EXPERIENCED CONSUMER PACKAGED GOODS SALES AND MARKETING PROFESSIONAL
Driving Sales With Innovative Strategies and Solutions
Results-driven and highly motivated professional with extensive experience successfully selling, planning, developing, leading and executing sales, marketing and promotional strategies to grow sales, drive revenue and increase market share. Adept at analyzing market trends and customer needs to identify opportunities. Respected for achieving results, team leadership and building partnerships.
AREAS OF EXPERTISE
Corporate Chain Account Management
Sales Team Management
Sales & Marketing Strategies
" Built an extensive career in Consumer Packaged Goods - Proven and consistent track record, promoted to increasing levels of responsibilities in different leadership/management/sales roles.
" Maximized Sales Performance - Achieved annual sales contribution ranging from $11MM to over $40MM.
" Developed and executed effective programs to support brand marketing and sales strategies - Utilized strong interpersonal and communication skills to build relationships with distribution partners, chain and regional retailers to drive results.
" Lead Sales Teams - Set goals and tracked & measured expectations vs. targets (Grew market share 10 out of 11 years).
" Successfully grew all channels of distribution - Managed grocery, convenience, mass merchandise, restaurant, recreation and casual dining chains driven by strong industry knowledge, professionalism and commitment to exceeding expectations.
National Accounts Manager, Restaurant and Causal Dining - Colorado (2008 to August 2012)
Promoted and relocated to lead national chain sales and profitability growth initiatives with chains throughout the Midwest.
? Individually generating sales over $13MM annually. Increasing sales 5% on average a year.
? Built strong partnerships managing all business functions with National chains at Corporate and Regional levels providing leadership, developed and sold sales promotions and distribution programs, managed brands/packages/pricing and introduced new products to buyers in CO, UT, AZ, NM, TX, KS, NE and ID.
? Provided total account management through development of annual account planning utilizing category management, strategic business planning and information-based selling. Prepared and presented account business reviews, sold National and channel-specific programs and brand promotions and communicated commitments internally for full execution.
? Managed and lead distributor sales teams throughout the Midwest to execute account plans, grow sales, increase distribution, execution and brand positioning in alignment with overall channel and business strategy.
? Achieved financial KPI goals by developing and managing budget targets.
National Accounts Manager, All Channels - Colorado (2004 to 2008)
? Increased sales by $4MM +12% to over $40MM.
? Through disciplined approach to planning and execution, achieved #1 market share leader.
? Added responsibilities to include leading sales in new channel of chain account assignments in Colorado, Utah, Arizona and Idaho.
National Accounts Manager, Grocery and Convenience - Colorado (2000 to 2004)
? Increased sales by $5MM +13.5% to over $37MM leading to achievement of financial KPI targets.
? Grew underdeveloped brands in target markets and successfully launched new brands to marketplace.
? Gained category captain status in 100% of target accounts. Increased shelf space, positioning and in-store merchandising.
? Developed sales promotion and distribution programs for grocery and convenience National chains including Safeway, Albertsons, Kroger, Loaf ?N Jug, 7-Eleven, ConocoPhillips, K-Mart, Bakers and others in Colorado, Utah, Nebraska and Idaho.
Business Development Manager - Kansas (1998 to 2000)
Promoted and relocated to strengthen the Midwest Region through improved business process development and employee training.
? Hired new personnel, developed individual training programs and a tracking system to reward high performing employees.
? Developed, tracked and measured KPI performance of 85 wholesalers. Reported directly to Region Vice President.
? Lead the business processes and achievement of the Malcolm Baldridge National Quality Award for the State of Kansas.
District Manager - Colorado (1994 to 1998)
Promoted and relocated to provide oversight, strategy, and leadership of local sales and distribution efforts.
? Increased sales by 13% generating over $42MM annually.
? Managed key pricing, sales, marketing and distribution of A-B brands, coordinating activities with 6 independent wholesalers selling 3MM cases annually at 2,400+ on- and off-premise retail accounts.
? Met and exceeded all sales volume, distribution and revenue targets in a very competitive environment.
? Conducted regular market visits to coach and motivate wholesaler sales teams to identify sales issues and opportunities in the marketplace and developed a solutions-based approach to solving problems and seizing opportunities.
? Implemented, managed, and evaluated customized promotional programs and local grass roots marketing activities in highly competitive resort markets; effectively proposed and deployed a sales and marketing budget in excess of $500k annually.
? Coordinated communication of Geographic Marketing/Media, national/regional key accounts and retail account management to ensure optimal execution of complex business plans; tracked and reported results versus plan.
? Received recognition and award for top performing manager.
Chain Accounts Manager, Colorado (1993 to 1994)
Promoted to manage company-owned wholesaler business with chains to improve sales and execution.
? Drove sales and distribution in on- and off-premise chain accounts; presented to local buyers; sold-in and managed local pricing, displays and distribution programs. Managed and coordinated activities of 23 sales representatives and 8 merchandisers.
? Trained distributor sales personnel on product-specific selling skills and brand knowledge, maintained day-to-day communication and coordination, presented new programs and tracked & measured program executables.
Territory Manager, Colorado (1991 to 1993)
Promoted and relocated to lead sales initiatives and provide guidance to sales representatives to increase sales and distribution.
? Provided leadership to 9 direct reports selling over 1 million cases annually to a total of 800 on- and off-premise accounts. Responsible for target setting and achievement of objectives.
? Brought in to lead the transition from a 100% peddle sales market to a pre-sell delivery system.
? Developed and monitored monthly selling objectives and time-to-sell strategies to increase sales and distribution, and designed Impact Selling initiatives to increase share of taps, distribution, volume and point-of-sale placement.
? Fostered long lasting retailer relationships through key account calls and development of local programs.
Territory Manager, California (1990 to 1991)
? Provided leadership to 6 direct reports, managed account-level objectives, and implemented promotional programs to increase distribution and sales in 600 accounts in the San Fernando Valley.
? Built relationships with retail accounts to increase sales through incremental placements, new product introductions, competitive conversions, promotional activity, effective pricing and merchandising strategy.
Previous Experience (1987 to 1990)
Brand Coordinator (1988 to 1990) ? Sales Representative (1987 to 1988) ? Merchandiser (1987)
? Extensive knowledge and experience gained in several sales and marketing positions to maximize awareness, availability, distribution and sales of products, while working at a company-owned distributor.
? Provided excellent base line knowledge of the industry, positioning for future career growth opportunities.
? Internship as College Representative / during junior and senior years of college. (1985 to 1986)
Georgia-Pacific Corp. - Los Angeles, California 1986 to 1987
One of the world's leading manufacturers of tissue, pulp, paper, packaging, building products and related chemicals.
Recruited to sell building products to home improvement stores and assist in rollout of melamine countertops.
EDUCATION AND PROFESSIONAL DEVELOPMENT
Bachelor of Science in Business Administration - Marketing (1984-1986)
University of the Pacific ? Stockton, California
Organizational Analysis - Stanford University
Syndicated Data through ACNielsen, Spectra and IRI
Selling Skills, Presentation Skills, Category Management, Information-Based Selling