Sales Training

Mark A. Horner

**** ***** ******** ***., **** Springs, MO 64015 ( 816-519-

**** ( **********.**@*****.***

Director / Mgr - Training & Development

Project Management / Sales Training / Instructional Design / e-Learning

Solutions / Needs Analysis

Organizational Development / LMS / New Curriculum / PMO / Classroom /

Performance Measurement

Training and organizational development professional with broad experience

in leadership development, sales & sales training, technical training and

performance improvement within various PepsiCo business units. Strong

record of employing advanced instructional design techniques and training

methodologies to improve performance of both individuals and teams.

Certifications in training and project management. Can contribute

immediately by:

< Aligning training & development with changing business requirements

< Creating high performance e-Learning programs and courseware

< Building interactivity and individualized learning into training

< Improving efficiency and customer satisfaction through learning &

skill-building

Proven ability to find solutions to complex organizational development and

training issues. A confident public speaker and skilled communicator who

focuses on teamwork and achieving goals. Certified Training Facilitator,

Developmental Dimensions Intl and Masters Certification in Project

Management from Villanova University. Toolkit: SharePoint, Adobe InDesign,

Pick2Voice, UPS Logistics software, MS Office and many others.

Selected Accomplishments

Played key role in integration of 36 IT solutions into one platform.

PepsiCo bottlers were merging into one business unit. Joined small team in

time-critical project planning, realignment of business processes,

assessment and training. Delivered millions of dollars in cost reduction

with zero impact to operations or customers.

Training improves efficiency & reduces operating costs. Across-the-board

cost reduction was PepsiAmericas corporate goal. Developed specific

training modules for Operations Managers on cost analysis, capital budgets

and process reviews. Post-training action plans produced 2.4% gain in

efficiency along with nearly 2% in cost savings.

Designed new processes for on-boarding. Lack of standards in on-boarding

and initial training were contributing to turnover. Designed new business

process, monitoring tools and supporting Employee Handbook. New concept was

forwarded to headquarters for nationwide introduction to reduce future

turnover.

New structure produces 3.2% sales gain. Customers felt PepsiAmericas sales

organization needed realignment. Facilitated work group sessions to produce

needs assessments, new reporting structure and plan for reorganization.

Successful realignment produced better communication with customers and a

$110M sales gain.

Supported 122 manufacturing and distribution sites. Named to PepsiAmericas

Project Management Office to support change management and training.

Managed budgets and cross-functional teams in a matrix environment. Made

contributions to needs assessments, instructional design/training and

development of success metrics.

Managed supply chain and sales training initiatives. Pepsi Beverage Company

wanted to improve business unit performance. Led leadership development and

sales process training for key markets. Collaborated with stakeholders on

training needs analysis, pre/post assessment, curriculum design, standards

and staff development.

Career History

OD Specialist/Trainer/Facilitator, Pepsi Beverage Company, 2009-2011.

Responsible for training initiatives and change management projects at 97

company locations in a matrix organization. Company downsized in 2011.

OD Training Facilitator-PMO, PepsiAmericas 2007-2009. Led change management

training development for Project Management Office. Contributions in e-

Learning and curriculum development. Named Performer of the Quarter in

2009. Promoted to corporate headquarters assignment.

PMO Trainer/Facilitator & Project Manager, PepsiAmericas, 2002-2007. Led

various project functions through SDLC or project completion. Spearheaded a

$35M project through to timely completion. Also, Senior NextGen Trainer,

2000-2002, managing training team and outside consultant in a major

corporate education drive.

Earlier: Served as Territory Sales Mgr and Sales Operations Mgr, among

others, for Pepsi General Bottlers.

Personal: Married. Lead an active lifestyle; former soccer player, coach,

trainer and FIFA soccer referee.

Contact this candidate