Sales Manager

J. DAVID SMITH

**** ********** *****, **********, ** 30004

770-***-**** **************@***.***

SALES DEVELOPMENT– ACCOUNT MANAGEMENT – CLIENT ACQUISITION

(Consumer Packaged Goods - Distribution Channels)

“Sales executive with comprehensive experience in client acquisition and retention, and high-worth

sales, seeking challenging opportunity to utilize opportunity identification, networking, market

penetration and expansion skills to successfully exceed profit goals to a challenging industry.”

Senior-level sales executive and expert in consumer-packaged goods sold within the Discount,

Grocery, Mass, Dollar Store, Drug, Convenience Store and Food Service distribution channels.

Articulate and persuasive, with exceptional capabilities in needs analyses, prospect identification,

presentations, proposals, follow-up communications and negotiations for increased revenue growth.

Comprehensive direct and broker/sales management experience, with accountability for hiring,

training, and motivating diverse staff to achieve corporate objectives and sales excellence.

Polished and executive presences with the ability to consult, negotiate, and close multi-million dollar

deals with C-level executives from world-class retailers.

Leverage existing relationships with key business influencers, as well as identify new opportunities,

and develop persuasive sales programs tailored to specific distribution channels.

CORE COMPETENCIES

National Account Management Direct/Broker Management Sales/Revenue Leadership

Strategy Development Contract Negotiation Brand Introduction/Positioning

Entrepreneurial Mindset Multi-Channel/Industry Trade Shows/Events

Staff Leadership & Training Competitive Analysis Corporate Accounts

EXPERIENCE

Business Development Manager McLane Global, Atlanta, GA 06/2012 –

Present

• Orchestrate niche-market development efforts, including new business sales, key

account management, and market penetration initiatives to deliver strategies aligned with client needs, and

industry trends.

• Communicate with both internal and external stakeholders in gathering market needs

from customers and assess competitive dynamics and landscape for respective products under consideration.

• Act as the primary liaison between the client and various McLane departments

including channel, management, purchasing, distribution and accounting.

• Identify new and unique business opportunities, initiating communication with C-level

decision makers to assess needs and sell McLane Global products to all grocery, discount, and mass classes

of trade.

• Develop sales development strategies for entire portfolio, as well as individual product

segments, and seek to maximize the synergy across all McLane Global brands.

• Devise and implement detailed sales plans for all key clients, and travel throughout the

United States to identify growth opportunities, increase current sales with established accounts, and retain

business.

• Stay informed of industry trends, competition and changing technology by utilizing

internal tools and attending appropriate networking events.

J. David Smith, Page 2

National Sales Manager L&L Sales Company, Atlanta, GA 1993 –

06/2012

• Drive consistent annual sales increases, growing sales from $3m to over $46m for

accounts including Aldi, Food Lion, Save-A-Lot, Kmart, Dollar General, Family Dollar, Dollar Tree, Big

Lots, Rose’s and Ingles.

• Exceed in ability to increased sales to the Grocery, Discount, Drug, Dollar Store,

Convenience and Food Service class of trade for HBC-OTC-Food.

HBC: bar soaps, shower gels, lotions, shampoos, body washes, hand soaps, body

o

creams.

OTC: Aleve, Bayer Aspirin, Flintstones Vitamins, Alka- Seltzer, dental supplies.

o

FOOD: spices, salsa, Tabasco, Sara Lee, cobbler mixes, candy, sauces, pasta and cereal.

o

Household: eating supplies, cleaners, pet products, home accessories and school

o

supplies.

• Develop and maintain significant connections with wide-ranging network of C-level

executives.

• Provide exception client services to identify exact needs and expectations and deliver

on promises.

• Interface with buyers, brokers, distributors and logistics concerning the status of all

orders.

• Establish strong relationships with accounts resulting in mutually beneficial product

sales and availability.

• Prospect and strategically generate new accounts through extensive cold calls to

corporate level personnel with department purchasing authority.

• Maximize sales through deep knowledge of account sales volumes and market niches;

detailing specific actions to effectively expand product sales.

• Leverage comprehensive awareness of competitor products, prices, and distribution

base to produce increased sales of manufacturer products.

Sales Manager Bayer Inc, Columbus, OH

1987 – 1993

• Steadily grew sales volumes from $15m to over $45m within tenure, consistently

breaking sales records.

• Directed the grocery, mass, club, dollar store, drug, convenience store & food service

channels for products including S.O.S Pads, Cutter Insect Repellant and Glass Works Glass Cleaner in

addition to managing private label items for all trade classes.

• Hired, supervised, and mentored direct sales representatives and brokers, resulting in

increased sales.

• Analyzed market and sales records to identify product sales leader in each specific

market area.

• Created marketing and promotional plans based on competitive and market analysis to

enhance sales volume while meeting account’s market needs.

• Provided ongoing training/mentoring for sales representatives to increase confidence

and sales abilities.

• Met and exceeded sales quotas every fiscal sales period, receiving multiple awards and

recognition.

• Investigated issues related to inventory availability and coordinated internally to resolve

quickly.

• Coordinated special handling requirements with supply chain management as needed.

• Identified and resolved customer order with regard to inventory availability, pricing,

sourcing and minimum and maximum order requirements effectively and efficiently.

• Reviewed, analyzed and coordinated short- and long-term negotiations for evaluation,

supplier selection and relationship management.

• Combine knowledge of manufacturer lead time requirements for production with

account lead-time needs for inventory and marketing to deliver pricing benefits for all.

EDUCATION

Valdosta State University, Valdosta, GA; Business Administration

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