Sales Manager

Sumner White

Email: *********@********.***

Address: ***** ******* **

City: Castro Valley

State: CA

Zip: 94546

Country: USA

Phone: 510-***-****

Skill Level: Management

Salary Range: 115

Willing to Relocate

Primary Skills/Experience:

See Resume

Educational Background:

See Resume

Job History / Details:

SUMNER W. WHITE

18973 Marciel Ct.

Castro Valley, CA 94546

Home : 510-***-****

Mobile : 925-***-****

*********@********.***

EXECUTIVE SALES MANAGER

Accomplished sales executive with a highly successful career in meeting and exceeding sales and profit objectives; exceptional skills in assessing customer/client needs and how to marshal resources to exceed expectations; excels at developing sales teams and broker organizations, assessing and closing on opportunities, and ultimately building sustained and profitable growth. Well developed skills in:

Account Development; Sales Presentation; Budget Management; Strategic and Tactical Planning; Team Building; P&L Analysis; Product Development; New Opportunity Assessment; Contract Negotiation.

Experienced business traveler throughout U.S.

Skilled in all applications of Microsoft Office, Adobe Illustrator; IRI and Nielsen Savvy

PROFESSIONAL EXPERIENCE

HARRY & DAVID, INC. Medford, OR December 2010 to Present

Privately Owned Direct Marketer of Gourmet Food & Gifts

DIRECTOR OF SALES - FOOD/DRUG/MASS /CLUB & FOOD SERVICE

Promoted by VP of Sales to manage everyday and seasonal distribution on assorted confection and gourmet food products in F/D/M & Club channels

.

* By collaborating with internal product design team introduced to Sam`s Club a new and unique seasonal gift concept which led to their largest seasonal commitment to date - $815,000.

* Through aggressive cold calling, secured distribution of Harry & David gourmet food assortment in Hallmark corporate and independent franchise network - 2011 volume for 4th quarter exceeded $250,000.

HARRY & DAVID, INC. Medford, OR October 2007 to December 2010

WESTERN REGIONAL - SALES DIRECTOR

Hired to manage the implementation of everyday and seasonal distribution with Western region retailers and distributors utilizing broker network.

* Completed FY `09 with a 278% increase in sales among Western region accounts - sales volume in the 12 month period were $2.23 million vs. $600,000 in previous fiscal year.

* By demonstrating feasibility of attending vendor / retailer ECRM presentations, secured meeting with Walgreens; assessed their needs and secure national distribution on holiday off shelf display - incremental revenue: $466,000.

* With successful introduction of seasonal program Walgreens was motivated to add four confection SKU`s for permanent distribution - full year revenue: $1.05 million.

* Managed the makeover of Wolferman`s wholesale product offering to include: pricing strategy, selling strategy to current direct customers and end users; reorganized and began training of food service broker network.

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SUMNER WHITE - PROFESSIONAL EXPERIENCE (continued)

BLUEBERRY HILL FOODS El Paso, TX January 2005 to September 2007

Privately Owned General Line Confection Manufacturer

DIRECTOR OF SALES - WEST

Recruited by Executive VP of Sales & Marketing to manage an eight state sales region.

* Solidified and retrained the entire Western broker team; reenergized business relationship with Safeway and initiated communication with Albertson`s Own Brand team; resulting first year sales volume of $2.74 million - top performer in the sales organization at 66% over budget.

* Astute analysis of Safeway seasonal scan data proved to Safeway the efficacy of adding private label seasonal SKU`s for Easter and Halloween in 2006 & 2007 - achieved $450,000 incremental volume.

* Through adept management of communication between Albertson`s Own Brand executive team and Blueberry`s production and traffic departments, successfully spearheaded the introduction of 27 SKU`s into Albertson`s confection schematic the last quarter of 2005 - full year volume in 2006 exceeded $2.3 million.

* Managed the introduction of bulk hard candy sold to Costco packaging divisions; guided the company through R&D process/review; coordinated production and traffic teams to meet customer expectations on quality and on time delivery; maintained exceptional communication at all levels of Costco`s organization and kept company on track to ship $1.3 million in annual volume.

