Sales Manager
Resume:
NIALL F. FOSTER
Troy, OH *****
Tel: 937-***-**** Cell: 973-***-****
E-mail: *****@**********.***
CAREER SUMMARY
A self motivated, highly successful, well rounded executive with extensive experience in international and
domestic business development. A strategic team leader and a motivator of positive growth and improvement
through abstract reasoning. Strong interdisciplinary management skills. Successful management of work
forces from 3 to 60 people.
AREAS OF EXPERTISE
International Market Development
Opened up new value added and specialty markets for MCT Dairies worth $5MM in 2011; Budgeting
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$20MM in 2012 in the following markets: Mexico, Central America, Korea, Japan, Southeast Asia,
Oceania, Middle East and North Africa.
Participated in 2011/12 trade missions to Indonesia, Philippines, Malaysia, Thailand, Korea twice,
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Bahrain and Guatemala.
Generated new business for Socius Ingredients in the Mexican and Asian markets with ongoing annual
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sales of $15MM+.
15 years of membership in the US Dairy Export Council, served on Whey Development Council.
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Developed international opportunities at Comstock/Michigan Fruit in Puerto Rico and the United
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Kingdom.
Franchised the “French’s” mustard pennant logo for Alston’s Marketing and developed “French’s”
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brand peanut butter and mayonnaise in the Trinidad and Tobago market. Exceeded first year budget by
4000%!
Expanded Pepsi market share for Bottlers in Trinidad and Tobago, surpassing Coca Cola and initiated
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the first Pepsi marketing plan in the islands in 15 years.
Domestic Market Development
Negotiated $20MM in new contracts for Socius Ingredients with 4 large US manufacturers to supply
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them with custom designed products.
Assumed responsibility for and established new business with 60% of Socius Ingredients’ existing
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customer portfolio.
Designed and implemented the strategy positioning Socius to the private label liquid nutritional
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beverage industry as a provider of ready to process complete ingredient blends and a source of new
technology.
Expanded Lactalis’ sales in USA and Mexico by 20% over the period 2001 03. Broadened the key
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customer base by 80%.
Controlled 80% of the US Blue Cheese business to dressings and Ricotta to stuffed pasta
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manufacturers while at Saputo.
Pioneered new markets for Pollio outside of their core Tri State Metro New York market across the US.
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NIALL F. FOSTER PAGE 2
Purchasing and Sourcing
Introduced, sourced and developed a $10MM domestic market for MCT Dairies in imported milk
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proteins.
Secured new domestic US sources of cream, cream cheese, compound butters and natural, processed
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and analog cheeses packaged and designed for international markets while at MCT Dairies.
Procured ingredients for Socius valued in excess of $30MM annually under long and short term supply
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contracts from Pacific and European based suppliers.
Introduced the purchase and sale of Indian casein into Socius’ product portfolio developing this into an
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ongoing $30MM annual sales opportunity yielding 10% gross profit margin.
Negotiated long term contractual and spot purchases of inventory in excess of $75MM per annum for
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Lactalis.
Government Interaction
Renegotiated an Advance Pricing Agreement with the IRS for an additional 4 years while at Lactalis.
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Resolved a binding ruling and tariff schedule negotiation with the US Customs Service for Lactalis.
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Led Lactalis’ lobbying efforts in Washington, D.C. against proposed restrictive import legislation.
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General Management
Enhanced profitability at Lactalis starting from a loss at the end of 1998, to break even at the end of 1999,
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to an on budget profit in 2001 and 2002. Achieved this by reducing general and administrative costs by
50% and sales and marketing by 30%; moving more volume with the same assets.
Eliminated 1.5MM lb of Lactalis’ old inventories at a profit. Improved inventory turnover from 105 to 50
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days and total conversion from 155 to 102 days.
Decreased Lactalis’ operating capital loan by 75%. Raised interest income seven fold through better cash
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management.
Negotiated the closure of Lactalis’ Wapakoneta division; established a new subsidiary in the US HQ in
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Buffalo, NY.
Authored and implemented Alstons’ Marketing sales training program by adapting suppliers' materials to
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suit the local market.
PROFESSIONAL EXPERIENCE
MCT DAIRIES, INC., Millburn, NJ 2011 Present
Vice President, International Trade Purchasing and sales position charged to develop new domestic markets
for internationally sourced products and to develop international markets for US sourced dairy products.
SOCIUS INGREDIENTS, LLC., Evanston, IL 2003 – 2010
International Trade Director Sales, marketing and purchasing management position charged to develop
global markets for an international value added marketing joint venture between an Irish Dairy Co op,
Lakeland Dairies and their US partner.
LACTALIS INDUSTRIE U.S.A., INC., A division of Group Lactalis, Wapakoneta, OH 1998 – 2003
NIALL F. FOSTER PAGE 2
Executive Vice President, General Manager General Management of the US based international trading
division of Group Lactalis; the largest privately held dairy company in Europe, headquartered in Laval, France.
STELLA FOODS, INC., A division of Saputo Cheese USA, Lincolnshire, IL 1995 1998
Senior National Account Manager Managed key national ingredient accounts for this manufacturer of
premium quality and commodity Mediterranean style cheeses.
POLLIO DAIRY PRODUCTS, A division of Kraft /General Foods, Mineola, NY 1988 1995
Sales Manager, Outside Markets Expanded food service and retail distribution, outside the main market base
of Metro New York, for this manufacturer of premium quality branded Italian cheeses through a
direct and broker sales force.
COMSTOCK/MICHIGAN FRUIT, A division of Curtice Burns, Rochester, NY 1985 1988
National Account Manager: Developed business for this processor and marketer of canned and frozen fruit
and vegetable products in domestic food service and overseas retail markets.
ALSTONS MARKETING COMPANY, Trinidad, West Indies 1984 – 1985
National Sales Manager Directly responsible to Board of Directors for all facets of sales, marketing and
distribution of more than 600 food and consumer packaged goods to all markets through a direct
sales force.
BOTTLERS LIMITED, A Pepsi Cola Franchise, Trinidad, West Indies 1982 – 1984
National Sales Manager Managed all facets of sales, marketing and distribution of Pepsi and private label products
island wide through a direct commission sales force.
EDUCATION
BA Honors, Business Studies, Major in Marketing, The University of Westminster, London, England
CITIZENSHIP
Dual Citizenship United States of America and European Union
LANGUAGES
Solid working knowledge of Spanish
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