Sales Manager
Resume:
ANNE HUBELE
Mount Vernon, IN 47620
Home: 812-***-**** **********@*****.***
PROFESSIONAL PROFILE
Resourceful CPG Sales Professional with Fortune 500 National Account Management experience in mass, grocery and
wholesale accounts. Extensive Trade Marketing background with proven ability to solve difficult business issues.
Recognized as key contributor with strong analytical skills, highly creative, who establishes strong working
relationships across various cross functional teams. Proven strengths in delivering sales objectives by crafting and
delivering compelling sales presentations, resulting in multiple successful retail initiatives.
AREAS OF EXPERTISE
Critical knowledge of the dynamics of retail sales in the CPG industry.
Ability to analyze data from multiple sources to identify opportunities for growth.
Expertise in leveraging consumer insights to achieve results.
Effective collaboration with marketing, supply chain, and other internal customers.
Ability to develop strategy, create plans, and execute tactics to achieve category goals.
Strategic competitive awareness and ability to develop competitive strategies and tactics.
Consistently achieved sales results through 3rd party sales organizations, shared sales organizations, dedicated
sales organizations and broker organizations.
Proven ability to manage a high performing team in a demanding environment.
Experience in budget management, negotiation of financial commitments, and in delivering on those commitments.
Category industry issues management.
Continuously seeking opportunities to both teach and learn.
PROFESSIONAL EXPERIENCE
1996 – 2009
MEAD JOHNSON NUTRITION
2007 – 2009
Associate Director, Strategic Retail Initiatives
Responsibilities:
Responsible for creation of shopper insight strategic plan to develop shopper insights and for providing
comprehensive resource for actionable sales force results.
Additionally responsible for ensuring best in class solutions to retail challenges impacting the infant formula
industry; i.e., WIC sole-source contract changes, retail shrink, food safety issues management, etc.
Achievements:
Commissioned & designed Enfamil s first infant formula shopper-focused research study; created “From Stork to
Store” sales resource, a comprehensive overview of the dynamics of the infant formula shopper. This tool
provided actionable insights to assist the sales organization in growing shelf space and reducing retail out of stocks.
Led the sales organization through WIC contract changes across 27 different states over an 18 month period of
time, delivering a sustained record of no distribution loss of key SKUs and maintenance of non-WIC market share.
Created and led multiple cross-functional teams to address serious food safety concerns with top retailers (Wal-
Mart, Toys R Us, Target, and Kroger) resulting in restoration of retailer s confidence in the safety of Mead
Johnson s products and quality processes.
ANNE HUBELE PAGE TWO
2005 – 2007
National Account Manager, SUPERVALU & K-Mart
Responsibilities:
Management of $102M in retail sales in the grocery and wholesale environment (SUPERVALU and its multiple
corporate retail banners and wholesaler-supplied independents), along with the mass channel (K-Mart, Sears Essentials,
Sears Grands).
Achievements:
Provided guidance and direction to Category Development Manager (direct-report).
Responsible for delivering results through collaboration with indirect resources, including Broker Managers,
Broker reps, Customer Service, Credit & Collections and Reverse Logistics.
Named Infant Formula Category Captain at SUPERVALU Corporate, maintained Category Captaincy at K-Mart.
Grew Mead Johnson s share of shelf in SUPERVALU by 12% and K-Mart by 5%.
Improved ACV on #1 SKU in SUPERVALU by 11 points; a win which was achieved via distribution growth
within multiple small retail groups and independents.
Reduced K-Mart s returns rate by 2 percentage points Vs prior year.
Grew Mead Johnson s sales in both retailers year over year by over 10%.
1996 – 2005
Trade Marketing/Business Development
Progression of roles from Associate Manager to Associate Director
Responsibilities:
Led a team of enthusiastic professionals responsible for retail launches and development of retail strategies, goals,
tactics and success measures.
Negotiated annual promotional budgets, developed customer allocation process, and managed/forecasted
promotional budget and managed the trade marketing operational budget.
Achievements:
Led the market introduction of multiple new brands, line extension and replacements: EnfaGrow, Enfamil Cereal,
Enfamil A.R., EnfaCare, Next Step, LactoFree, Enfamil LIPIL and all other LIPIL versions of existing brands.
Created innovative “Select Partner s Program” to incent retailers to early new product adoption; resulted in 80%
ACV of Enfamil LIPIL within 60 days.
Downsized infant formula powders, managed through national product recalls, critical product supply shortages,
price increases, product discontinuations and multiple WIC state supplier changes.
Developed many customer-specific and national promotions, such as Babies R Us “Bottles & Bunnies” and
Enfamil 25% More Free Bonus Packs, the first bonus size in the category.
Developed multiple non-branded presentations for use by retail sales organization; i.e., New Buyer Orientation ,
Medical Toolkit , WIC 101 , etc, which assisted the sales organization in being viewed by their customers as
category experts.
EDUCATION/PROFESSIONAL DEVELOPMENT/AWARDS
University of Evansville, Indiana,
College Coursework focused on Accounting
Graduate, Central High School, Evansville, IN
Business training in Selling Skills, Negotiation, Business Planning, Financial Management, Communispond,
Presentation Skills, Employee Development
Software proficiencies in MS Excel, PowerPoint, Word, ACNielsen Scantrak Nitro, experience with SAP, ProSpace
and Access and adept at data mining Nielsen Homescan and dunnhumby consumer insights
Multiple President s Awards for new product launches (3), impactful leadership role in sales force reorganization and
for successful integration of business processes into SAP
Contact this candidate