Sales Manager

Eric M. Lafleur

**** *********** ***** ● Chesapeake, VA 23323 ● ********@******.*** ● 904-***-****

Objective

To obtain a sales management position with a company in the CPG industry by utilizing my 7 years of

experience in retail, category management, headquarter selling, and personnel management to maximize the

company’s sales objectives and profitability.

Professional Summary

A graduate of Acosta Sales and Marketing’s Leadership Development Program I received extensive training

in the Grocery Channel in field retail sales, category management and headquarter selling. I spent the

subsequent three years as a Business Manager Grocery / GM / HBC with Acosta Sales and Marketing calling

on Winn-Dixie. Managed portfolio included; Clorox, Campbell’s, Kellogg Health & Wellness, Eastman

Kodak, Beiersdorf, New World Pasta, and more. In February 2009 I accepted a position to relocate with

Acosta and join the newly acquired C. Lloyd Johnson Company to lead corporate sales integration. I am also

currently serving as the Business Manager running our Clorox team.

Experience

• Acosta Military LLC. Business Manager –Achieve Clorox sales objectives and goals by

developing and executing go to market strategies through, tactical merchandising, assortment,

pricing and shelving plans within the Military Defense Commissary Agency.

1) Acosta corporate sales integration

- Communicate observations on P&L opportunities within the division to EVP Customer

Development and CEO

- Provide Business Management and Field Sales teams with headquarter selling, category

management, and business management practices that parallel the Acosta culture.

1) Trade Fund Management

-Promotion management, planning / allocation / tracking expenditures

- Deduction management

- Siebel, IBM, Verisync, MEI usage of proprietary online planners

- Vendor Credit Memos written at store level

2) Distribution Management

-New items

-Assortment / Space rationalization/ Core item focus

3) Field Sales Management

- Create global “in-store” execution plans for Field Sales Team

- Manage a network of 12 supplying distributors for all Clorox goods

Norfolk, Virginia; Feb ’09 – Current

• Acosta Sales & Marketing Business Manager -Create and execute go to market strategies for

clients through tactical Merchandising, Assortment, Pricing and Shelving plans to increase sales and

market share.

1) Trade Fund Management

-Promotion management, planning / allocation / tracking expenditures

- Deduction management

- Siebel, IBM, Verisync usage of proprietary online planners

2) Distribution Management

-New items

-Assortment / Space rationalization/ Core item focus

3) Category Advisory

- Category Advisor (captain) for WD in key categories, Bleach, Household / Bathroom

Cleaners, Film, First Aid and Cat Litter, Adult Nutrition

Jacksonville, Florida; April ’05-Jan ‘09

• Category Analyst, Grocery / HBC/ GM / Frozen – Built sales support presentations through

analysis of syndicated data.

1) Database manipulation

-Used ACNielsen and IRI to compile syndicated data reports: trends, rankings, opportunity

gaps, space to sales, etc.

2) Created Customer and Client Business Reviews

3) New Item presentations

4) Post Promotional Analysis

5) Business Development assessments

6) Trend Reports

7) Market & Category Share tracking

Jacksonville, Florida; Jan ’04 – Mar ‘05

• Territory Manager, Grocery / Frozen- Managed 25 Jacksonville WD stores wall to wall for

Acosta client portfolio.

- Distribution Management

- POG / Pricing / Promotional compliance

Jacksonville, Florida; Aug’03 – Dec ‘03

Accomplishments / Awards

1) Clorox 2007 “Best of the Best” Award / Laundry Household Division- National Award

provided annually to the individual that exhibits the best sales execution within a fiscal year.

2) Clorox 2007 “Project Grand Slam” Southeast Award- Award to closing the most core voids

within the Southeast Region.

3) Acosta Chairman’s Silver Award Recipient 2005- Honored by Acosta Chairman / CEO with

prestigious award, only eight are awarded annually throughout the entire corporation for

employees who best demonstrate Acosta Values in representation of the corporation.

4) Kodak Southeast Broker of the year Award 2006- Awarded by Kodak corporate for best sales

and growth performance in 2006 in Southeast Grocery Channel.

5) Acosta Chairman’s Bronze Award Recipient 2007- Honored by Acosta Chairman / CEO to

the top 100 employees who best demonstrate Acosta Values in representation of the corporation.

6) Created Distribution and void tracking scorecards nationally for Kraft Specialty brands, which

proved instrumental in the execution of speed to shelf on new items and distribution

maintenance for key accounts.

Education

Aug 99’ – Aug ‘03

The Florida State University, Tallahassee, Florida

Bachelor of Science, International Affairs

Skills

Microsoft Office (Word, Excel, PowerPoint, Access)

ACNielsen

IRI

Siebel

MEI

IBM

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