CARL ROCCO

***** ***** **** *****, **** RATON, FL, 33498. CELLULAR: 615-***-****, EMAIL: ac3fdf@r.postjobfree.com

PROFESSIONAL SUMMARY

Visionary Executive skilled in leading and building teams, making critical and timely decisions and action biased, establishing record sales figures, energizing team, expanding existing territories and developing new accounts and targets. Collaborative business and process owner driving consultative sales featuring high value with all levels of prospects and clients.

Engaging customers to identify their needs and align organizational resources resulting in long-term strategic alliances.

P&L capabilities, including planning, optimization and analysis.

Established leader providing significant business improvements across a wide array of markets and industries, including Healthcare, Food Service, Retail and Industrial.

Sales process and strategy creation implementing CRM systems throughout sales channels and integrating consensus within and between business units to ensure sales, financial and operational success.

EXPERIENCE

CSM BAKERY SOLUTIONS, ATLANTA, GA

DIRECTOR OF SALES-NORTH AMERICA FOOD SERVICE: 5/2016-Present

Recruited to create and foster opportunities within the sales organization and cross-functional teams to retain existing business, while creating plans for growth with national accounts, broker success as well as broad bine distribution partners. Leading sales teams with the entry of over $45M in the funnel to date, while managing a $85M business unit. Member of the North American Food Service leadership team.

Duties include: securing sales growth, production forecasting, financial budgeting, marketing programs, offer generation, negotiation, trade spend review, operational reporting to Executive Management, training and coaching.

Hired, trained and developed a Non-Commercial Specialist to focus on key growth functions. Developed long-term strategic plan leading to funnel growth of $25M.

Culture of accountability implemented-celebrate success, learn from issues.

Implemented account-planning process within a high performing sales team concept leading to better utilization of resources, driving 2017 year-over-year revenue growth to date, 14%.

Leading a team providing business ownership, new product development, win-back strategies and project implementation. Analyze SKU(s) to supply the sales team with the most efficient and profitable products for customer base, providing a transformational sales approach.

Member of the Sales Broker selection team.

Created documentation and tools to increase broker productivity including a more directed sales approach, training and presentation development-resulting in more aligned functional resources.

Negotiated pricing increases to insure profitability goals are exceeded, driving price per pound by over 7%.

Collaborate with category teams to provide food service concentric products.

Created and managed “Center of Excellence” funnel process to review leading indicators as a more predictive way of ensuring success.

Representing all channels including C-Store, QSR, Leisure, Healthcare, Non-Commercial, Distribution and Retail

Created business with US Foods, Sysco, Gordon Food Service and Performance Food Group

Developed new products as well as joint business planning for accounts including: Arby’s, Chick Fil A, Sonic, Holiday Inn, Burger King, Firehouse Subs, Krystal’s, White Castle, Sbarro and Wendy’s

UNIFORM ADVANTAGE - PLANTATION, FL

VICE PRESIDENT OF SALES: 9/2014-4/2016

Recruited to deploy a business-to-business team of Outside Sales staff and develop a group of Inside Sales associates focusing in the Healthcare, Food Service and Hospitality market spaces. Created over $12M in new pipeline and closed over $3.5 in new acquisition and penetration business. Member of the Executive planning team.

Created Vision, Mission and Strategy documentation.

Set market pricing and customization matrix.

2015 Business increase of 26% over 2014 YTD, 2016 year-over-year increase was over 23% and exceeded forecast by 9%.

Implemented sales strategy, flow and process by instituting a High Performing Work Team Approach- maximizing alignment and metric development.

Collaborated with the creation of a B-to-B marketing platform to reduce sales cycle time and effort.

Created a Multi-Channel approach to selling-bridging retail stores, e-commerce and outside strategic sales, leading to the addition of five outside sales specialists and four inside associates.

Secured acquisition accounts exceeding $3M by providing solutions to specific client issues.

Developed institutional laundry products to develop a distribution channel.

