Sales Administrative Assistant

Cindy T. Henson

*** ******* ***** ( Joppa, Maryland 21085

410-***-**** ( ********@*******.***

summary

Analytical professional with 13 years consumer product goods

experience. Supports and expands portfolio strategy development to

maximize a company's growth potential. Creates functional and tactical

selling tools by applying qualitative and quantitative analytics to

identify opportunities to increase revenue, while reducing internal

and competitive risks. A visionary leader who focuses on long-term

company objectives and effectively executes strategies and programs to

achieve corporate goals. Proven record of accomplishment in increasing

sales team effectiveness, corporate efficiencies, and increasing

profits. Proven ability to manage ambiguity, shift priorities, and

handle a fast-paced demanding environment.

( Category Management ( SWOT Analysis ( Coaching/Mentoring/Training

( Portfolio Development ( Sales Planning/Modeling ( New

Product Introductions

( Channel/Customer Development ( Sales Forecasting ( Pricing

Alignment

( Project Development/Management ( Distribution Maximization (

Budget Efficiency

( Strategic Sales Planning ( Enhancing Market Strategies ( Plan-

o-Grams

( Competitive Analysis ( Operational Efficiencies (

Sales/Marketing/Ops/Finance

experience

PepsiCo, Inc., Joppa, Maryland

Category Development Analyst, Pepsi-Cola North America 2007-2010

Analyze volume, dollar, and share to identify opportunities to insulate

sales and grow business against competition. Worked in unison with sales

team to identify and achieve sales and distribution opportunities in

retail (grocery, convenience, drug, and mass merchandisers) and

foodservice channels at various distribution points across the United

States. Through data and consumer insights, created customized retail

selling stories, promoting portfolio brand strength versus competition.

Used shopper-buying behaviors, causal measures, and data insights to

identify sales and share opportunities.

. Eliminated competitive threats and increased sales by up to 15% by

creating insights-based selling stories to drive portfolio growth and

profits.

. Increased sales in untapped areas by up to 25% by contributing to

development of sales initiatives.

. Generated a 54% increase in sales in four months by supporting sales

strategy for a "value" proposition package.

. Expanded brand share and sales in retail channel by providing SKU

optimization recommendations.

. Led quantitative and qualitative analysis to increase portfolio brand

equity and identify future growth propositions.

. Identified untapped market opportunities through Strength, Weakness,

Opportunity, and Threat (SWOT) analysis.

. Interfaced with cross-functional groups to identify and seize growth

opportunities.

. Analyzed various retail markets to gain understanding of consumer

buying trends and institute sales action plans.

. Designed best-in-class KPI's to identify sales opportunities, and

create/articulate solution development.

. Developed sales tools to measure AOP growth priorities, execute sales

strategies, and combat competition.

. Increased portfolio sales by channel, account, and market through

causal measures such as pricing, and promotions.

. Measured return on investment (ROI) to quantify impact on sales,

profit, and expenses and break-even analysis.

. Proactively and effectively identified competitive risks and obstacles

to achieve annual growth objectives.

. Provided targeted analysis, which assisted bottlers in rationalizing

brand, flavor, and package mix to increase sales.

. Created AOP planning models, allowing division to plan with accuracy

and forecasting with precision.

. Led sales training seminars to increase and expedite sales team

effectiveness and understanding of the business.

Senior Sales Analyst, Pepsi-Cola North America, Columbia, Maryland

2005-2006

Increased sales team efficiencies by providing granular sales analytics

in all retail and foodservice accounts and markets, resulting in driving

sales more expediently. Conducted pre-post analysis of sales strategies

and provided compelling insights of promotional impacts and share gains.

Conduct cost/benefit analyst, contributed to the development of AOP, and

presented key findings.

. Led Lipton to become the #1 RTD iced tea in the United States in

volume and share, surpassing all competitors.

. Increased volume, share, and profits by pinpointing growth

opportunities in existing and new accounts.

. Identified actionable insights thought statistical testing and applied

to marketplace trends to sales team goals.

