Eighteen years of top ranked performance and consistently exceeding objectives within business management, sales, and marketing across multiple industries. Core strengths in building relationships, establishing direction, clear communication, problem solving. Motivated by complex challenges to deliver value through experienced leadership. |
PROFESSIONAL EXPERIENCE
WORLDWIDE LEADER IN BEVERAGES 1996-present
Director, North American Sales Operations 2003- present
Lead customer, sales and bottler advocate to Brand Marketing in development and continual improvement of the annual marketing plan for the retail sector
* Accountable for clear communication of the annual marketing plan to North American sales force
* Determine execution objectives and drive momentum across regional field organization to deliver a 3% growth plan, which includes winning 6 of 8 major retail holiday periods
* Design and lead management routine to track execution and improve design of marketing initiatives
Director, North American Retail Channel Marketing 2002 to 2003
Directed overall development of the marketing plans (annual and long term) and national marketing programs for the convenience store retail channel in North America
* Led team in developing complex breakthrough selling approach involving bottler owners, two partner beverage companies, which focused on delivering increased shelf space in 20% of supermarkets and convenience stores by 2004 (phase 1)
* Developed process to track results of major initiatives in collaboration with the North American field organization and bottler senior managers
* Led team effort in development of a five year plan to reengineer the Company's sales, marketing and delivery systems for the US convenience store channel to maximize profit and share
Director, Salt Lake 2002 Olympic Torch Relay 2000 to 2002
Maximized an $18.3MM total asset investment of all sponsorship activities, resulting in the Chairman's decision to sponsor the Athens 2004 Olympic Torch Relay
* General Manager of complex process of 65 day event, which passed through 119 cities in 46 states
* Facilitated city operating plan communication and approval throughout multiple levels of management in the Company, Chevrolet (co-sponsor), and the Salt Lake Organizing Committee
* Hired and led diverse team of 75 specialized agency and contract personnel
* Managed two year expense plan to 7% under budget
* Provided direction and influenced planning of national and local marketing programs, national advertising, PR and retail product licensing and employee programming. PR effort resulted in 2500 print and 1250 TV stories reaching 436 MM consumers. Served as management spokesperson.
* Served as relationship manager to Lance Armstrong (celebrity spokesperson)
Manager, Business Planning 1999-2000
Managed the business planning process and increased the overall effectiveness of the National Sales Group, a $1.1MM gross profit business with a $230MM budget, comprised of the top 107 US retail customers
* Determined the overall direction and led development of the 2000 business plan, involving sales teams, finance, marketing and strategic planning
* Department liaison to marketing team, representing sales force in development of major summer promotion, resulting in the first national program with unique customization for 25 key customers
National Account Executive 1996-1999
Managed the national dispensing business at BPAmoco, Chevron and Exxon, exceeding annual goals, by as much as 34.7% in 1998
* Successfully negotiated and facilitated new multi-year agreements with Chevron, Exxon and BPAmoco. As a channel expert, led Speedway SuperAmerica to signing first agreement in five years.
* Analyzed customer coverage requirements and developed a team-wide coverage strategy using growth, workload, and complexity analysis
* Managed direct reports and was instrumental in redesigning the roles of cross-functional support
INTERNATIONAL BUSINESS MACHINES (IBM) 1984-1996
Sales Manager 1994-1996
Managed southeastern team of corporate sales professionals Focused on the most strategic and highest revenue opportunities for hardware, software and services in traditional industries, government and higher education.
* Led eight member RISC/6000 region team to finish 1994 at 118%, while assuming team in September, that was forecasted to attain only 55% of an annual quota of $65MM
* Managed the Personal Computer sales team (6) and formed strong partnerships with “value added reseller” network
Advisory Client Representative, Coca-Cola Enterprises (CCE) 1992 to 1994
Account Marketing Representative, Delta Air Lines 1989 to 1992
Marketing Representative , Local/Regional Business 1985 to 1989
* Delivered $18MM in hardware, software and consulting services revenue at Coca-Cola Enterprises (world’s largest bottler), accounting for 28% of IBM's worldwide Coca-Cola business
* Developed strong relationships with customers by developing unique solutions to address complex issues, which required interfacing with all levels of IBM and customer management.
* Managed major sales campaigns in Delta’s mission critical business areas: Crew Planning, Fleet Scheduling, Airport Operations and Flight Control, driving $5MM in revenue
* Awarded “Top Performer” during extensive 12 month sales training program and was named IBM Southern US 1986 “Rookie of the Year”
EDUCATION
Clemson University, Bachelor of Arts, Mathematical Sciences, 1984 |
