Sales Manager

TERESA L. JOHNSTON - MBA

** **** **** **** ****

http://www.linkedin.com/in/teresajohnston home (203) 929-

7919

Shelton, CT 06484 ******.********@*********.***

CAREER SUMMARY

Accounting and Financial Planning and Analysis Manager with a strong

foundation in general ledger, variance analysis, forecasting, budgeting and

expertise in brand pricing. Strong ERP, OLAP and Microsoft office skills.

Managed accounts receivable, credit and collections, trade promotion

planning and tracking, and consumer promotions. Excellent analytical,

communication and problem solving skills. Demonstrated leadership

capabilities in accounting and finance roles.

WORK EXPERIENCE

TETLEY USA, Inc., Shelton, CT 1989 - July 2009

Manager - Financial Planning and Analysis (2005 - July 2009)

Reporting to the Controller, managed forecasting and budgeting process for

Tetley Retail and Foodservice Private Label Brands. Analyzed monthly

variances from plan for the Profit and Loss and Working Capital Statements.

Managed the OLAP (Prophix) data base and reporting system.

. Directed the development of the annual plan and monthly updates to ensure

plan alignment with group targets.

. Developed pricing on hundreds of new products contributing to annual

sales gain of $10 million.

. Responded to inquiries on customers, products, pricing, rebates and

system functions from all levels.

. Wrote documentation for ERP modules and trained new hires.

. Worked under time deadlines to meet reporting requirements of the UK and

India.

. Managed multiple projects at one time, setting appropriate priorities.

Manager, Sales and Promotion Accounting (1997 - 2005)

Reporting to the VP of Finance, managed sales and promotions accounting in

the reporting and analysis of sales, trade promotions and consumer

promotions. Directed the accounts receivable department in the application

of cash, managed the credit and collections function and reported and

analyzed trade and consumer promotions by brand and company. Supervised

staff of ten.

. Managed accruals for trade and consumer programs for eight different tea

and coffee brands.

. Analyzed trade programs to determine their effectiveness and identified

unprofitable programs, saving the company 10% on trade promotion

spending.

. Managed accounts receivable, credit and promotion accounting, and

coordinated payments to customers and distributors.

. Maintained pricing and trade systems to ensure invoice accuracy. Reduced

bad debts by $100k annually.

. Incorporated private label, coffee, and foodservice businesses into the

existing Tetley Tea portfolio.

. Provided transition services to the two companies that purchased the

coffee business resulting in faster completion of the business transfer.

Manager - Trade Promotions (1995 - 1997)

Reporting to the CEO, worked on the team to implement a new order entry and

accounting system for all businesses within the company.

. Key member of team that implemented new ERP system and tested all aspects

from order entry to invoicing including accounting entries. Suggested

many improvements that were implemented and designed the promotion

accrual system and subsequent reporting.

. Developed procedures for extended UPC bar code formats for consumer

coupons.

. Interfaced with accounting, sales, marketing, BIS, finance and customer

service to resolve issues and provide information on sales, promotions,

expenses and variances from plan.

TERESA L. JOHNSTON PAGE TWO

Project Manager - Trade Promotions (1993 - 1995)

Reporting to the VP of sales and marketing, worked with sales and marketing

departments on special reporting to meet their needs for trade and consumer

promotions.

. Provided training and education to field sales on new system development.

. Reviewed and analyzed monthly financial statements for variances in trade

and consumer promotions.

. Analyzed trade promotions to determine their effectiveness within each

market.

. Conducted monthly trade promotion tracking meetings; reported results to

senior management.

Accounting Manager - Sales, Promotions and Accounts Receivable (1990 -

1993)

Reporting to the CFO, incorporate the Southern Tea Company into Tetley

systems, while continuing to control trade spending.

. Integrated Southern Tea Company into the Tetley system and invoiced

private label with Tetley brands.

. Designed an on line system to track Foodservice equipment loans and

subsequent payoff by the Foodservice Distributors.

. Led the Billing and Promotions task force that identified and recommended

procedures for more accurate invoices and accruals; increased invoice

accuracy by 25%.

. Created customer contribution statements and worked with BIS to implement

these for the top 30 customers by major brand group.

Supervisor - Promotions, Accounts Receivable and Sales Accounting (1989 -

1990)

Reporting to the VP of Finance, provide trade and consumer promotion

tracking systems for the use in controlling spending of the $38mm budget.

Supervised staff of two.

. Analyzed and controlled trade and consumer promotion reserves.

. Converted the coupon reporting to Excel - based spreadsheet formats so

coupons could be easily analyzed. Transferred the coupon account to a

new vendor to take advantage of a Coupon Management Service. Saved $120k

in the first three years after conversion.

. Developed a new promotion system, working with field sales and marketing

to create controls by brand and by customer.

CADBURY U.S.A., Stamford, CT 1981 - 1989

Supervisor, Sales and Marketing Accounting (1986 - 1989)

Reporting to the Controller, supervised staff of six in accounting for

direct marketing and fixed cost expense for sales, marketing and market

research. Designed a trade promotion reporting system with on-line

capabilities, providing management with a tool to review promotion

expenses.

Senior Staff Accountant, General Accounting and Control (1983 - 1986)

Staff Accountant, Manufacturing and Cost Accounting (1981 - 1983)

AMERICAN STANDARD, INC., Wauregan, CT 1979 - 1981

Cost and Property Accountant

EDUCATION

MBA, Management, University of New Haven, New Haven, CT (1986)

BS, Business Administration with concentration in Accounting,

Bryant College, Smithfield, RI (1979)

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