Sales Manager

STEVE FITZER

**** ***** *****

Naperville IL ****4

630-***-**** Cell

********@*****.***

PERSONAL PROFILE

Energetic, positive, highly successful account / broker / distributor business development leader. Strengths exhibited in assertiveness, verbal / written communication, win-win negotiation, sales training, team leadership, project management, syndicated data analysis / use, category management, budgeting, sales finance, new business prospecting. Consistent delivery of quality, profitable volume growth by utilizing a fact-based business attainment approach. Proven developer of high performance, collaborative, cross-functional direct / broker / distributor sales teamwork. Led both tier one and developing CPG manufacturers’ complex sales / marketing activities in various categories with regular quality results delivery. Deeply experienced over a wide variety of business channels: National / Regional / Independent / Specialty Grocery, Natural, Mass, Club, Drug, Convenience, Dollar, Ecommerce, Pet, Hardware, Food Service and Protein. Development pro adept at delivery of expected growth in many U.S. retail store categories (center, perimeter): Dry Grocery, Protein, Seafood, Pet, Confection, Produce, Natural, HBC, Beverage, Water, Dairy, Refrigerated and Frozen. Positive volume results delivered in international markets.

CLASSICALLY TRAINED CPG BUSINESS DEVELOPMENT PROFESSIONAL

I am driven to seek a challenging, permanent full-time position in business development. I am passionate about organizing and building infrastructure at firms to add value in meaningful, impactful ways. I seek to become an integral team member within a growing organization to continue to leverage my professional experience and education in order to continuously add to the structural integrity and success of that organization.

CORE COMPETENCIES

Strategic Business Builder

Profitable Sales Growth Delivery

Collaborative Business Team Leadership

Direct / Broker / Distributor Sales Team Developer

Project Management Leadership Ability

Category Management Process Leader

Forecast and Budget Development Excellence

Sales Finance Trainer

PROFESSIONAL EXPERIENCE

Vita Food Products Inc., Chicago IL October 2013 - November 2017

National Sales Manager

Manufacturer of high quality, leading national seafood brands (refrigerated / frozen) and specialty brands (center store shelf stable: sauces, condiments, salad dressings, sweeteners, dessert toppings).

Leader of national sales development teams (direct and broker), $27 million volume responsibility, directed sales planning, budgeting, staff training and performance evaluation to assure maximized results.

Conducted detailed distribution analysis by customer channel to define, prioritize business growth targets.

Built/executed rollout action plans for existing and new product distribution and sales expansion processes.

Achievements

-Led five direct sales reports and broker sales teams through complete restructuring and reorganization which resulted in positive impact on sales growth potential at both seafood and specialty brand divisions.

-Directed marketplace introductions of licensed brand introductions of Cold Stone, TGI Fridays and Red Robin product lines resulting in specialty brands group 19% annual increase in total baseline sales volume.

-Aligned focus to seasonal Kosher for Passover lines, delivered 18% seafood volume growth 4 straight years.

-Drove licensed brand sales introductions of Jim Beam and Biggest Loser frozen seafood entree lines which resulted in $2.5 million in annual sales increase in seafood baseline sales in initial two years.

STEVE FITZER Page Two

Universal Biosciences, Division - Universal Beauty Products, Chicago IL February 2012 - September 2013

National Sales Director

Successful, privately held specialty, ethnic and natural channel HBC manufacturer.

Team leader that initiated ground up build of group tasked with creation of Universal Biosciences division.

Universal Biosciences was a new venture initiated to create and market unique, high quality natural channel appropriate brands that fulfilled unmet needs in the marketplace. Via Nature brand created and launched.

Led process to launch new Via Nature products developed into regular natural channel business distribution.

Initiated evaluation/hiring process for new sales/marketing teams and regional brokers set for target markets.

Achievements

-Developed and activated Via Nature brand logo and product packaging for each of the product lines.

-Organized / led team that launched new Via Nature website to communicate brand messaging. Website was also designed as source of reference and presentation materials for direct and broker sales team use.

-Multiple new Via Nature products brought to marketplace at natural, specialty grocery, internet retailers.

-Organized/executed initial exposure of Via Nature brand to retail trade at Expo West trade show in 2013.

Verve Inc. (dba Glee Gum), Chicago IL September 2011 - November 2011

National Sales Director – contract position

Natural channel confection firm specialized in chewing gum sold at natural and specialty grocery channel outlets.

Hired 3 months to consult regarding desire move to more traditional go to market model for their business.

Achievements

-Generated 2011 sales volume of $1.1 million, volume grew 20%, exceeded growth rates in prior 3 years.

-Developed/executed rollout of new annual trade planning process for 2012 at all existing distributors.

-Organized evaluation/hire process for new team of regional brokers for U.S and Canadian markets.

-Conducted detailed distribution analysis by channel to define priority business expansion targets.

The Hain Celestial Group - Personal Care Division, Chicago IL May 2008 - October 2010

Regional Sales Manager, Central and Northeast U.S.

Hired by Avalon Natural Products Inc. A leading natural and specialty channel HBC manufacturer, became part of The Hain Celestial Group as result of corporate reorganization December 2009.

Led sales growth generating activities plus managed system of distributor partners, regional brokers to deliver winning national / regional / local account strategies and consistent positive results in multiple markets.

Pioneered successful systematic, fact-based sales efforts over area of responsibility. Over entire tenure, all customer business reviews performed contributed to significant added profitable sales volume.

Successfully managed team through complicated, challenging corporate reorganization and distribution center consolidation in 2009 with no impact on strong sales growth trends.

