Summary
An accomplished Executive with over 26 years experience in beverages and consumer products as a business owner and member of senior management teams, with a record of success in exceeding sales and profitability objectives through building strong winning teams. Recognized for ability to consistently exceed customer expectations while producing bottom line results for national accounts like Albertson’s, Ahold, Fleming, Kroger, Safeway, Shell, Texaco, Exxon, 7-Eleven, Wal-Mart, and Sam’s Club.
Key Strengths in:
| National Accounts, Sales, & Operations |
Change Leadership |
Team Development & People Leadership |
Creative Thinking |
P&L Responsibility & Budgeting |
Strategic Planning & Vision |
Experience
The Catapult Group, LLC, Dallas, TX 2001-Present
Managing Director
Manage all aspects of two separate companies encompassing a global business consulting practice specializing in soft drinks, wines & spirits, malt beverages and consumer packaged goods, along with a company that provides profitable disposal of excess inventories of beverages and consumer package goods.
>Grew company revenues 120% over past two years while reducing expenses by 24%.
>Managed national projects for Allied Domecq, Mike’s, Genesco Sports, The Wine Club, Sara Lee and Pepsi.
Sara Lee Coffee & Tea, Chicago, IL 2005
Vice President National Accounts, Food Service
(Transitional role in Chicago, IL while Sara Lee was repositioning and realigning function).
>Developed strategic annual operating plan and long-range goals for 5 food service businesses.
USF Processors, Inc., Dallas, TX 1998-2001
VP – Food Industry Sales
Managed national sales team of twelve, representing $45MM in sales and 92% of the company’s revenue selling logistics to the food service and grocery industries.
>Contributed record profit of $10.2 MM in 1998, allowing owners to sell the company to U S. Freightways for a premium.
SalesMark, Dallas, TX 1997-1998
(Privately held $12 Billion food broker)
President, Retail Support Force, President, Convenience Division
(President of two divisions simultaneously)
Built the largest in-store retail services business representing over 60 consumer packaged goods companies from 1 office, 20 employees and $2MM in revenue to 15 offices, 3600 employees and $170MM in revenue servicing the grocery industry.
Increased sales of Gatorade, Perrier Waters, and Tropicana by over 30% within convenience and food service divisions.
Directed national convenience store and food service team of over 130 retail, operations, and sales staff with responsibility for 140 wholesale and food service accounts representing sales of $24MM.
Hills Pet Nutrition, Dallas, TX/Phoenix, AZ 1995-1996
(Division of Colgate-Palmolive)
National Account Manager
Managed over $220 MM in sales and $14MM P&L.
Created in-store merchandising strategy that lead to increased customer retention and sales increase of 12%.
Developed and executed strategic national sales and marketing plan for Hill’s largest account, Petsmart, which represented 35% of Hill’s total sales and profitability.
Pepsi-Cola Company/Pepsi-Cola Bottling Group 1984-1995
National Sales Manager, Dallas, TX (1989-1995)
Matrix managed over 600 key account managers and 419 bottlers, company owned and franchised, and an annual $1.4MM marketing and sales budget.
Increased annual sales for $165MM to over $600MM in less than 6 years.
Created, sold, and implemented the strategic planning, marketing and budgeting of over 300 bottle & can and food service promotions for 11 national accounts over a 6 year period.
One of the first to open a PepsiCo restaurant concept (Taco Bell, Pizza Hut, and KFC) in a national convenience store.
Received highest Pepsi-Cola award given for sales and service excellence in 1991.
Won Shell Oil’s highest vendor award in 1992, 1993, and 1994.
Facilitated the development of Pepsi-Cola’s convenience store strategy in 20 international markets.
Coordinated and added value to 100+ conventions and trade shows for over 6 years.
Established the National Accounts department in 1989 and implemented its strategic direction.
Created over 40 new jobs in the convenience store division through profitable implementation of sales plan.
Increased convenience store sales of 50% from $80MM to $165MM first year in position.
Assistant Manager, Sales Operations, Somers, NY (1987-1989)
Implemented reorganization of 5 newly acquired distributors in all areas of operations, sales support, delivery, MIS, Finance, and Personnel netting annual savings of $6.2MM.
Wrote corporate policy for senior management on how non-Pepsi-Cola brands (Dr. Pepper, Seven-Up) would be marketed when bottlers were acquired.
Developed and successfully implemented automated truck routing system.
Published monthly national sales efficiency report.
District Sales Manager, Indianapolis, IN 1986-1987
Key Account Manager, Indianapolis, IN 1984-1986
H.J. Heinz Company, Muncie/Indianapolis, IN 1980-1984
Sales Representative/Account Executive
Education
B.S., Sales & Marketing, Ball State University, Muncie, IN
Professional development
Sales Fundamentals Certification,
Cox School of Business, Southern Methodist University
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