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Click here or scroll down to respond to this candidateCandidate's Name
Street Address PHONE NUMBER AVAILABLE EMAIL AVAILABLEInnovative Consumer Packaged Goods Sales, Marketing, and Distribution Executive who has delivered multimillion-dollar growth for some of the worlds leading CPG companies and brands, including Frito-Lay, Hunt-Wesson, and Lever. Excels in building high-performing sales organizations, setting objectives, and transforming stagnant sales to vibrant growth. Accomplished at strengthening product position and market share, identifying new business opportunities, and expanding product portfolio in retail chains, big box, warehouse/club, C store and food service channels. Open and forward-thinking leader, who possesses a natural talent for fostering collaboration and building consensus among all stakeholders. Select accomplishments:Sales and Profit Growth: Created aggressive go-to-market strategies, including consumer marketing and pull programs to expand market presence in key geographies and to drive top/bottom-line growth. Increased direct sales five-fold at Frito-Lay, while improving net margins from 19% to 26%.Strategic Business Planning: Identified business opportunity to access and source multi-store decision- makers. Secured >300 new accounts in Mid/Central US Zone, adding more than 2000 points of distribution, promotion, and merchandising participation, and contributing to $140M in revenue gains.Market Penetration: Attained #1 market position for snacks at contract feeders, Marriott, ARA, Sodexo, and Canteen. Dominated 20,000 location sub shop segment, with exclusivity at Subway, Quiznos, Firehouse, and Jersey Mikes. Increased Mid/Central Zone market share from 27% to 49%.Product Innovation/Launch: Launched Canister Snack product line, extending shelf life from 34 days to 60 days, and growing sales from start-up to $25M revenue. Introduced Taco Bell Mexican foods, driving sales to $37M. Successfully sold product line to Kraft Foods for four times earnings.Retail Merchandising: Focused merchandising presentations to secure supplemental racks at 400 Safeway, Kroger, A&P, and Colonial stores, leading to 13% real growth year-over-year.Cost Controls: Leveraged distribution and manufacturing costs, generating $27M incremental profit, and growing margins to highest level at Frito-Lay.Executive Capabilities that Drive Tangible Business OutcomesBusiness Start-up and TurnaroundStrategic and Tactical Business PlanningP&L and Budget ManagementInternational Business DevelopmentAccount Development and ManagementSales, Marketing, and Operations ManagementNew Product Development and LaunchM&A IntegrationTeam Building, Mentoring, and CoachingProcess ReengineeringA Career Achieving Market Leadership through Sales Strategy and ExecutionChimito Brothers, a privately held Mexican specialty foods business. 2005 2007CHIEF OPERATING OFFICER, Dallas, TXRecruited to restart and lead financial turnaround of this underperforming specialty foods company. Led total operations. Directed 12 employees.Secured 30 new customers, increasing sales 43%. Led company from $100K loss to breakeven in 18 months.Frito-Lay, Inc., an $8B snack company and wholly-owned subsidiary of PepsiCo. 1973 2003VICE PRESIDENT BROKER SALES, Orlando, FLTransferred at the request of the Senior Vice President of Sales and Marketing to develop and implement a national food broker organization. Led sales and marketing. Directed 72 brokers and managers, and $20M budget.Revitalized vending and food service sales organization for Hostess-Frito-Lay in Canada. Designed and recruited national sales force and led financial and operational turnaround.Improved sales from $20M to $30M, while reversing declining profitability, from $4M loss to $6M profit.Unit continued to grow 25% year-over-year, the only organization to attain annual targets for three years.Assessed Smith Snack Foods vending business, and introduced US Best Practices into Australia market to maintain quality and product integrity.Identified business opportunity to integrate Pepsi vending business, abandoned by local bottler in Australia, to access 800 snack vendor locations. Opportunity projected to generate $9M incremental snack revenue.Led integration of $70M acquisition of Cracker Jacks from Borden. Maintained volume with 3,000 fewer outlets.Reengineered warehousing and distribution processes, improving workload efficiency 15%.VICE PRESIDENT DIRECT SALES, Dallas, TXPromoted to develop self-funded Food Service business in conjunction with vending business. Led sales, marketing, distribution, and finance. Directed 137 employees. Full P&L authority for this $450M operation.Transitioned small vending sales force to National field/staff organization, penetrating vending and food service supplier and end-user accounts. Grew annual revenue from $90M to $450M.Leveraged distribution and manufacturing costs, increasing net margins from 19% to 26%.Introduced telemarketing for small accounts to concentrate on high opportunity accounts. Boosted sales 10%.Attained #1 snack supplier at VSA and top five of all suppliers at Sysco, both #1 in their respective segments.ZONE SALES VICE PRESIDENT, Kansas City, MOSelected to drive growth of new zone created in company-wide geographic reallocation. Led sales, marketing, distribution, warehousing, and talent acquisition. Directed >1,350 employees across 14-states, with $65M budget.Led company in annual sales volume, driving revenue from $100M to $340M, while increasing market share from 27% to 49%.Identified and developed 300 new accounts, adding 2,000 points of merchandising and promotion activity.Recognized as Go to zone to test new product, merchandising, and organizational structure opportunities. Tested Grandmas Cookies in Kansas, Minnesota, and Colorado markets, projected to drive $400M revenue.Built strategic business relationship with union sales force, and successfully decertified four teamster bargaining units, including Frito-Lays largest bargaining unit in Minneapolis.DIVISION MANAGER, Richmond, VAChosen to drive growth of newly created division. Led sales, marketing, distribution, and market development. Directed 188 employees and $750K budget.Grew sales from $23M to $31M, driving aggressive advertising, merchandising, and space gaining activities.Introduced feature advertising of snacks on prime holidays, generating $1M additional annual revenue.NATIONAL SALES DEVELOPMENT MANAGER, Dallas, TXAdditional ExperienceHunt-Wesson Foods, DISTRICT MANAGER, San Francisco, CA, TERRITORY MANAGER, Los Angeles, CALever Brothers, HEADQUARTER ACCOUNT SALES REPRESENTATIVE, Montgomery, ALEducation and Military ExperienceMA, General Management, University of Central Michigan, Mt. Pleasant, MIBBA, Industrial Management, University of Memphis, Memphis, TNStrategic Management, Columbia UniversityEffective Decision-making, Wharton School of BusinessExecutive Development, University of Southern CaliforniaUnited States Marine Corps, Corporal, Camp Lejeune, NCCommunity AffiliationsCampaign Volunteer, Florida Governor and Collin County Judge, 1996 2010Service Volunteer, VA Clinic-Denton, TX, 2008 PresentDeveloped 13-acre farm with eight head of registered Belted Galloway cattle, Celina, TXDesigned and built two homes, Dallas and Celina TXPROPELLING GROWTH AND CAPTURING CRITICAL MARKET SHARE IN HIGHLY COMPETITIVE ENVIRONMENTS |
