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Click here or scroll down to respond to this candidateCandidate's Name
Charlottesville, VA PHONE NUMBER AVAILABLEEMAIL AVAILABLE LINKEDIN LINK AVAILABLE Candidate's Name 1EXECUTIVE SALES LEADER VICE PRESIDENT REGIONAL & NATIONAL ACCOUNTS Strategic Planning & Execution Transformational Leadership Start-up Operations/Business Turnarounds Versatile, resourceful, innovative and entrepreneurial consumer packaged goods (CPG) sales executive with comprehensive knowledge across multiple channels in the US and Canada including natural, conventional grocery, mass, club, specialty, drug, convenience, and foodservice. Proven track record of developing and executing successful data-driven sales strategies and programs that build companies and accelerate growth and profitability. SKILLS New & established business development Broker/distributor management & training Team building, training & cross-functional leadership New product innovation, development & launch Syndicated data & analysis (SPINS, IRI & Nielsen) P&L management/financial reportingPROFESSIONAL EXPERIENCESuckerPunch Gourmet, LLC Charlottesville, VA 2021 Present Privately owned, innovation leader within the pickle category, making pickles a snacks company. Primarily selling pickle jars and snack pouches, plus an expanding mixers segment and creating a new enhanced pickle juice segment- across all channels of trade. VICE PRESIDENT OF SALESBuilt and executed a sales strategy that included new product expansion, improved brand positioning, and channel diversification, for driving sales across all channels including natural, conventional grocery, mass, and foodservice. Key account examples: Walmart, Sams Club, Kroger, Walgreens, Whole Foods Market (WFM), and Aldi. Lead new product innovation for mass channel development partnering with operations for a successful roll out, achieving an incremental 20% growth in year one. Improved partnership with Aldi, successfully bumping up new and existing products with overall improved margin through to 2024 (258% total growth). Managed external marketing programs with brokers for retailer shopper marketing promotions, example partnered SuckerPunch with Cincinnati Reds for the successful Kroger Family Meal Deal (5% incremental growth from shipper placement during program). Onboarded national sales manager for conventional grocery account coverage focused on the east coast, established annual operating objectives with quarterly reviews, created an annual development plan and provided ongoing coaching/guidance.Emmys Organics, LLC (Bimbos USA) Miami, FL 2019 2021 Privately owned, mission-driven, vegan, organic, gluten-free decadent snacks company, primarily selling plant-based cookies across all channels of trade with a focus on sustainability, charitable giving and livable wages (acquired by Grupo Bimbo in May 2021). VICE PRESIDENT OF SALES SALES DIRECTORSpearheaded, developed, and implemented strategic sales plans and budgets, driving sales across all channels including natural, conventional grocery, mass, convenience, and foodservice. Key account examples: Walmart, CVS, Publix, Whole Foods Market (WFM), The Fresh Market, Stop & Shop, Facebook and Google. Identified opportunities and acquired new business across all channels, achieving 34% total growth. Oversaw strategy and led team for the innovation and development of multiple new products, successfully launching into new and existing accounts (58% total growth from new item placement). Reviewed existing broker network and redefined strategy, eliminating current brokers and identifying/hiring new brokers across conventional/natural grocery, specialty, foodservice and international business (expanded CA fortune for national coverage of natural/conventional channels). Leveraged robust strategies to boost sales, keeping the company positive during the on-going pandemic: pulled back all extra spends, saved 10% in trade and recast the forecast within 1% of actual to help manage operations and inventory Candidate's Name 2more efficiently, reviewed and recast the budget every 6 months based on trends and increased sales to alternative channels (i.e. Marmaxx).Lenny & Larrys, LLC Miami, FL 2017 2019 Vegan, protein, and privately owned healthy indulgent snacks company with products sold across all channels of trade. SENIOR SALES DIRECTORPresided over the largest portion (35%) of annual gross sales including health & fitness and drug channels nationally and all channels east of the Mississippi, conducting regular business meetings at corporate and key customer locations and communicating strategic customer plans/objectives back to corporate to adjust new product development and channel strategy. Key account examples: GNC, Vitamin Shoppe, Wakefern/Shop Rite, AHOLD, Wegmans, Publix, Harris