Sales Manager
Resume:
A LAN COLE
Morristown, NJ 07960
****.*.****@*****.***
PROF I L E
Sales Management professional with extensive experience building brands, driving
revenue, cutting costs, and achieving profit growth for the largest privately-held
confectionery company in the US. Demonstrated business leadership and strategic
p rocess design within the consumer packaged goods industry. Expertise includes
c ross-functional leadership, business and competitive intelligence, and selling skills.
PROFESSIONAL EXPER I E NCE
MARS C HOCOLATE, NORT H AMER ICA; Hackettstown, N J
1982 - 2009
Sales Effectiveness Manager - P roject Management (2007 – 2009)
Developed and documented the Sales Planning Process for new i tem and limi ted
edition introductions in North America resulting in $40 million incremental sales
annually through customer new distribution support. Presented and sold the vision
of possibilities to cross-functional teams, creating a minimum of noise and ensuring
i nt roductions met customer expectations. Created and executed customer driven
recommendations for concise and standardized promotional data sharing.
• Projects sold to VPs, Directors, and Marketing Management through
p resentations and small group discussion.
• Developed process f low documentation for gaining agreement with changes.
• Gained agreement from all cross-functional associates and teams prior to
formally posting changes to the new i tem process.
• Delivered all projects to successful completion, on-time and below budget.
• Increased syndicated data usage by +50% by developing and implementing
effective strategic and tactical marketing programs.
• Drove thi rd-party cost savings exceeding $50,000 Year I by leading successful
c ross-functional negotiations between customers, broker, and account
management.
• Created concise, electronically fed data bank enhancing Marketing
deliverables to Sales.
• Trained all cross-functional new hires on sales methodology th rough creation
of a board game, enhancing learning retention.
Sales Operations Manager (2006 – 2007)
Insti tuted strategic programs to tu rn Sales Operations into a sustainable
competitive advantage. Created customer dollar volume plans and gained Sales and
M arketing agreement with a minimum of noise in the Snack, Pet, Food, and Ice
C ream divisions. Anticipated incremental Sales funding availabili ty, securing
enough to double growth objectives.
• Managed thi rd-party incremental store coverage goals and budget.
• Guided Sales in maximizing sell-through on major customer programs.
• Increased Sales usage of syndicated data to reach objectives by ensuring
compelling account presentations, underscoring value of insights generated
t hrough analysis.
• Forecasted Sales group business within one percent of outcome by developing
new process/methodology.
A LAN COLE Resume
P age 2
MARS C HOCOLATE, NORT H AMER ICA (Continued)
Account Retail Operations Manager (2002 – 2006)
Ensured retail success th rough broker network for K roger, Target, Ahold,
SuperValu, and K-Mar t for Snack, Pet, and Food. Presented retail findings and
recommendations at key stakeholder meetings with account team and broker.
Developed r apid deployment methods with broker and Retail Market Managers.
• Managed thi rd-party incremental store coverage goals and budgets.
• Created retail coverage cost analysis and recommendations for each team.
• Developed retail incentives from incremental funding to exceed goals and
achieve sales growth of +$25,000,000.
• Collaborated on national broker contract with cross-functional teams.
Ma rket Manager (2001 - 2002)
Led broker network to exceed Snack, Pet, Food, and Ice Cream sales objectives for
t he Ohio Valley Region. Positioned the broker for success and ongoing goal
achievement. Grew market share while keeping within budget through coaching the
b roker account executives.
• Increased sales by 8%, double the objective.
• Grew market share 3%, goal was f lat growth.
• Attained 81% authorizations of new i tem introductions by key customers.
Account Manager (1998 – 2001)
Developed and implemented effective strategic and tactical marketing programs for
region customers. Secured incremental retail labor for special marketing events.
Acquired new distribution gains at each customer at double the objective rate.
• Worked closely with each customer to lower unsaleables and seasonal
markdowns to 0%.
• Increased sales by 11%, more than double the growth objective.
• Pioneered use of telesales to generate incremental sales at wholesalers.
Prior to 1998, held increasing responsible Sales development positions at Mars.
E D UCAT ION
MBA, Winthrop University, Rock H i ll, SC
BA, M iami University, Oxford, OH
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