SENIOR SALES EXECUTIVE
Carbonated Soft Drinks / Premium Beverages / Finished Goods
EXECUTIVE PROFILE
Blue Chip sales career includes 14 years with Fortune 500 leaders Cadbury Schweppes and Pepsi Cola. Advanced through three sales promotions in eight years with Cadbury Schweppes, becoming Director of Sales for all Pepsi Bottlers in Canada. Recognized for ability to build and manage top-caliber sales teams, penetrate new markets, and produce multi-million dollar sales results. Adept at driving major initiatives by formulating strategic plans, structuring operations, and executing win-win scenarios. Managed budgets to $26M, 17 sales reps and 147 indirect reports.
Education: BBA from St. Bonaventure University.
AREAS OF EXPERTISE
Consultative B2B Sales
New Product Launches
Product Bundling Strategies
Competitive Market Positioning
Budgeting/Cost Controls
Category Management
Sales & Product Forecasting
International Expansion
Strategic Partnerships
Brand Portfolio Development
Account Sales Strategies
Contract Negotiations
KEY ACHIEVEMENTS
Created partnership between Pepsi and 7-Eleven convenience stores, establishing three-year exclusive fountain deal for 2008-2011, resulting in $10.8M revenues, $6.2M profits and an incremental 4.8M cases.
Established first Red Juice Distribution Agreement in North America, securing 2008 profits of $2.4M.
Developed Price Chopper・s premium beverages into #3 national player for Snapple sales, increasing 2006 sales 20.3%, volume 120K, revenue $1.8M and profit $932K.
Turned around Pepsi New Jersey Bottler, posting double-digit Cadbury volume growth for six straight months, resulting in one of the biggest success in 2003.
PROFESSIONAL EXPERIENCE
CADBURY SCHWEPPES AMERICAS BEVERAGES
1999-12/2007
Director of Sales, 2006-12/2007
Served as Canadian Division Sales Manager for Finished Goods, Carbonated and Non-Carbonated Soft Drink sales with Pepsi Bottlers, managing sales of 22M cases and $26M budget. Trained, motivated, and managed high performance sales teams. Managed major account Directed all advertising, sales promotions, and PR functions.
Exceeded sales goals by 156% in 2007 and 208% in 2006, as a direct result of leading sales strategy development and implementation efforts.
Identified opportunity to sell Red Juice leveraging Pepsi・s ：DSD； System (Direct Store Delivery, growing 2008 profits $2.4M, establishing first Red Juice Distribution Agreement in North America.
Increased year-over-year profits 7%, completely restructuring sales strategy, including territory assignments, training programs, and job descriptions, leading to clearly defined objectives and expectations.
Positioned Canada to be ：test market； for Cadbury Mott・s Red Juice distribution for potential launch with Pepsi in the United States and Mexico.
Increased profits $1.1M, orchestrating ：new； six-year deal with #1 pizza chain in Canada, resulting in an incremental 600K cases and $1.3M revenue.
National Account Executive (Grocery), 2004-2006
Rapidly promoted to work on second largest supermarket chain account (Albertsons). Accountable for increasing profits, while decreasing cost, developing field sales leadership, devising key trade strategies, and category management for all CSD・s (carbonated soft drinks), premium beverages and finished goods..
Total three-year NAE incremental beverage results: 976K cases, $4.8M revenue and $3.4M profit.
Signed multi-million dollar contracts at Acme, Shaw・s & Price Chopper Supermarkets with 504 stores.
Increased CSD sales 595K units and profits 73K, while growing double-digit verses a declining CSD category.
Grew Shaw's premium beverage business 406% in three years, increasing 2006 sales to 439K units and generating $4M in revenue and $3.4 in profit.
Spearheaded Cadbury Portfolio Strategy, utilizing Snapple's strong market share to drive incremental sales and trial, obtaining 84% market share at Acme, 73% at Price Chopper and 56% at Shaw's.
Partnered with Shaw・s management team, leading and developing alternative beverage category, as part of Shaw's ：Choice Vendor； Program and Category Captain from 2004-2006.
Established Dr Pepper Priority Brand Strategy at Shaw・s, increasing volume 12.3% & $551K incremental profit.
Regional Sales Manager, 1999-2004
Managed Cadbury Schweppes brands across five states and eight Pepsi Bottlers. Produced sales of 6.9M units and $15.5M revenue and $8.9M profit. Recognized for ability to meet and exceed customer expectations, leading to long-term relationships and increased profitability. Managed $1.6M trade budget.
Region・s four year incremental results: 950K volume, $2.1M revenue and $1.2M profits.
Increased 2000 CSD sales 10%, in a category that only grew 1%, region finished in the top 10% nationally.
Turned around worst sales region in country, to one of the top five nationally.
Improved communications with Pepsi Bottlers, starting quarterly trade group meetings to plan future activities and calibrate results.
Completed historic 2003 turn around, Pepsi New Jersey was down 12.% and finished plus 4.9%.
Launched 18 new SKU・s, delivering 175K cases and exceeding target by 65% in 2003.
Grew volume, profitability and market share with eight Pepsi bottlers.
Improved network speed and reliability by 30%, monitoring installation and upgrade of company's PC network.
PEPSI BOTTLING GROUP, PARENT COMPANY PEPSI-COLA 1993-1999
Pepsi Unit Sales and Operations Manager, 1996-1999
Managed largest Pepsi-Cola sales and distribution facility in the Northeast including sales and delivery, warehouse, marketing equipment, administrative and fleet. Oversaw $15M budget, 6M units, 15 managers and 147 employees.
Increased sales volume 6%, revenues 10% and market share 3%, developing comprehensive business plan to drive sales, volume, profitability and placement of beverage products for major accounts.
Managed $43M P&L, achieving targets, volume, marginal contribution, controllable costs, bottling NOPBT and market share.
Developed and implemented integrated marketing plans, leading cross-functional teams and seizing market opportunities to drive growth in market share, revenues and bottom-line profitability for all brands.
Pepsi Territory Sales Manager, 1993-1999
Tasked with maximizing volume and revenue performance in North Eastern business region.
Managed 1.4M units and $9.8M of sales revenue and a separate facility with P&L responsibility.
Ranked number one territory sales manager for three consecutive years.
Led team of 17 sales representatives, driving for superior marketplace execution, customer service, market share and profit
MILITARY EXPERIENCE
United States Army, Army Officer Captain
1984-1993
Gulf War Veteran |
