Sales Manager
Resume:
Keith S. Wade
Charlotte, North Carolina 28215
********@***.***
SUMMARY
A highly ambitious and self-motivated sales manager with extensive
experience in category management, sales planning, channel management,
territory management, wholesaler management, business development,
retail sales, pricing, account management, forecasting, and
distribution. A reliable and personable team leader who coordinates
with personnel throughout an organization to achieve desired results.
Possesses a proven record of accomplishment in increasing sales and
profit for companies by building customer loyalty, eliminating
organizational inefficiencies, and driving strong employee
performance.
KEY ACCOMPLISHMENTS
. Appointed to Atlantic Coast Exposition (ACE) Supplier's Board as
treasurer in 1998 and vice president in 2000.
. Posted double-digit growth with Gatorade in assigned territory from
1999 through 2001.
. Awarded Pepsi Cola's Golden Straw award for sales growth excellence in
2003.
. Served as member of PepsiCo's National Restaurant Organizational
Health Committee (NROHC) board in 2009 and 2010.
EXPERIENCE
Revolymer us inc, Charlotte, North Carolina
Regional Sales Manager, Rev7 Gum Dec. 2010- June 2012
Responsible for achieving new sales and distribution for start-up company
and new chewing gum brand. Calling on convenience and grocery store
outlets, both chains and independent, throughout the East Coast. Recent
placement of over 6000 points of sale, including in-line and shippers.
Successfully able to negotiate placement within distributor Plan-o-Grams
(POGs). Development of promotions, merchandising and marketing avenues.
Interviewed, hire, train and manage a broker network within several states
for convenience and grocery channels. Set up regional and national
distribution (i.e. McLane, H.T. Hackney, Coremark, Eby-Brown, Davenport).
Organization of national/regional trade show events (~40 annually).
PepsiCo Foodservice, Charlotte, North Carolina
National Account Sales Manager-Pepsi Cola North America, April 2003- June
2010
Responsible for achieving region sales plan in fountain gallons and
bottle/can case volume, as well as selling in any PepsiCo food items.
Participated in Subway team and then moved to field-managed team with 45
regional restaurant accounts. Oversaw Pepsi Cola fountain beverage growth
and profit in restaurant, C-store, and theater chains within North
Carolina, South Carolina, Virginia, Tennessee, West Virginia, and Maryland.
Directed Pepsi Bottling facilities within region to accomplish growth and
profit with account base. Developed marketing, operations, and volume-
driving initiatives within region. Maintained current contracts while
developing new and renewed business proposals. Supervised and mentored
sales development specialist located at corporate office.
Coordinated equipment needs with new and existing Subway outlets. Managed
Pepsi Cola beverage growth in all Subway franchise restaurants in North
Carolina, Virginia, West Virginia., Tennessee, and Kentucky. Directed
Pepsi bottlers within region to accomplish growth with Subway, contracts,
equipment needs, new items, and bottler promotions. Designed and funded
local media campaigns through Subway-approved advertising agency and
marketing firms. Conducted quarterly business reviews and national
initiatives with Subway regional board and board members. Worked closely
with Subway development agents on operational issues and opportunities.
Attended regional Subway Franchisee Advertising Fund Trust (SFAFT) board
meetings.
. Handled capital expense budget within region for fountain equipment,
bar guns, and coolers.
. Opened new accounts and created customer contracts.
. Ensured profitability of each customer by creating deal model to
present to finance department for approval. Collaborated with legal
department to create contracts for each customer.
. Oversaw operations and all equipment installations, making sure to
place correct equipment at customer's outlet and resolving any service
issues arising.
. Responsible for personal travel budget and region competitive
marketing defense fund.
. Awarded PepsiCo's Golden Straw award in 2004 for achieving sales
growth excellence in double-digits.
. Accomplished sales plan and profit goals for 2004 through 2008.
. Achieved 100% contract renewals and all new account goals from 2003 to
2010.
. Utilized refurbished equipment opportunities when available to save
50% equipment cost for company.
. Developed tracking system for all new equipment installations to
simplify coordination with bottlers.
Area Manager On-Premise, Jan. 2002-April 2003
Handled new, non-exclusive Gatorade distribution with all Pepsi bottlers in
North Carolina, South Carolina, and eastern Tennessee in specific channels
of trade. Provided Pepsi bottlers with coaching, motivation, field
leadership, and education for Gatorade opportunities within each market
unit.
. Coordinated all school bid activity for Gatorade opportunities with
each Pepsi bottler.
. Led and executed Gatorade vending asset transfer from vend operator to
bottler.
. Achieved 1,000 new Gatorade vend placements with Pepsi bottlers within
assigned area in 2003.
. Continued to mange existing Gatorade vend distributors with growth of
15% annually.
