STEPHEN A. FLANK

**** ******** ***** . ********* ** 18106

610-***-**** (Cell) . 610-***-**** (Res.) . abl8xv@r.postjobfree.com

Sales, Marketing and Business Development Executive

Dynamic, results-driven sales strategist in the consumer packaged goods

industry with 21+ year record of achievement and demonstrated success

driving multimillion dollar revenue growth while providing visionary sales

leadership in highly competitive markets, with focus on the beverage

segment. Solid track record securing customer loyalty and forging strong

relationships with external business partners. Exceptional mentor and

coach; combining business acumen with innate leadership abilities to

recruit, build, and retain top-performing sales team.

Key Strengths and Competencies:

< Team leadership, Coaching, Mentoring

< Strategic Business, Marketing & Sales Planning

< Customer Relationship Management

< Product Introduction & Life Cycle Management

< Competitive Analysis, Positioning & Pricing

< P&L Management

PROFESSIONAL EXPERIENCE

ABARTA -- Coca-Cola of the Lehigh Valley 1989

- 2010

General Sales Manager (2005 - 2010)

. Increased the sales revenue of the company by over 20% and the sales

volume by 7% in 5 years.

. Consistently developed strong, sustainable relationships with large

corporate customers resulting in over 12 exclusive, long term

contracts

. Develop and execute the sales strategies for over 40 new product

introductions annually. This includes coordinating with account

managers, finance, production and logistics personnel

. Exceeded CCNA Product Age Improvement Program goal of less than 1% of

over age product 4 years running

. Responsible for Sales Forecasting by package and brand used in

development of production schedules

. Report directly to the director of sales and marketing, responsible

for a product line of over 270 packages and brands

. Responsible for the motivating, staffing, training, and mentoring a

team of 4 direct reports with a total team of 50+ employees in the

sales and service department

. Develop and implement annual business plans designed to achieve

company goals for purpose of increasing sales volume and revenue

. Direct segment development activities and coordinate sales

distribution by establishing territories, routes and goals covering a

total distribution territory of over 600,000 consumers

. Ensure implementation of sales strategies, either personally or

through subordinate supervisors

. Performed monthly analysis of market segments and competitive products

in order to adjust product positioning resulting in increased sales

and revenue

. Meets with key customers, assisting sales representatives with

maintaining relationships, negotiating and closing deals

. A member of the Strategic Management Team (SMT) responsible for

planning out the direction of the division

. Maintain strong relationships with ABARTA corporate senior management,

particularly thru scheduled trade tours and customer visits in Lehigh

Valley territory

. Successfully implemented the SMT initiative of consolidating the

Lehigh Valley and Coatsville service departments, now under Lehigh

Valley scope of responsibility

Senior Key Account Manager (1999 - 2005)

. Responsible for the sales volume and revenue of 15 key account

customers that represented over 65% of the total division's business

(ex. Giant/AHOLD, Weis Markets, Wal-Mart, Redners Market)

. Consistently grew overall Key Account volume and revenue year over

year

. Developed and implemented strategic pricing and promotional plans for

each key account customer with a focus on the customer's unique needs

designed to achieve company goals for purpose of increasing sales

volume and revenue.

. Worked closely with other internal departments in order to ensure

delivery of excellence in service levels and exceed customer

expectations.

. Responsible for forecasting volume by package and brands by each

customer to be used in development of production schedules

. Participated as Lehigh Valley Coca-Cola representative on TAG

strategic meetings for National and Regional Key Accounts (ex: Wal-

Mart, Giant/AHOLD)

. Participated in Key Account vendor events, meetings and tradeshows

. Track competitor promotions at Key Accounts on a weekly basis

District Account Manager - Cold Drink Department ( 1997 - 1999)

. Develop and implement annual pricing and package plans designed to

achieve company goals for purpose of increasing sales volume and

revenue

. Responsible for the positive growth of volume and profits pertaining

to fountain, full service, tel-sell and contract market segments

through execution of marketing programs, ad calendars, pricing,

package mix, brand strategies and merchandising standard

. Reported directly to the General Sales Manager and responsible for the

motivating, staffing, training, and mentoring a team of 5 sales reps

including tel-sell

District Account Manager - All Other Markets (1996 - 1997)

. Responsible for the positive growth of volume and profits pertaining

to the convenience chains, drug chains and independent market

segments through execution of marketing programs, ad calendars,

pricing, package mix, brand strategies and merchandising standard

. Review and make recommendations on competitive activity

Key Account Manager (1994-1996)

Route Supervisor (1991 - 1994)

Account Manager (1989 - 1991)

EDUCATION AND CREDENTIALS

Bachelor of Science (BS) - Millersville University

Professional Development

ABARTA - Leadership Conference (2008,2006)

Dale Carnegie Sales training

Leadership Through people Skills

Dimensions of Professional Selling

Quality Management Skills[pic]

< Key Account Management/growth

< Budgeting and Expense Control

< Effective networking

< Negotiating

< Effective/Persuasive Presentations

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