Sales Management

Mark A. Gleason

**** ********** ***, **** *******, PA 19380

ablyj8@r.postjobfree.com ( Cell: 610-***-****

http://www.linkedin.com/pub/mark-gleason/a/9a5/37b

Senior Level Management Executive

Executive and Sales Leadership, Multiple-Service Experience, Team

Development, Client Relations, Boardroom Presentation Skills, Contract

Negotiations, Strategic Planning, Profit and Loss Management, Construction

Planning and Financial Acumen.

Career Highlights

. Senior food industry executive combining strategic skills, culinary

excellence and strong consumer based retail marketing experience.

. Successfully implemented roll out of new food concepts including

product specification, packaging and establishment of operational

standards through a decentralized operating system.

. Strong track record of success in adapting corporate brands and

concepts to specific accounts with unique space, client and consumer

needs.

. As Associate Dean of the Culinary Institute of America charged with

developing foodservice programs that combined world class culinary

skills with executive business acumen.

. Afforded continuous promotion opportunities and member of Division

awarded Circle of Excellence, Best Division in company for highest

percentage, sales and profit achieved.

. Developed strategy to achieve Division growth initiatives by focusing

efforts on moving average sale from $3.0M to a process for developing

targets of $20M.

. Co-founder of an Advanced Development program that identified and then

developed future leaders.

. Appointed Director of the Philadelphia STAR Team FY 2002- FY 2004, the

company's most visible client/community and charity outreach program

for Corporate Social Responsibility.

. Skilled at assimilating cultures and styles through relationship

management expertise at senior levels.

Professional Experience

SODEXO CORPORATION, GAITHERSBURG, MD 2006 - PRESENT

Sodexo, Inc., headquartered in Gaithersburg, MD, is a subsidiary of Sodexo

Group. Sodexo, Group is a leading integrated food, facilities management

and voucher services company with 20.5 billion in annual revenue. Sodexo

has 355,000 employees at 30,600 locations in 80 countries. Serving

corporations, health care, long term care and retirement centers, schools,

college campuses, government installations and remote sites worldwide.

Vice President Sales, Education Market

A member of the Executive team, direct and manage the sales process for

large contract dining management prospects in the Campus Services Division.

Provide leadership and direction to Sales Executives in all aspects of the

sales process, while ensuring clear communications with senior levels of

the Sodexo organization. Responsible for developing and monitoring a

strategic sales business plan that focuses on increasing market share and

achieving financial goals. This operations-friendly sales organization

supports the growth of the Division on a national basis. Since stepping

into this position, the Education Market has achieved budget every year.

Significant Accomplishments:

V Leader in positioning companies "comprehensive solution" approach to

clients.

V Designed new collateral, direct mail marketing programs and sales

proposal systems.

V Established performance metrics to manage Sales Executives prospecting

practices and closure rate.

V Instrumental in moving new sales for Division from $50M in 2006 to

$90M in 2009.

V Developed and implemented an innovative large account strategy for an

undeveloped customer segment.

V Key contributor in the design of client CRM system recently

implemented.

V Set strategy and managed the Division's relationship with all

professional trade associations.

Culinary Institute of America, Hyde Park, NY 2005 - 2006

Recognized worldwide in the food and hospitality industry as a leading

Culinary Arts, Pastry and Baking College. The CIA has an enrollment of

2,700 students and offers 4 degree programs delivered by 125 instructors.

Students receive a quality education at the CIA that is supported by the

300 companies that recruit its graduates.

Associate Dean for Business Management

Led the assessment and redesign of the Business Management Program offered

by the Culinary Institute of America. Member of the senior academic policy

making team and was responsible for connecting with key industry

professionals, maintaining communication with other educational

institutions and curriculum

development. Responsibilities included hiring and supervising

faculty/staff, professional development initiatives, strategic planning,

student retention, financial management and setting academic standards.

Significant Accomplishments:

V Redesigned curriculum to better match current industry standards and

expectations for subjects such as food service and retail marketing,

human resource management, finance and entrepreneurship.

V Successfully supported the negotiation of the faculty bargaining

agreement and established a robust adjunct faculty program to

supplement full time faculty by using industry networking skills.

V Worked closely with Industry Solutions Research and Development team

in establishing strategic focus relative to food technology, branding,

concept development, process engineering, profitability and metric

management.