Territory Manager for Vending, Feb. 2001- Jan.2002
Executed growth objectives with all vend product distributors for
Tropicana, Gatorade, Frito Lay, and Quaker snacks. Responsible for program
implementation within current distributor base. Transitioned broker sales
responsibilities to direct sales force within region.
. Tracked Tropicana and Gatorade equipment to ensure proper SKUs and mix
by distributor.
. Earned Pump Up the Volume award for third quarter 2002 sales growth
achievement.
Quaker Oats/Gatorade, Charlotte, North Carolina
Distributor Manager for Mid-Atlantic/South, Jan. 2000- Feb 2001
Identified and successfully added qualified distributors in region.
Directed vend brokers within region and developed programs for distributors
to achieve region site volume and profit objectives. Called on vend
distributors within region, including Vendors Supply and VSA/Multifoods.
. Responsible for calling on national accounts to achieve national
account-specific plan.
. Gained new military business successfully.
. Handled all bid pricing within distributor network.
Mid-Atlantic/South Regional Equipment Manager, May 1999-Jan. 2000
Evaluated distributor performance, including return on investment of
equipment, placements, and inventory. Oversaw $2,300,000 of refrigerated
equipment. Gathered throughput analysis of equipment. Developed
redeployment plan for under-performing assets and designed local promotions
for distributors to gain incremental growth.
. Collaborated with sales representatives and managers in region for
growth opportunities.
. Coordinated all equipment orders, shipments, storage, transfers, and
repairs.
. Succeeded in reaching highest tracking percentage of Quaker Oats'
assets.
ADDITIONAL EXPERIENCE
Key Account Manager, 1999. Called on national accounts to achieve goals
and objectives of Gatorade, overseeing all Gatorade vending/cooler
equipment in North Carolina, South Carolina, and Virginia. Managed/opened
new distributors in region to achieve 20% growth each year. Set up all
locations as Gatorade distributors for Compass/Canteen and ARAMARK in North
and South Carolina. Organized promotions for route/sales team to drive
incremental volume. Developed sales plans/proposals with vend and
foodservice brokers to gain incremental business. Tracked monthly
purchases from VSA Carolinas, gaining 4,000 incremental cases for ARAMARK.
Gained 37,000 incremental cases for Compass/Canteen in 2000.
VSA Carolinas, Charlotte, North Carolina, Senior Account Executive, 1995-
1999. Responsible for sales and margins with national and key accounts,
including Service America, ARAMARK (ARA), Sodexho, and Compass/Canteen.
Expanded territory by calling on accounts in South Carolina, western North
Carolina, southwest Virginia, and eastern Tennessee. Oversaw territory
with more than $25,000,000 in annual sales. Exceeded sales over previous
years. Awarded VSA's national highest gross profit percentage for 1996 and
national sales improvement award in 1997. Improved sales by $1,500,000,
exceeding VSA's sales and gross profit goals for 1998.
Field Account Manager, 1993-1994. Negotiated special pricing to obtain
forecasted sales and gross profit margins. Called on 300 accounts in
southern North Carolina and all of South Carolina. Directed territory with
more than $10,000,000 in annual sales. Developed new class of trade in
wholesale/cash and carry market. Maintained good relations with brokers
and manufacturers' representatives to achieve common goals.
Territory Sales Manager, 1990-1992. Called on vending machine companies,
video chains, theaters, office coffee-service companies, schools,
fundraisers, and specialty markets. Ranked second nationally in 1992,
based on actual sales versus budget. Named Eastern Regional Territory
Sales Manager of the Year in 1992. Appointed to national sales council in
January 1992.
NC Fabric and Supply, Inc., Charlotte, North Carolina, Sales
Representative/Part Owner, 1984-1990.
50% owner of this start-up venture, responsible for purchasing, inventory
control, staffing, sales, accounts payable and receivable, pricing, cash
flow, and credit.
Amsco Decorative Fabrics, Charlotte, North Carolina, Sales Representative,
1980-1984. Sold furniture components and fabric lines to small furniture
manufacturers and designers in North Carolina, Virginia, and West Virginia.
Called on new and existing customers, traveling three to four days per
week. Developed new accounts to gross more than $550,000 with start-up
company, NC Fabric. Maintained high sales with Douglas Industries,
grossing more than $500,000 in new territory without any previous market
share. Built up new and inactive territories to high sales levels while
working with limited product lines. Handled sales of commercial, flame-
retardant fabric to large commercial customers, such as R.J. Reynolds, U.S.
Air, and the U.S. government.
EDUCATION
Davidson Comm. College
University of North Carolina, Charlotte, North Carolina
AFFILIATIONS
North Carolina Vend Association Public Relations Committee, Board Member,
1998-2002
South Carolina Automatic Merchandiser's Association (SCAMA), Member, 1991-
1999
North Carolina/Virginia Merchandiser's Association (NCVAMA), Member, 1991-
1999
COMPUTER SKILLS
MS Word, PowerPoint, Excel
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