Sales Management

CRAIG R. ROTHE

**** ******* **., ******, ** *****

Home 859-***-**** Cell 859-***-**** **********@*****.***

SUMMARY

Exceptionally creative and resourceful sales and marketing executive is

offering an acclaimed record of superior results in food and beverage

consumer products industry, with substantial experience in key account

management. Annual performance which consistently ranks in the top 2%

nationally, achieved through ability to build a trusted and focused team,

using increased communication, sales and marketing innovation, and ability

to coach and unify internal support network. Decorated veteran of U.S. Air

Force. Key skills include:

Territory Management & Growth Sales Strategy Development

Key Account Management Consensus Builder

Sustained Superior Performance Positions for Profitable Growth

Leadership Initiative & Exceptional

Creativity

Professional Experience

Millennium Foods, Hebron, Kentucky 2008-2009

Regional Vice President of Sales

. Newly-created position designed to venture into new channels and to

develop a regional sales team

. Active business projects developed with 20 new customers including

Brinker Int'l, projected to bring in over $2 million of new business

spanning industrial, restaurants, foodservice, meat, poultry, snack

foods, cheese sauces, all-natural and other segments

Purnell Sausage Co., Simpsonville, Kentucky (Contract Employment)

Director of Marketing

. Developed company's first sales and marketing plan, with strategy and

tactics designed to regain sales and profitability, grow sales by 20% and

increase share growth in major markets

. Provided new merchandising tools to sales team, analytics to ownership,

product development concepts along with QA tracking processes

Griffith Laboratories, Cincinnati, Ohio 2006 - 2008

Account Director-Ohio, Kentucky, Indiana

. Achieved C.L. Griffith President's Award in 2007 for delivering 12%

increase in sales

. Exceeded $7 MM in annual sales of savory seasonings, coatings systems and

technology solutions within tri-state area, with customers including

Pierre Foods, Purnell Sausage, Koch Foods, Papa Johns

. Utilized as coach and resource to other sales directors for cook-yield

enhancement products

Bimbo Bakeries USA, Ft. Worth, Texas 2003 - 2005

National Account Manager-Kroger

. As national corporate team leader for Kroger, achieved record sales

growth of 21% in 2005 on $123MM base. Promoted from team leader for

Target Stores, achieving Category Partner status with Target.

. Named Kroger's first-ever National Category Partner for Commercial

Bakery. Developed new team of 6 account managers each with divisional

responsibility within geography

. Took Kroger's largest division to 27% growth in first half of 2005, and

launched 50 private label products into Kroger's system

. Implemented new sales strategies and relationship-building corporately

and within each division, positioning BBU as category partner and trusted

ally

Coors Brewing Company, San Antonio, Texas 2000 - 2002

Retail Account Executive

Developed, deployed, and facilitated new and innovative marketing programs

to Valero Energy/Diamond Shamrock nationally. Collaborated with other

business units to establish first-ever national support team.

. Took this 1200-unit retailer to positive growth trends, from -25.7% in 17

months. Named Category Partner

. Instrumental in discontinuing historic practice of deep-discounting to

obtain promotional support, by adding value with store-level execution,

custom merchandising and promotional programs

. Redesigned pricing system, and developed execution standards for

distributor network

Anheuser-Busch, Inc., Houston, Texas

Sr. Key Account Manager 1982 - 2000

Developed Category Management focus to tailor customer's malt beverage

categories to consumer preferences utilizing micro-marketing resources,

producing record sales and share growth for brand portfolio

. Built business through development of relationships at all retail levels

from stores to senior management

. Developed support programs, which included distributor training in

Category Management, and development of innovative merchandising and

customer-focused point-of-sale materials resulting in record trends. Led

team of 12 sales, category management and administrative personnel to

record sales

. Facilitated new process within largest convenience store chain to improve

communication between senior management, field employees and their store

managers, which was chronicled in national publication

. Achieved record sales in all retail segments, including national and

regional supermarket, convenience, drug, mass merchandiser, liquor,

restaurant, concessionaire and club chain accounts

. Consulted to A-B International, conducting market analysis in Tokyo, Hong

Kong, Guam, and Australia that provided unique analysis and insights,

leading to actionable programs that targeted the opportunities

. Served as Chairman of in-house group of 40 employees, designed to provide

solutions to concerns within sales department. Instrumental in leading

group in a new direction to assist VP of Sales in addressing trend and

share loss with flagship brand, among other innovative initiatives

Education

Master of Business Administration

Our Lady of the Lake University, San Antonio

Pinnacle Graduate, Delta Mu Delta Honor Society

B.A. Sociology

Indiana University

professional development

Miller-Heiman, CRM, Foundational & Strategic Selling, Coating Skills, Meat

Science, Category Management Certification-National Association of

Convenience Store Series, Dale Carnegie Leadership Course, Time Management,

Information-Based Selling, Business Planning I & II, Strategic Selling,

A.C. Nielsen, IRI, E.M.S., Spectra, 7-Habits of Highly Effective People,

Negotiating and Influencing

Computer skills

Vista, Excel, Outlook, Lotus Notes, PowerPoint, CRM, Word, ViaLink,

ProSpace, dunnhumby, A.C. Nielsen, Nitro, IRI and other syndicated data

resources

Professional affiliations

Ohio Valley Institute of Food Technologists Officer, Job Search Focus Group

Board of Directors and past president, past association with Retail Grocers

Association and on Legislative and Scholarship Committees, National

Association of Convenience Stores, Texas Tourism Industry Association,

Grocery Manufacturers Association, Co-Chairman of Social Committee for

Texas Food Industry, Kentucky Colonel

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