Sales Manager

Michael J. LeBlanc

** ******* **** *******, ** **482

Email: **********@*******.***

Home 203-***-**** Cell 617-***-****

Summary:

Accomplished finance executive with balance of tactical and strategic skills developed over a steady progression of i ncreasingly

complex assignments at both field and corporate headquarters levels. Accomplished at providing business insight, identifying key

areas of opportunity, and developing enterprise-wide initiatives. Skilled at partnering cross-functionally, communicating complex

issues simply and understandably, and implementing practical solutions.

Professional Experience:

PepsiCo November 1988-Present

Senior Director Retail Sales Finance, Walmart February 2012-Present

Pepsi Beverage Company (PBC) – Somers, NY

National finance lead for PepsiCo’s $2.5B Walmart beverage business providing financial leadership for Direct Store Delivery (Pepsi)

and Warehouse (Gatorade/Tropicana) sales teams.

Manage team of five finance professionals dedicated to support PepsiCo Walmart beverage business.

Lead customer forecast process with sales and finance teams. Revamped process to include holistic view of total beverage

performance and designed vehicle for communication of customer forecast to field execution teams.

Redefined weekly financial reporting process, eliminating redundant reports and establishing a streamlined weekly recap of

customer performance for sales teams, highlighting internal P&L metrics as well as customer scan measures utilizing Walmart

Retail Link system.

Lead development of customer’s annual and quarterly business algorithms, ensuring plans meet both internal financial

metrics and customer growth objectives. Communicate business plan and key drivers to executive management.

Provide financial expertise and recommendations to drive effective sales/promotional event decisions.

Director Finance, New England Market Unit October 2008-January 2012

Director Finance, Southern New England Market Unit January 2008-October 2008

Pepsi Beverage Company (PBC) - Canton, MA

Functional CFO for $510 million sales region and sixteen distribution warehouses with $163 million of controllable cost. Key business

partner with Market Unit Vice President General Manager, Director of Sales and Regional Sales Directors in achieving planned

functional targets.

Strategic and Financial Planning

Developed Annual Operating and Financial Plans for Market Unit, translating marketplace insights and corporate objectives

into localized business strategies, evaluated P&L impact and aligned leadership team on executional objectives. Author ed and

presented annual business plan presentation to Pepsi executive team.

Led weekly update of quarterly sales and profit forecast by facilitating weekly regional reviews to identify risks and

opportunities. Reviewed with Market Unit General Manager, providing guidance on projected results and potential

contingency plans.

Revenue and Sales Management

Led development of Market Unit retail pricing strategies with emphasis on adequately covering raw mater ial cost increases,

maintaining customer margins and investments in growth brands and packages. Design ed tools to monitor marketplace

pricing discipline and highlight out of bounds pricing.

Partnered with Retail Sales Director to construct Convenience and Gas channel preferred customer program aimed towards

top customers targeted to expand cold vault space, increase distribution and drive incremental revenues. Program customer

revenues consistently outperformed balance of market.

Implemented rigorous local financial processes on Food Service account acquisition. Developed simplified P&L model for

sales reps to assess profitability on account acquisition and defined customer funding guidelines. Personally reviewed all

customer funding offers to ensure proper return on investment and pricing integrity in marketplace.

Led periodic regional sales alignment meetings with sales operation team to review promotional activity for upcoming period

and align on executional objectives. Process allowed Market Unit to anticipate potential shortfalls to profit targets and build

appropriate contingency plans.

Led implementation of targeted price increases across all customers in Connecticut and Maine driven by changes in state

bottle bill legislation. Resulting price increases covered all incremental costs driven by these legislative changes.

Operations Management

Led financial analysis for several strategic operational initiatives including warehouse expansion, warehouse technology

investments, operational consolidations and commissary delivery testing.

Institutionalized cost management processes for operation teams to ensure proper flex of variable cost based on sales

projections and developed tracking and management tools against weekly cost targets.

Provided financial leadership on six union labor contract negotiations, including modeling potential labor and benefits

increases and provided business context at negotiating table.

Mergers and Acquisitions

Financial lead for acquisition of independent bottler in Haverhill, MA. Prepared targeted pro-forma P&L and benchmark

analysis highlighting revenue and cost opportunities. Led implementation of targeted revenue growth and cost reductions

strategies which resulted in exceeding year 1 financials by $1.2 million.

Financial lead for two internal mergers which increased distribution warehouse span from five to nine and then nine to

sixteen facilities. Defined and implemented new forecasting processes and period close procedures to ensure consistency

across Market Unit. Defined cost redundancies/synergies and implemented tracking against targeted savings.

Organizational Leadership

Managed Senior Financial Analyst responsible for financial reporting and period close activities.

Championed development of financial literacy in Market Unit amongst sales and operations teams. Prepared and presented

“Power of Numbers” presentation to Women@PBC team consisting of 50 high potential sales and operations associates.

Provided on-boarding support to annual campus recruiting program by presenting “Pepsi Economic Basics” to new

employees. Served as informal mentor to several employees from program throughout the ir professional career.

Planning Manager, Northeast Business Unit February 2007-January 2008

Pepsi Bottling Group (PBG) – Norwood, MA

Led a three person planning team for a $1.2B Business Unit with responsibility for coordinating planning activity across five Market

Units.

