EXECUTIVE PROFILE
MBA, BS, creative Sales/Marketing Manager with the demonstrated ability to turn poor performing businesses into profitable enterprises. Field and headquarters experience with Fortune 500 and privately owned companies. Successfully competed in food service, mass, food, and drug channels across a variety of dry grocery, frozen and refrigerated product categories. Fact-based approach coupled with strong interpersonal skills to develop high performing teams. Positive, energetic manager who inspires performance through leadership and example.
Core Competencies: Growing profitable business; managing direct, broker and distributor sales organizations; developing sales and marketing plans; relationship building; account management; brand and private label expertise; dry grocery, refrigerated and frozen category experience; coaching and mentoring; sales analysis; trade fund management; P&L management; negotiating win-win solutions; DSD and warehouse delivered product supply chain management, operations management.
PROFESSIONAL EXPERIENCE
National Food Broker Current
Business Manager.
• Responsible for growing and developing business for multiple CPG companies in the Specialty/Natural Sales arena.
Privately Held Consumer Package Goods Company. 2008 - 2009
HBA Products.
Vice President Sales May 2009 - July 2009
National Account Manager August 2008 - April 2009
• Developed the company’s sales /marketing strategy, business plan and tactical execution across all retail channels.
• Managed broker and region manager team; set goals; objectives and overall sales strategy.
Sold new distribution of toothpaste to Target, expanded distribution of mouthwash at 500 Kroger
stores and gained distribution of cinnamon mouthwash at 4500 Walgreen stores.
• YTD sales down 2.5% despite a 40% reduction in consumer marketing and trade spend budgets
• Led the development of an internal “monthly business review” process which tracked business performance and identified opportunities and threats.
National Dairy Company 2002 - 2007
Frozen Desserts and Yogurt.
National Account Manager 2005 – 2007
• Responsible for sales and profitability of the Dairy Yogurt business.
• Restructured the sales force from direct to broker. Hired region managers and negotiated national agreement with a national sales agency.
• Successfully sold a new brand of yogurt by achieving 85% ACV distribution during national launch, thereby exceeding company expectations.
• Developed “go-to-market” strategy for the yogurt business. Total yogurt sales increased from $52Million to 60.5Million while trade spending decreased 12%.
• Successfully managed the relationships between sales, merchandising and distribution functions.
Zone Manager 2002 – 2005
• Developed sales strategy, and budget for one-third of the United States. The zone included 6 region managers an overall headcount of 44, and a network of wholesale distributors.
• Achieved 9.6% CAGR 2002-005. Zone ranked #1 in the nation.
• Developed a budget planning process which was rolled out companywide.
• Negotiated contract with sales agency to pioneer new business.
Major CPG Pet Food Company 1986 - 2002
During a 16 year career, held the following positions of increased responsibility:
• Manager Category Development: Led the development and execution of Ralston Purina’s business planning process. The sales organization received its highest Customer Monitor score rating during my tenure.
• Director Trade Marketing and Retail Solutions: Managed trade budgets, product pricing models, sales policies and all marketing/sales communications between corporate and the field. Launched an intranet site devoted to sales that realized operational savings in the first year of $2Million while reducing cycle time for information delivery to field sales
• Team Leader - Walmart: Established relationship with Walmart senior executives and co-authored business plan resulting in a volume increase from $40Million to $120Million in 18 months, while growing Ralston’s share of Walmart’s pet food business from 17% to 22%. Established first category scorecard and conducted first ever Top to Top meeting between Purina and Walmart.
• Central Region Manager: Achieved volume & spend rate targets 7 consecutive years. Successfully managed private label and branded cookies, snacks, crackers and cereal businesses. Negotiated annual agreements with Topco, Kroger and other key retailers.
Major Beverage Company 1982 - 1986
On Premise sales and service.
Area Food Service Manger
• Full P&L responsibility for Food Service and Vending in the Wisconsin market
• Managed customer relationships through continuous communications between sales, merchandising and operations to ensure maximum efficiencies and customer service
• Instituted a complete overhaul of the business which included changing the product mix, and fine tuning the DSD delivery system. As a result, the division posted profits for the first time in 3 years.
• Developed a sales program resulting in securing new distribution in 300 restaurants.
• Successfully negotiated contract for pouring rites for Summerfest Music Festival
Education
MBA and BS Marketing |