Experienced food | beverage CPG sales leader (Wholesales & DSD) in the Retail & food service sector.
  • akron, OH
  • July 10, 2019

Below is a quick synopsis of my experience and capabilities. I am driven to sell, enjoy teaching others how to sell and take pride in serving customers and channel partners in order to meet and exceed expectations; I have exceeded in managing multiple-regional and national customer account plans through various strategic business units and geographical market areas. (Large & Small formats)

I can offer you solid experience in project-management, customer relations (up and down stream) managing communication, value selling and operational accountability all of which should make me an ideal candidate for this opening. I also have the capability to:

Successfully demonstrated the ability to coach and lead teams while managing projects and customer programs (e.g., Branded, Private Label, Co-Pack and Contract-Manufacture Programs) and related budgets.

Simply, I know the sales and marketing processes along with the ability to translate those processes in to market opportunities. (Where to Play and How to Win)
I enjoy a very fast paced and challenging work environment. Maintain relationships and clear communication across all functions, business units and geographic boundaries (Revenue Management, Customer Activation, Cat-Man, Operations, etc.). Communicate project updates, business performance and proactively establish corrective action if/when necessary.

Leadership & Coaching, Communication, Problem Solving, Customer Centric, Negotiation, Presentation, Sales Ability, Inquisitive, Strategic & Tactical Planning skills, Critical Thinking, Technical Competence, Resilience, Positive and Proficient Computer skills.

Professional Management Skills:
Key Account Management, Planning & Forecasting, Demand Planning, New & Existing Product Channel Execution Plans and Management & Coordination of Trade Promotional Programs, Field Sales Territory and Operations Execution Planning.

Retail Channels (large & small format):
Grocery | Supermarket Channel (Chain | Independent), Specialty Grocery, Drug, and Mass, Clubs, Value Channel, Alternative & Natural Channel, Convenience (C- Stores) and U-D-S outlets. (Large & small formats)

Food Service Channels:
Business & Industrial Cafeteria, Restaurants, QSRs, Hotels, Schools K-12, Colleges | Universities, Hospitals, Nursing Homes, Military, Airports, Ski Resorts, Sports Arenas | Concessions Venues & Operators (on & off premise)

Strategic Business Units | Market Areas Experience:
Wholesalers, Distributors, Brokers, Direct Sales, Independent Distributor Operators, Food Service Operators, Route Sales, District Sales, Sales Territories, Branches | Depots, Warehouse | DSD Operations throughout my career; in the following Market Areas:
Northeast, Midwest, Eastern U.S., Southeast | Southwest, U.S. quadrants. (In Grocery | Canned | Frozen | Beverages | Dairy & Fresh Goods Categories)

Able to identify opportunities:
* New Product
* New Customers
* Distribution Voids
* Innovation
* Contract Manufacturing
* Private Label (Co-Packer)

Phone Number
330 329 6946
Dr. Pepper Snapple Company
Region VP | General Manager, Sales & Ops, Northeast U.S.
Field #1


Marketing & Communications @ University of Akron
Sep 1981 — May 1985


Region VP| General Manager, Sales & Ops, NE US @ Dr. Pepper Snapple Company
Apr 2009 — Current

Duties and Responsibilities: Develop and execute all DSD retail & food service channel GTM strategies, plans and tactics to accomplish each channel sales targets and profit goals | objectives. Improve sales effectiveness and execution through strategic market planning (joint business planning process) and sales execution, aligned and supported by operations and syndicated market data. (IRI | Nielsen | BI Gathering | SAP | Salesforce.com and Shipments) analyze and monitor trends by customers, by channel, by market, by territory to drive growth strategy for Customers, Wholesalers, Brokers, Distributors, and Independent Distributors (IOs) and the Company through the region’s internal and external operations team; (An organizational structure of approx. 1,200 DSD personnel)

