Atlanta Area
Will Travel _________________
SENIOR SALES DIRECTOR / VP SALES
Senior Sales Executive with proven leadership skills and record of superior results in world-class consumer products companies including Frito-Lay and Playtex Products Inc. Collaborative with consensus building skills across sales, marketing and related disciplines. Strategic and Tactical thinker. Solid P&L results. Experienced at managing change and maintaining high performance sales teams. Superior mentor and people manager, able to inspire high morale through positive management style. Excellent persuasive and communication skills. Strong financial manager with experience in $100 Million+ divisions.
Professional experience crosses multiple trade channels with customers including Wal*Mart, CVS, Walgreens, National Food and Emerging Channels with significant management responsibilities in all.
Core Competencies:
Sales Leadership Profit and Loss DSD Management
Team Building Cost Control Broker Management
Consensus Building Strategic Analysis National Accounts
Multiple Trade Channels
Professional Experience
US NUTRITION, a $1.3 Billion Consumer Package Goods company 2008 – 2009
Senior Director, Corporate Sales (4/08 to 2/09) – Led start up specialty sales Division of Military, Convenience stores, Emerging Channels and Wholesale Drug in executive role. Responsible for development and growth of Vitamin and Sports Nutrition businesses in highly competitive environment plus fostering adoption of CPG best practices. Sales plan $58 Million with highest net profit in US Nutrition.
Consolidated diverse sales teams into cohesive Division, achieving sales and profit plan in year 1. Grew sales +15.5% vs. PY
Appointed best in market Military broker and integrated new business acquired in merger in late Q4. Grew channel sales +12.7% vs. PY
Developed Food Service group for new channel. Hired Director and closed relationships with 2 large operators in 5 months. Created fast moving entrepreneurial business with direction and focus.
PLAYTEX PRODUCTS INC., a $700 Million Consumer Package Goods company 1986-2008
SENIOR DIRECTOR - US DRUG (2004 to 2008) : Led for third largest and fastest growing Division in Playtex, a direct selling multifunctional team of National Account Managers covering CVS, Walgreens and Rite Aid, responsible for delivering profitable volume through disciplined P&L driven selling. Managed $87 million sales plan, $13.5 million trade plan, $1.5 million operations budget.
In 2005 & 2006, also managed Alternate Channels including Military, Convenience Stores, Dollar stores, Telemarketing and Emerging Channels.
In 2006, grew Division sales by 14% overall vs 6% total US, and grew Drug by 19% through flawless execution of new item introductions, improved promotion effectiveness and improved product mix.
In 2005, effectively led and managed reorganization of sales team from 2 Divisions to one, maintained focus and positive momentum. Exceeded sales plan by 5% overall and 13% in Drug vs flat total US.
In 2004, led nation in sales growth, +17% vs. +4% nationally, and accelerated growth in the second half of the year.
Maintained or improved account level P&L product contribution at highest level in Playtex over past 3 years, over 6% better than national average, through improved product mix, controlling trade spending and profitable promotion leading to top and bottom line growth.
Developed channel specific distribution plans to control and reduce item failures and resulting costs of lost sales and returns, saving at least $200,00 per year over 3 years.
Negotiated favorable integration deals with CVS and Rite Aid mergers with Eckerds, Osco-Savon and Brooks, saving company minimum of $1,100,000 per transaction vs. customer demands.
Developed reporting systems to manage trade funds within budgets and introduced volume building incentive plans for key customers. Division consistently held spending to prescribed levels while clearing open deduction balances within 30 days.
Managed operations budget below plan for past 3 years, saving average of $75,000 per year by controlling variable spending.
DIRECTOR – WAL*MART (2002 to 2004) : Led largest volume team in Personal Products Division. Grew overall volume and expanded sales team in Bentonville. Managed $135 million in sales, $20 million budget and 6 direct reports.
Grew Wal*Mart business from 27% of Playtex sales to 34% by year end 2003 vs. year end 2001.
Sales results during tenure:
2003: +4% vs. –6% National
2002: +11% vs. +2% National (#1 in total US)
Managed expansion of team in Bentonville, adding 2 national account managers plus expanded replenishment team to meet growing customer requirements by enlisting support of Playtex upper management and demonstrating needs.
Developed promotional analysis model that ended non-productive roll-back promotional strategies and focused spending to improve account P&L and grow baseline volume.
Refined and improved collaborative relationships with Wal*Mart that led to sales growth and improved distribution of new and existing products. Gained over 35,000 incremental points of distribution per year in 2002 and 2003.
Implemented seasonal selling strategy for personal wipes business that overcame 2 years of volume declines by identifying key stores / markets and forcing product to stores in display cases in collaboration with buyer and DMM. Result was increased volume in targeted stores and overall growth of the business by 4% in 2002 and 6% in 2003 despite heavy emphasis by Wal*Mart on private label.
Developed account specific Baby Magic packaging with marketing team that saved distribution and grew business by 21% vs decline in US national sales.
Aligned all sales agreements between Wal*Mart departments and both Playtex Divisions, eliminating inconsistencies and saving company $80,000 per year in payment terms plus eliminated confusing and contradictory policy statements.
DIRECTOR – EASTERN FOOD (2001 to 2002) : Led team responsible for all Eastern US based Food customers, regional Drug and Dollar stores plus Kroger nationally. Managed 5 Region Broker Managers. Managed $94,000,000 in sales - largest food division in Playtex, $15 million budget and 8 direct reports. Developed strategic plans and actively participated in Broker management across 17 major markets.
Restructured broker organization to streamline representation by consolidating coverage to 3 brokers vs. 4, reducing complexity and saving $50,000 in commissions by consolidating contracts.
Developed promotional forecasting model that allowed teams to achieve unprecedented forecasting accuracy, helping company control inventory costs.
Expanded company-specific category management techniques and principles to all brokers by engaging and training their people, gaining or expanding category partnerships at key customers including Food Lion, Kroger, Pathmark and Ahold including Stop & Shop and BiLo.
KMART NATIONAL ACCOUNTS TEAM LEADER (1999 to 2001) : Managed all aspects of selling to Kmart. Managed $27 million in sales, $3.8 million budget. Directed a team of 19 individuals from Sales, Marketing, Finance and Operations / Customer Service. Responsible for P&L, coordination of special promotional programs, development of strategic plans and overall execution in Hardlines / HBC, Softlines and Pantry.
Category partner in Infant Feeding / Softlines, leveraged to improve distribution and maintain number one position in share and advantageous planogram positioning.
Developed and implemented Feminine Care and Infant Feeding efficient assortment plans, increasing department sales in double digits.
Consistently achieved distribution goals with new items while maintaining key core distribution.
Successfully restructured cost pricing in Infant Feeding to end unnecessary expenditure of OI allowances and instead directed spending to profitable promotional plans.
Previous
Southeastern Region Broker Manager
Eastern Zone Account Manager
District Manager, Atlanta, GA
District Manager, Syracuse, NY
EDUCATION
CLEMSON UNIVERSITY, Clemson, SC
Bachelor of Arts, With Honors
Dean's List 4 Semesters
TECHNICAL SKILLS
Microsoft Office - Word, PowerPoint, Excel
Microsoft Outlook
Lotus Notes
WebEx |
