Professional Objective: Utilize successful sales management experience and demonstrated leadership skills to guide a key sales team or business to peak performance.
Career Summary: Highly successful consumer packaged goods sales management experience across multiple trade channels, customers and geographies. Special expertise in managing direct and broker sales teams. Exceeded sales expectations at strategic customers; Kroger, Supervalu, Target, Jewel, Meijer, AWG, Giant Eagle, Walgreens and Kmart. Well honed strategic planning and sales execution skills. Focused, energetic, results oriented style have been keys to success.
Experience
2005 - Present: Central Area Vice President of Sales - Eagle Family Foods, Inc., Columbus, Ohio
Actively engage and direct the activities of eleven Broker Business Managers in the attainment of bi-annual and annual sales and trade margin goals in the $21 million Central Area. Develop sales and profits at key customers; Kroger, Supervalu, Target, Jewel, Meijer, AWG, Giant Eagle, Roundys, Schnucks and Hyvee. Report to Vice President of Sales.
* Dramatically increased sales on Eagle's Dessert Kit business from $600K to $3.7M annually.
- Secured over sixty incremental points of distribution across eighteen customers.
- Achieved distribution with very little new item funding.
* Quadrupled 2006 seasonal sales at Target by capturing first ever display programs on ALL Eagle brand seasonal items. Leveraged successful dessert kit sales to more than double existing Super Target and Target distribution in 2007.
* Increased Eagle Brand modular display sales 50% over the 2005, 2006, holiday seasons. Secured over 1800 display modulars at Kroger, Meijer, Supervalu, AWG, Roundys, Jewel, Schnucks and Nash Finch.
* Convinced Kroger to rationalize canned milk section and eliminate duplicative and profit dilutive Carnation Sweetened Condensed Milk. Resulting decision increased Eagle Brand shelf space by 25 - 33%.
* Established Eagle Family Foods as a Kmart vendor while securing 2006 display program.
2004 - 2005: Wholesale Team Leader - Pinnacle Foods Corporation, Minneapolis, Minnesota,
Led $130 million Wholesale Team, composed of Supervalu, Nash Finch, Roundys and all wholesale customers in Chicago and Milwaukee to attainment of sales goals within approved spending. Managed two Sales Directors and seven Broker Business Managers. Reported to Central Zone V.P.
* Refined and upgraded broker representation against Pinnacle's business.
* Established productive relationships with Supervalu, Nash Finch and Roundys.
* Secured six Supervalu Corporate feature and display programs. Developed Van De Kamp's Lenten custom pallet program for Supervalu National Retail Merchandising Organization.
* Strategically managed eight million dollars to secure over 450 points of new distribution.
* Regained Duncan Hines cake mix and frosting distribution at all Roundys formats.
2002 - 2004: Chicago Region Sales Manager - Del Monte Foods, Minneapolis, Minnesota
Led 2.7 million case Chicago Region to attainment of quarterly and annual sales quotas. Developed sales and distribution at top 25 customers; Jewel, Roundys and Nash Finch. Managed four Broker Business Managers and reported to Western Zone, V.P. of Sales.
* Secured placement of thirty four vegetable items at Rainbow Foods and Nash Finch.
- New distribution resulted in 40,000 incremental cases.
- Recognized for achievement during October National Sales Meeting.
* Selected to lead cross functional team in development of new customer planning process. Identified key components of strategic customer planning, then created planning process and assigned department responsibilities for Del Monte Fiscal 2006 planning.
The Dial Corporation, 1988 - 2002
2000 - 2002: Director National Accounts, Supervalu Team, Minneapolis, Minnesota
Selected to build and lead new $80 million Supervalu National Account Sales Team to attainment of sales and profit goals through complicated Kmart supply agreement. Supervised $1.5 million administrative and $12 million trade budget. Optimized the structure and sales activities of fifteen member, hybrid direct / broker sales team. Developed bench strength, broker competencies and personnel evaluations. Reported to Grocery Division Vice President.
* Initiated, developed and executed strategic twelve month Supervalu Team sales plans. Coordinated development with SV Team and Marketing then led regional execution. Plan increased four of four business unit shares to exceed Total U.S. Grocery shares by 17%.
* Negotiated nine Supervalu Corporate ad and display programs. Results drove 500% sales lifts, share growth TWICE Total US Grocery and an incremental $8 million in product sales.
* Created, negotiated and secured a 2002 Best Practices Agreement aligning company and Supervalu in a sales building partnership. Agreement helped deliver top Grocery Division sales results 1st half 2002 and eliminated $55K in nuisance fees.
1997 - 2000: Region Business Manager, Birmingham, Alabama
Consistently exceeded sales and consumption targets in $40 million Gulf Region. Developed and led eight Account Business Managers in attainment of sales and profit goals. Reported to Southern Division Vice President.
* Facilitated the planning and implementation of six month account specific sales plans.
* Significantly improved region skill sets in planning, forecasting and efficient trade spending. Recognized nationally for leading the only Grocery Region in 1999 to exceed all four franchise share growth targets. Accomplished 24% regional share growth.
* Achieved 1997 Region of the Year award
1996 - 1997: Southern Division Health & Beauty Care Sales Manager, Charlotte, North Carolina
Directed strategic Health and Beauty Care channel re-entry in the Southern Division. Developed sales plans and performed all trade marketing functions. Reported to Southern Division V.P.
* Established and cultivated productive H.B.C. channel trade relations in the top sixteen accounts in Southern Division including, Publix, Food Lion, Kroger Corporate and Winn-Dixie Corporate.
* Achieved an 80% increase in case sales and coordinated 125 points of new distribution.
1994 - 1996: Southern Division Customer Marketing Manager - Personal Care, Charlotte, North Carolina
Developed $60 million flagship franchise through the allocation and management of $12 million in trade funds. Supervised two category analysts. Reported to Southern Division V.P.
* Utilized category and post program analysis with thirty-five Southern Division sales personnel in the development of account specific sales plans.
1992 - 1994: Account Executive - Responsible for A&P Corporate, Montvale, N.J. and Pathmark Stores Inc., New York Region
1988 - 1992: Sales Representative - Ohio Region, Columbus and Lima, Ohio
Education: Master of Business Administration, Ashland University, Ashland, Ohio.
Bachelor of Science, Business Administration, Bowling Green State University, Bowling Green, Ohio.
Other: Excellent proficiency in Excel, Word, Powerpoint, IRI, AC Nielsen, Gelco Planning System, Oracle Sales Analyzer and Seibel Trade Promotion Management System. |
