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Click here or scroll down to respond to this candidateCandidate's Name
Street Address
Phone: PHONE NUMBER AVAILABLE G Email: EMAIL AVAILABLE
SALES AND MARKETING
Extremely Competitive G Passionate Leader G Influential Negotiator G Brand Champion G Turnaround Specialist
SENIOR SALES AND MARKETING LEADER providing years of experience in the wholesale baking industry. Demonstrated expertise in B2B, B2C, and B2G sales, sales team leadership, direct store deliveries (DSD) route sales management, sales contract negotiations, brand management, brand value and equity strategies, inventory control, cost savings plans, and staff development. Instrumental in generating additional revenues in excess of 20 million during career.
Ardent leader with a solid track record of performance in new market development, marquee account relationships, sales team development and improvement strategies, and print and advertising campaigns. Recognized as an expert in DSD route sales operations, DSD delivery systems development, team motivation and leadership. Regarded by associates as an impressive business builder, an excellent motivator, and a visionary planner who makes great things happen and contributes to corporate growth.
PROFESSIONAL COMPETENCIES
National Sales Team Management G P & L Management G Channel Sales Leadership G Sales Team Recruiting and Management G Business Operations G Strategic and Innovation Planning G Sales Revenue and Margin Ownership G New Product Launch G Brand Management and Awareness Strategies G Competitive Market Share Gains G Product Pricing Plans G Market, Account, and Team Turnaround Initiatives G Change Management G Training Program Development G Competitive Market Share G Customer Relationship Management G Expertise in DSD Sales Operations
CAREER HISTORY
BON APPETIT BAKERY V Vernon, Ca K K K K K K K K K K K K K K K K K K K K.Jun 2010 to Dec 2011
GENERAL MANAGER, US OPERATIONS (East Coast)
Team: 7 Regional Sales Directors; 10 indirect reports
Executed a plan to strengthen a relationship and service model, rapidly accelerate sales for a snack category, and deliver profitable sales volume among the convenience store community. Span of control entails strategic planning, volume and market share growth plans, new market and channel introductions, trade development plans, margin profit improvements, new product innovations, brand management, and product portfolio management. Operations role also includes sales team and independent distributor recruiting, strategic relationship building, consumer and buyer confidence strategies, territory and route restructuring, business process improvements, and cost saving strategies.
G Member of team that modified internal and external business strategies and processes which resulted in $1 million in annual sales growth.
G Collaborated with colleagues to develop a strategy which subsequently triggered $2 million in sales regarding new items for the breakfast category.
G Integral team member that designed a strategy that resulted in a presence in 161 Wawa stores. Efforts created the largest growth per channel on a national basis and will produce $12+ million in new annual sales.
G Redefined a business process that improved the volume of high-quality distributors and sales managers. Changed a performance management methodology to significantly improve individual performances of independent distributors and management staff.
HOSTESS BRANDS INC. V Jacksonville, FL 1981 to 2010
SENIOR VICE PRESIDENT, ATLANTIC BUSINESS UNIT (2008 to 2010)
Team: 15 direct reports - Market Unit General Managers, Vice President of Sales, Director of Sales, Director of Finance, Net Revenue Manager, Cost Control Manager, Human Resources Director, Director of Operations; 102 indirect reports
Tapped by senior executive team for a high-profile role, and spearheaded a $280 million sales organization in the Southeast United States with more than 3,300 employees. Managed a cross-disciplined team that manufactured, sold, marketed, and distributed multiple bakery brands to a diverse customer base. Span of control included Profit & Loss management, sales revenue planning and growth, sales forecasting, market share growth plans, new business development, employee training and mentoring, and sales team development. Accountable for accounting and human resources activities.
G Catalyst in producing $5+ million in new sales opportunities by creating a high-impact brand display for retail customers.
G Accelerated incremental revenue by $1 million and curtailed expenses after collaborating with eight Market Unit General Managers.
G Contributed to sales growth by restoring confidence among customers and modifying customer contract merchandise agreements.
