Sales Manager
Resume:
BENJAMIN D. KENTER
***/***-**** (Home)
San Diego, CA 92011 512/560-
**** (Cellular)
VERSATILE, ENERGETIC, and CREATIVE EXECUTIVE with proven sales, marketing and
management experience across the entire spectrum of the food industry. Confident
leader, natural team builder with exceptional people skills and long term
established business relationships. Highly motivated, goal oriented achiever,
with an uninterrupted record for producing profitable sales, top line growth and
bottom line results. Thorough knowledge of developing strategic marketing
concepts that creates brand awareness develops customer loyalty and supports
sales efforts. Proven track record of fiscal responsibility, profitable growth
and utilization of promotional dollars.
Summary
Chicken Of The Sea International, San Diego, California
January, 2006 -Current
A $450+ million dollar CPG processor of shelf stable seafood. Accountable for
sales, strategic planning, volume goals, sales expenditures, departmental P/L as
well as all aspects of Food Service Sales throughout division.
Vice President Food Service Sales
Reversed Food Service trends by increasing sales and margin contribution in
excess of 25% within the first 3 years.
Developed a functional, targeted segment sales approach that created
accountability, expanded segment exposure and reversed sales decline in
multi-unit experienced in the Food Service channel.
Successfully developed national distributor programs resulting in exclusive
branded category leadership position
Negotiated new marketing agreements with national distributors resulting in
annualized savings of $250K in funds.
Initiated agreements with large management companies to enhance national product
distribution objectives.
Negotiated changes in existing re-distribution program resulting in $300K annual
operational savings.
US Foodservice, Inc, Austin, Texas
2004 to January, 2006
A $135+ million Division of the nation's second largest broadline distributor.
Accountable for sales strategic planning, volume goals, sales expenditures,
departmental P/L as well as all aspects of sales throughout division.
Vice President Sales
Executed sales initiatives that reversed sales decline trend to double digit
increase in first year with existing staff.
Integral part of a successful reorganization resulting in division achieving its
first profitable year in new millennium.
Developed creative sales programs and accountability controls that resulted in
sales diversification, gross profit increase, net new street accounts, account
penetration and a substantial reduction of operational expenses.
Reversed industry trend of losing sales associates to competition which insured
stability of sales organization.
Created first bi-lingual district to capture sales in Hispanic operator trade
maximizing account penetration and profits.
Cal-Tex Citrus, Inc., Houston, Texas
2003 to 2004
A $45+ million privately held manufacturer of frozen portion pack juices.
Director Sales and Marketing
Developed a national broker sales network to create sales growth and exceed
single digit sales objectives.
Re-aligned existing sales territories to maximize sales reps selling time
experience while reducing travel expenses.
Created opportunities with large multi-unit chains and management organizations
to diversify customer base.
Developed business partnerships with key national distributors to secure new
sales and further expand sales base.
BENJAMIN D. KENTER Page
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State Fair Foods, Inc., Division of Sara Lee Corporation, Dallas, Texas
1986 to 2002
A $135+ million marketer and processor of corn dogs and other ready to eat, heat
and serve foods. Oversaw all sales aspects as well as Food Service Marketing.
Directed regional sales managers, group sales managers, business development
manager, marketing director and marketing manager. Accountable from January 1992
through June 1994 for entire divisions' sales strategic planning, volume goals,
sales expenditures, as well as development of compensation guidelines for sales
managers and agents. Contributed to State Fair overall sales growth from $18
million to profitable sales in excess of $135 million.
Vice President Sales and Marketing - Food Service
1998- 2002
Part of the Sara Lee Foodservice executive team responsible for developing the
framework and implementation of the new Sara Lee Food Service organization
resulting in the rehiring of all direct reports.
Created, developed, communicated, and implemented all marketing plans, sales
strategies and enhanced compensation programs that re-established State Fair as
the industry leader following new plant start-up issues.
Built branded product sales in a price driven category in all business segments,
dominated by private label manufacturers, through the development and execution
of innovative marketing programs.
Successfully coordinated the branding of State Fair products across retail and
food service creating retail tie-in opportunities, and operator brand loyalty
programs that instilled consumer confidence in product offerings.
Developed a military sales strategy, which resulted in the establishment over 20
specific E059 product listings.
Vice President Food Service Sales
1994-1997
Created alliances with major re-distributors, (Dot), resulting in category
exclusivity, increased profitability and distribution efficiencies in the sales
of products to second and third tier distributors.
Grew food service sales to over 50% of total company sales and profits exceeding
all business objectives.
Built the State Fair brand as the channel, category leader as defined by the
Westport Consulting Group exceeding $50 million in profitable sales and over 800
distribution points.
Vice President Sales
1992-1994
Developed a highly successful, long term, national retail and food service sales
agent network
Established strategic alliances with major retailers, independent wholesalers,
distributor's, buying groups, multi-unit accounts, convenient stores and
military, leveraging strength of brand in the marketplace
Established the State Fair brand as the retail corn dog category leader as
defined by IRI.
Restructured existing sales agent's contracts and management compensation
package, emphasizing sales growth in value-added products and deduction
management, resulting in double-digit sales growth, a 50% reduction in
outstanding deductions and an additional $500,000.00 in profits to the bottom
line.
Developed highly successful and profitable private labels, dual label and
controlled label programs giving State Fair category exclusivity with major
accounts.
Director of Food Service Sales
1989-1992
Food Service Sales Manager
1986-1989
Circle T Foods, Inc., Division of the HELA Corporation, Dallas, Texas
1980-1986
Regional Sales Manager
1983-1986
Sales Manager
1980-1983
Kenter Brokerage Company, Dallas, Texas
1979-1980
Sales Representative. Worked directly with retail and foodservice accounts in
the sales of Louis Rich turkey products.
EDUCATION
University of Texas-Austin
Graduated: 1979 Bachelor of Science
degree, School of Communications
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