Sales Manager

Wendell D. Lawton

**** **. *** *. ******** Fork, UT. 801-***-**** ********@***.***

PROFILE

“Results-oriented” Sales professional with successful achievements in sales growth and market expansion with optimal profits. Expertise encompasses a comprehensive understanding of the food & beverage industry, successful ‘product-pioneering’ accomplishments, with the ability to exceed customer service expectations. Broad experiences and accomplishments within the foodservice industry include: Multi-unit restaurant operations director, foodservice broker, direct manufacturer’s representative, national account executive, distributor sales representative and Regional Sales Manager-Western U.S.. Excelling in cultivating, nurturing and maintaining loyal and productive customer relationships. Self-managing, flexible and versatile with excellent team-building and leadership skills. Driven by successful accomplishments and able to maintain a sense of humor under pressure.

EXPERIENCE

Western Regional Sales Manager

Bright Harvest Sweet Potato Company, Clarksville, AR. 2008-Present

• Contracted new overseas export business by establishing relationship with Japanese exporter and generating necessary legal documents of nutrition, ingredient composition & source data, sanitation, processing details, etc., which ultimately made export of Sweet Potato fries possible for first time in company history. Initial order shipped in 3rd. quarter of 2012 totaling $7,000.00, with annualized potential of $80,000.00 to $125,000.00 for 2013.

• Developed & executed 2012 sales strategies & goals on two items targeted with state school nutrition associations on new Chipotle Fries and Sweet Potato Patties. Won state bids with Montana and Alaska schools, (school year 2012-13), generating an incremental $20,000.00 in Fry volume, (+758% over 2011), and an incremental $10,000.00 in Patty volume, (+49% over 2011) during 2nd. half of 2012.

• Coordinated sales & training efforts of broker network in Western region, achieving overall growth by 16% (2008), 20% (2009) and 22% (2010).

• Directed regional sales efforts on new Sweet Potato fry initiative with brokers creating sufficient ‘pull-through’ business to gain new distribution and grow volume from 0 to 34,000 pounds during third quarter of 2008.

• Established Broker network throughout Western U.S. within first 12 months, establishing a highly reputable and aggressive sales force to expand distribution and increase penetration in the West.

Nat’l. Account Executive/DSR

Nicholas & Company, Salt Lake City, UT. 2003-2008

• Successfully achieved DSR territory sales budget every period with Nicholas & Co., during 2006-2007, while accomplishing seven record-breaking weeks ranging from $40,000 to $115,000, which represented ‘double’ and ‘triple’ the established weekly sales budget.

• Managed $10 Million annual sales in National Accounts for local foodservice distributor, ensured pricing accuracy, maintained order guides, increased contract compliance levels, solved A/R issues and oversaw all facets of food distribution to: Sodexho, Entegra, Dee’s Restaurants, Brigham Young University, Utah Valley University, Alison’s Pantry, Bajio Mexican Grills, Melting Pot Restaurants, Buffalo’s Southwest Café & Black Bear Diners.

Senior Marketing Manager

Kellogg’s Foodservice, Battlecreek, MI. (UT., ID., WY., NV.) 1995-2003

• Increased sales 144% over six years for Keebler Foodservice by generating operator ‘pull-through’ business via local distribution channels in the state of Utah and contiguous states from $820,000 annually, (1995), to $2 Million annually-(2001), prior to merger with Kellogg’s.

• Achieved company-established budgets seven out of eight years with Kellogg’s, while ‘over-achieving’ each of the seven years.

• Negotiated contractual agreement with local airline charter service, (“Reno-Air”), resulting in 4,500 cases, ($100,000.00), in incremental sales.

Territory Sales Manager

Osterloh Foodservice Brokerage, Salt Lake City, UT. (UT., ID., WY., NV.) 1981-1995

• Launched and drove Con Agra initiative for brokerage for Healthy Choice entrees. Regained lost customers and gained new customers, capturing 40% market share, resulting in incremental growth of $300,000.00.

• Achieved closing ration of 88% with 125 customers targeted for new product roll-out on new Bake & Broil line for Iceland Seafood Co. resulting in incremental sales of $285,000.00 annually.

EDUCATION

• Related food industry experience meets and exceeds requirements of Bachelor’s Degree

• Utah Valley University / Associates Degree - Business Management 1975

• Brigham Young University / Vocational courses 1973

• Weber State University / Study Abroad – via University of Guadalajara, Mexico 1972

AWARDS/CERTIFICATIONS

• Nicholas & Company

O $4 million dollar sales club – 2007

O OZ Leadership Certification – 2007

O Recipe PRO Certification - 2007

O Nicco Consultant Certification – 2006

• Most Innovative Foodshow award – Alliant Foodservice – 1999

• Best Vendor Presentation award – Nicholas & Co. - 1997

• Utah School Nutrition Association “Industry Representative” Award - 1999

COMPUTER SKILLS

Proficient in Excel, Power point, MS Word, MS Office and Word Perfect

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