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Director of Sales, National Sales Manager, Director of Trade marketing Resume
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| Desired Industry: Marketing |
SpiderID: 82975 |
| Desired Job Location: East Amherst, New York |
Date Posted: 3/24/2021 |
| Type of Position: Full-Time Permanent |
Availability Date: |
| Desired Wage: 150000 |
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U.S. Work Authorization: Yes |
| Job Level: Management (Manager, Director) |
Willing to Travel: Yes, Less Than 25% |
| Highest Degree Attained: Masters |
Willing to Relocate: No |
Objective:
Accomplished and results-driven professional with extensive experience in overseeing all facets of sales and business operations within CPG and fast-moving consumer goods industries.
Experience:
»M-Industry North America (Sweetworks) | Buffalo, NY
»Director of Trade Development and Management Consultant Apr 2019–Feb 2021
•Revised broker contracts to clearly outline services to be performed and tied to specific commission rates to ensure the corporation maximized the value and results from these relationships
•Developed broker management standard operating procedures to ensure consistency amongst field sales managers as by establishing rules of engagement, meeting cadence schedule, market visit process, annual SMART goals and bonus incentives, and key performance indicators (KPI’s) to ensure effective business results and performance
•Directed the overhaul of S&OP forecasting process to enhance organizational accuracy, improve information sharing and best practices, and identify short-coded inventories for closeout to maximize revenue
•Produced hot sheet report, a list of short-coded product, and collaborated with field sales to align on process and pricing floor to ensure sell through of closeout inventories and mitigate dumps and downgrades
•Initiated category management report suite for senior management and field sales organization to track performance on business metrics against competitive brands and category performance at strategic accounts
•Utilized IRI data and consumer insights to construct and craft fact based selling presentations against the launch of Niagara Chocolates brand and seasonal presentations on Ovation and Sixlets to key retail partners
•Created a budget planning template and led the 2021 budget process organizationally to ensure alignment and buy-in in developing operational budgets that were realistic and achievable based on market conditions and competitive landscape
Career Highlights
•Increased brand and corporate profitability by developing go-to-market trade spending strategy and tactics
•Optimized broker network from 27 to 11 broker partners and led interview process, analysis and comparison of broker capabilities, provided final recommendation to senior management, crafted transition plan and timeline, and tracked performance and results against transition plan to ensure effectiveness
•Achieved savings of $240K through selection and implementation of trade fund management software for field sales organization
»Niagara University | Niagara Falls, NY
»Director, Food Marketing Center of Excellence, Faculty Fellow Jul 2017–May 2019
•Provided direct oversight to the largest and highest grossing Food Marketing Center of Excellence Innovation Summit in the university’s history
•Exemplified outstanding interpersonal abilities in fostering C-suite relationships with Tops, Wegmans, PriceRite, Giant Eagle, and Weis Markets to aid drive industry attendance and participation in food marketing program
•Managed and initiated real-world classroom projects in coordination with Rich Products and Rosina Food to assist with current business initiatives at both organizations
Career Highlights
•Led the 2019 Innovation Summit with 286 attendees and generated more profit, by $34K, than the first two innovation summits combined
•Served as key driving force in receiving accreditation from Category Management Association to provide CPCA examination to students and industry
•Opened affiliations with IDDBA and NGA to allow students to engage with industry leaders and compete against other universities in case competitions
•Successfully increased enrollment in Food and CPG Marketing Program by 86% to 52 students by building the NUFMA club to drive campus awareness; producing marketing materials with ad agency for prospective students; as well as engaging with 17 high schools and community colleges to present the food marketing program
»Daymon Worldwide | Buffalo, NY
»Business Manager, Tops Markets Jun 2014–Jul 2018
•Developed marketing plans, merchandising themes and strategies, in-store display opportunities to drive impulse sales, , shelving recommendations, and analysis of retailer assortment with recommendations to attain budgeted sales goal of $58M
•Initiated and sourced new assortment opportunities including baking nuts, premium brownie mixes, coconut oil, spice grinders, premium salsa, USDA organic imported pasta, premium pasta sauce, premium grocery side dishes, refrigerated side dishes, refrigerated filled pasta, lobster tails, and shrimp rings with cocktail sauce