ARAMARK Corporation, Philadelphia, PA 1992 - 2005

ARAMARK is one of Fortune's Most Admired companies and the World Leader in

Managed Services with 250,000 employees in 21 countries. They are the

leader in professional services, providing award-winning food services,

facilities management, and uniform and career apparel to health care

institutions, universities and school districts, stadiums and arenas, and

businesses around the world.

Regional Vice President, Campus Services (2000-2005); Philadelphia, PA

Member of the Executive Leadership Council and was responsible for $250M of

campus dining business generated at 55 college and university locations in

the Eastern Region. Managed 14 executives as direct reports and was

accountable for all strategic planning, revenue growth and financial

decisions. Responsibilities included maintaining client relationships with

all contracted Universities and Colleges and to set policies and lead a 450-

member management team. Successfully developed strategic account plans for

each location that included implementing national, regional and in-house

retail brands to maximize customer satisfaction and participation.

Significant Accomplishments:

V Successfully retained 65% or our contracts prior to competitive

bidding through proactive negotiations resulting in long term

contractual agreements.

V Overall client retention was maintained at 99% under my leadership.

V While in this position base business grew annually by 7-8% through use

of focus groups, state of the art technology, targeted promotions and

pro-active pricing negotiations.

V Based on market analysis and customer demographics we renovated

facilities and implemented brands such as Quiznos, Dunkin Donuts,

Burger King, Starbucks, Subway, Taco Bell, Pizza Hut and Einstein

Bagel.

V Developed and implemented a mobile convenient store (3C) solution for

underserved areas on campus after studying customer traffic and buying

patterns.

V Established regional chef competition and guest chef program to

highlight culinary excellence.

Regional Vice President, Business Services (1996-2000); Mid Atlantic Region

Promoted to lead a $150M region at 125 locations in the Mid-Atlantic area

which provided contract services such as dining, vending, construction

management, housekeeping, offices services, grounds, plant

operations/maintenance, mail services, transportation, parking and

reprographics. Successfully established 3-5 year strategic business plans

for my clients that lead to growing the region from $125M to $150M.

Significant Accomplishments:

V Successfully managed the relationships with the top accounts and

maintained client retention at 98%.

V Established new sales strategy using market segmentation which

produced 10% new business annually.

V Developed training programs to assist management with transition from

traditional dining service offer to multiple service offers.

V Worked closely with operations team in establishing meals on

wheels/off site catering program using commissary production and

distribution.

V Assimilated new business and employees through acquisition while

maintaining client retention plus profitability.

Regional Vice President, Business Services (1992-1996); Northeast Region

Leader of a $85 million dollar Region with 50 Business Services locations

throughout New England, which required a turnaround business model

strategy. Accomplishments included building new operating teams that

focused on productivity measurements, developing human resource systems

that focused on strict performance metrics, new customer service programs

based on loyalty, and establishing creative marketing programs that focused

on building repeat sales.

Significant Accomplishments:

V Developed training programs to assist managers with transitioning from

a traditional subsidized industry to a profit and loss culture.

V Sales grew 10% annually under my leadership and stabilized financial

performance of the region during the nationwide economic downturn.

V Managed roll out of in house new retail brand programs for 35

Corporate Services clients such as Itza Pizza, Allegro, Java City and

Gretel's Bakery.

Organizations and Affiliations

. NATIONAL ASSOCIATION OF COLLEGE AND UNIVERSITY BUSINESS OFFICERS-

MEMBER

. National Association of College Auxiliary Services-Member

. Student Affairs Administrators in Higher Education -Member

. Society of Food Management- Member and as a National Conference Co-

Chair

. Sodexo Pan Asian Network Group (PANG)

. Pennsylvania Home of the Sparrow- low income housing project,

volunteer

Professional Development

WHARTON SCHOOL OF THE UNIVERSITY OF PENNSYLVANIA, EXECUTIVE MANAGEMENT SERIES

Sodexo Executive Development- CLIMB

ARAMARK Executive Leadership Institute at Pennsylvania State University

Education Background

Masters of Business Administration ( Russell Sage College - Albany, NY

Bachelors of Arts, Business ( Alfred University - Alfred, NY[pic]

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