Led a sales group of twenty, including five direct reports

SUPERIOR UNIFORM GROUP - SEMINOLE, FL

REGIONAL VICE PRESIDENT-SOUTH: 8/2006-8/2014

Assumed the role of Regional Vice President, and engineered and deployed a team of Territory Sales Mangers from a multiple market approach to a healthcare focus across the Southern half of the United States. Developed more than $15M in new pipeline and successfully closed over $4M in acquisition and penetration business. Responsible for over $35M in Revenue. Directed, coached and mentored a sales force of up to twelve people, while hiring five new team members.

Deployed additional team based on exceeding plan-leading to sales improvement in 2013 of 14% and 12% in 2014.

Created market specific direct sales approach separating healthcare into several divisions to create a more specific sales team focus.

Requested by Senior Management to personally direct several of the company’s largest national accounts.

Region was increased in size and scope three times during my tenure. Sales increases exceeding 15% in seven of eight years.

Increased opportunity pipeline from $35M to over $50M with regular KPI review.

Directed a selected group of the company’s largest Food Service National Accounts and increased overall revenue footprint by over 20%.

Changed culture by training the organization in the Integrity Selling concept.

Increased laundry channel by over 30% and overall improvement of over 24% during 2012.

Directed activities in all channels: Healthcare, Food Service, C-Store, Hospitality, Public Safety, Entertainment and Retail.

Developed customer and internal presentations used throughout all business units leading to increasing corporate sales.

BLACK BOX NETWORK SERVICES - PITTSBURGH, PA

VICE PRESIDENT OF BUSINESS DEVELOPMENT: 4/2000-8/2006

Managed a sales team consisting of business development managers, inside sales, call center solutions, engineering and administrative staff. Led division with over sixty employees. Member of Strategic team responsible for corporate direction and planning. Mentored by CFO and CEO.

Charged with the maintenance and growth of National Accounts, resulting in a 10% year-over year growth rate for 2005 and 9% in 2006.

Responsible for all avenues of the business consisting of engineering, CAD, pricing, project & branch management and operational programs.

Organized and participated in key executive strategy meetings driving marketing and overall sales improvement. Maintained a $10M signing privilege.

Participation with the M & A team leading to two purchases and integration within current platform.

P & L responsibility for five branches - reduced expenses by over 10%, while growing existing revenue streams providing overall EBITDA improvement.

Improved call center system and created proactive client reporting schedule and format offering the company a series of retained and regained details, thus increasing sales by 6%.

Collaborated with IT, Marketing and Sales to develop CRM and SAP implementation.

Channel coverage included: Healthcare, QSR, C-Store, Government and Retail

Reduced Operating Expenses by 4% by utilizing accountability matrix and driving personal responsibilities.

Black Box CEO personally requested four-month assignment leading a branch where expenses were reduced by over 20%, revenues moderated based on sales and operational efficiencies.

Promoted several times, joined the company as a Program Manager responsible for Local Service Installation for The Home Depot locations.

AT&T CORPORATION - ATLANTA, GA

CLIENT BUSINESS MANAGER: 12/1996- 4/2000

Responsible for Voice Services and Contract Negotiations for The Home Depot, a premier, Global Account Services client. Duties included the Sales and Installation of dedicated long distance as well as local services and new products. Gold club sales award 1998 and 1999.

SUPERIOR UNIFORM GROUP - SEMINOLE, FL

TERRITORY SALES MANAGER: 7/1989-12/1996

Territory Sales Manager responsible for the development of new acquisition business as well as the maintenance of established accounts in the Georgia, Kentucky, Mississippi and Tennessee markets. Managed all markets and channels.

Skilled with Microsoft Office products, Salesforce.com and various CRM software packages, SAP

Integrity Selling Certified Facilitator

EDUCATION

MERCER UNIVERSITY – MACON, GA

Bachelor of Arts: Political Science and Business. Recipient of Golf Scholarship/captain of the team.

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