Manager Sales
Resume:
Michael Davis
**** ******* **** ************, ** 72703
***************@*****.***
CATEGORY AND SALES MANAGEMENT PROFESSIONAL
Dynamic category and sales management career selling consumer packaged products within a competitive business market. Expert in building sales and profits through fact based analysis, tactical sales, and key account management. Outstanding record of achievement in all aspects of merchandising, selling and category management. Excellent communicator coupled with an ability to take a “hands on approach”. Demonstrates the following:
• Key account relationship management
• Strategic sales and planning
• Competitive new product launch
• Team player with ten years experience • Sales training & development
• Accurate budgeting & forecasting
• Pricing & retail management
• Outside the box thinker
Computer Skills: Retail Link, Microsoft office applications (Excel, Word, PowerPoint and Access) AC Nielson (Nitro), IRI, Marketfresh, ADVIEW, Cognos, Pro-Space, MCAPS, CPFR, Spectra, and Map Point
EXPERIENCE
Chiquita Brands- Bentonville, AR April 2010 to Present
National Account Manager
National account manager for 94 (Bananas and Healthy Snacks).Total category will exceed $200MM in 2012. Responsible for day to day contact with all levels of Walmart personal. Constantly looking for ways to increase sales by developing seasonal programs as well as opportunity buys.
Pride myself looking for ways to drive sales in the overall category which in turn will help my companies business.
Accomplishments:
• Solid relationships with all levels of Wal-Mart from replenishment manager, buyers assistant, buyer, regional buyer and DMM.
• Demonstrate ways to drive sales during seasonal time frames- using seasonal key events.
• Changed the pack size on Organic Bananas to be a banded program vs. bagged which created a 12% lift in sales.
• Created weekly, monthly and quarterly business reviews in which Walmart expected to see in a regular basis.
• Utilized POS signage in store to create 15% lift at event surrounding the DVD release of “RIO” on the banana table.
• Sold in three different sku’s of Chiquita fruit chips to over 3200 Walmart stores.
• Built rapport at all levels of Walmart – even visited DC’s to learn the ripening process at Walmart.
• Forecasted a double digit comp growth from 2010 to 2011 based on secondary displays and promotional activity as well as solidifying the every day modular.
• Utilized syndicated data to show the exact regions Walmart should be selling specialty bananas.
• Responsible for all coordination for 4 Global Food Sourcing meetings with Walmart’s GFS team- from prep to presenting the content.
• Deep dive into healthy snack category identified several hundred stores with zero on-hands. I was able to get this fixed which had a 22% positive increase within Chiquita Healthy snack items.
• Forecasted weekly volume for all of bananas as well as healthy snacks.
NATURIPE FARMS- Bentonville, AR July 15, 2007 to December 2010
Category Manager/Advisor
Category advisor for Department 94 berries (Blueberries, Strawberries, Blackberries and Raspberries).Total category will exceed $400MM in 2009. Responsible for weekly reports to Walmart buying staff including replenishment.
Utilize a store of the community approach by selling in locally grown programs to areas where market share is suffering.
Manage three people in the Bentonville, AR office (Strawberry and Blueberry analyst as well as an overall Business Analyst.)
Accomplishments:
• Solid relationships with all levels of Wal-Mart from replenishment manager, buyers assistant, buyer, regional buyer and DMM.
• Demonstrate improvements in market share by variety and region that in turn created share increase in several markets.
• Made region specific recommendation that Walmart has implemented based on the store of the community approach.
• Created larger pack size during the import Blueberry months that increase Walmarts overall share from 3% to 12% in 2009 vs. all markets combined.
• Successfully sold in locally grown Blueberry programs to CA that increased sales 466% with a 600 case display in the event store.
• Held New Jersey event in three stores with over 1400 cases for three in store displays. Sales increase for these stores more than tripled from the prior year and brought awareness of locally grown fruit to the Northeast area.
• Built world’s largest Blueberry display in South Haven, MI. With over 18,000 units sold in a three day time period
• Stay up to speed on pricing in the competitive market and look for ways capitalize on areas in which Walmart is losing share based on price.
• Forecasted and planned all key holiday berry promotions- Valentines, Easter, Mothers Day, Thanksgiving, Christmas, July 4th in which all had 86% sell through based on the numbers that were submitted.