GOLDEN GATE MARKETING Walnut Creek, CA December 2003 to December 2004*

Privately Owned Confection & Food Sales Agency

VICE PRESIDENT, KEY ACCOUNTS

Recruited by owner to manage key clients and key national accounts as well as define organizational strengths and weaknesses - then revitalized and motivated 12 person sales and merchandising team resulting in ability to retain existing client base and acquire new revenue streams.

* Led negotiations bringing two key clients to the business increasing revenue by $215,000.

* By communicating the opportunity and finding an alternative distribution channel, convinced Safeway to add PEZ off shelf displays for Easter and Halloween in 2004 - created $220,000 in new incremental volume.

*Owner elected to consolidate company and sold business in 2005.

CROSSMARK Pleasanton, CA June 2001 to December 2003

National Sales & Marketing Agency

NORTHERN CALIFORNIA MARKET DIRECTOR CONFECTION/C-STORE DIVISION

Recruited by new management team to manage the Northern California division and hire necessary key account managers and office staff to support sales and marketing efforts.

* Worked directly with senior management at Poore Brothers and spearheaded the launch of TGIFriday`s Snack Chips into the Western c-store channel; client achieved $1.75 million sales revenue in West within 18 months.

MARKETING SPECIALISTS Livermore, CA June 2000 to May 2001*

National Sales & Marketing Agency

NORTHWEST GENERAL MANAGER CONFECTION/C-STORE DIVISION

Rejoined this national agency to solidify a 25 person staff and lead the execution of sales and marketing strategies for diverse portfolio of CPG clients in Pacific Northwest and Northern California.

* Led successful introduction of Perfetti Van Melle breath mints into Safeway for national distribution.

*Marketing Specialists declared bankruptcy in May of 2001

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SUMNER WHITE - PROFESSIONAL EXPERIENCE (continued)

ACOSTA SALES AND MARKETING Pleasanton, CA January to 1998 to June 2000

National Sales & Marketing Agency

VICE PRESIDENT CONFECTION/C-STORE DIVISION

Aggressively recruited to manage P&L for entire 43 person division; during tenure instrumental in integrating new clients and successfully directing efforts of six key account managers - hands on management and tactical personnel moves led to an increase in division sales from $15 million to $68 million.

MARKETING SPECIALISTS Pleasanton, CA August 1994 to February 1998

National Sales & Marketing Agency

BUSINESS MANAGER

* Met or exceeded annual sales objectives for three major confection clients: Ferrero USA, Annabelle Candy Co., Just Born from 1995 to 1997.

* Through established relationships with key No. Calif. retailers successfully introduced the Ferrero boutique candy displays to the market in 1997; success of test was a key that led to national introduction of boutique displays

* Key account manager for Safeway, Costco, and Core Mark International.

KERRY INGREDIENTS, INC (Formerly SHADE FOODS) Union City, CA June 1990 to August 1994

Manufacturer of Bulk Confection and Custom Food Ingredients

PRODUCT MANAGER/CONFECTION & CONTRACT PACKAGING

Assisted Vice President of Sales and Marketing in the start up of marketing effort that promoted company`s manufacturing and packaging capabilities.

* Team leader on product development for two control label products sold to Costco and Sam`s Club; led R&D team in pre-production sample presentation and coordinated with production team to meet customer standards and delivery dates.

ADDITIONAL INDUSTRY EXPERIENCE

J.J. MORRIS & ASSOCIATES Foster City, CA

Regional Sales Agency

BUSINESS MANAGER DRUG STORE & SPECIALTY ACCOUNTS

* Successfully built distribution for diverse portfolio of clients at Costco Northern California during the expansion of the division to 30+ locations.

HERSHEY CHOCOLATE CO. Hershey, PA

Leading National Confection Manufacturer

AREA MANAGER/PACIFIC NW - SPECIAL MARKETS

EDUCATION

Bachelor of Arts, University of California, Santa Cruz

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