National Account Manager
Planning, Negotiating, Program Execution, Customer Stewardship and Team Leadership...In a Fortune 100 Company…with proven results.
19+ Years with current employer
MANUFACTURER OF CONSUMER PRODUCTS FOR THE BEVERAGE, RETAIL
& FOOD SERVICE INDUSTRIES
2003 – Present
SENIOR SALES EXECUTIVE
Since being promoted to this position, I have delivered more than $32 million in sales over the past 5 years. During that time, my sales volume and economic profit goals have been exceeded by an average of 5.2% per year. Success has been fostered through brand extensions and the development of innovative programs to expand consumer reach and increase customer sales, while helping to keep quality up and costs down.
HOW THESE RESULTS WERE ACHIEVED…
- When I took over a mismanaged Restaurant chain with more than 40 owners of 181 restaurants in 15 states, many of them were either switching to the competition or threatening to do so. Through a series of strategic initiatives that included recruiting the support of distributors to communicate the improved programs and pricing to individual owners, I was able to prevent further loss of business and, in the first 3 months, regain 13% of the chain that had switched.
- Lobbied for and got approval to spend $80 thousand on consumer research and traffic flow studies to help a national Retail customer redesign their facilities and create efficiencies that saved them more than a million dollars per year in labor costs and generated over $2.3 million in sales, giving us a ROI of nearly 2,900%.
- Developed and implemented a mystery shop and crew rewards program for over 200 Quick Service Restaurants that delivered more than $7 million of incremental profit for the customer and more than $228 thousand in incremental sales for the Company annually.
- Negotiated and managed the development, approval, pricing and distribution of a 42 ounce thermo-form cup for a large restaurant chain that reduced their cup costs by more than 60% and saved the customer over $250 thousand per year.
- Developed, managed and implemented a flavor additive program for a Convenience & Retail chain that delivered a 36.9% volume increase and more than $145 thousand in sales for the Company in the first 6 months. This project also set a standard for customized flavor additive programs of this type.
- Managed and implemented a March Madness promotion and consumer sweepstakes that drove a 27.3% increase in sales and generated nearly $300,000 of incremental profit for the customer during its 5-week promotional period.
ALSO TAKING A LEADERSHIP ROLE…
As a senior member of my operating team, I have played an active role in the development and training of other team members. I have helped my peers with annual planning, strategic initiatives and customer presentations. My willingness to take a leadership role has led to other opportunities outside of my primary responsibilities.
- Selected by the Vice President of Area Sales to be a member of the evaluation team for the new Selling Process that was eventually rolled down to the entire sales force.
- My recommendations for improvements secured me the opportunity to deliver a video taped testimonial on the merits of the new selling process that was presented from the main stage at the Area roll down meetings.
- Selected to develop the agenda for, and facilitate, the first Sales Executive break out session at the Area roll-down meeting. The success of this first SE break out session started an annual tradition that has given other Sales Executives the opportunity to gain valuable leadership experience.
2000 – 2003
NATIONAL ACCOUNT EXECUTIVE
Recruited to this position in 2000, my customer portfolio grew at an average annual rate of 15.9% and delivered over $14 million in sales. These results were made possible through the development and implementation of a number of strategic initiatives.
- Implemented a frozen, dispensed juice program in an 83 unit restaurant chain, replacing portion packs and giving the customer the flexibility to serve larger sizes. This change more than tripled our juice sales with this customer while reducing their cost per serving by more than half.
- When a national Convenience & Retail chain acquired two smaller chains, the beverage fountains in the smaller chains were in desperate need of repair. Even though these fountains were pouring competitive products, I got approval to give them access to our service network. We were able to demonstrate the value of our service system to their long term success by repairing the problems that the competition wasn’t able to. As a result, the customer converted all of their fountains to our products, which represented over $650 thousand in annual sales.
1996 – 2000
AREA ACCOUNT EXECUTIVE II
Promoted to this position in 1996, it was during this time that I began developing a relationship with an “up and coming” retailer that would eventually become the largest in its industry. My relationship with this customer would last more than 10 years and represent over $40 million in sales.
- When I first began calling on this retailer, they were selling competitive brands in their food service operations. By stewarding results of successful initiatives implemented by our exclusive customers and exploring growth opportunities, something our competition had not done, I was able to convince this customer to serve our brands exclusively in their food service operations.
- Repositioned the cup sizes offered by a regional theme park leading to a 16% increase in sales, which was 2.3 times greater than their traffic growth for the same period.
- One of my most memorable successes in this role was being selected, by my pears, to receive the 1999 Area Legacy Award for being the person who most represented the vision and guiding principles of the Area.
1992 – 1996
AREA ACCOUNT EXECUTIVE I
Promoted to the AAEI position in 1992, this is where I was introduced to the more advanced account management and selling concepts that would make me successful in the years to come. The skills that I learned in this role have helped me to make my sales and profit plan 13 of the last 15 years including a streak of 8 years in a row.
1989 – 1992
TERRITORY SALES MANAGER
Began my career with current employer in the role of Territory Sales Manager in the Midwest. While in this capacity, I exceeded my competitive account conversion goals by an average of 21% per year and won a sales contest in each of two consecutive years.
5+ Years with previous employer
MANUFACTURER OF EQUIPMENT FOR THE BEVERAGE, RETAIL AND FOOD
SERVICE INDUSTRIES
1983 – 1989
SOUTHEAST AREA SALES MANAGER
As the first non-distributor sales representative in Florida and Georgia for this employer, I increased sales more than 500% during the 5 years that I was in this position. Before 1983, while in college, I interned in their engineering department where I was exposed to the creative process and the development and testing of new products.
TRAINING:
Strategic Negotiation, 2007
Conceptual Selling, 1995
Leadership on Paper, 1995
Speakeasy, 1995
Dale Carnegie Courses assistant, 1991
Dale Carnegie Courses, 1991
EDUCATION:
BA (Marketing), Southwest Texas State University, 1982 |