DOLE FOOD COMPANY – Fresh Flower Division, Bentonville, AR Feb 2004- August 2007
Category Advisor
Category advisor in department 84 floral. Total category exceeded $50MM in 2005. Responsibilities included weekly reports to buyers as well as ad hoc. Forecasting Dole and Wal-Mart business. Deep analysis to determine store of the community opportunities. Responsible for all major holiday’s (Valentines Day, Mother’s Day, Thanksgiving, Easter and many others).
Accomplishments:
• Built solid relationships with buyers and merchandising manager.
• Responsible for providing key insight by store to help aid the huge Valentines Day increase for Dole.
• Created a double digit increase during Valentines Day.
• Built workable database that is used at WM headquarters.
• Worked with buyers at store level and the layout room facility.
DIAL CORPORATION, Rogers, AR June 2001-Nov 2004
National Account Manager
National account manager of the air care category. Managed all aspects of a $90MM account with the world’s largest retailer. Accurately forecasted business trends, which included seasonal and promotional time periods. Responsible for the selling in of features and new items as well as Rollbacks. Created business plans that included accurate forecasts and budgeting for all four quarters.
Accomplishments:
• Forecasted 2003 business with a 10% lift over last year at $90MM.
• Sold in 3 adjustable/aerosol pallet programs that generated $10.5MM in promotional sales.
• Sold in candle holiday program that resulted in a $500M order.
• Secured roller scent sidekick program that reached $200M in sales.
• Scent Hispanic regional features to over 200 stores that consisted of high fragrance items.
• Created and presented the “Adopt a Department Manager” program to Wal-Mart as well as Dial corporate officers.
Category Manager- (DIAL)
Category manager over a $250MM laundry category. Responsible for all category management practices that included deep diving into business trends and sales.
Accomplishments:
• Wrote store specific order for laundry promotion that resulted in $3MM incremental sales
• Created the “Adopt a department manager” program that is recognized by Wal-Mart buyers and DMM’s
• Worked on a Private Label strategy for Walmart and Sams Club
• Built relationships at all levels of Walmart including DC or WHS level contacts.
SPALDING SPORTS, Rogers, AR
March 2000-June 2001
Category Development Manager
Category development manager that was responsible for all aspects of a $55MM business. Worked with buyers in the Wal-Mart layout room drawing modular’s while making solid recommendations. Responsible for creating weekly business reports and monthly reviews in both golf and inflated categories.
Accomplishments:
• Gained category captain status within the golf category by providing solid reports and modular recommendations.
• Expanded sales opportunity to include Sam’s Club.
• Used mapping software to show golf courses near Wal-Marts resulting in 435 stores increasing section size.
• Sold in 2200 “Spaldeen” sidekicks that generated a $200M order.
CROSSMARK SALES AND MARKETING, Rogers, AR April 1997-March 2000
Merchandising Coordinator
Sat in house at Wal-Mart headquarters modular planning area working with buyer’s in all grocery departments. Played a role in numerous supplier meetings with companies such as Pillsbury, Quaker, Gerber and Gatorade.
Accomplishments:
• Attended Wal-Mart training courses on Retail link and MCAPS.
• Received company’s salesmen of the year award for building modular’s that allowed for the expansion of section size for some of the clients that Crossmark represented.
• Was sent to Miami area to draw modulars based on the buyer’s request.
• Per Wal¬¬-Mart direction was asked to draw the entire store of Rome, NY
CROSSMARK SALES AND MARKETING, Rogers, AR
Retail Sales Territory Manager
Responsible for seven Northwest Arkansas “high profile stores” in which I worked to insure placement and modular integrity for over 50 different suppliers.
Accomplishments:
• Won Gatorade contest for selling in over 100 cases of product that filled an area of action alley.
• Was recognized at national meeting’s for sense of urgency on zero sales reports
• Built solid relationships with Wal-Mart store level personnel
• Was promoted to Merchandising Coordinator in 1998
• Gained full understanding of how Walmart works at store level
• Responsible for all of Walmarts store resets and format changes.
EDUCATION
University of Arkansas Undergraduate Studies in Communications August 1992-May 1996
Played Football for the Arkansas Razorbacks
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