. Insulated and grew portfolio offerings through preparing targeted

sales analysis.

. Developed go-to-market strategies from analysis to implementation.

. Led AOP foodservice planning process from modeling, forecasting, and

sales team implementation.

. Presented sales trends and insights on foodservice team conference

calls to educate team on sales trends.

. Designed manual databases to track volume and equipment of new

product, identifying 30% sales reporting outage.

. Created and delivered sales presentations positioned to increase sales

team opportunities.

Sales Analyst, Pepsi-Cola North America, Columbia, Maryland 2004-2005

Increased productivity and growth of foodservice sales, operations, and

marketing division with insights-based analytics, including measuring

brand positioning, business development, new product rollouts, and

competitive brand impacts.

. Drove sales +14% and facilitated reversal of two-year sales decline by

pioneering sales reporting and tracking vehicles.

. Increased accuracy and profitability of LBIT by eliminated 1,500 non-

producing valves in 5,000 restaurants.

. Contributed to sales team development of $40,000 in incremental

revenue by creating targeted sales analysis.

. Saved $50,000 in spending by managing sales and operations budget $2.4

million T&E and $3.9 million equipment budget.

. Created AOP planning model, enabling sales team to achieve planning

accuracy to grow portfolio with precision.

. Led initial and long-term development of LBIT volume and equipment

tracking processes to raise productivity and manageability of product,

equipment, and plan.

. Spearheaded key volume-impacting projects to enhance sales with top-

100 customers, including brand surveys, Wild Cherry conversion,

Aquafina, Sierra Mist, 20-ounce, brand voids, and contractual

compliances.

. Managed funding payments to customer, bottlers, and distributors.

. Collaborated on strategic task forces to improve sales strategies and

effectiveness including volume per outlet (VPO), LBIT, foodservice

selling deck, and equipment tracking improvements.

Analyst, Pepsi-Cola North America, Columbia, Maryland 2002-2003

Contributed to developmental success of new sales and operations

foodservice division for Pepsi-Lipton Partnership, a $130 million joint

venture between PepsiCo and Unilever. Created first form of processes and

procedures for fastest-growing provider of tea in foodservice industry.

. Contributed to the addition of $21,000 in revenue and incremental

trademark exposure to 30,000 points of distribution.

. Created customized KPI's to analyze foodservice volume and equipment

trends against targets and plan by to improved sales division

efficiencies and sales opportunities, effectively growing business 5%

to 25%.

. Developed first form of LBIT volume and equipment-tracking databases

through complex network of five internal and external networks to gain

tactical measurement of nationwide rollout. Overcoming the

complexities and constraints of multiple internal and external data

systems to identify actionable sales insights (data mining).

. Evaluated and improved internal methodologies, tools, and processes,

which increase total sales 15%.

. Created granular sales analysis to identify volume opportunities in

selling stories and new business acquisitions.

. Provided leadership on key projects, which ensured continual growth

and productivity of sales teams such as insulation against

cannibalization, product compliance, reducing distribution hurdles,

increasing supplier sales year-over-year, addressing reporting

outages, and designing a competitive sales deck.

Trade Account Coordinator, Pepsi-Cola North America, Columbia, Maryland

2000-2002

Served as project coordinator for PepsiCo's second-largest foodservice

customer. Contributed to development of fountain, and B&C beverage

strategies for franchise-and company-owned restaurants. Developed and

managed first-ever bottles-to-go pricing program, orchestrating 255

bottlers, seven distribution centers, and 13 select beverages across the

United States. Program exceeded sales goal, making Pizza Hut PepsiCo's

largest foodservice B&C customer.

. Eliminated competing brand from 9,000 restaurants, adding $18 million

in incremental fountain revenue to PepsiCo by managing sales analysis

of Wild Cherry brand strategy.

. Increased PepsiCo's total B&C sales 25% by expanding best-in-class

bottles-to-go program in 110 national accounts.