•Oversaw implementation of the Daymon Large Account Management Process (LAMP) to distinguish the most critical initiatives while designing strategic plan and executional components with the customer to attain these initiatives
Strategically managed the development and presentation of the Daymon Market Diagnostic plan to Tops Markets while presenting it to vice president of non-perishables
•Cultivated comprehensive understanding on private brand landscape and best practices while determining competitive customers and account’s peer group against the assigned account
Career Highlights
•Achieved more than 220 incremental SKU’s distribution worth $6.8M annually throughout tenure on new Tops brand products
•Drove efforts in analysis, research, selection, and negotiation of vendor change on dry pasta category, outside of the Daymon Worldwide vendor network, which provided the customer $1.1M in annual cost savings
»Hain Celestial Group | Buffalo, NY
»National Sales Manager, Costco and BJ’s Wholesale Jun 2013–Apr 2014
•Coordinated and led the execution of Hain-Celestial brand symposiums with broker partners at Costco NE and BA regions which included general merchandising manager (GMM) and category buyers to present corporate brands and capabilities
•Formulated strategic business plan on Hain Celestial portfolio at Costco and BJ’s Wholesale to increase business from $58M to $100M within three years
•Successfully acquired new distribution on Imagine Broth and Earth’s Best Formula worth $2.9M and $1.5M respectively, along with rotational business on Garden of Eatin and Terra businesses worth $1.7M at Costco Midwest and BJ’s Wholesale
Career Highlights
•Obtained 7 new points of distribution worth $11M in incremental annual sales across Hain-Celestial Group brand portfolio leading to a +19% growth in dollars vs prior year for Costco and BJ’s Wholesale combined
•Conducted presentation efforts, along with broker partner, in securing new distribution on Sensible Portions snack brand in Costco Midwest and Northeast regions which achieved $5M in incremental annual sales
•Attained the first MVM mailer at Costco on Sensible Portions 20 oz in the last three years, worth $3.5M
»Lactalis American Group | Buffalo, NY
»Senior Channel Sales Manager – Club Channel Jun 2005–Jun 2013
•Oversaw broker partners actions and responsibilities as well as coordinated and managed trade and consumer marketing budgets of $22M for club channel
•Created and implemented annual strategic business plans for club channel which were consistently exceeded from 2007 to 2013
•Interacted with broker partner in conceptualizing consumer or trade-merchandising strategies to identify and determine base-distribution targets and executed trade plan for key strategic accounts including Costco, BJ’s Wholesale, and Sam’s Club
•Developed tracking methodology for key strategic corporate initiatives to ensure on-time launch, execution of initiative, and respective sales results
Career Highlights
•Attained 434% dollar sales growth on club channel business from $41M to $219M during tenure with the organization
•Exceeded operating budgets and prior year sales for the last six years of responsibility, which included 2012 fiscal year by exceeding budget by 17%
•Successfully secured Kirkland Signature distribution on 5 lb. shredded mozzarella and 5 lb. block mozzarella within all United States regions of Costco worth more than $60M in annual sales
•Boosted club channel business from 6% to 27% of Lactalis American Group total corporate volume during tenure
•Led new product development and sales efforts along with broker partner in securing new distribution on 12 products sold specifically to the club channel from 2005 to 2013, which contributed to more than 74% of dollar sales growth and boosted club channel contribution margin per pound from $0.09 to $0.21 per pound within 8-year period
•Oversaw and led SKU rationalization to streamline supply chain efficiencies for club channel and led to $2M in savings
Education:
Master of Business Administration
St. John Fisher College | Rochester, NY
Bachelor of Science in Business Administration
State University of New York at Buffalo | Buffalo, NY
Skills:
Profit and Loss Administration ~ Account Management ~ Business Development ~ New Product Launch and Innovation
Trade and Shopper Marketing ~ Budgeting and Forecasting ~ Cost Control ~ Fact-Based Solution Selling ~ Strategy
Additional Information:
Certifications
LinkedIn
Excel: Advanced Formatting Techniques
Social Media Marketing Trends
Working with Difficult People
Body Language for Leaders
Leading in Uncertain Times
Starting a Memorable Conversation
Leading your Team through Change
Navigating Politics as a Senior Leader
Coaching Skills for Leaders and Managers
Executive Presence on Video Conference Calls
Technical Acumen
Microsoft Office Suite | IRI | Nielsen | Spectra | Homescan | Siebel | Verisync | AR7
Stratum | Business Objects | Flamingo | Zoom | Teams | Skype | Go2Meeting
Candidate Contact Information:
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