Sales Management

JAMES DELOS WALTON

**** *. ******* *** #*** • Los Angeles, CA 90045 • 661-***-**** **********@*****.***

M ANAGEMENT P ROFILE

Marketing & Sales Management / Advanced Analysis / Food & Agriculture Industries

Highly experienced marketing & sales professional with proven expertise providing concise, accurate research,

analysis, and forecasting to drive sales and marketing efforts. Develop innovative techniques to gather relevant

data from a range of sources, and compile concise reports for use in marketing and sales operations. Coordinate

media events, and create effective marketing campaigns that achieve ambitious sales goals. Extensive

background in category management and advanced analyses within the food, agriculture, and produce industries.

Technical proficiencies include Microsoft Word, Excel, Access, Outlook, and PowerPoint, Cognos (Powerplay),

Spectra, Fresh Look Marketing (IRI), ACNielsen StratPlanner, and ACNielsen Homescan (CS&E.)

Core competencies include:

• •

Strategic Business Planning Marketing & Sales Plans

• •

Sales & Marketing Analysis Media Events & Campaigns

• •

Consumer Packaged Goods Forecasting

• •

Product/Category Management Cost Analysis & Reduction

• •

Market & Competitive Research Staff Training & Leadership

P ROFESSI ON AL E XPERI ENC E

BOLTHOUSE FARMS, Bakersfield, CA

CATEGORY MANAGER, 2008-2010

Acted as category captain for Carrot category at Walmart, providing analytical support and direction for

Walmart buyer of Carrots. Provided key support for Bolthouse Farms other key categories, Premium Juices and

Premium Refrigerated Dressings within Walmart. Led development of Category Management program,

identifying key data sources and guiding their implementation for all categories within Bolthouse Farms. Work

directly with key retailers on multiple categories for Category Management program, providing insights on how

to optimize sales and reach core customers.

Selected accomplishment:

• Help maintain 100%+ growth in Premium Juice sales & unit growth for major Hi-Low Retailer in

Northeastern USA for its full fiscal year focusing on its promotional program.

• Identified price point for optimizing Carrot sales when on ad for major Midwestern retailer that had

potential for increasing sales by at least 50%.

• Using key syndicated data, identified core customers for Premium Juice category and each segment

within the category, by market, retailer and key demographic cohort

• Calculated price elasticity of demand for each Carrot category fineline within Walmart, which were

used to accurately calculate promotional opportunity potential sales gains.

• Created yearly Category Management plans forecasting sales by subcategory, allocating sales by

subcategory for each store based on Demand Indexes and identified key products to co-promote with by

brand and category.

…continued…

JAMES WALTON Page Two

Professional Experience Continued

NIELSEN (ACNIELSEN), Los Angeles, CA

MANAGER, CUSTOMER INSIGHTS, HOMESCAN & SPECTRA, 2007

Create processes with Director of Category Development of a leading west coast regional Wholesaler/Retailer

for instituting a Category Management program. Use statistical analyses with Spectra data to identify ad

placement for brands and categories. Created innovative techniques to identify potential sales of Private Label

branded food products by specific wholesaler ad groups. Work directly with retailer partners of wholesaler to

identify key competition, how to reach core customer groups and develop future opportunities for growth.

Selected accomplishment:

• Used statistical analysis techniques via weighted Spectra demand indexes to identify ad placement for

brands to a corresponding ad position (A,B,C,D) by wholesaler ad grouping.

• Identified potential yearly dollar sales opportunities for Private Label products by using Spectra and

Homescan data for specific store clusters.

• Created promotional Tactogram (Ad Planner) that identified best categories and brands to rotate

between on a weekly basis by wholesaler ad group.

• Modified an existing technique to identify linear inches of retail racks to be allocated on a brand basis

• Worked with regional Los Angeles independent retailer to identify key opportunities for optimizing

sales growth based on its customer demography for all its store locations throughout Los Angeles,

Ventura and Orange counties on a category and brand basis.

