SUMMARY
Consumer Packaged Goods Industry Sales Executive Leader with proven successes in organizing and leading business teams to deliver category management expertise to national retailers. Recognized abilities in utilizing innovative problem-solving methods and facilitating positive change within organizations. Special skills and strengths that help me succeed are building relationships favorably impacting customer decisions, building consensus among internal functional groups, excellent marketing strategist, effective leadership of national sales staff and broker organizations, and a results oriented leader who can design and implement innovative strategies and programs that increase revenue and profit.
Privately funded company providing food safety and advertising service. 2007 – Present
National Sales Manager Parsippany, New Jersey
Key Challenge: Leadership of sales efforts targeting grocery clients. Enroll grocery retailers in EggFusion Food Safety service. Secure northeast USA service footprint to anchor deliberate national implementation
Actions and Significant Results:
·Achieved Three-fold increase in revenues due to new client enrollments
·Retailer enrollment – A&P, C-town, BJ’s Wholesale Club, Giant PA division of Ahold USA, Food Emporium, Gristede, Hannaford division of Delhaize USA, Key Food, Met Food, Price Chopper, Superfresh, Trader Joe’s East Region, Waldbaums
·Producer/Retailer Brands – Born Free, BF Family, ISE America, Krasdale, Nature’s Design, Nature’s Place, Nature’s Promise, Sauder Quality, White Rose
Global marketing support firm specializing in marketing and project management services. 2005 – 2007
Marketing Professional and Business Development Agent New York, New York
Key Challenges: Utilizing skills as an analytical problem-solver, provide expertise in market analysis, distribution targeting, category management, operations and management, optimize promotion spending ROI, and achieving speed to shelf objectives.
Actions and Significant Results:
·OTC Category
-Retained to streamline and accelerate strategic sales communication process.
-Deliver a Sarbanes-Oxley compliant payment system managing vendor payments, budget assignment, and approval tracking.
-Update and simplify Performance Management and Training and Development processes.
Internet Telephony
-200% sales increase for AT&T CallVantage Service Launch (VOIP) to major electronic and office supply retailers.
·Branded Product Marketing
-Lead U.S. introduction of Mary’s of Belgium and Van den Bulke Chocolates. + $2 million in first two years.
·Retailer Label Wet Shave Category
-Develop Wet Shave category strategy that achieved inventory and product assortment targets for targeted national retailers.
Health and Beauty Aid Manufacturer East Rutherford, New Jersey 2005
Director Sales Operations
* Recruited to lead headquarter sales organization of fast-growing $65 million Health and Beauty Aid Company. Makers of Mega-T Diet Aids, Plus White Oral Care, Sudden Change and Scar Zone Skin Care, Nutra Nail Nail Care, Wash n Curl Hair Care, and Bikini Zone and Hair Off Depilatories products.
* Responsible for operations of sales communication, sales planning and forecasting, category management, sales reporting, promotion execution, and selling team support. Insure sales objectives are established, communicated, executed and measured against goals.
*Lead 2006 Sales Planning Process.
* Within 60 days identified weak areas in forecasting and sales reporting and implemented plan to improve processes and systems for efficiency.
International Confection Manufacturer Parsippany, NJ 1998 - 2004
National Account Manager (2001 – 2004)
* Responsible for development and execution of national account operating plan in CVS Pharmacy of $23 million and $22 million at Kroger. Executed by enhancing customer relationships, distribution growth, shelf space expansion, promotion execution, and fact-based selling. Managed trade promotion funds of $8.1 million.
* Directed a staff of 5 professionals and 14 broker sales organizations. Reorganized sales team to enhance effectiveness, accountability, and efficiency.
* Achieved 18 consecutive 4-week periods of Dollar volume and share growth of Adams gum business at Kroger. Accelerated Halls Cough Drop Business increasing dollar share in 21 consecutive 4-week periods at Kroger.
* Achieved 90.0% distribution of 5 major brands within 8 weeks of first shipment. Promotional support was highest level achieved at all divisions of Kroger and CVS.
* Selected to be Core Member of Adams sales reorganization. Developed and executed strategy for utilizing full service brokers to national grocery accounts.
Retail Channel Manager (2000 – 2001)
* Responsible for integrating “go-to-market” strategy utilizing national retail service organization. Established performance management systems, effective communication process, and authored national training modules.
* Established monthly retail objectives for grocery class of trade, incorporating Adams corporate initiatives and account specific activities.
* Proactively provided analysis to organization that identified strategic and execution opportunities. Provided post-event analysis to senior management and brand groups.
* Achieved Speed To Market goals on 3 confection introductions in Kroger, Albertsons, Publix, Winn Dixie, Food Lion, Wakefern 80% ACV distribution in 4 weeks.
* Received Adams USA Presidents Global Innovation Award for integration efforts.
Team Leader, Convenience Industry (1998 – 2000)
* Development and implemented trade strategy and programs targeted for the Wholesale/Convenience Trade Classes. Managed budget of over $12 million.
* Led team of 4 Analysts providing category management expertise to sales force, delivered best practices in assortment, pricing, shelving, in-store marketing solutions, and promotional activity. Provided pre/post event analysis and recommendations to organization.
