Sales Manager

TERENCE HARRINGTON

**** ********* ***** ***** • Buford, GA 30518 • 404-***-**** • ************@*********.***

SENIOR ACCOUNT MANAGEMENT

Service-focused food industry sales professional with a track record of driving revenue, profits, and account growth/retention

with a diverse customer base through strategic product promotion, manufacturer incentive negotiation, and delivery of first-

rate service and support. Leverage advanced culinary training and restaurant management background to offer product and

menu solutions that achieve customer innovation and profit margin goals. Recognized for exceptional work ethic, dogged

persistence, and demonstrated ability to build rapport and convert prospects to long-term customers when others have failed.

CORE COMPETENCIES

• Business-to-Business Sales • Prospecting & Cold Calling • Broker/Manufacturer

• Customer Relationship • Brand Sales & Profit Relations

• Competitive/Market Analysis

Development Growth

• Territory • Deal/Contract Negotiation • Account Collections

Development/Management

PROFESSIONAL EXPERIENCE

PERFORMANCE FOODSERVICE – Oakwood, GA 2001-Present

One of the nation’s largest broadline food distributors providing 68,000 national and proprietary brand foods and

related products with 8,000 employees and $9 billion in annual sales.

Regional Sales Consultant

Brought onboard to grow greater metropolitan Atlanta territory. Captured, expanded, and retained business with a diverse

customer base of high-end restaurants, caterers, golf courses, sports bars, churches, and food manufacturers through market

research, cold calling, customer needs assessment and relationship development, and aggressive contract negotiation.

Manage a customer base of 33 accounts generating up to $2.48M in annual revenue. Conduct sales calls and participate

in industry trade shows to market and educate customers on product offerings and manufacturer incentives. Evaluate

customer credit worthiness and perform account collections.

Selected Achievements:

• Optimized profitability by presenting and selling customers on high-margin products to replace lower-margin

items and increasing line items per drop through order consolidation consistently exceeded the company’s

lines per delivery benchmark.

• Grew revenue 12% within the past year by securing 11 new accounts, including Suwanee’s high-end The River

Club, Wild Bill’s, and The Downwind Restaurant at PDY Airport.

• Received Circle of Excellence in 2010 for 8% YoY gross profit and 12% sales growth and Chairman’s Award in

2009 for achieving $2 million in annual sales (representing 52% in branded sales).

• Surpassed the company’s 62% annual collection goal and collected 82% of $2.48 million in sales for 2010.

• Facilitated strategic negotiations between large-volume accounts and vendors to secure advantageous price

deviations/rebates instrumental in driving brand sales revenue while providing sheltered income for customers.

• Won the Georgia District Sales Rep Outstanding Performance Award from Vienna Beef in 2004 in recognition of

unparalleled results by a single rep; held the highest total accounts (12) and product placements (11).

• Forged productive relationships within the vendor/broker community and was frequently sought out for

assistance in resolving inventory issues and securing sales appointments with key accounts.

• Leveraged culinary training/restaurant management background to advise customers on the design of innovative

menus with strong margins, earning customers’ trust and loyalty.

• Maintained high customer satisfaction and account retention by delivering first-rate service, securing needed

products, negotiating manufacturer rebates, and ensuring resolution of order issues with minimal customer impact.

• Captured long-term business with numerous customers, including the five-location Derby Sports Bar chain,

Thorn Tree Restaurant, Peachtree United Methodist Church, and Alos Cuisine food manufacturer.

HAMILTON MILL GOLF COURSE – Dacula, GA 1998-2001

Golf course designed by a renowned golfer with a clubhouse facility containing a restaurant and four banquet rooms.

Food and Beverage Director

TERENCE HARRINGTON Page 2

Challenged with turning around the performance of five revenue centers. Revitalized, trained, and led a staff of 27.

Established menu execution, safety, and sanitation standards. Introduced new banquet pricing guidelines and inventory

control, revenue tracking, and vendor management procedures. Managed food and beverage purchasing, budget, and P&L.

• Increased first-year sales 72% and grew annual revenue to $1.3 million within two years.

• Propelled staff performance and accountability while drastically curtailing waste and shrinkage by replacing

underperforming employees, introducing tight inventory/cost controls, and training staff on new processes.

• Attracted new customers from a broader geographic area by creating/expanding menus and updating the décor.

STONEY RIVER RESTAURANT – Duluth, GA 1996-1998

New upscale restaurant generating $4 million in annual sales that expanded to eight locations in five states.

Assistant General Manager (1996 to 1998) / Kitchen Manager (1996)

Handpicked to perform all site general management functions, overseeing 57 employees, food and beverage costs,

weekly P&L, and regulatory compliance. Played an instrumental role in developing initial menu items and recipes,

establishing portion sizes, and training kitchen personnel. Reconciled sales and generated financial reports.

• Recognized for exceptional ability to resolve conflict and assuage upset customers; promoted high customer

service standards by engaging each customer to ensure delivery of personalized service and a favorable experience.

• Grew revenues and profit by controlling costs/waste via strategic purchasing and volume projections.

TAVERN AT PHIPPS (CENTRAARCHY) – Atlanta, GA 1993-1996

Popular Buckhead restaurant/bar consistently recognized as best single’s spot and for best outdoor patio and people watching.

Kitchen Manager (1994-1996) / Line Cook (1993-1994)

Promoted within one year to oversee kitchen operations spanning food purchasing/inventory, menu execution, kitchen

sanitation, and quality control for this high-volume restaurant with $75,000 in weekly sales. Hired, trained, and scheduled a

staff of up to 15 personnel (including three Assistant Kitchen Managers) and managed $300,000 in annual purchasing.

• Maintained food costs below 30% goal via inventory control, food prep practices, and vendor price negotiations.

• Ensured high guest satisfaction by overseeing accurate and timely order preparation and resolving all complaints.

EARLY EXPERIENCE: Launched career as an Area Manager for NESTLE, USA (Formerly CARNATION) (1989-1994). Managed

sales to military divisions across a six-state Southeast region. Drove growth across several categories through targeted

merchandising and promotional strategies. Secured new accounts, item expansions, and product placement wins by tracking

store-level performance and delivering sales presentations to top decision makers. Presented new items and line extensions at

the regional and store levels for frozen, pet food, infant formula, confections and non-perishable products.

• Selected over peers for relocation to Augsburg, Germany to manage sales for 20 European military bases in

recognition of earlier results capturing a key Pensacola Navy Base account that distributed to eight regional bases.

• Drove incremental sales by securing end-cap and wall displays representing a cross section of products and

capturing additional shelf space for the various categories by utilizing store tracking reports (SAMI/CAMI).

EDUCATION & CREDENTIALS

Bachelor of Arts in Sociology/Anthropology, RADFORD UNIVERSITY, 1988

Associate of Arts, ART INSTITUTE OF ATLANTA, SCHOOL OF CULINARY ARTS, with Honors, 1996

Professional Development:

Bob Oros Corporate Sales Training

Selected as one of only three top-performing sales professionals among 98 sales reps to

attend corporate level training at the headquarters offices in Richmond, VA

STAR Performance Sales Training • District Training: proteins, non-perishables, chemicals, non-food items, produce

Language Skills: Conversational French and German; basic Spanish

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