Sales Manager
Resume:
James Cathcart
*********@***.***
www.linkedin.com/in/jamescathcart
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