SUNKIST GROWERS, INC., Sherman Oaks, CA

SALES ANALYST, 1998 – 2007

Collaborate directly with Vice Presidents of Domestic Sales, International Sales, Licensing and Marketing, and

other senior executive officers to develop ad hoc analyses and reports. Responsible for incorporating advanced

statistical and econometric analysis techniques to deliver data for use in executive decision-making. Create

correlation, elasticity, and advanced regression analyses. Perform demographic analysis, create and measure

Market Penetration Indexes, and develop 10-year trend analysis for 20 citrus varieties, assessing North

American per-capita consumption and gross revenue generation per regional income for North American sales

offices. Write and implement varietal marketing plans for domestic and international sales staff. Prepare

presentations for Board of Directors.

Selected accomplishments:

• Developed new techniques and processes to forecast prices and sales volumes for more than

$700 million in fresh citrus products sold annually across the globe.

• Led initiative to integrate Sunkist sales data with data from a variety of other sources to

streamline processes and enhance the accuracy of sales and marketing analysis and strategic-planning

functions.

• Created category management presentations for multiple Top-25 global retailers.

• Team member tasked with developing new incentive plan for sales staff, leading to substantially

increased sales performance and attainment of sales goals.

• Developed techniques using Spectra and IRI data to target best customers for promotions,

demonstrations and focused best food day advertisements

JAMES WALTON Page Three

Professional Experience Continued

• Team member ERP implementation program for Oracle Financial and Cognos Business

Intelligence Data Warehouse. Emphasis was on Data Warehouse, representing Sales & Marketing

interests and developed corporate education program for Oracle go-live.

UNIVERSITY OF CALIFORNIA CO-OP EXTENSION, Riverside, CA

STAFF RESEARCH ASSOCIATE, 1996 – 1998

Conducted cost/economic studies and primary/secondary research on agricultural commodities grown in

Southern and Central California. Participated in academic research projects focused on citrus products grown in

the region. Responsible for maintaining and troubleshooting office computer systems.

Selected accomplishment:

• Developed concise, focused data and reports in support of a range of ongoing studies.

CLEAN DESERT WATER COALITION, San Bernardino, CA

CAMPAIGN COORDINATOR, 1995 – 1996

Transitioned deep knowledge of state agriculture regulations and legislation to build and strengthen strategic

alliances with regional environmental, business, and civic organizations, and gain support for the various

campaign activities. Supervised campaign staff and led efficient daily functioning of campaign headquarters.

Liaised with regional media representatives. Conducted opposition research program, and analyzed public

records. Planned and coordinated speaking engagements.

Selected accomplishments:

• Wrote several op-ed articles, and initiated a letter-writing campaign to support and advance

campaign agenda in Southern California news outlets.

• Created and maintained database with more than 5,000 campaign supporters and contributors.

CONGRESSMAN GEORGE RADANOVICH, Fresno, CA

STAFF ASSISTANT/POLICY COORDINATOR, 1994 – 1995

Effectively performed a range of research, planning, analysis, and information-management functions for this

US Congressman. Liaised with constituents and representatives of various federal agencies to facilitate

communications and resolve conflicts. Researched policy, and analyzed potential effects of policy

implementation on the food and agriculture industries. Wrote policy statements. Managed campaign database

comprised of more than 2,000 records. Planned media events to support campaign efforts.

Selected accomplishments:

• Researched, analyzed effects, and wrote policy statements related to Market Promotion

Program, Taylor Amendment to 1995 Supplemental Appropriations Bill, 1995 Farm Bill, and

Reauthorization of the Clean Water Act.

E DUCATI ON & C REDENTI AL S

Masters Degree in Agriculture Business

CALIFORNIA STATE UNIVERSITY, Fresno, CA

JAMES WALTON Page Two

Professional Experience Continued

Bachelor’s Degree in Agriculture Business Management & Animal Science

CALIFORNIA STATE POLYTECHNIC UNIVERSITY, Pomona, CA

Professional Development:

Category Management Training • DELTA ASSOCIATES, INC. (2003)

Affiliations:

American Agriculture Economists Association (1994 to Present)

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