Michael D.

O'Connell
15 Slater Drive
Harrisville, R.I. 02830
Home(401) 766-0065, Home Office(401)765-4454, FAX(401)766-2911, Cell(401-258-846
0)
SUMMARY
Thirty plus years of successful sales and sales management experience in food, n
on-food (apparel and reading glasses), and pharmaceutical/HBC/OTC (wholesale) sa
les. Over the last 14 years focused growing a sales territory from zero account
s to over one hundred. Most accounts have been independent drug stores and smal
l drug chains. I have extensive experience calling on all levels of accounts; fr
om independent businesses to national /corporate accounts. I have experience se
lling to wholesale food accounts, chain accounts, and independent drug stores.
Also have experience in a DSD environment , wholesales sales and direct manufac
turer sales.

EXPERIENCE
Forrester & Vos Co., Long Beach, CA 1996 - Current
Regional Manager
- In the first four months, opened twenty direct accounts in independent drug
stores
- Have opened over 100 independent drug store accounts.
- Have developed buying group business
- Created an expense account form which is used throughout the company (Excel
format)
- Developed an order sheet for the company (Excel format)
- Developed a call tracking system which enables a way to evaluate call frequ
ency and - plan service call
Cardinal Health, Peabody, Ma. (HQ in Dublin, OH) 1991 -
1996
Retail Sales Consultant
- Increased retail sales from $850M to $1.2MM per month.
- Increased use of advertising programs at all key accounts.
- Added eleven independent primary accounts equaling $700M per month.
- Installed 37 computer systems in independent and chain drugstores, trained s
tore personnel to use these systems.
HARRIS WHOLESALE, SOLON, OH 1987-
1991
Division Sales Manager 1987-1991 (Prov. Division - So. New England)
Institutional and Retail Sales Manager 1987-1989
- Increased retail sales from $20MM to $45MM per year while decreasing cost of
sales and expanding into different markets.
- Expanded into three new markets while maintaining a headcount of six sales p
ersonnel, resulted in 45% of volume.
- Field designer of Harris Generic Source Program, resulted in 90% initial cus
tomer support, highest program support in history of the company.
- Initiated workload analyses resulting in cost controls and reorganization of
the division.

Michael D. O'Connell Page 2

Hanes DSD, Winston-Salem, NC
1982-1987
Direct store distributor of L'Eggs Products, Hanes Hosiery, and L'Erin Cosmetic
s
 District Sales Manager (New England and upstate New York)
- Managed three sales personnel while having key account responsibility while
coordinating sales efforts with "operations".
- Doubled district volume of L'Eggs from $19MM to $39MM in less than five year
s through fixturing increases and promotional support.
- Increased Underall sales by 25% in one year (1986) exceeding goal by 10%
- Filled two L'Eggs key account voids, within one year of assuming responsibil
ity from national account sales.
- Developed the district's largest drug and mass merchandiser accounts from $7
.4MM to - $19MM in three years (CVS, Caldors, Zayres, Brooks, Ames, and Hi
lls).
- Effectively utilized in-depth business reviews for corporate level presentat
ions to develop business, build customer rapport and reach corporate goals
.
- Dramatically improved the frequency and account base support of L'Eggs "line
" - - promotion, resulting in increased dollar share and Majers share.
Hunt-Wesson Foods Inc., Fullerton, CA
1973-1982
Territory Manager (North Shore of Boston, Maine, and New Hampshire)
- Hired, trained and directed a five member sales force.
District sales Coordinator (Boston District Office)
- Closely supported the district manager in his duties including conducting di
strict meetings and training new sales personnel.
Senior Sales Representative (RI, SE MA, and E CT)
- Sold to retail and direct food accounts in three states. Named District Sal
es Representative of the Year (1975).
EDUCATION
Providence college, B.A. Economics
PERSONAL
Married, three children