Sales Manager

Jerry Melillo

**** ***** **** *******, ** ***** Home 407-***-**** Cell 407-***-****

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

http://www.linkedin.com/in/linkedincomjerrymelillo1

Highly motivated sales, and customer management professional with 20 plus

years of experience penetrating key accounts, account management, and

development, business to business (B2B), and business to consumer (B2C)

sales experience. Demonstrated success in strategic sales and market

planning, new product launch and positioning, funding customers for growth,

customer service, and customer relationship building. Proven track record

in the areas of Retail and Food Service Sales, Broker Management, Trade

Marketing Management, and Team Management.

Professional Experience

Manzo Food Broker

April 2009 - Present

ACCOUNT MANAGER-Central and North Florida

Responsible for growing profitable sales at assigned retail, and food

service distributors for all Manzo products, and principles, by proper

management of account planning, trade funds management, and completion of

all administrative support elements. Customers include Publix, Winn Dixie,

Albertson's, Sysco Central Florida, Sysco Jacksonville, Cheney Brothers,

Sunny Morning, US Food Service Ormond Beach and others.

o Develop, and execute respective Key Operator account business plans as

they relate to volume goals, strategies, and budgetary restraints to

achieve established sales plans for the territory.

o Conduct distributor sales meetings whenever possible to educate, and

train sales personnel.

o Direct food show participation where appropriate, including

coordination of samples, point of sale materials, culinary, and

marketing support to ensure maximum impact.

o Solicit business through the distributor buyer, and any other related

personnel including distributor management, distributor sales people,

chain representatives, and marketing.

Winn Street Energy

January 2009 - April 2009

DIRECTOR OF RETAIL SALES

Temporary assignment to establish new division of company, Winn Street

Retail. Objective was to market energy gift cards to convenience stores,

grocery stores and other areas that would benefit from our products and

services. Position was on a trial basis to see if the market was ready for

such a product.

o Responsible for sales within the entire United States.

o Create promotions to drive sales of our products and market company

visibility.

Unilever, Orlando, Florida

1982 - 2008

SENIOR CUSTOMER BUSINESS MANAGER - Publix Team

1991 - 2008

Directed the development of Unilever sales initiatives, programs, and

goals, then communicated, and implemented them across the customer's

structure, executing and delivering an annual agreed upon merchandising

plan. Responsible for managing all aspects of the sales process, including

strategic planning, developing, negotiating, and implementing promotional

planning programs, and Category Management, while achieving long term

growth, and profit at Publix Supermarkets, and other Florida grocery

retailers.

o Sold five categories, delivering over $40mm in sales annually.

o Championed and implemented strategic objectives, and new item

initiatives, resulting in 38 new item placements in the last two

years.

o Effectively managed a significant investment in promotional trade

spending saving more than 3% for the 2008 fiscal year.

o Consistently exceeded growth, and profit goals well above customer's

internal growth objectives.

o Implemented promotional programs that resulted in advertising and

display support at a greater rate than market share, and higher rate

than competition.

o Managed a third party Food Broker network for 12 years, initiating a

formal retail audit process, and scoring for region which was adopted

nationally.

o Administered new item execution with excellence, exceeding Unilever's

12 week speed to shelf objective.

o Directed the preparation, development, execution and evaluation of

collaborative corporate business plans.

CUSTOMER BUSINESS MANAGER - Miami Division

1988 - 1992

o Managed the two largest customers in the Miami Market (Publix and Winn

Dixie) exceeding sales targets every year.

o Directed business to business selling and merchandising a retail

territory of 110 stores for distribution, and sales growth.

o Focused on training and motivating 6 part-time sales merchandisers

increasing productivity, developing skill sets, and building sales

volume.

o Awarded with salesman of the year 4 times, leading the national field

with increased sales percentage.

o Salesman of the month 22 times, repeatedly leading the southern

district in the greatest percentage of sales increases, and retail

displays sold.

UNIT MANAGER - Miami Division

1984 - 1988

Directed the Unilever team, serving as General Manager, responsible for

achieving profitable Sales growth.

o Managed over $70mm in Unilever volume.

o Developed annual business plans across our business groups.

o Directed a team of 5 Account Business Managers, plus 3 part timers,

with cross functional responsibility for Retail Operations, and

Customer Management.

TERRITORY MANAGER - Miami Division

1982 - 1984

Managed Grand Union, 16 other direct buying accounts, including store

resets, and 150 retail outlets.

Education

MA Degree, Organizational Management, University of Phoenix, Orlando,

Florida, 3.9 GPA

BS Degree, Public Administration, Barry University, Miami Shores, Florida,

3.7 GPA

Professional Development

Successfully completed numerous Unilever seminars which include:

Sales Management Consultative Selling Advanced Sales Finance

Negotiating Skills

Consumer Insights Food Broker Management 1 and 2 Category Management

Microsoft Office Suite including PowerPoint, Excel, and Word

Contact this candidate