Dennis M. Caruso
6106 Tennyson Drive
West Chester, Ohio45069
(513) 779-0578
(513) 702-1792 (cell)
Summary of Qualifications:
Domestic, global and channel experience in re-designing the processes used to deliver value to the franchisee and end user customer, including the development of the roles and responsibilities of the sales people responsible for executing the processes. Extensive experience in channel management, strategic account management and end user selling processes at the Vice-President level for Bandag Incorporated, a billion dollar enterprise that dominated the truck tire retread industry globally. A strong history of demonstrated leadership for change and implementation of new selling processes and value delivery systems. A student of value delivery, channel management, and strategic account management who demonstrated the transfer and cascading of this knowledge globally; developing and demonstrating the emerging best practices of a world class sales organization.
Professional Experience:
MiamiUniversity, Farmer School of Business, Oxford, OH
Instructor – Part Time, Marketing,2008 – Present
Marketing 405, Creating Customer Value through Personal Selling
Bandag Incorporated, (Bridgestone-Bandag L.L.C.) Muscatine, IA
Vice-President North America Sales, 2006-2008
Led the re-organization of the sales force to better serve the distributor and end user customer during a reduction in force, creating alignment of corporate and customer needs for improved efficiency and effectiveness of the organization, resulting in a five million dollar reduction in selling expenses while increasing market share; made Enterprise Selling a reality by leveraging the collected strengths of our corporate departments and core competencies with our strategic national account customers, resulting in improved pricing that delivered a twenty million dollar positive improvement on our operating profit. Developed the integration plan to consolidate the Bandag and Bridgestone Truck Tire sales organizations into one sales group to provide one voice to the customer and reduce the costs to serve. Responsible for sponsoring the curriculum design and for leading the BandagUniversity, the training program for our sales and service organizations to prepare them to make our business plan a reality.
Director of Sales, Tire Distribution Systems, 2004-2006
Director for sales at company controlled distribution of stores and manufacturing plants. Led the design and training delivery of a Value-Added Selling initiative for sales force of (98) Commercial Sales Representatives and (45) Store Managers. Through the implementation of Sales Management and Service Management and the divestiture of poor performing operations, an eleven million dollar annual loss was turned into a six million dollar operating profit.
Vice-President Eastern Division, Tire Distribution Systems, Muscatine, IA 2002-2004
Operating Manager for $233 million dollar business with (65) points of sales and (19) manufacturing facilities;led the divestiture of this entire operation to existing independent franchisees.
Vice-President, International Sales, Bandag Incorporated, Muscatine, IA. 1998-2002
Responsible for implementing Value Delivery Process globally, leading the transformation from a product focused strategy to a customer driven process strategy, driving increased customer satisfaction and profitability. This work included the development of our regional sales forces to service our fleet and dealer customers and to deliver the appropriate package of value to meet the needs of these customers. Began the development and implementation of a Global Fleet Selling Process to serve our customers with a global platform.
Director of Sales, Atlantic Division, Bandag Incorporated, Muscatine, IA 1997-1998
Responsible for Value Delivery Process implementation in the Atlantic Division including the recruiting, hiring, and training of a multi-layered sales force developed to serve our fleet and distributor customers. Leveraged previously developed relationships to grow the dealer relationships and recruit new sales team that successfully implemented the Bandag Franchise Model and the Distribution Management Process.
Division Sales Manager, Great Lakes Division, Bandag Incorporated, Muscatine, IA 1993-1997
Successfully provided the leadership to Sales Development Managers to grow sales and increase market share through distributor and fleet development and distribution growth strategies; the division experienced record growth of new products.
Division Sales Manager, Mid-Atlantic Division, Bandag Incorporated, Muscatine, IA 1989-1993.
See above.
Business Development Manager, San Francisco, CA, Bandag Incorporated, MuscatineIA 1987-1989
Responsible for maintaining market share while under attack from a twelve billion dollar competitor who leveraged their financial strength to purchase four Bandag Franchisees in the Northern California Market. Missionaccomplished in fourteen months when three of acquired franchise locations were shut down, and Bandag sales volume was normalized.
Sales Development Manager,Baltimore, MD. Bandag Incorporated, Muscatine, IA 1985-1987
Responsible for sales to distributors and end users in the Baltimore District with an objective of increasing market share, promoted for work accomplished and relationships developed. On the design team to develop the Bandag Masters Sales Program, a three part training program of Product Knowledge, Selling Skills and Sales Management for the Bandag Franchisee’s sales organizations.
Michelin Tire Corporation, Greenville, South Carolina 1978-1985
Territory Sales Manager and Training Instructor, Newport News, VA. 1981-1985
District Sales Assistant, BostonDistributionCenter 1978-1981
Leadership and Development:
Strategic Account Management Association
Sales Executive Council
Quality Enhancement Seminar, Dr. W. Edward Deming
Managing and Financing Small Business
Currie Financial Model Workshop
Leadership with Business
Education
Bachelor of Science,
Business Administration,
Concentration in MarketingBostonUniversity 1977