Led development of Annual Operating Plan and Trimester Sales Plans for five Market Units. Set growth targets per Market by

structuring and developing 3-Year Strategic Plan. Partnered with Business Unit Vice President to provide strategic direction to

achieve plan targets.

Periodic reporting of results to Business Unit management team. Measured performa nce of key strategic initiatives against

plan by Market and analyzed business trends to identify risk and opportunities. Led periodic calls to review results and

variance to forecast and plan.

Business Unit finance liaison with Corporate Headquarters and key contact for Market Unit finance team for planning issue

resolution.

Manager Financial Planning & Analysis February 2005–February 2007

Pepsi Cola North America (PCNA) - Purchase, NY

Accountable for financial planning, forecasting and analysis for PCNA, $4B sales, $1.2B profit division of PepsiCo.

Developed rolling annual financial forecasts on a weekly basis for consolidation to corporate Pepsi Co. Partnered with cross-

functional teams to understand critical areas of P&L and quantified impact to profi t. Re-engineered forecasting process to

both simplify and improve accuracy of division forecast, including development of Excel -based forecasting models to identify

trends in concentrate shipment volume. Prepared and presented weekly forecast reviews to PCNA division CFO, highlighting

key risks and opportunities to P&L. Liaison to corporate PepsiCo for financial forecasts.

Managed development of annual and three-year strategic financial algorithm. Partnered with Marketing Finance team to

align on brand targets consistent with category and internal growth rates. Simplified and improved models to develop

financial algorithms which specifically identified shifts in key business trends and quantified impact to P&L. Collaborated with

VP of Finance to develop presentation of financial algorithm, highlighting critical drivers of profit growth, which division CFO

presented to PepsiCo Executive Management.

Managed development and distribution of weekly and periodic performance management reports . Prepared periodic cause

of change analysis of results relative to Plan and Forecast for presentation to division CFO. Consolidated cross divisional

(Tropicana, Gatorade & PCNA) results to PepsiCo for external reporting. Prepared profit and revenue change analysis for

consolidated entity, highlighting key drivers of performance versus prior year. Reviewed and presented quarterly results with

PepsiCo Investor Relations in preparation for earnings release.

Senior Finance Manager, MA/RI Market Unit July 2000–January 2005

Finance Manager, MA/RI Market Unit April 1999–June 2000

Pepsi Bottling Group (PBG) – Cranston, RI

Finance Manager for $181 million sales territory and five distribution warehouses, including a manufacturing facility, with $ 60 million

of controllable cost. Key business partner with Market Unit General Manager, Director of Sales, Area Sales Managers and Plant

Manager in achieving planned functional targets.

Led development of Market Unit annual operating plan and trimester plans. Collaborated with Sal es Directors to build

product and segment plans, including pricing and customer specific objectives. Designed detailed controllable cost plans for

five distribution warehouses and a manufacturing facility with functional managers aligned with corporate pr oductivity

initiatives. Cascaded key financial targets across all levels of Market Unit by setting volume, revenue and margin goals at

route and territory levels.

Partnered with Director of Retail Sales in management of key customer performance. Develo ped financial customer targets

aligned with Market Unit plan objectives. Responsible for accurate forecasting and tracking of $10.4 million customer

development budget. Analyzed spending by customer and reported profitability o n promotions and return on customer

investments. Designed and implemented an Excel-based customer forecasting tool to forecast weekly volume, revenue and

margin performance used by more than fifty Key Account Managers across the Northeast Business Unit.

Provided financial leadership for Market Unit through key operational projects. Supported capital request process for $7

million replacement warehouse servicing downtown Boston. Developed economic scenarios for various replacement options

including lease versus buy, operational savings and associated incremental expenses.

Managed $8.5 million capital budget with Market Unit General Manager. Allocated capital equipment budgets by sales

representative and business segment to ensure budget compliance and return on investment.

Managed Market Unit Compliance and Control Manager, responsible for implementation of company financial and

operational processes and ensured compliance of annual audit requirements.

Led weekly update of Market Unit sales and profit forecasts by leading weekly reviews with each facility and dissecting risks

and opportunities. Reviewed with Market Unit General Manager, provid ed guidance on projected results and potential

contingency plans.

Senior Financial Analyst June 1997–March 1999

Pepsi Bottling Group (PBG) – Waltham, MA

Analytical support for Northeast Business Unit operations team.

Developed methodology for annual cost and productivity targets across seven regional Market Units. Partnered with Director

of Operations to provide tactical direction to achieve targets to functional teams.

Redesigned monthly management reporting for operations team to measure performance against key operational initiatives

versus plan objectives. Analyzed cost spending trends to identify risk s and opportunities.

Financial Analyst June 1995–May 1997

Pepsi Cola Company (PCC) – Waltham, MA

Analytical support for Northeast Business Unit financial planning team.

Designed macro-driven, user-friendly Excel based models to assist in business decisions including segment, brand and

customer planning models.

Led development of annual cost plans for Business Unit headquarters G&A.

Redesigned monthly management reporting of business results for senior management team.

Accounting Intern (Part Time) July 1991–May 1995

Accounts Payable/Payroll Clerk (Part Time) November 1988–June 1991

Pepsi Cola Company (PCC) – Waltham, MA

Education

Northeastern University – Boston, MA June 1995

Bachelor of Science: Finance

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