James Cathcart

abh1d3@r.postjobfree.com

www.linkedin.com/in/jamescathcart

618-***-****

Summary of Qualifications

. Extensive account management experience with industry leaders Pepsi

and Kraft Foods.

. Ability to develop strong, dependable, productive business

relationships.

. Strong project and time management skills.

. Proven ability to analyze, negotiate, and sell.

. Strong communication and presentations skills.

. Ability to manage, motivate and develop personnel.

. Proven leadership qualities and notable business insight.

. Proficient in Excel, PowerPoint, Word, Outlook and Nielsen.

Professional Experience

Pepsi Americas - St. Louis, Missouri

2006/2010

Account Executive - Small Format (2007-2010)

Managed six accounts, Moto Mart, BP/AMPM, Hess, Love's Travel Centers,

Flying J Travel Centers, and Travel Centers of America which contributed

over nineteen million in sales.

. Maximized margin contribution dollars and case sales through informed

decision making, fact based selling, creative marketing and

constructive relationships.

. Collaborated with each customer to develop annual targets and

priorities which meet customer expectations.

. Developed each account's individual AOP (Annual Operating Plan) and

strategic plan.

. Collaborated with Pepsi Co. and partner bottlers to develop CDAs

(Customer Development Agreements) for all national accounts.

. Effectively communicated strategies and programs to Field Sales

enabling superior execution at store level.

Large Format Territory Sales Manager - St. Louis Market (2006-2007)

Managed and developed ten ASMs (Area Sales Managers) and thirty-nine

Merchandisers within the Southern Illinois and North St. Louis areas,

covering sixty nine accounts contributing over twenty million in annual

sales.

. Filtered and communicated key information from multiple sources to

sales team maximizing productivity.

. Analyzed sales trends within territory to maximize asset allocation

for superior customer coverage.

. Grew territory total volume over 5% and grew total revenue over 7% in

2006.

. Developed and sold in promotional plans for five independent accounts.

. Performed all staffing functions and all operation functions within

territory.

Kraft Foods N.A. - St. Louis, Missouri 1987-2006

Customer Category Manager - St. Louis Market (2002-2006)

Managed pizza category for top accounts in St. Louis Market: Schnucks,

Shop'n Save, Dierbergs, Niemann Foods, and Southview Foods contributing

$23.6 million in annual sales (+5%).

. Continually grew volume and share by partnering with the customers to

build each account's individual promotional plan on semi-annual

basis.

. Sold, communicated, tracked, and analyzed all promotional plans, new

item launches, and sales activities.

. Gained Category Captaincy in all accounts: updated all plan-o-grams

for entire category utilizing Nielsen and internal data, organized

resets.

James W Cathcart Page 2

Region Category Planner - Kansas City Region (2001-2002)

Responsible for negotiating business plans, volume and trade, with company

headquarters on a semi-annual basis for the nine customer business teams in

the Kansas City Region.

. Provided accurate monthly/quarterly financial reconciliation and

forecasts.

. Provided control over disbursement of brands trade funding.

. Managed customer category manager planning processes.

. Developed strategic recommendations on analysis of brand trade

funding.

. Identified opportunities and evaluated performance in the market

utilizing syndicated data.

. Met growth targets for volume, share, quality merchandising and

points of distribution.

. Developed and communicated promotional plans, led new item

introductions, communicated plan-o-grams, incremental programs,

regional marketing events, and competitive activity.

. Supplied updated Nielsen information to CCMs, RMs, and DMs on monthly

basis.

. Trained new CCMs on Pizza systems and Nielsen information

utilization.

Key Account Manager - Kansas City Region (2000-2001)

Kraft Pizza Division

Managed seven accounts, Schnucks, Shop'n Save, Dierbergs, Southview Foods,

Town and Country, Food For Less, and Queens which contributed $16.9 million

in sales (+8%).

. Developed, sold, executed, communicated and tracked all promotional

plans and sales activities for the seven accounts. Additional

responsibilities included P&L, business development, marketing and

sales planning.

. Developed category management initiatives with key accounts.

. Provided support for region operations functions.

. Mentor for new District Managers.

District Manager - Southern, Illinois - St. Louis North Districts (1995-

2000)

Performed all staffing and operations functions within districts; trained,

motivated and developed sales representatives, managing district trade and

expense budget, developed and sold in promotional plans for six key

accounts within district covering a four state area, accounting for nine

million in annual sales.

Sales Supervisor - Evansville Indiana District (1988-1995)

Managed, trained and developed sales representatives and route sales

specialists. Assisted in all staffing, and operations functions within the

district and called on new accounts. Assisted in the set up of expansion

markets in Cleveland, South Carolina, Arkansas, Southwest Missouri, Atlanta

and Nashville.

Sales Representative - Central Illinois District (1987-1988)

Increased route volume through new accounts, gained additional shelf space,

increased display support and increased service levels at existing

accounts. Managed warehouse inventory and managed trade spending budget.

Technical Training

MS Outlook, Excel, PowerPoint, Word IRI, Nielsen, KTS, Margin Minder,

e.Collaborator

Microsoft Outlook Priority Training Advanced Negotiations Training

DDI Essentials of Leadership Training Interaction Management Program

Drake Performance Management Systems Customer Oriented Selling

Category Manager Training Key Account Manager Training

DDI Targeted Selection Facilitator for National Sales Representative

Training

Child Protection Training Volunteer Coach

Contact this candidate