Sales Manager

MIKE LASHER

**** *********** ***** ***********, ********* 37135

H 615-***-**** C 214-***-**** abnfs7@r.postjobfree.com

SUMMARY

An inspiring and encouraging leader with a high degree of integrity, enthusiasm, and passion for

building and implementing aggressive sales plans, exceeding expectations, and winning in competitive

environments. Demonstrated ability to consistently drive top line sales growth and profitability by

developing strategic alignment of company goals with key customers, distributors, and broker networks

throughout multiple distribution channels. Accomplished executive leader with ability to attract, hire,

train, develop, build high performance teams, and influence others to perform at peak levels.

EXPERIENCE

M&M MARS, Franklin, Tennessee (2009 – present)

National Account Manager – Petcare Division

National Account Manager with headquarter responsibility for Tractor Supply Company, the largest farm

and feed chain in the US, with over 900 stores in 44 states. Responsible for delivering financial goals by

directly managing P&L with primary objective of growing profitable sales while increasing efficiencies

and reducing costs. Managed supply shortages by creatively sourcing product and overcoming significant

logistical challenges to remain competitive and maintain vendor exclusivity. Directed cross functional

teams leading several projects including, reducing cost of delivery system, improving supply chain

efficiency, implementing system conversion, and increasing earnings.

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Managed $80,000,000 P&L for 3 largest customer.

Exceeded earnings goals by reducing costs and executing quarterly price changes.

Grew total dog and cat food dollar sales by +45% in 6 months.

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Implemented 1 ever DSD network in California, which improved efficiencies, fill rates, and in stocks.

Downsized four items in Q3 and negotiated soft cut over on bags, which eliminated a $100,000 write off.

Managed Buyer Transition and changed ways of working to improve mutuality in partnership.

BIMBO BAKERIES USA, Fort Worth, Texas (2002 – 2009)

National Account Manager, Ft Worth, TX, 2004 2009

National Account Lead for Target headquarters sales and category team based in Minneapolis. Awarded

2007 Target Vendor of the Year Honors for preferred Consumer Packaged Goods supplier by building

strong relationships and developing mutually beneficial business plans that generated unprecedented

growth. Sold innovative private label program strategically leveraging additional branded shelf space,

improved positioning, and incremental displays, generating a 10 fold increase in total bread sales.

Organized and directed market tours with buyers to enhance understanding of bread business, DSD

process, and unique regional opportunities building a strong partnership with aligned

purpose/objectives. Developed cross couponing and customized marketing programs by partnering with

other food vendors to increase store traffic, shopper conversion, and basket size.

Grew business of $3,000,000 to $50,000,000+ (Brands included: Thomas, Entenmann’s, Oroweat).

Consistently exceeded sales and profit objectives, developing Target into one of five largest customers.

Received coveted Target Vendor of the Year Award in 2007 as Target’s #1 overall CPG vendor partner.

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This was the 1 time a bread company was ever nominated let alone won this prestigious award.

Partnered with Target to create new and highly differentiated line of Archer Farms bread.

Negotiated exclusivity in 75% of Target's stores, eliminating all competitive bread brands.

Achieved 45% increase in corporate mandated sales plan display activity in 2008 and doubled Ads.

Created meal solution concepts to increase display productivity by 150%.

Improved product mix on trade calendar achieving maximum ROI on $2,500,000 trade budget.

Mike Lasher, Page 2

Sold major initiative moving bread to 1st position, increasing food awareness and doubling conversion.

Bimbo Bakeries, Regional Sales Manager, Houston, Texas, 2002 2004

Managed large DSD sales team covering an extensive geography in southeast Texas consisting of 60

route drivers, five warehouses, and four district managers. Converted all routes from company owned to

independent operators and restructured business by brand, increasing the number of routes and

increasing focus on more profitable items. Made key account calls for regional chains including

Brookshire Brothers where we increased sales from $1,000,000 to $5,000,000 by replacing largest

competitor and becoming preferred supplier through relationship building and fact based selling.

P&L responsibility for $40,000,000 business, 4 direct reports and 72 indirect reports

Ranked #1 of 5 regions in southeast Texas in first year with double digit sales growth.

Average drop size increased 45% through improved mix, position, order writing, and focus on displays.

Awarded preferred supplier status in Brookshire Brothers through outstanding programs and service.

Sales increased over $4,000,000, creating one of largest regional chain accounts in Texas.

Re launched private label program, placed five permanent displays, and achieved 65% share of shelf.

KRAFT FOODS, Las Vegas, Nevada

Nabisco Division, District Manager, 1998 2002

Directed all aspects of DSD sales and operations for Las Vegas district managing 32 total team members.

Established the first general manager position in southern California region. Built cross functional

warehouse, delivery, sales, and merchandising team, resulting in most profitable branch operation in

Western US. Restructured organization, added five new routes, and changed merchandising, service, and

delivery process resulting in four consecutive years of double digit sales growth.

More than doubled sales in 2000, finishing #1 of 212 district managers nationally.

Sold and executed unprecedented lobby display program with Albertson’s increasing sales 5x’s prior year.

Established culture focused on winning together through cross functional alignment and shared goals.

CON AGRA FOODS, Houston, Texas

Area Sales Manager, 1996 1998

Recruited, hired, trained, and developed newly formed sales organization consisting of 16 territory

managers responsible for all categories in over 900 retail stores in southeast Texas and Louisiana. Hired

recent college graduates that were high profile student athletes and developed a well trained and focused

sales team that dominated the competition at retail.

Won 1997 prestigious Circle of Champion’s Award placing first nationally.

Achieved greatest percentage of new item distribution after successfully introducing 128 new products.

Increased share, position, and displays for brands in 29 different categories.

Sold products in dry grocery, dairy, frozen, produce, and meat departments.

Partnered with athletic directors and coaches at all major TX Universities to create recruiting program.

Trained and developed key account managers and directed retail execution.

ADDITIONAL EXPERIENCE

KELLOGG’S COMPANY, Houston, Texas, Keebler Division, Regional Sales Manager, 1992 1996. Sold entire

portfolio of cookies, crackers and frozen foods to multi unit chains and foodservice operators. Responsibility for directing

territory managers, food brokers, and food service distributors in four states.

DIAGEO, Houston, Texas, Guinness Division, District Manager, 1991 1992. Managed distributors in four states with responsibility over

all major trade channels including grocery, liquor, convenience, drug, mass, club warehouses, restaurants, and bars.

BRACH’S CONFECTIONS, Memphis, TN, Key Account Manager, 1990 1991. Handled complete line of candy products and sold

promotions/programs to large regional buyers for all major chains in the mid south including Kroger, Winn Dixie, Flemming, Baddour,

Mike Lasher, Page 3

Affiliated, and Harvest Foods.

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GENERAL MILLS, INC., Miami, Florida, Account Manager, 1987 1990. Headquarter call responsibility for 3 largest Grocery chain in

Southeast, Winn Dixie. Managed products in 15 different categories (dry grocery, frozen, and refrigerated). Sales Representative, 1986

1987. Territory Manager over 85 retail stores in South Florida with additional responsibility for selling to buyers of small independent

chains.

EDUCATION

SYRACUSE UNIVERSITY, Syracuse, New York 1981 – 1985 B.S. Degree, (Major: Marketing)

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