Sales Manager

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

*** ** **** ******, *******, IL Cell 901-***-****

Objective: To obtain a leadership position in marketing, pricing and sales

operations that would allow me to use my 10+ years of leadership, strategic

thinking, business acumen, financial analysis and IT project management

skills to improve bottom line, stream line pricing and sales operations

PROFESSIONAL EXPERIENCE:

pactiv corporation, chicago, il

2005-Present

Director Pricing - Food Service & Food Packaging, (5/2007-12/2010)

Promoted to Director of Pricing for the entire Food Service division ($2

Billion in sales). The pricing team has 4 analysts, 1 pricing

administration manager with an overall team of 12. The Foodservice division

serves customers in various channels like Supermarkets, Fast Foods,

Processors and Distributors.

. Developed pricing strategies to extract value from Pactiv's'

strategic advantage of product mix, multi material offering, unique

distribution & supply chain footprint to increase market share by

$50MM at prices above channel average.

. Managed list prices for 10 product lines across 3 distinct customer

channels. Successfully prevented cross channel price leaks and

extracted value from each channel and prevented margin erosion by

0.5% or ~$10 MM.

. Used price research, competitive intelligence and bid win-loss data

to adjust list prices 3 times a year.

. Used customer segmentation, willingness to pay by channel and

markets(geography, size, end users), cross selling opportunities to

increase profitability by $ 4 MM per year

. Managed 400 + customer rebate and marketing incentive programs

(Annual Spend $20 MM) to increase market share across various product

lines. The customer programs were used to grow the 'right' customer

and maintain a flat spend year over year

. Supported Sales management to financial analysis, raw material

indexing, growth program guidelines to negotiate multi year deals

with large customer like McDonalds ($100MM+), Kroger ($40MM) etc.

. Managed all non-commercial price quotes - School & Universities,

Buying Groups, Hospital and Casinos worth $50 MM in annual sales

. Implemented customer performance tracking over the 'deal period' to

ensure contract compliance. This increased revenue realization of $1

Million +

. Gross to Net Expert in a multi-tier distribution model. Used price

analytics to improve margin from USFS Aluminum (+100%), Gordon Food

Service ($ 2 Million) and SYSCO ($1 Million)

. Streamlined the entire pricing quotation process ( 150 sales

managers, 7 marketing teams) to reduce pricing related invoice and

transaction errors to less than 0.5% of revenue ( 50%+ improvement)

in 24 months

. Worked with IT to build 'Cost to Serve Models' to quickly evaluate

whole deal profitability and improving the price quote process and

reducing the turn over time to less than 48 Hours (60% improvement)

. Supported Purchasing with contracts and pricing information for

Hedging strategies and reduce raw material costs by $5 MM + per year

in Aluminum and Polystyrene

. Supported cross departmental initiatives like SKU rationalization

(35+ % SKUs), Product resizing, Perfect Order policies (Increase

truck fill by over 25%)

Marketing Manager- Pricing, (12/2005- 04/2007)

. Established systematic review process to define list prices across

various channels and business groups

. Served as the pricing lead in new product development teams to define

customer pricing requirements, model pricing strategy and margin

expectations on new product launches.

. Developed net pricing model to identify most significant sales and

margin growth opportunities

. Assisted IT and Finance in developing profitability reporting tools in

Business Warehouse

. Develop communications tools for Sales to improve price realization

during list price increases

. Launched 'Price and Margin realization' training for sales teams - 20

+ regional sales managers

. Created and Executed the Sales Annual Operating Plan (AOP) for 2006

Fed-EX, MEMPHIS, tn 2001-2005

Pricing Manager, (11/2004-12/2005)

. Lead 'Revenue Fusion': Integrate Pricing processes across 5 operating

companies

. Conducted 'Voice of Customer' Interviews to define and prioritize

project features

. Analyzed combined profitability of Global companies for global pricing

contracts

Sr. Pricing Analyst, (08/2001-10/2004)

. Rated as 'Exceeded Expectation' in 3 performance reviews

. Winner of the "Services Five Star" Award for 2003 (Highest recognition

award at FedEx)

. Rationalized pricing between ground & express services increasing

revenue by 10 million on surcharges

. Transitioned 400,000 customers to Earned Discounts Pricing strategy.

The new contract models increased yields as well as customer retention

. Did cost benefit analysis for business rules rationalization across

various FedEx operating companies and sold the changes to Senior Vice

Presidents

. Developed segment and product pricing strategies for freight marketing

. Managed the list price change analysis, execution and tracking for

2003

. Launched 'Import Pricing' for customers in Europe and Asia Pacific

. Identified the need for new surcharges, did competitive analysis and

developed the business case which increased annual revenues by 110

million dollars

. Developed and enhanced pricing process: end-to-end pricing process re-

engineering

. Project Management

o Launched PRS - The next generation of the End-to-End Pricing

System with a project budget of over 2 million dollars

o Created a global pricing approval process to offer pricing for

global customers

. Implemented changes to multiple Pricing Tools to fill data gaps and

ensure SOX compliance

avery dennison, cleveland, oh 1999-2001

Supply Chain Analyst

. Consulted with customers to improve their planning process leading to

decrease in 'Days On Hand' inventory

. Did Raw Material Planning in a multi plant & multi vendor environment.

. Reduced Work in Process Inventory with 99% same day shipment of

customer orders while raising the service level from 96% to 99%

. Did "Finishing Center" Capacity Planning for 9 plants for a rolling 12-

month time frame.

EDUCATION:

University of Toledo, Ohio August 1999

MS in Information Systems and Operations Management

GPA: 3.8/4.0

Osmania University, July 1997

BS in Mechanical Engineering

PROFESSIONAL AFFILIATIONS

Member of Professional Pricing Society

Toastmasters

Computer Skills

SQL, GQL, Excel (Expert Level), Access (Proficient), Data mining

tools like Cognos and Business Warehouse

Contact this candidate