Teeter, VMC/AWG, Giant Eagle, Shaws, Tops, King Kullen, UNFI (10+ eastern regional distributors), Lowes and military business. Managed communications and promotions for Europas national field retail team Lenny & Larrys largest national health& fitness distributor growing account from $6.9M - $9.5M in 1 year despite a category decline of 15%. Developed and implemented strategic sales plans/budgets working cross-functionally with outside category analyst team, becoming the only member of the sales team to achieve all sales goals. Cross-functional leader of a club pack for BJs including concept, innovation, product/packaging development and pricing sold in a 52 week permanent placement ($1M sales growth). Determined need, budgeted and developed new position for field sales & marketing managers, hiring 3 new team members, increasing sales 20% with distributors and gaining 500 shippers in retail accounts in 2019. Las Olas Confections and Snacks (BBX Sweet Holdings) Virginia Beach, VA 2016 2017 A division of BBX Sweet Holdings (a subsidiary of BBX Capital Corp.) Las Olas expanded to include 7 nationally recognized brands including Anastasia Confections, Droga Chocolates, Helen Grace Chocolates, Hoffmans Chocolates, ITSUGAR, Kencraft Candy, The Toffee Box and Williams & Bennett.SALES DIRECTOR OF SPECIALTY & ALTERNATIVE CHANNELS Directed alternative channel sales ($35M, 80% of total sales) for four leading brands Anastasia, Kencraft, Williams & Bennett and The Toffee Box including the top 25 accounts and a team of sales managers. Developed and implemented strategic sales plans to accommodate corporate goals and conducted regular business reviews at corporate and key customer locations. Developed, coordinated, sold and implemented a private label bark program in leading grocery, mass and club national chains (i.e. Publix, Giant Eagle, Wegmans, WFM with primary focus on Walmart, Sams and Costco) including hiring and overseeing a private label broker firm (JLA) and collaborating with production facility on product development (generated$600K/6 POs with Costco private label bulk program). Sales lead for Williams & Bennett rebrand, working collaboratively with marketing in the look, style, materials, retail and margin range & goals as well as conducted the initial presentations. Oversaw innovation, concept and development of new products working cross-functionally with high-end specialty customers for the Kencraft royal icing decorations, initiating the development of the brand expansion of Kencraft products and improvements for 2018.Way Better Snacks (Live Better Brands) New York, NY/Virginia Beach, VA 2014 2016 A pioneer in the natural food industry, Live Better Brands produces natural snacks under the Way Better Snacks brand. DIRECTOR OF NATIONAL ACCOUNTSSupervised primary national accounts including WFM, Target, Kroger, Publix and Safeway, accounting for 50%+ of total company revenue. Developed budgets, promotional planning, forecasting and marketing strategies for all accounts. Worked cross-functionally with CEO and marketing to concept, innovate and develop new cracker line in multiple flavors as well as kid friendly packaging achieved launch volumes of $100K (Kroger), $150K (Safeway) and $200K (WFM). Supervised 3 primary brokerage firms (NSS/Acosta, HHRK and Moscoe Group), conducting regular meetings and providing direction and necessary tools to achieve monthly/quarterly goals. The Snack Factory (Snyders-Lance) New York, NY/San Francisco, CA 2011 2014 Maker of Pretzel Crisps, one of the most dynamic snack brands in the U.S. (acquired by Snyders-Lance in 2012). NATIONAL ACCOUNT MANAGER (2013 2014)Candidate's Name 3Controlled all aspects of top volume accounts across multiple channels ($25M+ in revenue) including UNFI Canada & US, WFM, Walgreens, CVS, SuperValu East, military business, select specialty accounts and 15+ distributors for the East Coast and Midwest. Achieved 142%+ new business growth over 3 years. EAST COAST DIVISION MANAGER (2012 2013)Oversaw all channel sales east of the Mississippi and in Canada. Constructed strategic sales plans, analyzed regional opportunities, and defined selling initiatives to achieve regional goals. Managed a team of regional and area sales managers. REGIONAL SALES MANAGER (2011 2012)Independently developed regional sales plans, analyzing regional opportunities, and defining selling initiatives for Northern California and Canada. Built and directed a team of 3 area sales managers. ADDITIONAL EXPERIENCERussell Stover Candies Kansas City, MO 2003 2011 American supplier of candy, chocolate and confections. NATIONAL ACCOUNT MANAGER DIVISION MANAGER CORPORATE TRAINER SALES REPRESENTATIVE EDUCATIONKansas State University Manhattan, KSB.S. BUSINESS ADMINISTRATION MARKETING & INTERNATIONAL BUSINESS MAJOR |
