Sales Manager
Resume:
MATTHEW J PFEIFFER
COLUMBUS, OH 43235
***********@*****.***
CAREER SUMMARY:
Eighteen years of sales, marketing and management experience, with a focus
in the consumer goods industry. A self-starter with strengths in market
analysis, developing market strategies for new product introduction,
identifying customer needs, building strong customer relations, strategic
planning, forecasting for budget, and managing the continued growth of
major accounts.
National Account Management (Walmart, Sam's Club, New Product
Kroger & Meijer) Distribution
Syndicated Resource Date (Walmart: Retail Link, AC Business Strategy &
Nielsen & IRI) Development
Microsoft Office (Powerpoint, Excel & Word) Food Broker Management
PROFESSIONAL EXPERIENCE:
11/98 - 2/11 SKYLINE CHILI, INC. Cincinnati, Ohio - Grocery
Division
Manufacture Skyline Chili and Cincinnati
Recipe Products
REGIONAL SALES MANAGER
Responsibilities:
. Call on and manage major headquarter accounts. Such accounts as
Walmart, Sam's Club, Meijer, Kroger, Penn Traffic, Food Town,
Heinen's and Giant Eagle.
. Identify and achieve sales quotas and goals by managing food
brokers and the direct selling of Skyline Chili products to
major grocery chains and mass merchandisers.
. Member of Skyline Chili Kroger Team - Business Development.
. Generate new product rollout and other sales presentations using
market data.
. Build strong and long-term business relationships at all levels
with all key customers.
. Responsible for creating and managing Walmart Retail Link and
utilizing syndicated data resources to collect customer,
category, and competitor POS data.
. Work with the key account to jointly establish sales forecasts, convey
these forecasts to manufacturing; meet with manufacturing and
logistics to ensure timely delivery.
. Act as a liaison between Skyline Chili, Inc. and key accounts for all
issues and represent the team in discussions with senior management on
the account status.
. Work cross-functionally with representatives from manufacturing,
customer service, technical service, quality, sourcing, accounts
receivable, logistics and shipping.
. Serve as primary point of contact for key accounts in relation to
inventory replenishment, product shipment and display issues to ensure
expedited problem resolution.
. Perform monthly/quarterly sales forecasting and competitive analysis
to determine product performance levels and identify DCs/markets/areas
for new or increased product distribution.
Accomplishments:
. Grew Sam's Clubs distribution by 100% in 2000.
. Created an annual promotion program for Sam's Clubs that now
generates 37% of their yearly sales.
. Worked directly with Regional VP at Meijer's to help develop our
business. This involvement with senior level of management
helped grow our business 60% in 2003, 12% in 2004 and 10% in
2005.
. Started a grassroots effort to gain authorization/distribution at
Walmart on Skyline Chili's top selling items. In less than two years
uniquely gained authorization/distribution in four separate
categories, (Dept. 91) Frozen-Single Serve Meals Category, (Dept. 92)
Dry Grocery-Canned Chili Category, (Dept. 92) Dry Grocery-Dry Spice
Mix & Gravy Category and (Dept. 90) Dairy-Shredded Cheese Category.
. Grew Walmart total sales enough in three years (2002-2005) to make
them the second largest grocery account for Skyline Chili.
. Exceeded 2006 sales goal by 16%, 2007 sales goals by 7% and 2010 sales
goals by 11.3%. In return grew gross profit by 24% in 2006, 6% in 2007
and 7.3% in 2010. These achievements resulted in corporate recognition
for the Skyline Chili Grocery Division.
. Researched, developed and lead a group of colleagues in a
project that saved 36% on transportation cost for our Skyline
Chili frozen line at Walmart.
9/92 - 11/98 UNITED DAIRY FARMERS, INC. Cincinnati, Ohio -
Wholesale Division
Manufacture Homemade Brand & Distributor of
Haagen Dazs Ice Cream Products
UNITED DAIRY FARMERS, INC. - DISTRICT SALES MANAGER
1/95-11/98
Responsibilities:
. Major headquarter account development in the Columbus, Ohio,
Toledo, Ohio and West Virginia market area. Such accounts as
Kroger, Penn Traffic, Food Town, Cub Foods, Sun Management and
Riesbeck's Markets.
. Managed, trained and developed five sales representatives and
six merchandisers.
. Oversaw over 420 accounts and promotional spending money.
. Developed category management plans and unique trade programs
for my markets to accommodate grocery buyers individual
merchandising philosophies.
Accomplishments:
. Developed and trained 1996 "Rookie of the Year" sales
representative.
. Top district in the company finishing to budget 1995 & 1998.
. Grew Haagen Dazs ACV from 46% to 91% in 1995 and as District
Manger grew the Haagen Dazs dollar share 108% in four years.
. Grew Homemade Brand Merchandising space 100% in four years as
District Manager.
UNITED DAIRY FARMERS, INC. - SALES DEVELOPMENT MANAGER
3/94-1/95
Responsibilities:
. Managed four merchandisers and their weekly hourly schedules.
. Trained and worked with each sales representative on territory
goals and programs.
. Managed competitor's sales and promotional activities in all
major chains in the district.
. Worked with District Sales Manager on budgeting forecasts and
marketing plans by utilizing consumer purchasing trends,
competitor activity and new product introduction.
Accomplishments:
. United Dairy Farmers 1994 "Sales Development Manager of the
Year".
. Under my training and supervision the West Virginia area sales
representative was named 1994 "Rookie of the Year".
UNITED DAIRY FARMERS, INC. - SALES REPRESENTATIVE
9/92 -3/94
Responsibilities:
. Responsible for calling on over 95 grocery accounts.
. Established and controlled promotional activity.
Accomplishments:
. 1993 Runner-up "Sales Representative of the Year".
. Increased sales by 12% in 1993 on the Homemade Brand product
line.
5/91 - 9/92 KITCHEN'S CARDINAL SUPERMARKET Marysville, Ohio
. Managed and ran a full service supermarket.
. Oversaw 18-22 employees and 6 department heads.
EDUCATION:
Tiffin University, Tiffin, Ohio
Bachelor of Business Administration,
May 1991
Major: Management
Concentration: Marketing
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