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Click here or scroll down to respond to this candidateCandidate's Name
Street Address Mount Vista AveGreenville, SC Street Address
PHONE NUMBER AVAILABLE EMAIL AVAILABLELINKEDIN LINK AVAILABLESALES & MARKETING LEADERSUMMARYEnergetic Sales and Marketing Executive with success in providing leadership and coordination of company sales and marketing functions. Proven track record of developing infrastructure and managing high performing teams that deliver profitable results across some of the largest brands in the US.Professional ExperienceAlbert Bartlett & Sons, Denver CO (11/2016 to Present)Vice President Sales & Marketing, General Manager, North & South AmericaDriving overall growth and development of the US based potato business, including Sales & Marketing, Grower Network, Packing, Logistics, Accounts Payable & Receivables, Administrative Support, and Profitability. Expanded business from fresh potatoes to support our new frozen and chilled line of potato products. Developed a strategic marketing plan for our Digital, Email, TV, Print and direct mail programming and analysis for our increased customer base.Catapulted sales from $22m to $65m (over 3 years). Average growth of 43% for the last three crop yearsCollaborated with the executive leadership team in Scotland, developed a new sales & broker structure to expand client development; distribution, profitable sales, managed cash flow, updated enterprise services, develop key policies for business issues, budgets and sales management training to support our branded and licensed productsExpanded our growing area from 9 to 23 states to reduce food miles and lower costsCollaborated with internal and external customers to; set policy, license and launch a frozen and chilled line of Albert Bartlett and Private Label products (French Fries, Mashed, Diced and Hash Browns) for Retail Grocers, Clubs, Mass Merchandisers, Convenience Stores, Military, Food Service, Distributors and Restaurant ChainsExpanded from 6 to 55 daily customers. Including Costco, Walmart/Sams, Kroger, Whole Foods, Trader JoesIncreased consumer awareness (from 5k to over 450k), by leveraging Marketing initiatives to develop sweepstakes and educational events to creatively drive Win a Trip and Taste the New American Classics promotions, Managing the ROI of our Marketing initiatives and optimization of our customer growthFocused on sustainability, launching a 100% True Compostable Bag for our fresh potatoesBard Valley Date Growers, Bard CA (02/2015 to 11/2016)US Division Director Sales & Category ManagementEnergized the overall growth and development of a $100M business. Focused on driving net sales, share growth and improving trade spend efficiency while expanding our customer range into Food Service and Restaurant Chains.Enhanced client development to grow net sales for the US vs Prior Year, ($58m to $103m), Grew Nielsen share +14 points to 62% of the Medjool Date category. Reduced trade spends from 15.3% to 7.5%Weekly communications of Key Customer relevant activities with the executive team, highlighting progress which provided motivation and insight across the sales organizationCollaborated with key decision makers to support packaging sizes, creative designs and logistical policiesAligned with Nielsen/IRI to improve our fast-growing category and overlay an actionable data hierarchy, which provided our team with promotional and display KPIs to gain promotions and permanent secondary locationsTreasury Wine Estates, Napa CA (01/2012 01/2015)Sr. Director Business Analysis, Insights, and StrategyChanged strategic direction of our Top Brands by leveraging consumer and customer insights. Created and built a proprietary modelling system that leverages attributes, including accountability of promotional activities by client, distributor, state, cluster/location for improved execution of marketing planner activities, enabled better decision making on our investments relevant to purchase cycle and holiday activitiesNegotiated new trade spend efficiencies, slashing spends by nearly 50%, saving over $3m in trade funds, improving client development providing the ability to track individual Sales Rep and brand performance by store which created greater impact for improved sales growth of over 15% each yearCoached, trained, motivated and communicated to the Organization the strategy to drive our 64 brands based on Regional, price tier and demographic preferences based on modelling brands and competitive impactLeveraged IRI and Nielsen to refine our database providing additional intelligence (Luxury/Icon) that was not available to the industry. Improving performance monitoring to enable modelling and decision makingMann Packing Co, Salinas CA (04/2010 01/2012)Director Trade Marketing, Category Management, Innovation, Insight and Strategic DirectionKey strategies included comprehending profitability, building P&L templates for products and customers, leverage CRM data to optimize products, interpret consumer insights and organize analytics to expand the category.Affirmed strategic direction and built a proprietary system to simulate customer promotional calendars, which utilized base sales and true profit results for the Company by, Product and Customer. This resulted in an increase of profitability by +5.5% (from 8.1% margin to 13.6%). The financial management, allowed us to be more aggressive with Private Label growth, which accounted for over 50% of our salesCollaborated with key customers and outside vendors to creatively design and communicate our new category study, and coordinated the first ever consumer intercept and profitability study for the cut vegetable categoryCommunicated and delivered key insights supporting placement, location, size, space of the categoryApplied consumer and shopper insights to raise the knowledge of the sales and broker organizations by communicating, training and supporting their presentations and selling materials, combined with internal and external contests, to engage them with our products and company.EJ Gallo Winery, Modesto CA (03/2008 04/2010)Director Sales & Marketing SolutionsDirected and coached our high performing team of 54 members to support critical functions (Category Management, Sales Reporting, Customer Insights, Sales and Marketing Database, CRM, Marketing Websites, Digital initiatives, Pricing, Trade Marketing and Sales Training) for the Organization.Leveraged APEX, our proprietary space management software, that combined best demonstrated practices with strategic plans and automated the building of store specific merchandising plan-o-grams for our customers (Walmart, Kroger, Safeway, Albertsons, etc.).Restructured database for improved reporting, moved to an automated digital platform accessible on phones and laptops, allowing daily updates of, sales, pricing, discounts, revenue against modelled forecastsLinked various internal systems together (Gallo Edge) to create a trade marketing platform that supported business growth and allowed for monitoring of sales and marketing activities against company goals. Reducing trade spends by over $26m and grew sales from 3% to 9%The Hershey Company, Hershey PA (08/1987 03/2008)Director, Category Development, Customer Marketing and National AccountsCoached a highly productive team of 86 members focused on improving Net Sales by growing base distribution, increasing frequent promotional activities, and improving client relationships through Big Data resourcesAdditional Hershey Positions Manager; National Sales Planning, Go-To-Market, Trade Marketing, National Accounts, District Account Supervisor, Category Analyst, Sales Merchandiser, Sales Representative,EducationBS, Financial Management/Accounting, Clemson University Full Swimming Scholarship, Four Time ACC ChampionMBA, Business/Marketing, Columbia State UniversityCertified Training and Technical SkillsCertified: Train the Trainer, Negotiation Skilled Leader, Sales Management Leadership, Category Management Leadership/Trainer, Conflict Resolution, Tips of Professional Sales, Pricing Analyst, Sandler Sales Leader, Professional Sales Manager and Dale CarnegieMicrosoft Office Suite: (Excel, PowerPoint, Word, Access), Nielsen Answers, Symphony IRI, Spectra, Nielsen HomeScan, dunnhumby (84-51), Custom Research creation and analysis.Spacemanagement platforms - Apollo, JDA, Spaceman, with a strong understanding of databases and systems.Customer Systems: Retail Link, Inforetriever, Market 6, M-Perks, 84-51, VIP Kroger, GS1, 1WorldSync, etcCommunity Involvement:Youth Sports (Caramel, CA); Coach; Basketball, Baseball, Swimming and Football, Boy Scouts |
