Sales Manager

ALETHEA KIRKWOOD

Aurora, CO 800**-***-*** **** *********@*****.***

Drive strategic account development. Introduce solutions to address current or anticipated needs while developing meaningful business relationships with clients. Recognized for inspiring people by helping them understand and embrace the vision, purpose and goal as well as their personal win.

Business Development Project Management Product Management & Brand Positioning Strategic Planning Formal Training & Development Virtual Training Corporate Negotiations Public Speaking Sales Capability Process Improvement Recruitment and Training National Account Management Vendor Relations

PROFESSIONAL EXPERIENCE

Barfresh 2/2016 – Present

Business Development Manager

Proactively manage all aspects of new business development for Barfresh frozen blended drinks, including every step from cold calling, lead generation, contract negotiation and account set-up for premiere venues, foodservice, retail and business & industry accounts in Colorado, Idaho and Utah

Facilitate leadership and training with broad line distributor sales reps and broker partners to identify opportunities for product placement.

Design and deployment of profitable trade shows

Accomplishments

Execution of new product developments and enhancements to existing products, resulting in 96% market unit volume growth

Burger King Corporation 4/2015 – 12/2015

Field Marketing Manager

Managed key divisional roadmaps that supported Burger King corporate brand initiatives in the Central Division

Trained and deployed Burger King mobile applications (ordering/payment) that enhanced how millions of consumers interact and enjoy the Burger King experience

Performed field cadence by visiting franchisee markets (Denver, Kansas City, St. Louis) to review key business indicators (Sales/Traffic/Coupon Readiness/upselling)

Defined and documented product requirements from various inputs (franchisee owners, BK frontline staff, consumers and internal cross functional associates), executing change management to drive business performance

Provided localized pricing guidance to operators within region (menu architecture & new store openings)

Accomplishments

#1 Division Ranking, #5 National Ranking, 2015 Q2 & Q3. Proven track record of driving sales and creating significant organizational impact

Assessed and translated changes in customer needs/wants into coherent timely, actionable strategies and tactics. Secured incremental Investment Spending from franchisees in my second month of hire to grow the Breakfast daypart through incremental media resulting in increased 6% sales

COCA-COLA REFRESHMENTS 2/2011 – 5/2013

Sales Capability Manager

A member of the Executive Leadership team that built and deployed world class capabilities through people, process and technology in Colorado, Wyoming, Kansas and Montana markets. Indirectly managed 125 sales associates

Cultivated leadership adoption and execution of critical metrics to exceed sales and volume targets in the retail channel (C stores and Grocery)

Maintained a position of trusted advisor by exhibiting a detailed understanding of the market product/solution which translated increased market share and profitability

Trained and coached Mountain States Executive Leadership team comprised of the Market Unit Vice President, Area Directors, Area Sales Managers and District Sales Managers on driving positive business results within the retail channel. Developed and facilitated live, virtual and eLearning

Accomplishments

Achieved growth targets of 5% Sparkling Soft Drinks and 10% Still products

Inspired a high performing team by actively participating in daily field activity and being a primary point of contact for establishing and working through priorities

Developed field training and HR onboarding metrics for the sales and merchandising teams that was incorporated in the Coca-Cola national training program

Identified market opportunities and independently defined product vision and strategies that streamlined field execution and closed sales capability gaps

NESTLE PROFESSIONAL 10/2007 – 2/2011

Category Channel Development Manager – Culinary Division

Sole Channel Development Manager directing the $200MM US Custom Culinary National Account portfolio

Bridged technical and business requirements by leading cross functional teams inclusive of (brand marketing, public relations, food technologists, field sales, chefs, finance and executive leaders)

Developed operating plan, established competitive information, defined operator drivers by channel, industry and channel trends, targeted customer measurements and channel specific strategies & goals

Determined and integrated quarterly priorities to National, Street, On-Site and Broker Sales Teams

Developed communication and marketing strategies by gaining acceptance and support from the V.P. and Director levels in all divisions

Accomplishments

Provided mentorship and guidance for the National Account team to help determine the best implementation and execution based competing and/or conflicting priorities. No major business was lost to competition

Exceeded goal of $1.5 Million by achieving $2 Million of new custom business for National Accounts annually

Utilized effective metrics to proactively address consumer and customers’ needs to make informed business decisions. As a result a interactive platform was created to communicate new product offerings and increase our products life cycle

Product realization on average of 140 products annually, from idea, ideation through deployment to end-of-life

COCA-COLA NORTH AMERICA 3/1997 – 9/2007

Senior Sales Executive - Foodservice

Supported all stages of the sales process, exceeding identified sales targets. Skilled leader at breaking through internal conflicts

Reversed the decline of lost business to competitors and increased distributor (Sysco, US Foods, Shamrock) confidence while building brand awareness

Exceeded corporate expectations by successfully renegotiating the top 3 National Chain contracts below Coca-Cola’s financial thresholds (Champps, Black-eyed Pea and Paradise Bakery)

Executed project plans utilizing Coca-Cola’s bundle of services to generate revenue and profits for Mrs. Field’s and Quizno’s

Overcame loss of urban customers by identifying needs for the Hispanic, Asian and African American and addressing them through customized multicultural marketing strategies and Point of Sale

Accomplishments:

Repaired relationships with foodservice distributors functioning as the liaison to understand and meet their needs which resulted in incremental revenue for the distributor and Coca-Cola

Transformed over-funded programs into profitable business for Coca-Cola. Closed financial gap in excess of 2 million dollars through successful contract renegotiations

Generated gross profit of $2,104,000 vs. target of $1,915,000

Developed a communication process for franchisee operators that connected them to several touch points within the Coca-Cola system. Converted new competitive business in excess of 100 locations

Facilitated formal and field training for new team members and cross functional partners

EDUCATION

B.S., Business Management, HAMPTON UNIVERSITY, Hampton, VA

CERTIFICATIONS /TECHNICAL SKILLS

Six Sigma White Belt Certification Microsoft Office Suite Lotus Notes

PROFESSIONAL / VOLUNTEER AFFILIATIONS

Connect Team Lead – Potters House of Denver 5/2012- 2015

2013 Volunteer of the Year

ALZHEIMERS ASSOCIATION OF COLORADO 6/2013-Present

Multicultural Outreach Committee

VICE PRESIDENT – DENVER METRO HAMPTON ALUMNI ASSOCIATION 11/2013- 3/2015 Women in Foodservice Coca-Cola Diversity & Inclusion Council Business Resource Team President of Women’s Link Mountain States subchapter 2012-2013 CCR On Premise Acceleration Task Force

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