Sales Manager

Kristin K. Hai

* ******** *** ******* ** ***** ****@*********.*** 973-***-****

A seasoned sales professional with considerable, escalating responsibility

in fast moving consumer packaged goods. Proven experience managing others,

implementing strategy, process and delivering superior results through fact

based selling and category management principles.

Professional Experience

MARS Chocolate NA, Hackettstown, NJ

4/10-6/10

National Account Manager - Rite Aid

Manage $71MM Chocolate business at Rite Aid. Responsible for achieving

maximum profitable sales volume with focus on Seasonal business.

Pfizer Consumer Healthcare (Wyeth), Madison, NJ

2001 - 2010

Key Account Manager - Wakefern/ShopRite

1/08-3/10

Manage $19MM Wyeth Consumer Healthcare portfolio in traditional grocery

account. Focus on improving promotional execution and brand strategy

while growing topline.

. Chosen for Presidents Award/Gold Cup for account management excellence

2008

. Improved IRI measure % Merchandising on Display by 30% which in turn lead

the country in dollar sales growth on Centrum in 2008

. Increased sales on ChapStick Loose stick by 55% by revamping the

ChapStick front end program

. Managed down a $1.4MM overspend from prior years

. Create and present Category Reviews, Quarterly Business Reviews, and

utilize syndicated data on a daily basis to achieve objectives

Senior Account Manager - Duane Reade Drug Stores

1/04- 12/07

. Chosen for Presidents Award/Gold Cup for account management excellence

2007

. Improved P&L key measures by 3 points resulting in customer qualified for

bonus trade rates

. Utilized IRI and RSI data to renegotiate a 3 year agreement for ChapStick

placement at the front end and pharmacy, improving distribution and

reducing costs

. Gained permanent placement of 9 core sku's at the pharmacy counter

. Created Advil Everywhere theme which resulted in an increase of +17% in

Advil base business

. Implemented unsalables policy effectively moving to fixed amount to

improve overall efficiency

Manager of Sales Support, Wyeth HQ Madison NJ

12/01-1/04

. Developed electronic tool that streamlined HQ communications to Field

that improved and collated all the many brand changes each week

. Increased sales department efficiency by designing/implementing automated

system for custom display requests and product allocations

. Selected as thought leader to attend Idea Summit (2002) to brainstorm and

present new ideas to upper management

. Directed sales support for Alavert National Launch, enabling sell in of

key accounts and transferring best practices to other sales teams to

drive success.

LU Biscuits/Danone Waters of North America, Pasadena, CA

2000 - 2001

Key Account Manager

7/00-12/01

Sold line of imported biscuits through non-traditional distribution

network. Managed specialty brokers for grocery and sold direct to other

classes of trade. Gained distribution of Club pack at BJ's Wholesale

Club, opening new channel for 3 SKU's.

Adams USA, Division of Warner Lambert, Morris Plains, NJ

1995 - 2000

Channel Account Manager

7/98-6/00

Managed multiple accounts in priority Convenience channel (included

McLane NE). Implemented category fact based resets that led to increased

profitability in assigned accounts, selected as Category Captain in all

priority accounts during tenure in position.

. Awarded National Sales Recognition Award for Innovation in Merchandising

1998

. Increased territory dollar volume by 19% to 15.3 million (Cumberland

Farms, Hess Marts, QuickCheck, BJ's Wholesale) in 18 months by improved

service level to customer

Retail Sales Supervisor 1/97-6/98

. Managed 18 people in 5 states calling on the Food, Drug, and Mass

Merchandise classes of trade

. Awarded Eastern Region True Success Award for sales excellence

Account Manager 2/96-12/96

. Implemented PACE Program at retail that contributed to a 20% increase in

sales

. Managed brokers for Bubbaloo and Chiclets brands (NY Food Broker)

Territory Distribution Representative

4/95-1/96

Covered assigned territory of 400+ retail locations, cutting in new

items, supporting sales of 70 existing SKU's and managing retailer

distribution programs.

Kristin Michael's Greetings, Schenectady, NY

1993 - 1995

Account Manager

Managed territory of independent retail department locations over 2

states in Greeting Card category. Sold line of greetings, gift wraps and

impulse items. Expanded customer base by cold calling on independent

retailers and weekly maintenance of existing displays and shelving.

Commission sales.

Skills and Professional Development

Bachelor of Science in Business Administration

May 1991

State University of New York College at Oswego

Sales Tools: Siebel 7.8; IRI Xlerate Plus 2.4; Verisign Data; MS Office

Suite

Courses/Seminars: MVI US Chain Drug Seminar, AMA Women in Business,

Successful Selling, Business Planning, Promotion Management, Negotiating to

Win, Apollo Training, Intercept Training

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