Sales Marketing

Oscar Anthony Lopez

**** ******** **. ** #*-*** Atlanta, GA 30305 (c:678-***-****) • *********@*****.***

SALES & MARKETING EXECUTIVE

Success in building high-performing cross functional sales and marketing teams, leveraging Value Creation Selling

(VCS) skills, and applying complex selling analytics to lead teams in retaining and procuring high value national and global customers. 15 + years of leadership developing integrated marketing plans that attract and retain engaged customers with high life-time-values. Bilingual ( English / Spanish ) MBA from Goizueta Business School of Management. Competencies:

• Strategic Sales Planning • New Business Development

• Customer Relationship Management • Organizational Design and Leadership

• Product Development • Customer Research

• Branding Positioning • P&L Management

Results:

• Revenue: Met 96% of P&L targets in all roles through innovative budget cuts and incremental sales and marketing strategies to achieve rapid promotion in all roles over business career

• Strategic Alignment: Unique ability to connect with senior management and create trusting, long – term relationships based on win/win economics and mutual value added dimensions

• Management: Envisioned and executed a five year strategic, region-wide financial and sales growth business plan ($150 million) for 27 international Burger King Country operations throughout Latin America and the Carribbean establishing a 40% growth target

• Process: Created, branded and implemented the strategic framework “i2a - Insights to Actions”, which became the foundation of all added value marketing, research and asset usage for BK system in the Latin America Region.

EXPERIENCE

The Coca Cola Company Atlanta GA 1989-2010

Vice President and Group Director, Burger King Global Account Team

Latin America Region Coca-Cola’s Burger King (BK) Account Team (2005-2010) Atlanta, GA

Hired, trained, managed and motivated an eight-member cross functional sales team. Developed and implemented strategies that exceeded financial objectives by significant margins in all years, making the Latin America region the “ Gold Standard “ in performance management and innovation .

• Developed and implemented region-wide marketing strategy, leveraging the Coca-Cola system’s market research capabilities to meet Burger Kings challenging in country budgetary environment for franchisee marketing research requests.

• Generated $75MM in incremental franchisee operating revenue through the development of 21 new customer annual marketing calendars utilizing marketing assets such as: Latin Grammy’s, World Cup Soccer, and Latin American Idol.

• Developed and executed a five year strategic, region-wide financial and sales growth business plan ($150 million in total Revenue) for 27 international Burger King Country operations throughout Latin America and the Caribbean.

• Awarded a direct marketing role on customer’s organization chart reporting directly to senior management on the development of franchisee marketing calendar programs that drive Burger King System profitability.

• Led cross-functional team to reinvigorate the account team’s brand positioning with BK corporate and franchisees as an added value partner not a supplier relationship.

• Acquired 22% annual incremental Coca-Cola internal funding for Latin America Region marketing initiatives, customer research & insights, customer perceptions and guest experiences.

• Organized internal Coca-Cola brand immersion training for local country account managers in leading to a more focused, informed execution of local brand pillars aligned with Burger King Core equities and passion points.

• Result: Recognized as the most innovative global region in customer marketing in 2008, 2009 and 2010.

• Oversaw international marketing analytics team to reengineer research process, cutting the overall budget process by over 35% in 2 year period.

• Result: Improved local marketing pillar development from 30% to 55% by implementing local accountability and control structures that made local account managers the backbone for marketing development and necessitated reporting to the local division senior leads.

Vice President, National Accounts and Gaming (2003-2005) Irvine, CA

Led 17 cross- functional team members in achieving a $67.5 million sales objective through 14 national account clients in a highly complex, multi-channel client base, and implemented key volume driving initiatives.

Results :

• Harrah's Account - 92% increase in bottle/can volume through innovative “Winfinder” summer promotion

• Coordinated successful senior level strategic alliance between Coca-Cola President and Harrah’s CEO through value added partnership based on marketing innovation.

• MGM/Mirage Juice business - Displaced Naked Juices with Odwalla for a 100% increase in juice sales in gaming channel.

• Increased Coca-Cola Volume by over 30% in 2 year period by adoption of combo meal strategy and brand positioning initiatives that helped Rubio’s become a leader in fast casual restaurant segment.

• IHOP – Organized Coca-Cola system resources to create a nationwide account coverage process that developed and implemented added value marketing at franchisee level.

Wendy’s Coca-Cola Account Team Director, Customer Management - Eastern US and International (1995 -2003) Atlanta, GA

Led Eastern US and worldwide efforts to achieve $65.5 million sales goal in 2001 for 2008 Wendy’s restaurants in the NE/SE Southeast US and 302 international locations. Assisted eight cross- funtional members in achieving brand/marketing support for Wendy’s International.

Results:

• Managed the largest single zone for the Wendy’s Account Team in the United States with over 2,008 Wendy’s outlets and coordinated all international marketing and brand initiatives for Wendy’s locations in over 17 countries internationally.

• Met all budget and volume targets in 7 of 8 years in position.

Other Positions Held and Promoted

International Account Executive, Wendy’s International Account Team (1995-1998) Atlanta, GA

Coca –Cola Company, Regional Manager, Central Area USA, Herb Bottling Group (1993-1995) Chicago, IL

Account Executive, Miami District (1989 –1993) Miami, FL

Ford Motor Company, Zone Manager(1981-1989) Atlanta, GA

Philip Morris International, Assistant Financial Coordinator Richmond, VA

GOIZUETA SCHOOL OF MANAGEMENT ATLANTA, GA

MBA (3.56 GPA IN MAJOR) 1986

UNIVERSITY OF MIAMI MIAMI, FLA

BBA – INTERNATIONAL FINANCE AND MARKETING 1980

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