Over 24 years of sales and management experience with two premier consumer packaged goods companies with a proven record of achieving revenue and profit objectives. As Manager Team Sales - Mass Accounts, my efforts focused on managing promotion execution and incremental selling in Wal-Mart and Target. As a Customer Team Leader, I managed all corporate headquarter activity with several national customers including Kmart, Albertsons, Safeway and A&P.
I have also held positions in the corporate headquarters of Keebler Company and Pepsi-Cola Company. Early in my career I was a Business Development Manager with multiple local customer responsibility and a District Sales Manager. I have excellent analytical and communication skills combined with strong computer capabilities.
EXPERIENCE
KELLOGG COMPANY - SNACKS DIVISION 1989-2006
In 2001, Kellogg’s purchased Keebler Company, the #2 Direct Store Delivery manufacturer of cookies and crackers in the U.S. ($2.7B). As an operating division of the new $10.0B company, it is now known as Kellogg’s Snacks Division.
MANAGER TEAM SALES – MASS ACCOUNTS, Englewood, Colorado (2004 to 2006)
Led the management of field level execution for Wal-Mart and Target in 11 western states representing $81MM in annual revenue in over 830 store locations.
* Managed and trained a group of 6 Account Managers based in key western cities to insure corporate promotion execution, sell incremental programs, build store level rapport, and address service issues.
* Exceeded 2005 revenue budget of $81MM representing double-digit growth in Wal-Mart and Target combined. Had the highest budget achievement for Wal-Mart of any region.
* Exceeded 2004 sales budget with combined customer growth of 17% and total sales of $76MM. Best total budget performance of any region for the year.
* Built rapport with three Wal-Mart Regional Vice Presidents selling incremental programs representing $935M in annual sales revenue in 2005.
CUSTOMER TEAM LEADER – KMART CORP, Fort Worth, Texas (2001 to 2003)
Management of this customer included all aspects of our company P&L focusing against revenue, marketing spend, product mix, and promotion management.
* Exceeded 2002 sales goal of $35MM while also achieving the profit goal in spite of challenging customer environment.
* Grew Kellogg’s Wholesome Snacks volume 34% to $5.3MM and warehouse brand, Austin, 36% to $3.6MM even as Kmart’s business declined in 2003.
* Developed, sold-in and executed two customized joint marketing events with the Morning Foods division in 2003 generating increases of 31% and 17% respectfully.
CUSTOMER TEAM LEADER – ALBERTSONS, Fort Worth, Texas (1994 to 2001)
Managed all corporate headquarter activity at Albertsons. This included selling chain wide promotions, establishing overall promotion strategy, and building customer rapport at senior levels. At the time I managed this customer, it was the #3 retail grocery account with annual sales revenue of $115MM.
* Increased the number of corporate mandated/supported promotions from 5 in 1997 to 19 in 2001. These programs helped to generate average annual growth of 7.2% during that five-year period.
* Directed, managed and supported 14 Account Managers across the U.S. through extensive one-on-one coaching, strategic analysis, promotion development and division headquarter contact.
* Established relationships with key Albertsons executives throughout the organization including the corporate Executive level, division Presidents and Vice Presidents.
From January 1994 to December 1998, I also managed two other National Account Customers (Yucaipa Companies and Safeway).
* Sold 3 “Best Practices” corporate promotions in 1997 and 5 in 1998 driving sales increases of 8% and 4% respectively with Yucaipa Companies ($32MM in 1998).
* Achieved 102.4% of sales goal with Safeway representing $25MM in 1994.
NATIONAL ACCOUNT MANAGER – The Great Atlantic & Pacific Tea Company
Branchburg, New Jersey (1992 to 1993)
Made headquarter call on this customer that represented $24MM in annual sales for Keebler. Focused efforts against priority divisions due to the decentralized operating structure of this customer.
MANAGER RETAIL MERCHANDISING, Elmhurst, Illinois (1989 to 1992)
Came to work for Keebler Company in this corporate office based position to establish the computerized shelf space management department. Determined and implemented Keebler’s overall strategy. Hired, trained, and managed two analysts that performed all facets of a space study including plan-o-gram collection, section analysis, and presentation to the retailers.
PEPSI-COLA COMPANY 1982-1989
$5.4B division of $15.0B PepsiCo (1989) and the #2 maker of soft drinks in the U.S. In the 1980s, the company owned bottling operations were organized in a separate group called the Pepsi-Cola Bottling Group (PBG) and were responsible for approximately 40% of the sales volume of the U.S. My seven and one half year tenure was within this group.
BUSINESS DEVELOOPMENT MANAGER, Salt Lake City, Utah (1987 to 1989)
Developed local marketing programs for 72-item ($25MM) product line. Through a staff of two Account Managers, managed 33 major food and convenience store accounts to achieve volume, feature ad and display objectives.
* Increased sales 56% with Albertsons Utah Division during 1988.
* Developed and implemented consumer promotion and store manager incentive program for 7-Eleven during key selling period increasing sales +30%.
ASSOCIATE MANAGER, TRADE DEVELOPMENT, Purchase, NY (1985 to 1987)
Traditional field sales to corporate office assignment. Performed various studies, evaluated alternatives and developed formal recommendations in support of field sales force.
* Evaluated, selected and implemented personal computer based space management system. Introduced this program to eight field locations during 1986 and subsequently to all facilities, which increased annual retail shelf study potential 400%.
DISTRICT MANAGER, Carrollton, Texas (1984 to 1985)
As one of two District Managers in a $17MM regional sales office, supervised daily activities of a team of 12 sales and merchandising employees to achieve annual sales and marketing objectives. Exceeded annual sales plan of $8.5 million.
Promoted to District Manager position after successful contributions as Account Manager (1982 to 1984), Sales Representative and Merchandiser (1982).
COMPUTER SOFTWARE SKILLS
Thorough knowledge of Microsoft Word, Excel, PowerPoint, and Outlook. Extensive use of SAP Report Viewer and I.R.I. Analyzer.
EDUCATION
B.B.A. - Marketing, University of Texas - Arlington, 1981 |
