20 Silver Beech Road Home:203-267-1378

Southbury, Connecticut Cell:203-228-1976

06488 PKulka558@aol.com

Peter J. Kulka
SUMMARY:

High energy Sales Executive who embraces change and moves decisively from vision and strategy to
implementation, problem-solving, and execution.
Senior level sales management and General management experience demonstrating high level sustained
success and flexibility in each position held.
Achieves consistent revenue growth and margin results through the effective management of capital, processes
and team development.
Proven ability to design and implement a course of action for achieving the organizations vision and align people
within the organization to execute the plan.
Exhibits and creates a positive sense of urgency and work ethic that generates results and gains trust to inspire
others to action.
Proven leadership ability has been demonstrated with Fortune 500 industry leaders such as OfficeMax, Boise
Cascade, Polaroid and Hershey.

EXPERIENCE:

December 2008 – Present

Vice President of Sales – OfficeMax Enterprise Solutions
 Revenue and margin responsibility for $120 million in B2B contract business in the New York metropolitan
market to include the Tri-State area.
 Managed through a turnaround and motivated a team of over 30 sales associates. Focused on selling an
integrated solution strategy to existing and prospective clients that aids in their ability to improve their internal
operating expense and improve net income.
 Direct reporting & developmental responsibility for 4 District Sales Managers, 2 National Account Managers.
 Indirect reporting responsibility for three Sales Directors responsible for specific value offerings related to our
overall integrated solution strategy.
 Ability to get things done collaboratively with headquarter support infrastructure and local operational
counterparts to ensure customer experience and expectations were exceeded.
 High level contract negotiation skills resulting in amicable solutions for the company and the client.
 In the first quarter of 2010 the market generated net income exceeding last year by 21% and in second quarter
of 2010 net income exceeded last year by 35%.
 Winner of multiple awards for market growth and product sales from vendors including 3M and Hewlett-Packard.

October 2006 – December 2008

Director of Sales – OfficeMax Enterprise Solutions
 Responsible for leading the Southern New England market contract sales growth and profitability initiatives.
 Generated consecutive years of double digit growth actually growing contribution margin at a faster rate.
 Managed a sales organization focused on acquisition of new clients, as well as retention of existing clients and
revenue expansion through selling additional share category service offerings.
 Developed associates through training and collaborative coaching.
 Managed selling expense and customer profitability.
 Collaborated with operational peers to ensure customer satisfaction and service expectations were met.
 Achieved national Chairman’s Club recognition finishing first in my peer group based on 2007 performance.
 Delivered net contribution margin results that were $1 million over plan in 2007.
June 1998 – October 2006
General Manager –OfficeMax Connecticut Distribution Center
 Direct P&L responsibility for the market that included Connecticut, Western Massachusetts & Eastern New York.
 Successfully led an organization of over 70 associates over three shifts. Functional areas included sales,
customer service, accounts payable/receivable, inventory management, distribution and delivery.
 Fostered and maintained effective working relationships with a wide variety of individuals and groups.
 Achieved outstanding results through the effective use of capital, processes and human capabilities.
 Developed the strategy for the market & effectively communicated it consistently so others were guided by it in
their actions.
 Successfully grew the business in the Southern New England market by 68%.
 Achieved President’s Club award recognition for outstanding achievement in 2006, finishing first in the nation in
my peer group.

June 1992 – June 1998

District Sales Manager – Boise Cascade Office Products New York
 Sales leadership responsibility for the acquisition of new customers and the retention of existing clients in
Manhattan, Long Island, Brooklyn, Queens and Westchester.
 Responsibilities included the development of the market strategy to grow the business profitably as well as the
hiring, training and development of the sales resources needed to effectively serve the geography.
 Successfully developed several District members to the point where they were able to assume positions of
greater responsibility within the organization.
 Effectively demonstrated sustained year over year success in growing and developing the market ultimately
resulting in my promotion to the General Manager position in the Southern New England market.

June 1991 – June 1992

Northeast Regional Manager – Tenex Corporation
 Developed and implemented account and market specific trade programs for the northeast United States and
Canada.
 Managed the sales strategy and results of four independent manufacturer rep groups.

April 1987 – June 1991

Senior National Account Manager – Polaroid Corporation
 Direct account growth and management responsibility for all mass market, chain food and drug sales and
marketing for the Northeast.
 Developed and executed strategic and tactical sales and marketing programs to generate incremental unit
movement through the big box retailers.
 Responsible for quarterly forecasting and budget control.
 Responsible for hiring and developing two broker organizations.
 Performance over plan was the best in the nation in 1989 and 1991.

December 1984 – April 1987

Senior Marketing Representative – Polaroid Corporation
 Managed all direct and indirect buying accounts in the upstate New York market and then for two years in the
Pittsburgh market.
 Developed advertising schedule and corresponding merchandising plan to generate maximum sell through and
efficient use of working capital.
 Performance over plan was the best in the nation in 1986.
October 1979 – December 1984
District Sales Manager – Hershey Foods Corporation
 Responsible for growing revenue and developing the sales and marketing strategy for upstate New York.
 Experience with a variety of distribution channels to promote product movement effectively.
 Hired, trained and collaboratively developed account sales representatives to manage all direct and indirect
business.
 Developed five direct reports to positions of management.
 Won the President’s Cup Award for outstanding sales achievement in 1979 and 1981.

EDUCATION:

Hartwick College

 Bachelor of Arts

RELATED EDUCATION:
University of Notre Dame Executive Education Program
Learning International, Professional Negotiating
American Management Association, Finance for Non-Financial Managers