Retail Development: Design and implement go to market strategies and utilize business analytics to inform or drive key business issues/plans related to base products and/or innovation, marketing activation and retail execution to deliver the AOP plan. (The MAPS Process) Through independent distributors contractual agreements and customer channels (large | small format and U-D-S outlets): Retail Channel, such as, Grocery | Supermarket (Chain | Independent), Specialty, Mass, Clubs, Drug, and Dollar | Value Channel, Alternative Channel, Convenience (C- Stores). The Food Service Channel: Business & Industrial Cafeteria, Restaurants, QSRs, Schools K-12, and Colleges | Universities, Hospitals, Nursing Homes, and Military across all operating platforms; such as: Commissary, Exchanges, and Veteran’s Canteen Services and including: all 3rd-party Brokers, Distributors and Wholesalers’ channel sales agreements, etc. (Branded | Allied Brands | Private Label | Contract Manufacturing)

Customer Development: Established sales, promotions, merchandising, and marketing strategies | tactics across the business encompassing different go-to-market strategy -- varied by customers’ market conditions | customers distribution through a multitude of brands and packages. Including, the development of retail and account programs, field training, sales incentives and execution plans to drive consumption | trips. Develop strategies for price increases, and recalls; implemented effective promotion strategies to minimize reductions in lost sales volume and distribution. Develop and manage chain pricing, spending and promotion strategies, sales budget including business unit expenses and organizational headcount. Develop strategy and plans for integrating routes | territories and distributor acquisitions when necessary. Led and evaluated personnel performance either directly or through direct subordinates. (Both Sales & Operations)

Zone VP of Sales, DSD @ Sara Lee Company
Oct 2007 — Dec 2008

Duties & Responsibilities: Led and managed food & beverage Independent Distributors and Company (Unionized) route distributors, direct sales and services. The zone consisted of Branch Managers, District Managers, Account Managers, Field Sales Reps, Retail Merchandising Supervisors, Route Sales Delivery, Warehouse Managers & Warehouse Personnel, Zone Operations Manager | Logistics, Admin, Fleet Managers & Maintenance personnel, Bakery Thrift Store Managers (discount outlets), HR Manager and HR Generalist and multiple Depots locations across the East Iowa Zone. The Zone consisted of approximately – 250 direct and indirect personnel. Zone P&L, Revenue Management responsibility and performance, to exceed Zone and Bakery Plant AOP.

Collective Bargaining Agreements (Union Depot Contracts) -- Negotiate DSD Union Depot Sales Contracts for the Zone | Company. Developed and completed Private Label and Contract Manufacture and Sales Agreements RFP’s | RFI’s, includes pricing alignments and operational considerations. (Branded | Private Label | Contract Manufacturing) and Operational capabilities with national syndicated data: Nielsen/ IRI/ SPINS Consumer Insights and Category Management Principles.

Strategic Channels:
Specialty Grocery, Supermarkets, Mass, Clubs, Convenience Stores, Alternative | Discount Outlets. (Large, Small & UDS formats)

Food Service Channel:
Restaurants, QSRs, Institutions, Hospitals, Nursing Homes, Schools K-12, Colleges | Universities, Business & Industrial Cafeterias, Military Venues and Concessionaires Operators, etc., retail and food service sales. Branded, Non-Retail Branded and Private Label Sales; Through Wholesale, Distributors, Brokers, Independent Operators (IOs), Route Sales, Districts, Sales Territories and Depots. (Sales & Operations and Bakery Plants Production & Performance)

Zone Sales Leader, DSD @ Frito-Lay Company
May 2006 — Oct 2007

Overseen day-to-day sales and sales operations, revenue growth and expense accountability, logistics, route sales execution branch | depot inventory, scheduling, field training, and sales performance management and people development for total field Sales and Operations of the zone DSD personnel (Route Sales | Ops team approximately 25). Strong technical and operational skills; including: Microsoft Office, Nielsen/ IRI/ SPINS Consumer Insights and Category Management principles. Responsible for sales & safety activity for the northeast (Ohio) zone – across sales territories and routes.

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