Sales Manager

ROGER JEFF HARRIS

** ****** **** • Medon Tennessee 38356

731-***-**** (H) • 731-***-**** (M)

******@***.***

SENIOR SALES MANAGER

• Experienced general sales manager and key account manager with an extensive background

in CPG, DSD, sales management (area, market, district), retail trade execution, operations and

administration within top-ranked consumer product goods company

• Planning skills include sales budget development, product forecasting, pricing strategy, profit &

loss, expense budgeting, facilities management, routing and logistics, labor forecasting and

planning, warehouse operations, category/space management, government & school bids.

KEY COMPETENCIES

Sales Leadership • P&L Responsiblity • Business & Customer Partnering • Market & Account Expansions

Strategic Planning • Creative Initiatives • Key Performance Indicator (KPI) Management

Revenue Generation •Cost Control • Trend & Competitive Analyses • Change Management

Communications • Benchmarking • Category Management • Trade Spending

PROFESSIONAL EXPERIENCE

HOSTESS BRANDS, Memphis, Tennessee • 1991 – Present

Leading provider of Wonder Bread and Twinkies Sponge Cakes

Market Unit Sales Manager, Southeast Region

June 2010 – Present

Manage sales and operations through 11 distribution centers within a five state area

• Manage annual sales of $50MM+ annually.

• Manage sales & operations team of over 122 people including 11district managers.

• Increased sales year over year YTD, indexing at 102, with a 1% reduction in returns.

• Cross functional management duties included sales, marketing, operations, facilities & HR

• Responsible for the development, delivery and execution of existing and potential clients / accounts

• Responsible for Key Accounts – large and small format, national and regional – Wal-Mart, Kroger, Fred’s, Sonic,

etc.

• Effectively manage and reduce cost and increase variable profit for the Market Unit through SKU Rationalization,

route consolidation, successful price increases, returns reduction, and streamlining routes.

• Successfully managed a new sales distribution system for the company (“Path to Market”) which included the

roll-out of a Pre-Sell Format as well as a Hostess Direct format. The test market outperformed the Control group

by 4.9% for the past 52 weeks.

• Earned top award(s) as a “Star of the South Business Unit, Quarters 1,2,3, and 4 for Outstanding Sales

Results, FY 2012

Key Account Manager, Kroger Delta Division

September 2007 – June 2010

Charged with managing all functions of the regional headquarter call to Kroger Delta with chain of 120 stores.

• Collaborated in the creation of annual operating plan, draft and present annual sales plan, and maximize

business development opportunities.

• Successfully penetrated the account at senior levels resulting in a trusted partnership, lifting our supplier

status to “Trusted Partner”

• Secured the Kroger Private Label business for Kroger Delta, resulting in an estimated $13 million dollars

annually in Private Label revenue

• Secured Private Label business from competitor that had the Kroger PL business for the past 9 years, 2009

• Served as co-point leader which led a task force for Hostess Brands (SEBU) to successfully make the

Private Label transition to Hostess Brands.

• Increased Hostess Brands (Premium Products) Dollar Share in the Fresh Bread Category at Kroger Delta by

3.9% and Dollar Sales by 31.4% in the past 52 weeks. Source: IRI Kroger Delta RMA: Current 52 weeks

ending March 21, 2010

• Increased Hostess Brands (Premium Products) Dollar Share in the Sweet Goods Category at Kroger Delta

by 1.7% and Dollars Sales by 22.5% in the past 52 weeks. Source: IRI Kroger Delta RMA: Current 52 weeks

ending March 21, 2010.

ROGER JEFF HARRIS • ******@***.*** • Page 2

• Craft communication to the DSD organization to maximize sales planning and execution.

• Successfully mapped all Plan O Grams as Kroger implemented UPC specific POG’s in the Delta Division.

Responsible for any POG updates and maintaining the integrity of the POG.

• Collaborating cross functionally with Finance, Marketing, Field Sales, and others to effectively implement

profitable sales growth programs.

• Selected as the South Business Unit Key Account Manager of the Year, 2009

District Sales Manager

February 2005 – September 2007

Led sales and marketing efforts and managed Customer Merchanding Agreements with independent

grocers within region, with gross sales over $20MM+ annually.

• Achieved a minimum of 4% profitable sales growth each year as a DSM.

• Effectively reduced District cost by optimizing route efficiency and eliminating unprofitable routes.

• Successfully managed multi-state district with twelve (12) direct reports and a sales budget of $420,000 per

week.

• Communicated and executed sales strategies and initiatives to direct reports and key customers.

• Assisted in the hiring, training, development, and follow up of both new and existing employees.

Additional career highlights include the following:

Corporate Learning and Training Specialist from April 2004 – February 2005

District Sales Manager from January 1999 – April 2004

Sales Supervisior from 1994 – 1999

Route Sales Representative from 1991 - 1994

EDUCATION

Bachelors of Business Administration (B.B.A), University of Memphis (Memphis State University), May 1990

ADDITIONAL EDUCATION/CERTIFICATION

DDI Certified Trainer

Franklin Covey Certifed Trainer

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