relationships with key national buying groups in TRIB and Nationwide• Regained previous business using strategic pricing/product mix, retaining price/value relationship that met dealers and corporate expectations.• Delegated operational responsibilities to independent sales representatives in conjunction with broadened geographic and personnel responsibility and developed the sale support infrastructure.

Midwest

Leading $45M Midwest Sales Region and select Key National Accounts thru 10 independent sales representatives. Experiencing 10% 2014 growth through transition to contracted transportation company, introduction of first ever mid-priced product collection, multiple pricing adjustments and a private equity ownership change.

Dallas, Texas

Expanded initial responsibility to include $8M American Bedding brand in SE Region. • 20 point trend improvement result of; • Territory and customer support realignment • Existing account retention • Distribution growth • Meeting near term objectives of key account development • Foreign growth.• Retained responsibility for $10M Therapedic & Sleepinc brands in SE Region. • 8% Account growth attributable to; • Re-merchandising five of seven brand collections • Launching fact-based selling infrastructure • Increasing Avg Unit Selling Price by 6% through volume shift away from promotional product • Expansion of branded mid and high level brand collections

Dallas, Texas

Led grocery channel account management in top 10 accounts – Safeway and Supervalu, achieving 12% growth. Initiated LALA drinkable yogurt distribution in 7 Eleven, Supervalu and Save a Lot banners through customized retail programming and pricing actions. Developed Puerto Rico Sales Plan i.e. Broker & Distributor selection, targeted 2012 execution.• Directed RFI/RFP submission to initiate private label milk production at Safeway and ongoing yogurt business at Supervalu• Co-implemented Scorecard & Dashboard to drive informed business decision-making process with Acosta broker partner

Directed teams of sales, marketing and shelf space management experts to build retail category management plans, resulting in sales, revenue and margin growth for total beer category. • Spearheaded development and use of national Ad/Display performance tool to 1. Measure Ad and Display effectiveness and 2. Improve future planning and results. • Utilized sales expertise and data tools to integrate ad planning cycle with display execution to maximize ad week sales, resulting in an incremental 1.3% sales trend. • Achieved 24.7% Michelob sales trend from 2.0% in prior year by increasing Michelob family ad frequency. Contributed to overall year to date sales of 6.0%• Led category review at #1 volume account resulting in renewed banner category status for beer• Implemented personal Analytics training plan including: IRI-XLerate, AC Nielsen-Nitro, Spectra analytics, dunnhumby consumer based consulting, and FMI category management

P&L ownership with $280M in Revenue. Led sales growth and marketing execution and wholesaler contract compliance in competitive state of Wisconsin – home market of leading competitors. Led 15 wholesale distribution points, 4 District Sales Managers and 3 Key Account Managers. Consolidated 21 wholesalers to 15, reducing operating expenses by $3M annually and increasing business unit focus on selling • Recruited, hired, trained and promoted 4 region sales managers • 17% growth rate above sales plan, by targeting resources against competitive weaknesses• 23% Anheuser-Busch market share growth in competitors home market (Miller/Milwaukee), including taking 4 share points from leading competitor• 34% profit margin growth for business unit. Achieved through targeting price increases and promotional spending. • 4% sales growth for flagship brand, Budweiser. Led entire country by simplifying goals and focusing execution on easily measured and articulated objectives• 40% of domestic volume growth for Michelob Amber Bock in 2003. Driven by executing targeted marketing plan built on independent wholesaler investment and execution• Effectively communicated annual market plans and expectations to 700+ business partners

Led and coached 50-member workforce and a $1.3B retail sales region, directing $7M in marketing, administrative, and payroll expenses achieving budget expectations each year• Reduced administrative costs through business planning and budget process by $100K and reinvested in direct retail selling programs to drive premium brand revenue

Elected panel chairman by peers in newly created national position. Initiated implementation of CRM strategy through execution of strategic work plan, job description and PALM tool.• Recognized for leadership efforts with national MVP award• Led 22 Illinois Anheuser-Busch wholesalers thru Impact Selling initiative • Redirected business resources to maximize manpower productivity and meet changing retailer needs

Directed team of financial, operations, sales, and marketing experts thru 24 business reviews, reorganizing each business to focus their culture on the sales function • Improved operating expense efficiencies, growing overall operating profit 80 – 150 basis points

Led 2 sales territories by developing successful working relationships with business owners, sales managers, event marketers, front-line sales and delivery personnel, and retail decision makers. Gained competitive advantage through meeting and exceeding customer expectations• Supported successful Bud Light rollout through aggressive retail sales promotion sampling program• Led sales promotion reaching 500K+ consumers growing Bud Light into #1 brand in Michigan• 4 Relocations – Chicago, Illinois; Fort Dodge, Iowa; East Lansing, Michigan; Charlotte, North Carolina