Sales Manager

JOHN F. FALLON

** ******** ****

Sharon, Massachusetts 02067

Cell: 508-***-****, *********@*******.***

SUMMARY

Senior sales and business development leader with core expertise and

demonstrated ability in sales management, business strategy and planning,

partner development, and operational management to exceed volume and

revenue objectives.

PROFESSIONAL EXPERIENCE

The Dannon Company, White Plains, New York

Director, Strategic Programs Office, 2007 - Present

. Manage sales systems and process review to deploy trade promotion

management system for streamlined, fully integrated communication

platform.

. Advance retail communication platform with Dannon specific hierarchy on

dedicated server providing daily store level retail insights. Led Unified

Communication and Collaboration company-wide deployment marketing and

training process.

. Reduced travel expenses via high-definition audio/video meeting system,

Instant Messaging, desk top collaboration and 4 digit direct dial IP

phone systems enabled less travel and more collaboration to reduce air

travel expenses -102%, hotel costs -89%, ground transportation -77% for a

total travel expense reduction of -104% versus prior year.

. Increased collaborative web meeting usage +163% and Instant Messaging

usage +182% for virtualized collaboration regardless of physical

location.

Sales Director, Northeast Grocery

. Led successful Value Improvement Program negotiations at strategic

accounts Stop & Shop and Giant Landover.

. Resulted in Dannon product portfolio positioned as lead item in single-

serve segment while maintaining leadership in probiotic segment.

. Established C&S Corporate percent letter and checkbook process enabling a

more accurate accrual management. Accrual management process improvements

resulted in C&S shipment growth of +34% vesus prior year.

Ahold Team Leader

. Managed $195MM Danone business with successful integration of Stonyfield

Farm portfolio with existing Dannon business.

. Exceeded net sales versus prior year by +18%.

. Sold space expansion initiative at Stop & Shop resulting in 227 stores

expanding yogurt category sets +4 feet.

. Increased Dannon's share of business +2.4% with a 15% reduction in trade

funds through a menu fee re-investment and reduced margin program.

Program included slotting fee efficiencies of $253K.

Acosta Sales & Marketing, Marlborough, Massachusetts

Senior Business Manager, The Clorox Company, 2002 - 2003

. Set strategy, direction, and growth development of Clorox Laundry,

Household, and Brita business for New England accounts.

. Earned "Shelfmaster" Award at Clorox National Sales Meeting in

recognition of shelving and distribution gains in Home Care Sector.

. Selected for Acosta Leadership Development Program to recruit, train and

mentor management development candidates.

. Managed, planned, and executed merchandising programs for Nestle Water

Division Perrier business.

Senior Business Manager, Nestle Waters, 2001 - 2002

. Developed and managed dedicated retail coverage team for Nestle Waters to

enhance retail execution in support of scheduled promotions and everyday

shelf presence.

Marketing Specialists, Canton, Massachusetts

Vice President, Northeast Household and Personal Care Strategic Business

Unit, 2000-2001

. Managed volume and profit/loss for $350 MM business with revenue in

excess of $9 MM.

. Directed sales team of 30+ including Sales / Business Management,

Financial Administration, Customer Service, and Administrative personnel.

. Negotiated profitable strategic relationships with 37 clients including

Marquis Principals Gillette, S.C. Johnson, Revlon, Sunbeam, Church &

Dwight, Nabisco, SmithKline Beecham, Nestle, Perrier Group of America,

Upjohn Pharmacia, 3M, Rubbermaid and Sony.

Vice President, Brand Development Manager, Nabisco Foods Group, 1996-2000

. Created strategic focus for customer and business development to exceed

revenue objectives.

. Awarded National Sales and Marketing Company of the Year 1998, 1999 and

2000.

. Analyzed business for Northeast markets and implemented standardized

objectives across all offices to achieve "Best Practices" resulting in

leading sales and financial performance.

. Successfully negotiated front-end cost share programs at Ames, Hills,

Penn Traffic, and Bradlees.

. Developed account and market-specific promotions designed to augment

brand development within strategic direction.

Business Manager, Nabisco Foods Group, 1994 - 1996

. Developed and executed business plans for Fleischmann's Refrigerated

Division and Planters Division for NE Market.

. Employed syndicated data and account knowledge for targeted presentations

for category management and corporate objectives.

. Ranked #1 in U.S. at developing and selling Planter's cross-dock modular

displays.

. Developed cross merchandising programs with DSD Biscuit Division during

key consumption periods.

. Offset spending cuts while generating incremental displays and share

growth in declining category.

. Attained Field Sales Objective volume and share objectives for eight

consecutive reporting periods.

THE CLOROX COMPANY, Oakland, California

Region Sales Manager, Boston Kingsford Division, 1989 - 1994

. Managed $75-Million Kingsford Charcoal and Combat Insecticide business.

. Introduced new SKUs of Combat Super Bait in largest roach bait

consumption market in U.S. (New York) with 100% of ACV authorizing as

incremental distribution.

. Managed $55-Million Food Division through 1992. Developed, proposed, and

implemented first Hidden Valley Ranch salad dressing seasonal promotion

program.

. Indexed 1992 calendar year +19.8% and consumption at +30.5% in category

surpassing category average at was up +3.4%.

. Created fastest growing flavor development and brand growth index in

company's lowest BDI region.

. Saved over $500,000 in seasonal test program in reduced revenue / MDF

spending versus previous year.

. Member of Sales Technology Team.

THE PROCTER & GAMBLE DISTRIBUTING COMPANY, Cincinnati, Ohio

Metro New York District Sales Manager, 1985-1989

. Managed $66-Million Metro New York Unit with 6 Sales Representatives.

. Developed major account sales to +11% versus market.

. Managed $750,000 Cooperative Advertising Budget.

. Recruited, hired, and trained sales representatives.

EDUCATION

Master of Business Administration,

Northeastern University, Boston, Massachusetts

Bachelor of Psychology,

College of the Holy Cross, Worcester, Massachusetts

Computer Skills: Excel, Lotus, Word, Powerpoint, IRI, and Vista/Siebel.

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