Louis M. McKinney

**** ***** **. ** *. . Puyallup, Washington 98375 . H253-***-**** .

C253-***-****. abgtc8@r.postjobfree.com

Sales Leadership - CPG Industry

Award-winning sales professional; keys to personal success in surpassing

sales targets, accelerating growth, and bolstering revenue in the CPG

Industry include intense focus for maintaining a healthy bottom-line and

ensuring customer satisfaction.

. Versatile professional with a history of upward career progression due to

innate ability to meet challenges head-on and take on increasingly

responsible roles: started out in diverse account management roles in CPG

companies, and moved up the ranks of the sales field to current role of

Sales and Marketing Director for a large builder in the Pacific

Northwest.

. Awards in the CPG Industry: 5 President's Club Awards, President's Eagle

Award, and Spirited Team Award with Reckitt & Colman; Outstanding Sales

Achievement with DiverseyLever; and Selection for Target POG Team with

Ocean Spray.

CORE COMPETENCIES

Sales Management . Negotiations . Relationship Building . Profitability .

Customer Service . Strategic Planning . Marketing

Branding Improvements . Account Development . Market Research . Competitive

Analysis . Team Building & Leadership

Product Positioning . Cross-Functional Collaboration . Product Planning .

Sales Forecasting . Program Management

Productivity . Customer Acquisition/Retention . Market Penetration .

International Initiatives . Problem Solving

Selected Career Highlights

. HiLine Homes: Championed service at all levels of the organization and

transformed company into a customer-focused company by fostering cross-

functional collaboration and streamlining trans-departmental

communication.

. Front Porch Classics: Catapulted revenue growth by 40%; took over the

reins of multiple functions including sales, marketing, design,

engineering, and packaging to overcome support gaps and ensure project

success to point of sale.

. Ocean Spray: Heightened the competitiveness of the company's dated

consumable brands using a multipronged approach that included strategic

planning and extensive market research.

. DiverseyLever: Overcame challenge of selling an aging product by

reassessing market strategies of customers, building a system that

enabled off shore shipping of older stock, and updating packaging to

speed up consumer takeaway.

. Reckitt & Colman: Achieved double digit growth year over year (YOY) by

keeping abreast of industry trends, improving personal knowledge, and

aligning products to meet ever-evolving customer demands.

Professional Experience

HiLine Homes, Inc. . Puyallup, Washington . 2006 - Present

Largest on-your-site builder in the Pacific Northwest.

Sales & Marketing Director: Provide leadership to a geographically

dispersed sales team; 10 branch locations in Washington and Oregon.

Spearhead sales, brand marketing, product offerings, and order processing

efforts. Focus on customer retention to ensure long-term business.

. Fostered cross-functional collaboration among business teams.

. Played a pivotal role in the development and launch of the corporate

franchise program.

. Instituted new compensation program for the sales team.

Front Porch Classics, Inc. . Seattle, Washington . 2003 - 2005

Start-up game company / design studio; creators of high quality, award-

winning collectable table-top games.

Sales Director - Western Region: Oversaw all areas of account management,

wholesale distribution, and specialty products. Participated proactively in

high-level decision-making for product development, budgeting/P&L

management, credit management, and product planning. Developed sales

forecasts.

. Ensured the optimal performance of top accounts including Target, Fred

Meyer, Costco, Staples, The Bombay Company, Coldwater Creek, Toys R Us,

Norm Thompson, Nordstrom, Marshall Fields, and Tractor Supply.

. Managed distributors and representative group relationships in the US,

Canada, UK, Australia, and Japan. Partner companies included Dennco

Distributing, Kroeger Inc, Brics Inc., Global Discovery, and DNA, among

others.

. Introduced and implemented pre-packed retail display program, sales of

goods process via off shore distribution, and international sales and

marketing strategy.

. Facilitated strategic transition from direct sales force to

representative managed territories; supporting business objectives.

Louis McKinney . abgtc8@r.postjobfree.com . PAGE TWO

Professional Experience

(Continued from previous page)

Ocean Spray Cranberries, Inc. . Lakeville, Massachusetts . 2002 - 2003

Global food company and provider of cranberry and citrus-based foods and

beverages.

Business Development Manager - Alternative Channels - West: Uncovered and

captured business opportunities using a multi-pronged approach encompassing

direct, broker and distributor channels, with oversight of $27M in annual

sales.

. Boosted sales 22% in the western zone (measured against prior year's

performance) by driving product promotion activity, launching new items,

and managing categories.

. Grew sales $2.2 million by negotiating new product distribution.

DiverseyLever . Southfield, Michigan . 2000 - 2002

Institutional division of Unilever, a global CPG leader.

Sales Director - Specialty Channels: Oversaw $18M in annual sales.

. Enhanced sales at Smart & Final by 28% ($980K) through product updates

and promotional events.

. Triggered revenue increases of $1.2 million through the development of

four new SKU'S for Costco Business Delivery.

. Added $1.5M in new revenue through new business partnerships.

Reckitt & Colman . Wayne, New Jersey (Formerly L&F Products) . 1988 - 2000

Global CPG company.

National Key Account Manager - Reckitt & Colman (1995 - 2000): Managed $60M

in annual sales with oversight of Costco Wholesale (National/Regional),

BJ'S Wholesale, Cost-U-Less, and Price Smart accounts.

. Achieved 18% sales volume growth year over year for 5 consecutive years.

. Surpassed target of establishing 3 permanent SKU's in all Costco Regions.

Additional roles with Reckitt & Colman included:

. Warehouse Club Sales Manager - L&F Products (1993 - 1995): Spearheaded

annual sales volume growth; ~25% for 3 years in a row.

. Special Accounts Manager - National Laboratories / Division of L&F

Products (1990 - 1993): Improved Costco Wholesale Northwest Regional

Sales volume by 39% ($1.6M).

. District Manager - National Laboratories / Division of L&F Products (1988

- 1990): Recognized for performance and chosen to attend the National

Leaders Conference.

Selected Summary of Accounts Served

Target . Fred Meyer . Staples . The Bombay Company . Coldwater Creek . Toys

R Us . Norm Thompson . Nordstrom

Marshall Fields . Tractor Supply Costco Wholesale . Smart & Final. United

Grocers . Kenco Sales . Amocat International

BJ'S Wholesale . Cost-U-Less. Price Smart . Ernst Home & Garden . Fred

Meyer . Safeway . QFC

Albertson's . The Bon Marche . Boeing .Four Seasons Hotel . Dairy Queen

Education

Executive Education: Sales Leadership Certificates - Effective Sales

Management & Strategic Account Management

Ross School of Business / University of Michigan

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