. Grew B&C sales up to 20% by leading first bottles-to-go pricing

program, which solidified PepsiCo's inclusion in Pizza Hut's annual

promotional calendar. Ensured continuation of B&C sales strategies and

promotions for the next eight-plus years.

. Achieved 100% compliance of everyday and promotional B&C pricing (255

bottlers) programs by instituting audits.

. Served as liaison between technical and business groups to develop

solutions to meet all stakeholder needs.

. Created professionally designed business presentations, and customer

program profiles.

. Managed meeting and event planning for 50-300 individuals.

. Managed T&E, A&M, and equipment budgets.

Executive Administrative Assistant, Pepsi-Cola North America, Columbia,

Maryland 1997-2000

Functioned as administrative assistant for PepsiCo's largest foodservice

customer. Assisted sales division in the rollout and execution of

fountain beverage strategies totaling $70 million in annual sales.

Managed and developed brand optimization model, eliminating competitive

brands in 5,000 Taco Bell outlets, which increased PepsiCo's fountain

business by 19%. Created ground-up processes and procedures for new

division, which enhanced sales team penetration and volume sales.

Facilitated quarterly bottler strategic planning meetings to gain program

alignment throughout bottling system in the United States.

additional experience

Trahan, Burden and Charles Advertising Agency, Baltimore, Maryland,

Administrative Assistant, 1996-1997. Served in multifaceted position for

one of Maryland's leading advertising and public relations firms.

Contributed to development of direct marketing and media planning

projects, which assisted clients in exceeding sales goals. Streamlined

development of processes and projects, which enabled agency to enhance

efficiencies, effectiveness, and increase sales.

Multi-Specialty Health Care, Baltimore, Maryland, Administrative

Assistant, 1993-1994. Front-desk Receptionist, Billing Specialist, and

acting Office Manager on managers rotating day off.

Bally's Total Fitness, Towson, Maryland, 1989-1995. Executive

Administrative Assistant to Vice President, 1994-1995. Collections

Representative Supervisor, 1991-1992. Customer Relations Representative

and Renewal Processor, 1990-1991. Data Entry Clerk and Credit Reporter,

1989-1990.

professional development

Business Management Skills Training, 2009, 2010

Category Management Insights Training, 2008, 2009, 2010

Selling the DSD Advantage, GMA Alignment Process, and Partnership Selling

Process, 2010

PepsiCo Assortment Optimizer and Plan-o-Gram Designer, 2009

Presentation Skills Training, 2008

Development of Professional Presentation Skills, 2007

360 Sales Processes, PepsiCo AOP, and PepsiCo Non-Carb AOP, 2007

Powerful Communication Skills for Women, 2006

Communicating with Tact and Skill for Managers/Supervisors, 2006

Presentation Advantage, 2005

Access, 2004

Finance Assistance and Inclusion Training, 2003

technical skills

Microsoft Word, Excel (Pivot tables, VLook-up, Charts, Waterfalls),

PowerPoint, Adobe Professional, Oracle Sales Analyzer, Crest, STAR, STAR

Bright, Spectra InfiNet, IRI Xlerate Plus, Panel and Builders, SIA,

Enterprise Reporting Tool (ERT), Horizons, Ad Insights, Retail Forward,

Plan-o-Gram Designer, Assortment Optimizer, Due-to-Tool, Scanner

Advantage, Ad View and Feature Vision, IPOP, and LRB Space Tool

education

University of Phoenix, Towson, MD. b.s., Business Management, June 2011

outside interests

Michael .A Fiorelli Foundation for Esophageal Cancer Awareness, Crofton,

Maryland, Co-Founder and Vice President, 2007-2009. Initiated and managed

the development and production of a new 501(c) non-profit and charity

golf event. Lead a 15-member board of directors developing individual

roles and responsibilities. Designed all facets of business including

foundation website, newsletters, golf registration site, and golf

program. Raised $70,000 the first year of business.

Eclipse Sports and the Marathon of Miracles, Volunteer, 2010. Supports

initiatives that raise funds to eradicate cancer.

Contact this candidate