Michael J. McDonald

*** ***** ****** ********, ** 02052

508-***-****, 508-***-****

Email: acpm49@r.postjobfree.com

Top-performing CPG sales leader with a proven track record of consistently exceeding sales goals through effective customer and

brand development and management. Extensive experience in national account penetration and development, brand strategy,

retail execution and broker management and sales training and talent development.

Summary of Qualifications and Experience

Strategic Planning & Budgeting Shopper Research & Market

Sales and Sales Management

Testing

Retail Operations & Store Execution

National Account Management New Product Development

Category & Business Management Brand Strategy and Development Sales Training & Development

Talent Planning & Development

Broker Development and Management Customer Relationship Management

PROFESSIONAL EXPERIENCE & RESULTS:

Numi Organic Tea Company

Director of Sales – Eastern North America Sept 2012 – Present

Responsible for leading the Eastern Region National Accounts representing 37% Numi total annual sales revenue, delivering the

following results:

• Consistent year-over-year revenue growth of 25.8% collectively at Kroger, Target, Ahold, Publix, Wegmans, Earthfare,

and other strategic customers through effective business plan development, new product execution, and program

management.

• Successfully penetrated multiple FDM regional accounts, securing new distribution in CVS, Price Chopper, Delhaize, Big

Y and Roche Bros, resulting in 4,850 new points of distribution

• Generated unprecedented distribution growth of 18 incremental SKU’s and promotional support in Whole Foods Eastern

Regions, resulting in 21% brand growth

• Secured new business partnerships in Eastern Canada at key accounts including Whole Foods, Loblaws, Sobey’s and UNFI.

• Lead the training, development and management of the Eastern US broker sales teams, generating 29.5% growth rate within

broker managed account base.

• Recipient of the prestigious Numi MVP Award in 2013 for exceptional sales achievement

Abbott Nutrition – Division of Abbott Laboratories

Regional Sales Manager Sept 2007 – Sept 2012

Responsible for leading the Northeast Region retail sales team representing Abbott Nutrition core brands Similac, EAS,

ZonePerfect, Glucerna, and Ensure

• Achieved 115% of quota three years consecutively by effectively managing all facets of sales execution for key accounts in

the Northeast US Region including Delhaize, Ahold, Wegmans, and Demoulas.

• Selected to lead cross functional team tasked with improving retail sales efficiencies and increasing overall gross margin.

The program generated $9.5mm in annual margin contribution through implementation of task force recommendations.

• Responsible for leading and managing all Abbott Nutrition organizational communication and broker plan development with

national broker partners in five major markets.

• Effectively lead a team of retail sales representatives in the Northeast Region responsible for best in class execution. Direct

reports were consistently promoted into roles of increased responsibility within the organization.

• Two time Presidents Council award winner for sales achievement

• Selected as Abbott Broker Advisory Board leader for Retail Operations

Key Account Manager Feb 2006-Sept 2007

• Sales manager responsible for managing consistent growth and profitability of key sports nutrition customers

representing 65% of the distributor channel

• Executed sales plans to optimize use of marketing funds while achieving 120% annual sales quota

• Managed and grew all sales aspects of the EAS/Zone portfolio of nutrition products in the specialty retail channel nationally

• Increased profitability with key customers by focusing on aggressively targeting and capturing the majority of shelf and

display space at each retailer in order to increase brand presence.

• Presidents Council Award winner for sales achievement

Territory Manager May 2004 - Feb 2006

• Responsible for managing all sales functions for the $15mm NE territory.

• 90% New Product authorization across all accounts.

• Successfully implemented and executed new planogram plan sets at key accounts featuring EAS in most desired

case position, thus resulting in significant added shelf space

• Initiated, presented, and implemented sales programs, promotions, and other market related activities while

continually growing margin throughout the year.

• Leveraged NFL partnership at retail level through player appearances thus strengthening customer relations while

increasing in store sales.

• Team Leader responsible for successful retailer forums

Perdue Farms Inc., Salisbury, MD

Territory Manager Sept 1997-May 2004

• Sales Manager responsible for overseeing broker sales team. Accountable for sales and growth of value added items in the

Northeast US. This responsibility included daily management of a team of 6 sales reps. Total value added sales exceeding

$30mm.

• Direct Sales Manager accountable for managing and increasing profits at key accounts such as Stop & Shop, BJ’s,

Hannaford and Demoulas.

• Achieved over 120% quota annually three years consecutively

• Recipient of Perdue’s Chairmans Award for sales and community service

EDUCATION:

Northeastern University, Boston, MA

Northeastern University Co-operative Education Program

Northeastern University, Boston, MA

BS, Business Administration, Concentration: Business Management

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