Sales Manager

LAWRENCE A. WALKER

** ********** ****, *********, ** 06614

Home: 203-***-**** Cell: 860-***-****

*****************@*****.*** www.linkedin.com/in/lawrencewalker1

DEVELOPMENT/FUNDRAISER / SALES & MARKETING EXECUTIVE

Successful in strategic business planning, new product/customer development, margin improvement,

and senior level decision making to achieve organizational objectives.

High energy General Manager and Sales/Marketing Executive with experience directing corporate business units generating

sales as high as $1B. Broad skill set that will add bench strength to new ventures or established businesses in operations

management or sales and marketing leadership.

VALUE OFFERED

Operations, Sales and Marketing Management – Proven record leading continuous growth in highly competitive and

mature markets, consistently beating historical company and market trends.

Client Relationship Management – Experienced managing high level client relationships, working directly with

clients’ top management, including the CEOs of public companies and owners of large privately held businesses. Built

long term account relationships with Sysco and U.S. Foodservice.

New Business Development – Aggressive in new account development, relationship sales, consultative sales, strategic

and tactical marketing, sales planning, and fund raising. Throughout career, built new business opportunities that resulted

in increased revenues and profits.

Staff Development – Skilled at developing and motivating staff to meet organizational objectives. Particularly adept at

mentoring and developing young professionals.

CAREER HISTORY

OOD SERVICE PACKAGING CONSULTANTS – Stratford, CT

F

Management Consultant (2006 to Present)

EWISH NATIONAL FUND (JNF)

J

Director Westchester Region (2007 to Aug 2012)

OLO CUP COMPANY / SWEETHEART CUP COMPANY

S (acquired) HERWOOD INDUSTRIES (

/ S acquired

)

Director, National Distribution, Sweetheart Cup Company (2004 to 2006)

Manager, Sweetheart Cup Company – Baltimore, MD (2000 to 2004)

Chief Operating Officer (COO), Sherwood Industries (1995 to 2000)

COTT PAPER COMPANY

S

Director of Sales, Scott Foodservice (1991 to 1995)

Lawrence A. Walker Page 2 of 5

ROOKLYN LACE PAPER WORKS, INC

B .

Vice President / General Manager (1986 to 1991)

Lawrence A. Walker Page 3 of 5

EXPERIENCE AND ACCOMPLISHMENTS

OOD SERVICE PACKAGING CONSULTANTS – Stratford, CT

F

Management Consultant (2006 to Present)

Founded company to provide consultation and advisement to businesses in the food service packaging industry, specializing

in business growth strategies and market development.

Advise businesses on business growth strategies (acquisition, product line extension and joint ventures), and

profitability enhancement through new pricing strategies and cost reductions

Consulted with EarthShell Corporation (previously a venture partner of Sweetheart Cup Company) in the design,

development, and execution of targeted marketing programs to reach institutional customers. Also established and

developed a West Coast marketing strategy, leveraging anticipated regional ban of plastic products, particularly foam

dinnerware, in the college and university market.

Currently partnering with J Baldi Consulting Group to help companies maximize returns from an agreement

reached with merchants over credit card processing fees.

EWISH NATIONAL FUND (JNF) – New York, NY

J

Director Westchester Region (2007 to Aug 2012)

Hired by the CEO to help jumpstart the high value Westchester and Fairfield County markets, representing the 8th largest

Jewish community in the United States. Engaged in the development of new major donors, drawing from strong sales and

marketing skill set.

Secured 30 significant new donors in first year of tenure. Despite recent economic pressures, each

campaign year was on track to meet or exceed prior year results. Secured pledges in excess of $250K.

Secured pledges for development of new Jewish National Fund reservoir in Israel.

Secured a $250M pledge to implement a program to take 20 college attendees to Israel.

OLO CUP COMPANY / SWEETHEART CUP COMPANY / SHERWOOD INDUSTRIES

S

Director, National Distribution – Solo Cup Company – Highland Park, IL (2004 to 2006)

Reported to the Senior Vice President Corporate Accounts. Following the Solo Cup Company acquisition of Sweetheart

Cup Company, assumed responsibility for managing corporate accounts including U.S. Foodservice, Sysco, Clark, and

Lagasse.

Grew business $30M+ by building on long term account relationships in the foodservice industry. With

Vice President, Corporate Accounts, generated over $20M in new business.

Manager, Sweetheart Cup Company – Baltimore, MD (2000 to 2004)

Retained, following the acquisition of Sherwood Industries, to manage the integration of Sherwood into Sweetheart Cup

Company. Reported directly to the Vice President of Corporate Accounts.

Successfully integrated Sherwood Industries into Sweetheart Cup Company, adding $30M in sales and

ensuring a smooth transition. Integrated product lines; motivated staff in complex acquisition.

Assumed responsibility for negotiating new paper and plastic disposables business with Sysco Corporation

and U.S. Foodservice. Grew business by $30M.

Chief Operating Officer (COO), Sherwood Industries – Kensington, CT (1995 to 2000)

Recruited by the owner of Sherwood Industries to manage the company’s operations and finance function, with responsibility

for 5 direct reports and 200 employees engaged in sales and marketing, manufacturing, human resources, and finance.

Personally managed our two largest customers, Sysco and Southland Corporation.

Lawrence A. Walker Page 4 of 5

Developed the marketing plan from exclusive concentration on commodity products to expansion into food

containers and insulated cups for the high end segment of the coffee industry.

Redefined the equipment business to target higher margin specialty paper converting equipment.

Increased profitability and positioned the company for sale to Sweetheart Cup Company, the leading

manufacturer of paper and plastic disposables, to meet the owner’s objective.

Lawrence A. Walker Page 5 of 5

EXPERIENCE AND ACCOMPLISHMENTS (Continued)

COTT PAPER COMPANY – Philadelphia, PA

S

Director of Sales, Scott Foodservice (1991 to 1995)

For Scott Foodservice, a business unit of Scott Paper Company, led a nationwide direct sales force in selling high end

disposable tabletop products. The business unit was sold in 1995.

Member of management team that engineered the turnaround of a five year unprofitable trend. Sustained that

performance for a three year period while business was in divestiture.

Successfully carried out a major rationalization project, improving profitability of commodity napkins by more than

$2M, without impacting sales of other lines.

Developed the Sysco account to register average annual increases of over 20%.

ROOKLYN LACE PAPER WORKS, INC. – Brooklyn, NY

B

Vice President / General Manager (1986 to 1991)

Directed marketing, sales, distribution and strategic planning for a leading manufacturer of specialty paper products selling to

paper and foodservice distributors. Revised and implemented more efficient distribution strategies for the consumer and

foodservice product line. Drove the development of product introductions that generated $5M in incremental volume.

EDUCATION / MILITARY SERVICE

M.B.A. Marketing – Columbia University, New York, NY

Elected to Beta Gamma Sigma (National Business Honorary Society)

B.B.A. – Bernard Baruch College, City University of New York, New York, NY

Captain, U.S. Army – Served two tours of active duty, receiving two Bronze Stars for Valor, Combat Infantry Badge, and

two Air Medals among other decorations. Honorable Discharge.

PROFESSIONAL / COMMUNITY LEADERSHIP

Past Board of Directors / Past Vice President, Rodeph Sholom Synagogue

Volunteer for Leeway (45 bed halfway center for AIDs patients)

Alumni Club, Columbia University Graduate School of Business

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