Position	Director, Sales and Marketing
Location Confidential	No
Location	Northeast USA
Willing to Relocate	Yes
Industry	Consumer-Packaged-Goods
Function	SALES-MANAGEMENT-and-SALES
Compensation	$150,000 to $300,000
Resume Summary
Sales and Marketing executive with 15 years direct P & L responsibility. Consistently grew sales, profits and per capita consumption. If you are looking for a balanced leader capable of executing breakthrough growth for your firm, then look no further
Resume Body      DIRECTOR, SALES AND MARKETING
Profile Sales and Marketing executive with 15 years direct P & L responsibility for business units of The Coca-Cola Company with revenues between $19M and $42M. Consistently grew sales, profits and per capita consumption. Demonstrated abilities in strategic account management, business planning, execution and sales forecasting. Success with new business development and placement of new products and services as added source of revenue. Proven leader in getting results through teams and valuing character in identifying the right people for the right positions. Experience The Coca-Cola Co., Coca-Cola North America, Food Services Zone Director, New England/New York 2000 - 2003 Led an 18 person sales, marketing and operational team through a period of economic challenge with P & L responsibility for a $19M foodservice business. • Grew New England Zone portfolio volume and profit in excess of traffic declines, i.e., an average of 1% and 4% respectively. • Retained all customers despite intense competitive environment, surpassing the retention rate of any other Zone in the East Group. • Coached teams through successful renegotiation of 75% of customer base leading to margin expansion at each account, e.g., 7 year agreement for $9M at Mohegan Sun. (1.) • Facilitated new business team presentations to customers, converting seven food service customers from Pepsi to Coke and adding several key wholesalers resulting in $1M in annual incremental revenues. (2.) • Enhanced office environment with a self-funded, $600K renovation while managing sales, marketing and operations personnel to reduce operating expenses by 8%. • Selected as a Mentor to Divisional, Dasani Brand Manager. Region Manager, New England/New York 1997 - 2000 Led a sales and marketing team responsible for $23M in revenues and $6.5M in Controllable Economic Profit (CEP) in New England and NY. • Grew volume 16% and CEP 27%, while new restaurants grew @ 13%. Grew per caps 14% among 15.7M consumers in the local market. Recognized as the only Region in the East Group to have exceeded business plan. • Facilitated Dimensions of Professional Selling by Carew International and engrained the selling processes in the Coca-Cola Company culture. • Established a regular routine and disciplined method of conducting stewardship and business reviews, ensuring the presence of the economic, decision maker. • Developed and nurtured relationships with all the top buying influences at the key bottling ownerships in New England and New York. • Translated sales tools into CD Rom’s, resulting in national distribution of two CD Rom’s; Combo Meals and Cup Set Profit Driver, Atlanta Marketing assumed budget for project. • Effectively sold in a price increase to all customers and bottlers by constructing a “conceptual” vs. “product” approach, aka Project Restoration. xxxxxxxxxxxxxx Page Two • Co-authored business plans that were based upon sound market observations and utilized Crest, Yankelovitch, Nielsen, WEFA and Bloomberg to aid in forecasting. Market Manager, New England/New York 1995 - 1997 Led a sales and marketing team responsible for marketing beverages to regional chain customers and local bottling companies for a combined revenue stream of $42M. Guided the activities of a diverse group of individuals. Grew the chain, local and bottler business by 14% while the restaurant industry was growing at 12%. Grew marketing expenses by only 5%. (3.) • Led the team through a series of protracted negotiations. Directly influenced the economic decision makers, utilizing Strategic Selling and Conceptual Selling. • Effectively sold in a price increase to all customers and bottlers by constructing a conceptual case for increasing prices. • Established a vision for the business with my people by taking them to see how other organizations think, e.g., The U.S. Coast Guard, search and rescue mission. Manager of Account Executives, New England 1993 - 1995 Led a sales and marketing team and grew volume at 16%, more than twice the pace of the soft drink industry, which grew at 6%. During the same period held marketing expenses to 5%. This was accomplished in an environment where restaurant sales grew an average 3.5%. (4.) Manager of Account Executives, Chicago, IL 1991 - 1993 Led sales and marketing team, generating 5.7% growth in volume and an 11% increase in expenses. A disproportionate increase in expense was due to spending with the Chicago Bulls and Lettuce Entertain You and the conversion of Brown’s Chicken from RC to Coca-Cola. (5.) National Account Executive, Wendy’s Team, St. Louis, MO 1990 - 1991 District Sales Manager, St. Louis, MO 1987 - 1990 Area Account Executive, Marlton, NJ 1984 - 1987 Territory Sales Manager, Syracuse, NY 1981 - 1984 Education MBA, University of Southern Illinois, Edwardsville, IL 1990 BA, Economics, University of Massachusetts, Amherst,MA 1981 Professional Training Certifications -Connecting with Customers, The Coca-Cola Company -Strategic Selling, Miller Heiman -Conceptual Selling, Miller Heiman -Dimensions of Professional Selling, J.H. Carew Community Involvement -New England Center for Children, Capital Campaign Project, Southboro, MA -National Foundation for Teaching & Entrepreneurship, Boston, MA -Habitat for Humanity, Martha’s Vineyard, MA -Member, Massachusetts Restaurant Association xxxxxxxxxxxxxx Page Three Notes to Resume (1.) Top ten, negotiated agreements as Zone Director was as follows: -Bickford’s -Mohegan Sun -All Seasons -Piccadilly Pub -Back Bay Restaurant Group -Stop & Shop -Weathervane Rests. -Pizzeria Regina & Polcari’s -Legal Seafoods -Bruegger’s Bagels (2.) New Business Team presentations as Zone Director were as follows: -Ent. Cinemas Converted to Coke -Summer Shack Converted to Coke -Finagle A Bagel Converted to Coke -Quick Way Converted to Coke -Lyons Ent. Converted to Coke -Fast Trak Converted to Coke -Mistral/XV Beac. Converted to Coke -Restaurant 99 Remained Pepsi (3.) Top customers and Bottler ownerships while a Market Manager were as follows: BJ’s Wholesale Club Elxsi (Bickfords) ITT Sheraton/Starwood Boston Concessions Sakkio of Japan Au Bon Pain New England Restaurant Co. (Chili’s) Back Bay Restaurant Group Papa Gino’s/D’Angelo’s Coca-Cola of Northern New England Coca-Cola of New England Coca-Cola of Cape Cod Coca-Cola of South East New England (4.) Top customers while a Manager or Account Executives in Waltham were as follows: Papa Gino’s Au Bon Pain Wendy’s Daka/Fuddruckers Boston Concessions Sodexho Uno’s Restaurants D’Angelo’s Hoyt’s Cinema’s Ground Round Legal Seafoods Subway (5.) Top customers while a Manager or Account Executives in Chicago were as follows: Amoco Portillo’s Brown’s Chicken & Pasta Bresler’s Lettuce Entertain You Morton’s of Chicago Wendy’s Franchisees Marcus Theatres Hardee’s Franchises
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