EXECUTIVE SUMMARY
Dynamic Sales Executive with over 19 years of proven success in initiating and accelerating strategic relationship-based sales, resulting in growing Fortune 500 accounts and propelling multi-million dollar sales. Ability to perform strategic decision-making resulting in bottom-line improvements. Skills to lead, train and mentor sales staff resulting in exceeding quotas. Strength in research and interpretation of market data, analytics and trending for development of successful sales plans. Exceptional negotiation, communication to C-Level, and public speaking skills. Repeatedly recognized throughout career for excellent sales abilities and stellar sales record.
PROFESSIONAL EXPERIENCE
CURRENT COMPANY 1988-PRESENT
DIRECTOR, TEAM SALES ¡V SAFEWAY, ENGLEWOOD, CO (2004-PRESENT)
Performed as Director of Team Sales. Manage all sales and business development functions for $164 Million account. Oversee new product rollouts, key account management, customer relationship development and contract negotiations. Accountable for team P&L and budget. Facilitate efficient distribution and logistics. Liaise between internal staff and clients to manage corporate expectations, introduce new product lines and ensure overall customer satisfaction. Engage at all levels within client organizations to gain consensus, close business, and ensure smooth implementation of solutions. Conduct cross-functional team training, coaching and mentoring. Noted for ability to inspire fierce loyalty from staff.
„« Achieved complete turnaround of sales team that had under-performed for four years and had trended down for six years. In less than three months, through fostering a culture shift and implementing individual accountability, attained 3% decrease in trade spend. In 24 months, grew Safeway business into the most profitable growth customer. Team remains highest performing sales team in the country.
„« Gained 4% increase in contribution margin through application of exceptional negotiating skills and strategic business planning.
„« Led United Way Pledge campaign, resulting in growing employee¡¦s contributions by 5% and participation by 8%.
DIRECTOR, RETAIL SALES ¡V WAL-MART, FAYETTEVILLE, ARKANSAS (2001-2004)
Directed overall sales and marketing activity for $500 Million Wal-Mart account. Managed group of five retail team leaders and 40 retail sales representatives in propelling sales. Compiled, instituted and monitored team sales plan in order to attain increased case sales and penetrate Wal-Mart operations group.
„« Developed the first ever retail sales budget.
„« Created and implemented a blitz strategy to introduce 15 new items to 1,300 Wal-Mart stores in one week with a sales force of 60 people. Successful strategy included a friendly internal competition using two person teams to travel to 23 stores in one week. Resulted in covering all stores in less than four days.
„« Sold over $10 Million incremental dollars through retail sales.
„« Assessed sales team and determined the lack of advanced Excel skills needed to properly format and manipulate sales data and reports. Selected tech-savvy member of team to instruct other team members, resulting in increased database management skills, synergistic relationship among team members, and overall improved team sales.
Page 2
SENIOR NATIONAL ACCOUNT MANAGER¡V WAL-MART, FAYETTEVILLE, ARKANSAS (1997-2001)
Accountable for maintaining and developing $211 Million account. Served as cross-functional contact between my company and Wal-Mart. Collaborated with demand planning to accurately forecast product supply and ensure correct product flow. Compiled and facilitated seminars on ¡§Negotiating for Profitability¡¨ to entire company¡¦s sales force.
„« Awarded ¡§Vendor of the Year¡¨ by Wal-Mart over 500 competing vendors. Attained this recognition after turning around cereal business in nine months, skyrocketing sales by 35% and operating profit by 42%. Resulted in growing Wal-Mart¡¦s market share by four points.
„« Secured the first ever Lee Scott Global VPI.
„« Developed and launched first EDLP trade plan for Wal-Mart cereal and frozen foods.
„« Received award for ¡§Team of the Year¡¨ for 1999 & 2000.
„« Oversaw growth of Wal-Mart account by over 15% in four years.
„« Catapulted Division One distributions from zero to eight in 18 months.
„« Grew shelf space by 25% through the implementation of a new modular.
ACCOUNT EXECUTIVE¡V WEGMAN¡¦S, ROCHESTER, NY (1994-1997)
Selected to grow existing $20 Million Wegman¡¦s account.
„« Chosen as Category Captain for breakfast foods from 1996 to 1997.
„« Awarded ¡§Salesman of the Year¡¨ in 1996.
„« Achieved annual store sales growth of 3% for all three years of accountability for Wegman¡¦s account.
Previous background includes additional experience as Territory Manager and Senior Account Manager, gaining recognition as a leader with excellent sales skills that consistently achieved productivity and sales quotas. Early career experience includes management positions with McDonald¡¦s and Kmart.
EDUCATION
UNIVERSITY OF KANSAS, Lawrence, KS
Bachelor of Science degree
COMMUNITY CONTRIBUTION
WATCHDOG DAD PROGRAM
„« Pioneered new concept that heightens school security while fostering positive male role models. Program encourages dads to volunteer for a day at child¡¦s school and participate in their child¡¦s life and education.
„« Successfully presented concept to 200 fathers at Rocky Heights Middle School and oversaw implementation. Achieved complete participation for entire school year and numerous positive feedbacks from volunteers. Concept has since been implemented at Timber Trail Elementary. |
