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Sales Manager

Chesapeake, Virginia, 23320, United States
May 24, 2010

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Donal Williams *** Conservation Crossing . Chesapeake, Virginia 23320

( 757.***.**** ( 973.***.****




Strategic Planning . Budgeting & Financials . Merchandising Management .

Contract Negotiation . Supplier Management . Procurement . Inventory

Management . Staff Development & Training . Product Development & Launch .

Marketing / Advertising . Troubleshooting . Customer Service

Forward-thinking, analytical senior professional with a distinguished

record of success meeting and exceeding corporate goals in complex, fast-

paced environments. Effective in working across organizations to identify

requirements and formulate cost-effective solutions. Articulate, persuasive

and innovative communicator with established credibility and personal

integrity that leaves lasting impressions with customers and staff.

Realistically assess strengths and weaknesses, fostering innovation among

others. Adapt leadership style to situations and people; empower, motivate,

and guide others to reach their goals.

Exemplary results for major retailers that include Wal-Mart, Kmart, Dollar

Tree Stores, and A&P. Capable of managing $1.5 Billion in annual sales

volume. Centralized buying process which contributed $4 Million in profit

for A&P. Generated over $100 Million in revenue from negotiated contracts

for Wal-Mart.



Dollar Tree Stores Chesapeake, Virginia

Divisional Merchandise Manager, Deal Stores Food, Candy, Dairy,

Frozen, DSD 2005 - October, 2009

Responsible for sales, merchandising, marketing, advertising, and the

development of the core merchandise assortment for Deals Stores. Deals

are a new store format that was acquired from Supervalue. In this format

company will sell merchandise for over $1.

< Developed core assortment for Food department with a merchandise mix

of $1 goods up to $5 retail.

< Sales up year-to-date in food +15.4% comp.

< Developed Plan-O-Grams for all food categories and flow plan.

< Developed core assortment for Candy that is driving 30% comp sales


< Developed 12-month strategic business plan for Food, Frozen, and Candy

department including promotional and advertising plan.

Divisional Merchandise Manager of Close-outs (Dollar Tree) 2005 - 2007

Responsible for sourcing, negotiating, purchasing, and distributing

all merchandise close-out items of the entire chain (2,700 stores).

< Development and implementation of vendor procedures for close-out

merchandise presentations.

< Close-out merchandise purchases up 45% in 2007 vs. previous year.

< Guided the Information Technology team with new order procedures to

improve lead time on close-outs.

< Trained and developed new buyers.


Donal Williams Page 2

A&P US Paterson, New Jersey

National Director of Rapid Consumables 2003 - 2004

Responsible for sales, marketing, advertising, and operations of DSD

and Warehouse Rapid Consumables categories. Negotiated Soda contracts

with Beverage Vendors which generated an additional $500,000 in annual

profit. Developed and implemented a corporate 52-week strategic planning

process for the entire company, which included GM, HBC, and the Fresh

departments. Responsible for a staff of 8 associates with volume

responsibility of $1.5 Billion in annual sales.

< Centralized buying process which contributed $4 Million in profit.

< Increased market share penetration of Private Label Snacks and

Beverages by 5.5 share points.

< Analyzed sales data to determine regional preferences and developed

store-specific Plan-O-Grams that increased sales and reduced inventory

for the Beer category.

< Developed and implemented Strategic Pricing Process for Direct Store

Delivery that insured cost pricing accuracy.

< Established controls to insure vendors were submitting prices

accurately and in a timely manner.

Fleming Companies, Inc. Lewisville, Texas

Vice President of Grocery, GM/HBC Frozen, Dairy Retail Division 2002 -


Responsible for directing and implementing sales, marketing,

advertising, and assortment planning of non-perishables. Worked closely

with field operations to ensure stores properly merchandised according to

local demographics. Key member of the executive committee. Volume

responsibility of $1.4 Billion in sales. Areas of responsibility included

dry grocery, HBC, fuel, pharmacy, Diary, frozen foods, household and

general merchandise. Managed staff of 10 Category Managers and 2 Senior


< Centralized procurement process which improved the cost of goods.

< Developed and implemented an annual strategic planning process that

replaced a 6-week process that improved productivity and was adopted


< Worked with IT department to develop retail technology.

< Completed category reviews on all major categories which improved

sales, increased turns, improved profitability, and reduced inventory

in excess of $20 Million.

Wal-Mart Stores, Inc. Bentonville, Arkansas

Merchandise Manager of Direct Store Delivery (DSD) & Snacks /

Beverages / Beer / Wine / Liquor 1996 - 2002

Responsible for total merchandising and operations of Direct Store

Delivery that generated over $6.5 Billion in annual sales. Managed a

staff of 7 Buyers and 2 Assistant Buyers. Developed and executed

strategic merchandising plans that achieved sales, and profit budgets 3

consecutive years.

< Utilized retail link to develop store-specific Plan-O-Grams utilizing

category management.

< Implemented new backdoor receiving program for DSD vendors which

improved receiving process.

< Assisted in the development of Wal-Mart's new Neighborhood Market.

< Developed corporate DSD manual which outlined merchandising and

operational efficiencies.

< Generated over $100 Million in revenue from negotiated contracts.


Donal Williams Page 3

< Increased sales and profit of private label soft drinks in excess of


< Implemented internal and external systems to capture accurate cost

prices for soft drinks.

Senior Buyer, Snacks & Beverages (Wal-Mart) 1996 - 1999

Developed and implemented strategic plans for 2,100 Wal-Mart stores.

Volume responsibility of $1.5 Billion. Exceeded financial objectives 3

consecutive years. Led the team during the absence of DMM for 3 months.

Negotiated annual contracts with major beverage companies.

< Initiated seasonal and basic merchandising programs.

< Coordinated advertising programs for the entire chain.

< Supervised 2 additional buyers.

< Completed annual category reviews which improved sales and profit.

Kmart Corporation

1974 - 1995

Corporate Buyer 1988 - 1995

District Manager 1986 - 1988

General Store Manager 1982 - 1986

Merchandise Manager 1980 - 1982

Assistant Store Manager 1974 - 1980



BS - Business Administration

Jarvis Christian College

Economics minor




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