Western Regional Sales Manager - Food & Beverage

D. CRAIG DORSEY

Tracy, CA

209-***-**** / abogti@r.postjobfree.com

Results driven business development professional with an entrepreneurial

spirit seeking to utilize sales experience with consumer packaged goods

companies, in order to execute strategic objectives for a progressive

organization.

SUMMARY

. M.B.A. professional with over twelve years sales experience delivering

proven results for Fortune 100 food and beverage companies.

. Over eight years experience managing distributors and brokers in

foodservice and retail grocery industries.

. Successfully develops customer relationships in the complex sales

environment across consumer packaged goods segments of dry, refrigerated

and frozen branded, private label and packaging products.

PROFESSIONAL EXPERIENCE

McNairn Packaging, Inc.

Western Region Sales Manager

(2010-June 2012)

. Managed an eleven state territory for a privately held packaging

manufacturer including;

> McNairn branded and custom paper packaging products to foodservice and

packaging distributors.

> Sysco label products to six Sysco distributors directly and through a

broker network.

> PaperChef branded and custom parchment paper products to retail

grocery.

. Sales results;

> Achieved 12% sales growth in the first twelve months for McNairn

branded, Sysco label and custom products.

> Secured new business at Raley's Supermarkets, Whole Foods and

independent retailers, resulting in new distribution at Unified

Grocers estimated at $4.8 million.

. Established market pricing, initiated and negotiated conversion programs

with key foodservice distributor partners in the region.

. Coordinated vendor meetings with distributor account managers and

category managers at Save Mart, Raley's Supermarkets, Smart & Final,

Whole Foods and independent grocery retailers.

. Developed, presented and implemented marketing programs for distributors

and leading retail accounts to acquire business in the foil/wrap and

baking categories.

General Mills Bakeries & Foodservice

Territory Manager

(2003-2010)

. Managed a $20 million sales territory across eight states in the Western

U.S. including;

> Gold Medal sack flour sales on a direct basis to foodservice and

bakery distributors.

> Gold Medal sack flour sales utilizing a broker network to foodservice

distributors.

> Pillsbury bakery mix and frozen dough sales on a direct basis to

bakery distributors.

. Sales results:

> 2009 National Territory Manager of the Year for the frozen bakery

segment among a team of 18 counterparts.

> Led region and finished top 10% nationally in sales growth while

reducing trade budget by 40% in 2008 bakery segment.

> Finished ahead of previous fiscal sales in 2008, leading region on

volume in the flour segment while reducing trade budget by 49%.

. Managed $1.25 million trade budget to support pricing policies and

promotions to meet fiscal sales objectives.

D. CRAIG DORSEY 209-***-****

abogti@r.postjobfree.com

. Coordinated and executed new product opportunities with the Channel

Marketing and Region Managers.

. Conducted product trainings at the distributor level to educate sales

teams on product features and benefits as well as how current market

conditions impact market prices.

. Negotiated flour contracts with sack and bulk wholesale customers by

following the wheat market to identify the optimal time for locking in a

competitive price.

. Managed 80 Market Mover accounts in Northern California and Reno, NV

within the K-12, University, Military and Healthcare segments to force

distribution of new and existing products in core categories for an

$8 million sales territory.

. Leveraged established operator relationships with broker representatives

to create synergy within the territory.

. Developed relationships with non-commercial accounts and their

distributor sales representatives to ensure product compliance.

. Presented new focus items to broker representatives and regional

distributors with the Region Manager to plan for successful product

launches.

Unilever Bestfoods Foodservice

Territory Manager

(1997-2003)

. Established operator relationships to maintain, penetrate and acquire

over 100 accounts in key segments for a $3 million territory within

Northern California.

. Defined sales volume goals for branded and Sysco label products covering

17 product categories among dry, frozen and refrigerated segments to meet

quarterly objectives.

. Presented new products to distributor sales teams via vendor meetings and

food shows.

. Forced distribution of a new product line in two leading San Francisco

distributors resulting in $100,000 of new business in 2001.

. Exceeded plan in 1998 and was a contributing team member to the #1 region

in sales growth in 1999 and 2000 nationwide.

Coca-Cola Enterprises

Cold Drink Account Manager

(1996-

1997)

. Managed over 200 retail and foodservice accounts in the San Francisco

territory.

. Sold 33% above quota, including Coca-Cola carbonated and non-carbonated

products, premix, postmix, cups and lids.

. Penetrated cold drink accounts throughout Northern California resulting

in increased vendor distribution and reduced competitor exposure.

. Exceeded annual quota by 10%, generating the highest number of regional

vendor placements out of two ten-member teams in 1996.

PROFESSIONAL DEVELOPMENT

. Miller Heiman; Strategic Selling and Large Account Management Process

(LAMP).

. Advanced communication and presentation skills via Strategic

Communication and Presentation Dynamics courses, General Mills world

headquarters.

. Advanced negotiation and communication skills in "Probe, Align, Raise"

(PAR) sales training, Coca-Cola Enterprises' regional headquarters.

EDUCATION

M.B.A., International Business

University of Akron (Akron, OH)

B.S., International Marketing

University of Akron (Akron, OH)

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