* Project Leader on the development of proprietary Retail Shipment Database. Database measures individual sku shipments of Adams and competitive products to 350,000+ retail outlets. Analyze product and account shipment trends, and share performance to assist sales and marketing in the development and monitoring of the business plan.
* Developed fact-based strategic selling templates to include, Account Scorecards, Category Reviews, Store Level Distribution Opportunity Analysis, and Efficient Product Assortment Model.
* Launched web-based information tool that provides access of Retail Shipment database to Adams organization.
Snack Food Manufacturer Richmond, VA 1997 – 1998
Trade Development Manager (1997 – 1998)
* Responsible for $10 million sales volume and overall profitability of business unit in Virginia/North Carolina. Directed store door distributors to insure execution of category plan. Managed promotion budget of $1 million.
* Developed and implemented Small Bag Trade Strategy, Vend size business increased approximately 14%; Convenience size increased approximately 9%.
International Tobacco Manufacturer 1990 – 1997
District Manager - Richmond, Virginia (1995 – 1997)
* $100 million sales responsibility. Led sales team of 26 people to increasing share of market to 48.4% in two years. Leveraged a budget of over $4 million to improve in-store presence and brand development.
* Directed account management team; increased revenues in top 10 accounts by 10.5%.
* College recruitment to identify and hire sales employees. Established sales training techniques to improve consultative selling skills. Authored Region Performance Management Process later incorporated into national process.
Trade Marketing Manager, National Accounts - New York, NY (1992 – 1995)
* Improved category and PM brand performance in national retailers: Walmart, Sam's Club, Kmart, Target, 7-Eleven, Circle K, Eckerd Drug.
* Project Leader on business building projects for National Accounts. Worked cross functionally and directed the activities of Marketing, Legal Department, Sales Promotion Agency, Display and Sign Manufacturers.
* Key member of Walmart Account Team. Successfully negotiated merchandising agreement and implemented improved department profile. Result was a 10-share point growth for PM in two years and increased sales.
* Developed and introduced to PM Field Sales Force, "Exclusivity Agreement." This agreement provides streamlined merchandising profile for retailers featuring PM Brands only. Positively impacted 20% of volume.
Sales Planning, Trade Class Manager - New York, NY (1990 – 1992)
* Developed category management strategies for Convenience Store, Supermarket, and Drug Trade Classes. Improved in-store presence, optimized product assortment, promotion selection, required inventory criteria, retailer profitability analysis and return on investment.
* Led conceptual development and introduction of Retail Masters Merchandising Program. This award winning initiative achieved approximately 62% penetration of retail environment of over 200,000 stores nationwide. Directed pilot program of this pay for performance merchandising strategy.
Food Broker Manhasset, NY 1981 – 1990
Account Executive (1987 – 1990)
* Product Management responsibility contributing $40 million in revenues.
Marketing Coordinator (1983 – 1987)
* Developed selling strategies for consumer product categories in grocery, confectionery, and refrigerated.
Merchandising Representative (1981 – 1983)
EDUCATION AND TRAINING
Career Development and Continuous Improvement
* Skilled in use of Siebel, Microsoft Office Suites, Lotus Notes, IRI, Nielsen, MSA and Spectra services. Shelf Management, Apollo, Spaceman, Intactix, Prospace
* Management Program - Boston University, Boston, Massachusetts
* American Management Association, New York, NY
B.S. Marketing Post University, Waterbury, CT 1981
* Deans List; President of American Marketing Association Chapter
RECOGNITION
* Recipient Sector President’s Global Innovation Award – Retail Service Integration Process
* Speaker - Alabama Wholesale Distributors Association 1999 Convention
* Recipient Chairman's Award - Trade Program Development
My search would include: Consumer Products, CPG, Food, Snacks, Candy, Confection, Chocolate, Gum, Mints, Non-Chocolate, pharmaceuticals, nutrition, Account Manager, Key Account Manager, Team Leader, Sales Director, Vice President Sales, Customer Marketing, Business Development, ROI, GMROI, RONA, Ahold, Walgreens, Rite Aid, Brooks Drug, Costco, BJ’s, Dollar Stores, Family Dollar, Dollar Tree, AM/PM Markets, Tosco, Circle K, Couche-Tard, Philips, Conoco, BP, Club Stores, Big Box, Grocery, sales promotion, display vendors, display manufacturers, POS materials, Point of Sale Materials, retail service organization, broker management, organic, Reckitt Benckisor, Kelloggs, B&G, Dole, Dannon, Campbells, Kraft, Unilever, Conagra, Masterfoods, Godiva, Topps, Wrigleys, Nestle, Hersheys, Just Born, Ferrera, Van Melle, Novartis, Pfizer, Warner Lambert, Schering Plough, Johnson & Johnson, Becton Dickinson, Bristol Myers Squibb, Revlon, L’Oreal, Colgate, Slim Fast, Clif Bar, Pepsi, Coca Cola, BIC, Binney & Smith, Philips, Fuji, Kodak, Toy, Mattel, Hasbro, Time Distribution Services, Promotion in Motion, Lindt, Ghiradelli, NACS, FMI, GMHBA, ECRM, food-safety, HACCP |
