PAUL J.

GUARINO
75 Jefferson Road
Franklin, MA 02038
508-404-7547 Cell
E-mail: pgb3d348@westpost.net

CAREER NATIONAL ACCOUNTS SALES MANAGEMENT - KEY ACCOUNTS

New Business Development Team Leade
r Excellent Relationships - Creative

PROFILE Distinguished career in National Account management with a diversified b

ackground in strategic planning and overall account management. Leadership roles
in developing new business combined with strong negotiating skills. Top perform
ance record in selling creative solutions in multimillion-dollar environments. I
nspire team results that transform relationships into bottom line results. An ac
curate and precise communicator who stands out in todays competitive environment
. Ranked highest for integrity and character throughout career

EXPERIENCE

GEORGIA PACIFIC CORPORATION Atlanta GA 1995 -Present

Sr. National Accounts Manager - Communication Paper Division
GP Brand papers Fine papers - Private Label paper products
Responsible for the management of $100 + million in sales, including a cross-fun
ctional team that includes operations, service, marketing and finance for one of
our largest customers: Staples Inc. (all U.S Divisions) Work with product manag
ers at Staples and Quill negotiating programs, pricing, and promotions. I also f
orecast, perform catalog reviews and reconcile rebate payments. Conduct weekly m
eetings or quarterly presentations for Business Reviews. I am responsible for al
l channels including direct mail, retail, contract, Dot Com, Catalog, B to B etc
.
* Played a strategic role in developing a new Office Products business channel f
or GPs paper division
which began in late 1995.
Improved our Cost to serve by negotiating freight friendly lanes saving over $
2 million in freight in the past few years
Increased sales for one of business units largest customer (Staples Inc.) to $
135 + million while improving the value added mix by 20% in a 5 year period
* Increased sales at Quill Corporation, Chicago (mail order/catalog) from $0 to
over $40 million in a 6 year period
* Developed Canadian divisions distribution resulting in 47 new products and $3
+ million in sales
* Improved profitability by expanding distribution of new value added products f
or business unit
* Negotiated exclusive position for key private label strategic products at Stap
les such as: Staples multipurpose, inkjet, and Laser and printing papers which g
enerated over $30 million in new business
* Negotiated the exclusive supplier position for the new Staples Printing paper
(one of the most strategic initiatives in the paper category)
* As a result of Industry relationships, I played a key role in developing other
new customers
* Experience includes calling on Office Depot, B.T Office Products (CEXP), Best
Buy, CVS, BJs Wholesale Club etc.
* 1999 - Recipient of the Circles of Excellence Award for top 10% performance o
f Total paper business
* 2003 Results - One of eight recipients chosen for the Presidents Circle Award
2003.
* 2004 Top 5% of division: Awarded trip to Los Cabos , Mexico

AVERY DENNISON CORPORATION - Framingham, MA 1993-1995

National Accounts Manager
Organized the implementation of a strategic business plan for a major national r
etailer Staples Inc.
Responsible for the retail division of Avery Dennison for 10 categories. Excelle
d in new role, which combined three previously separate positions. Collaborated
with an east and west coast team that focused on new products, category manageme
nt, planogram optimization, promotions, and contract negotiations. Concentrated
on selling new products, off shelf promotions, and logistic management
Inkjet/Laser Labels, Inkjet papers, blank books, Ring Binders, Sheet protectors,
Indexes, tags, markers, highlighters, software, adhesives, accounting pads,
folios etc.
Increased R.O.S. to 4.6% the first year and 9.5% the second year
Increased volume and revenue 30% in two years up to $77 million in sales
converted the entire Index category to all Avery brand products
Added over 150 new SKUs in 1 years across 9 categories
Developed a promotional calendar that generated over $8 million in new business
Developed numerous off-shelf promotions that resulted in increased profitabilit
y during Tax time and BTS seasons
Created innovative ways to sell new products resulting in increased revenues

AVERY DENNISON CORPORATION New York

Key Accounts Manager

1980 1993
Managed and sold hundreds of products including the Dennison, National Blank Boo
k and Avery brands in the Greater New York Market for 25 regional customers. Pri
mary focus on the most competitive and lucrative Manhattan market
Increased sales of key accounts in region from $1 million to $4.5 million
Called on the largest and most successful retailers in Manhattan such as Kroll,
Landmark, Airline, & the Summit Office supply company
Discovered a decorating and customizing potential for a laminated portfolio tha
t resulted in sales of $200,000 originally unknown by manufacturer. Created over
$1 million in new revenue for division
Expanded distribution at new outlets such as Lees art, Kates paperie and Sam Fl
ax
Expanded market share of one of the largest regional wholesalers 275% with an a
nnual sales
volume of $1.5 million (Emco wholesale)
Negotiated product conversions, developed marketing programs and conducted cata
log reviews
Provided onsite management for consumer shows, business expos and trade shows
Provided formal classroom and field training to personnel in the corporate trai
ning center
Ranked in the top ten nationally for new product sales performance
Recipient of Presidents Club Award three times
EDUCATION
City University of New York: Lehman College, N.Y. C.
Bachelor of Science in Education
Finance Courses at the Boston Center for Adult Education