EXPERTISE AND ACCOMPLISHMENTS
► Proven sales executive excelling in the management of;
Sales Teams: interviewed, hired, trained, and motivated over 15 direct reporting sales personnel, 24 sales operations personnel, and 97 independent sales representatives/offices.
Sales Budgets: developed, executed, and exceeded budgets, based on corporate requirements, which increased sales an average of 48.5% annually, and boosted customer satisfaction and sales team morale.
Sales and Customer Incentive Programs: created and implemented sales incentives and customer retention ideas and concepts that facilitated changes and improved competitive posture, market share (65%), and profitability (42%).
New Product Introductions: successfully launched new products and penetrated new sales channels resulting in average net profits of over $640,000, per product/channel.
Market Penetration and Channel Expansion: designed regional sales autonomy and flexibility; tailored marketing programs to regional variations, created and executed incentive programs (customer & broker), which returned greater market penetration, improved broker morale, increased sales, and delivered higher profit margins.
Sales Reporting and Forecasting Systems: designed and implemented “pipeline” sales reporting system that tracked monthly, quarterly, and annual sales and forecast by customer, potential/target opportunities, and current opportunities.
Profit & Loss Accountability: designed P & L reporting system, by customer, which enabled the sales team, or management, to monitor their customers’ performance at any time.
► Track record of accomplishment: Achieved/exceeded all profit and sales objectives throughout career.
► Effective leader who is able to attract, motivate, and retain top sales talent.
► Skilled and experienced at identifying and developing large target opportunities.
► Results-driven with a "do what it takes” attitude and an ability to think "out of the box."
► Interpersonal communication skills—able to interact with people at all levels in all company departments with professionalism.
PROFESSIONAL EXPERIENCE
DIVISION DIRECTOR-FOODSERVICE
PRAIRIE CITY BAKERY VERNON HILLS, IL 06–07
Recruited to launch foodservice division, with overall responsibility for national accounts and broker development. Analyze foodservice channel, develop national account target list, interview/hire appropriate foodservice brokers, design/prepare effective presentations, and develop/implement customer marketing support programs.
DIRECTOR OF BUSINESS DEVELOPMENT
INTERMEX FOOD PRODUCTS/DYNAMIC TRADE, DALLAS, TX 03–06
Primary focus is profitable expansion of private label opportunities of domestic and imported Hispanic food products to all channels of distribution. Analyze all trade channels, develop target lists, formulate product selection and pricing, design/prepare effective presentations, and develop pricing formats, sales brochures, and point-of-sale; and implement customer marketing support programs, logistics mythology, and customer P & L report system.
VICE PRESIDENT OF SALES
LOVE AND QUICHES DESSERTS, Freeport, NY 98–03
Hands-on management and profitable national expansion of branded, private label, and co-packing opportunities of frozen desserts, appetizers, and quiche to all channels of distribution. Direct reports: V.P. of national accounts; 2 foodservice zone managers managing 26 foodservice brokers; 7 DSD drivers; customer service staff of 3; director of logistics; and sales operations department with 3 staff members.
DIRECTOR OF SALES-FOODSERVICE
BUMBLE BEE SEAFOODS, INC., San Diego, CA 92–98
Recruited to design and establish a foodservice division. Created and staffed: national accounts department; 2 regional sales offices; and a sales operations department. Integrated division into the marketing, logistics, accounting, and customer service departments. Overall management and execution of branded and private label canned tuna and salmon sales to foodservice and industrial trade though 41 food brokers. Personally managed 6 corporate foodservice accounts and 8 national chain accounts. Direct reports: director of national accounts; 2 regional sales managers; and 2 sales operation specialists.
NATIONAL SALES MANAGER/CLUB STORES & MASS MERCHANDISE
VAN CAMP SEAFOOD COMPANY, San Diego, CA 89–92
Promoted to the direct management of branded and private label canned tuna, specialty seafoods, mushrooms, and salmon to foodservice, industrial, membership club, and mass merchandise classes of trade. Direct reports: 2 foodservice zone managers; a membership club/mass merchandise national account specialist; and 26 foodservice brokers.
WESTERN ZONE SALES MANAGER
VAN CAMP SEAFOOD COMPANY, San Diego, CA 87–89
Enlisted to develop and establish sales of branded and private label canned tuna, specialty seafood, mushrooms, and salmon to the foodservice, industrial, and retail private label classes of trade. Direct reports, 26 foodservice brokers.
REGIONAL SALES MANAGER
JENO’S, INC., Casselberry, FL 82–87
Retail and foodservice sales management of Jeno’s brand frozen pizza, pizza snacks, pasta, shelf stable pizza kits, and private label frozen pizza and pizza snacks. Region included six states. Direct reports: 6 Retail/Foodservice Brokers.
EDUCATION
Bachelor of Science, Business Administration, BEMIDJI STATE UNIVERSITY, Bemidji, MN
SKILLS
Proficiency with IRI, AC Nielsen, Retail Link and various CRM programs.
HOBBIES AND INTERESTS
Coaching youth athletics, fishing, golf, health and nutrition, and self improvement. |