Promoted January 2009, to expanded, focused responsibility for largest grocery channel customers in U.S.

Achievements

-Delivered double-digit sales volume growth, improved account distribution consecutive years at assigned natural / specialty distributors, natural channel retail accounts, major grocery channel retail accounts in Central and Northeast U.S. geographies at growth rates consistently greater than overall company trends.

-Drove category market share growth at major Midwest and Northeast U.S. grocery channel accounts contributing $6,500,000 annually, 62% of total grocery channel personal care sales volume.

-Twenty-seven successful retailers fix the mix category reviews which resulted in maximized assortments.

-Gained record display sales results at Kroger, Meijer, Giant Eagle, Shaw’s, Hannaford and other retailers.

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Glacéau (Energy Brands, Inc.) division of The Coca-Cola Co., Chicago IL May 2006 - April 2008

Regional Chain Manager, Central

Leader in growth and development of the new Enhanced water subcategory of CPG beverages. These items are marketed as water and contain additional ingredients which enhance the nutritional value of products.

Drove the introduction and growth of Vitaminwater brands at grocery, mass, convenience, natural, drug channel accounts in five state territory (Illinois, Wisconsin, Indiana, Minnesota and Missouri).

Directed/evaluated sales activities, performance of DSD beverage distributors and direct Glacéau salesperson.

Led a complex DSD beverage distributor partner system and one direct report to deliver winning national, regional / local account annual business strategies in multiple customer channels in several markets.

Responsible for successful delivery of large/small format customer development and CMA negotiations.

Achievements

-Delivered triple digit volume growth, doubled distribution of Vitaminwater brands over multiple years at grocery, mass, convenience, natural, drug channel accounts via fact-based sales approach.

-Opened twenty-five new accounts in two-year period contributing significant added profitable sales.

-Directed local Glacéau team to develop/execute unique and creative local sales / marketing programs at major customers in multiple markets. Event success was large contributor to 2006 and 2007 triple digit growth. Thirty-one events run in 2007 accomplished brand trial, awareness and expanded purchases.

-Accomplished challenging DSD distributor transition to Coca-Cola system in 2007 after sale of company without slowing triple digit annual growth trends. Transition process development and delivery of sales training road show presentation to teams at each Coke distribution center in total area of responsibility.

The Dannon Company Inc., Chicago IL July 2003 - October 2005

Account Executive, Sales Team Leader

Innovative manufacturer of worldwide top selling dairy brands, with $550 million total U.S. category revenue.

Leader of three-member sales team I built ground up to develop 8.4% of total U.S. Dannon sales volume.

Territory comprised of all Midwest grocery channel accounts in three states (Illinois, Indiana and Wisconsin).

Supervised hiring, training and ongoing development of two new direct sales team members.

Managed and evaluated Crossmark retail broker activities and performance outcomes.

Directly responsible for Jewel HQ business development, grew this business double digits entire time in role.

Achievements

-Drove double digit market share expansion at Midwest grocery channel accounts delivering at greater rates than national Dannon share growth trends.

-Accomplished yearly double digit sales growth in area of responsibility greater than overall company rates.

Nestlé USA, Chicago IL / Cincinnati OH / Columbus OH June 1981 - July 2003 World’s largest food manufacturer with leading brands in most CPG categories. Over $1 billion total U.S. revenue.

Account Executive, Pet Specialty, Purina Petcare Company, Chicago IL/Minneapolis MN 2002 to 2003

-Revitalized sales growth at 4th largest regional pet specialty distributor in U.S. (American Distribution).

-Trained/developed abilities, improved knowledge of distributor team and two direct Purina sales reps.

-Oversaw new business development at large hardware and tractor supply dealers within territory.

Category Sales Development Manager, Pet Care, Chicago IL/Cincinnati OH 2000 to 2002

-Developed, trained and improved performance of Nestlé direct and Acosta broker sales forces as Pet Care subject matter expert in the field.

-Drove Pet Care category sales, market share growth, go-to-market strategic account development in 16 major markets in 11-state area with 30 major customers, 8% of total domestic Nestlé Pet Care sales.

-Area served represented $110 million in annual Pet sales.

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Nestlé USA, Chicago IL / Cincinnati OH / Columbus OH - continued

Sales Finance Manager, Chain Drug and Mass Merchandisers, Chicago IL 1998 - 2000

-Managed training process, developed performance improvement goals and conducted periodic evaluation of Nestlé direct and multiple broker sales teams.

-Delivered improvement in profitable field sales trade fund management, helped sales teams in area develop account penetration on financial side of customer base as a regional subject matter expert.

-Oversaw 46 key accounts representing 8% of Nestlé U.S. sales volume.

Sales Team Account Manager, Dominick’s/Omni, Chicago IL 1993 - 1998

-Directed top tier account sales efforts as leader of two-person account team.

-Sales growth success generated in a variety of center and perimeter store product categories.

-Annual sales volume built to $45 million.

Direct Account Manager, Kroger-Columbus KMA/Roundy’s(Cardinal Foods) Columbus OH 1981 - 1993

-Doubled account volume to $12 million annual sales.

-Supervised sales and merchandising efforts of four Retail Sales Managers.

-Sales growth accomplished in a variety of center and perimeter store product categories.

EDUCATION

B.S., Business - Marketing, The Ohio State University, Columbus OH

TECHNOLOGY SKILLS

Proficient with the Microsoft Office Suite (Word, Excel, Outlook, Power Point)

Excellent working knowledge of the internet

Capacity and interest to learn any and all proprietary software required for professional function in role

REFERENCES

Professional and personal references will be provided upon request

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