Sales Management
Resume:
Miah Friedman
************@*******.***
Bartlett, IL 60103
Cell: 630-***-****
PROFESSIONAL EXPERIENCE
Solo Cup – Lake Forest, IL July 2012 – Sept. 2012
**Shortly after being hired, the finance department restructured laying-off both me and the Trade Manager.
Trade Settlement Analyst
• Responsible for trade settlement administration which included researching and processing transactions for proof of delivery’s (POD’s),
customer rebates, trade marketing funds, deviated billing and other customer programs.
• Researched and validated customer deductions, resolved customer disputes, and collected unauthorized deductions when necessary.
• Ensured timely, accurate and efficient administration of trade contract programs.
• Audited customer data for accuracy.
• Provided ad-hoc analysis and reporting as requested.
Armour-Eckrich - Lisle, IL May 2010 – July 2012
Broker/Trade Specialist June 2011 – July 2012
• Managed broker commissions for 150+ brokers, which included creating and maintaining the integrity of 330 payment templates.
• Responsible for paying commissions for three companies across retail, deli, foodservice, industrial and international channels (15
portfolios total).
• Coordinated commission statements which averaged monthly amounts of $800k, with net sales of $75M, and tonnage of 30M.
• Appointed as point person to report commission figures for all companies and channels to senior management (24 reports in all).
• Worked with Operations group to roll out major strategic change in commission structure and execution which mitigates future risk of
missed commissions.
• Continually worked with tax and master data department, as well as the Operations group, to ensure hierarchy, confirmations and
customer functions are properly aligned with payment files.
• Recovered $40k from a broker who was erroneously over-paid by a former employee.
• Ad-hoc commission reporting as requested from field.
Deductions Coordinator May 2010 – June 2011
• Ran weekly Fund Reports for several Key Account Managers.
• Acted as a liaison between Sales, Accounting and Finance.
• Hosted business reviews for Major Account in my territory.
• Within five months, collected $80k from a major retailer for non-compliance.
• Resolved and reconciled trade deductions.
Pepsico Beverages & Foods - Chicago, IL
Customer Financial Services Analyst April 2005 – June 2007
• Analyzed and managed approximately $75M of Sales and $30M of trade promotion spending for Kroger-West, while ensuring Sarbanes
Oxley compliance.
• Identified and pursued repayment of inaccurate trade deductions taken by Warehouse and Grocery accounts.
• Investigated and reconciled billing discrepancies and prepared resolution reports.
• Worked independently to achieve aggressive period and quarter-end targets assigned by Upper Management.
Blyth HomeScents – Des Plaines, IL
Senior Deductions Analyst December 2003 – April 2005
• Analyzed and resolved all issues encompassing Premium Account deductions, while ad-hearing to SOX procedures.
• Prepared monthly sales reports for top-ten customers to measure pace, trends and seasonality.
• Maintained program calculations to ensure the profitability of key accounts and alert the Finance team, if necessary, to add, remove or
modify accruals.
• Worked with field sales to ensure contracts were written and signed once business was rewarded.
• Responsible for the preparation of the Quarterly R&A report for the Management team.
McCain Foods USA – Oak Brook, IL July 1999 – July 2003
Sales Analyst July 2002 – July 2003
• Coordinated the creation and dissemination of monthly sales reports for the Southeast Sales Division.
• Performed daily review of invoice detail report to investigate low-margin items and provide analysis of those items.
• Alerted Sales Management of “special situations” that drove gross margins lower than expected.
• Developed specialized Sales Reports in response to ad-hoc requests for Senior Management and all National Accounts.
• Ensured all major contracts were administered correctly, including Corporate Marketing Programs, and ensured those terms and
conditions were being followed.
• Reviewed monthly sales data to identify Volume/Margin trends.
• Analyzed profitability of Key Accounts and Distributor Groups, prepared margin analysis reports, and assisted in proposal analysis.
• Audited and verified monthly corporate allowance payments.
Pricing Analyst September 2000 – July 2002
• Worked collectively with the National, Divisional and Regional Sales Managers, including fifty-five foodservice broker agencies, to
establish and maintain accurate pricing, off-invoice deals and promotional allowances to ensure profitability and targeted profit margins.
• Responsible for the maintenance and integrity of foodservice and retail pricing records which encompasses domestic, national, and
international distribution for National, Regional, Chain, and Re-distribution customers.
• Maintained price fails below prescribed guidelines while steadily decreasing the overall percentage of price fails.
• Determined root causes of repetitive pricing issues and established solutions.
• Established off-invoice allowances in the Trade Allowance System and McCain Promotion Tracking System.
• Released orders from price fail once discrepancy was resolved to ensure trucks made the loading pool.
• Advised Invoicing Department of pricing issues to ensure correct distributor billing.
Deductions Specialist July 1999 – September 2000
• Maintained the Access Deduction Database via the AS400 Accounts Receivable System.
• Maintained the Trade Spend Database which encompassed all foodservice promotions initiated by the Brokers.
• Issued credit and debit notes to offset pricing, freight and product shortage related deductions.
• Entered trade spending related adjustments utilizing the Trade Allowance System.
• Monitored Accounts Receivable adjustments in the AS400 system.
COMPUTER SKILLS:
Microsoft Office (Advanced User), SAP ECC 6.0, BI (BEx Analyzer), Siebel 2000, IRI, M204, MSA, Genesis, COMPASS, and Ca$h Machine
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