G Partnered with several Key Account Managers to develop a highly effective promotional planning strategy.
VICE PRESIDENT OF SALES, ATLANTIC BUSINESS UNIT (2007 to 2008)
Team: 13 Key Account Managers; 1 indirect report
Selected to collaborate with a Senior Vice President, and architected a new sales platform to drive additional sales revenue streams that equated to a million dollars annually across branded product lines. Leadership role focused on channel promotional activities, new business development, marquee account development, strategic sales planning and growth, new product development, and contract negotiations.
G Teamed with a new Senior Vice President to merge two profit centers, and turnaround weak markets in the southeast part of the nation.
G Ended a decline in the donut category, pushed unit volume, increased revenue $274,000 weekly, and accelerated performance in ACV displays.
DIRECTOR OF SALES, NORTHEAST BU-SOUTHERN DIVISION (2006 to 2007)
Team: 11 direct reports V Area Sales Managers and Key Account Managers; 120 indirect reports (District Sales Managers and Division Sales Managers)
Accepted opportunity to preside over a $250 million sales organization with more than 1,200 employees. Executed a plan to reverse eroding sales in the New York and New Jersey markets, tackle market share losses, reduce inventory shrink problems, and address frontline management problems. Contributed to operational excellence through leadership in sales and revenue growth strategies, cost saving plans, new market development, accounts receivables, product return control initiatives, customer relationships, team building, and management team realignment.
G Mobilized team that achieved a 1.5% ($3.5 million annual) sales growth performance, and developed a plan to decrease returns by more than $5 million per year.
G Designed a successful inner city cake program that reversed a negative trend, and recaptured a strong footprint in the New York and New Jersey market.
G Analyzed business and executed initiatives that slashed outstanding accounts receivables by 10% which led to $15 million in revenue.
G Developed a new sales training program (Operation Totally Committed) that elevated performance among frontline sales managers and the route sales team.
AREA SALES MANAGER, METRO BOSTON SALES DIVISION (2001 to 2006)
Team: 15 District Sales Managers; 30 indirect reports (Division Managers)
G Managed a sales force of three hundred and fifty management and associate personnel, who consistently achieved sales volume in excess of $75 M annually under my leadership
G Trained, evaluated, motivated and monitored the performance of District Sales Managers and Division Managers to ensure operational excellence both vertically and horizontally within the organization
G Promoted and strengthened the IBC Brands through an array of strategic marketing and sales decisions resulting in a competitive advantage in the Metro Boston Sales Division
G Achieved personal financial objective in 2004 by contributing to the increase in the Northeast Profit center s operating cash flow, while reducing our expense budget to meet IBC s target profit goal and maximize shareholder equity
G Responsible for all sales and marketing activities of IBC branded products in Boston including all of Metro West through Worcester county and parts of Southern New Hampshire
REGIONAL SALES MANAGER (1997 to 2001)
G Responsible for the marketing and sales of Wonder Bread/Hostess Cake products in nine greater Boston area locations
G Increased the metro Boston sales market to $25 M annually and exceeded target profit and revenue growth metrics from year to year
G Led a one hundred and seventy-five person marketing and sales team through brand identification techniques and performance-driven incentive programs
G Expanded brand recognition and loyalty by maintaining an unrelenting market presence, which included regular meetings with independent buyers, category managers and store owners/managers
BRANCH SALES MANAGER (1988 to 1997)
G Drove profit for the Braintree, Massachusetts s organization by developing and initiating a plan that moved the organization from a $1 million loss to a $1.3 million profit ($2.3 million swing).
G Realized need to turnaround the frontline RSRs that helped improve profit performance.
G Instrumental in increasing market share in a highly competitive Boston market by three points.
G Saved corporation money by lowering shrink rate by 5%.
Held two other positions with the company including Route Sales Representative and Product Shipper.
EDUCATION
Associates Degree, Radiology Technology G Mid-Western University, Wichita Falls, TX
Degree in Radiology Technology G United States Air Force School of Radiology, Sheppard AFB, Wichita Falls, TX
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