Sales Manager
Resume:
S tephen G. Funk
Downers Grove, I L f ***.*****@*****.***
SUM MARY
Successful senior management professional with experience in the consumer foods
i ndustry. Proficient in developing and motivating teams to grow profit and volume in
addition to building high level customer relationships. Skilled at negotiating contracts to
obtain desired results. Consistently exceed corporate targets and has excellent
p resentation, negotiation and communication skills. Possesses keen abilities in planning,
goal setting, and strategy implementation and follow up. Communicates effectively at all
levels.
E XPER IENCE
GENERAL M I L LS I NC. Downers Grove, I L
1987 – Aug 2012
Customer Account Manager 2006 - 2012
Responsible for CPG with sales exceeding $80 million. Targeted selling solutions for
g rowing business in a very competitive environment which allowed development of
marketing programs to increase sales in all divisions. Organized new product strategies for
a ll sales personnel and maximized results with use of team sales objectives. Hired, t rained
and supervised staff of eight sales associates.
• Managed Centrella and Certified Grocers accounts that supplied over 450 stores with
sales over $80 million. Grew sales in all years with last three-year compound growth rate
of 5%. Managed 16 million in MDF t rade funds to grow sales and converted programs to
pay on only consumer movement.
• Init iated and executed highly successful consumer programs and promotions resulting in
20% sales growth annually over five consecutive years.
• Implemented and coordinated category management standards successfully to meet
company objectives. Supported key accounts to ensure premium shelf space was obtained.
• Created innovative t rade programs to merchandise new and established product lines and
achieved 98% acceptance of new products.
• Communicated with senior management to initiate savings of $1.3 million from non-
working dollars and reinvested i t to grow business. Promotional volume increased by 15%.
• Created an EDLP program on Big G cereals which increased base line business by 10%
and allowed account to be more competitive.
• Init iated and managed H ispanic coverage to maximize sales at these accounts and allowed
penetration on all our new products. New products reached 40% of the 70 stores targeted.
• Coordinated and managed Crossmark Brokerage and NAIS Brokerage with special store
coverage to expand sales. Coordinated efforts to sell all categories in the Chicago Market.
• Int roduced and managed the Organic Initiative - Cascadian Farms Organic.
Developed strategies to gain distribution in this channel for the wholesale market
and targeted distributors.
• P age 2
.Stephen G. Funk 630-***-****
GENERAL M I L LS (cont’d)
Business Team Manager 2003 – 2006
Primary responsibilities were to develop sales in all divisions at Certified Grocers.
T rained and supervised a team of five focused on increasing volume and driving business
w ith an emphasis on wholesale/retail products such as Big G Cereals and Yoplait Yogurt.
M anaged and coordinated sales too KEHE Distributor, Dearborn Wholesale and Banner
W holesale.
• Established objectives for direct sales force which achieved breakthrough
performance resulting in #1 share at all key groups.
Senior Business Team Leader 1994 – 2003
Responsible for new business development through effective market research, strategic
p lanning, product introductions and promotions. Key accounts included Strack and Vantils,
B utera and Tony’s finer foods.
B usiness Team Leader 1990 – 1994
M anaged entire range of product lines (Big G, Betty Crocker, Yoplait and Gold Medal) and
covered a retail ter ri tory.
Account Manager 1988 - 1990
Frozen and Refrigerated Division Manager for independent markets. Sold yogurt and ice
cream novelties to independent accounts in the Chicago market; developed and implemented
m arketing strategies for distributors.
T er r itory M anager 1987 – 1988
T H E DANNON CO MPANY, I NC., Elk Grove Village, I L 1984 -
1987
Developed sales at 500 independent accounts in the Chicago market. Managed a Direct Store
Delivery (“DSD”) sales force and oversaw t ransition from DSD to warehousing.
• Increased yogurt sales by 25%.
E D UCAT ION
Bachelor of Science, Business Administration Roosevelt University Chicago, I L
PROFESSIONAL DEVE LOP ME N T – TRA I N I NG
General Mills Specific Training - Consultative Selling Skills – Strategic Negotiations
Distributor Management Training – Business Insights and Analytics
M embership
Grocery Manufacturers Association GMA – Board of Directors
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