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Sales Manager

Racine, Wisconsin, United States
April 16, 2018

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

Franksville, Wisconsin 53126


Summary of Experience

Over 20 years in the CPG, retailing, plastics, and supply chain industries as a sales management strategist utilizing cross-functional alignment to build long-term plans to achieve sales, new product development, share, and revenue goals. Background of competencies which includes marketing, logistics, finance, manufacturing, and value creation.

Orbis Corporation, Oconomowoc, Wisconsin

A $750 million global plastics organization, manufacturing reusable plastic applications, including pallets, totes, bins, and bulk systems.

2013 to 2017

National Sales Director: Responsible for leading sales for top global food manufacturing organizations around application solutions that drive efficiency and profitability in manufacturing and supply chain.

Developed new company role in food manufacturing growth areas which included General Mills, KraftHeinz, Nestle, Campbell’s, Hershey’s and Hormel Result: Grew volume to

$4 million over 2 years while establishing high level relationships at major customers

First to sell revolutionary new application, Plasticorr, at KraftHeinz and led implementation team in execution. Result: 18 month sales cycle of trial within liquid concentrate segment which resulted in $300,000 sales, $1,000,000 of future application sales in 12 months, KHC ROI in less than 2 years, and savings of over $600,000 on initial purchase in 4.5 years

Established menu pricing across plastic applications at large food manufacturer to communicate, penetrate, and drive sales. Result: Collaborated with corporate Hormel that made Orbis preferred supplier and agreed pricing that was communicated to all manufacturing locations. This led to over $300,000 in sales, $100,000 incremental, which was a 700% increase.

Collaborated with Orbis Regional Account Managers and led cross-functional team that targeted 2 major food manufacturers to engage at plant level and deliver Orbis messaging, value proposition, and application options. Result: Delivered incremental volume exceeding $500,000 and established long term contacts and relationships.

Partnered with Coca-Cola Six Sigma project that identified internal and external improvement opportunities around plastic application loss. Result: Managed 12 week collaborative execution in Texas area which improved retrieval of assets by 260% and reduction of yearly spending of $400,000. This value proposition resulted in 5-year preferred vendor agreement maintaining a $35 million relationship.

IGPS Company, LLC, Orlando, Florida

A $150 million rental pallet platform organization that incorporates technology, innovation, and sustainability throughout the global supply chain to manufacturers and retailers.

2008 to


National Director of Sales: Responsible for executing sales strategy around reverse logistics on return of assets and implementation of technology based equipment that coordinated processes. Responsible for retrieval of asset volume and collaborative engagement with marketing, finance, asset recovery, and customer service. Led team of 3.

Developed and implemented reverse logistics programs at larger retailer base which included Target, Publix, Kroger, Supervalu, Costco and C&S. Result: Expanded network by over 2200% in 2 years and reduced costs by over $5,000,000.

Worked cross-functionally with General Mills at executive levels to meet with joint customers and implement training on new processes. Result: Closed gaps of reverse logistics with joint business planning and increased volume by 3,000,000 pallets.

Managed integration into Canadian market working with largest receivers (Sobeys, Metro, Giant Tiger) on platform and reverse logistic opportunities. Result: Executed acceptance at Metro and Giant Tiger that generated new revenue and expansion.

Launched internal and external benchmarks which created awareness of asset retrieval opportunities. Result: Constructed internal reports for top 50 receivers that identified areas for collaborative improvement across business partners.

Partnered with Human Resources in developing 6-month and yearly reviews around core competencies across organization. Result: Implemented benchmark review process that was web based and incorporated development areas for employees.

SC Johnson, Racine, Wisconsin

A $5 billion privately-owned global CPG manufacturer.

1986 to


Customer Marketing Director: Responsible for development of sales strategy for $840 million Home Storage/Shave (Ziploc/Edge/Skintimate) and $350 million Pest Control (Raid/Off) product lines, and collaborative planning for distribution, merchandising, and promotion. Led team of 4.

Directed strategic planning and execution of total Home Storage business portfolio.

Result: Achieved record sales of $645,000,000 that exceeded budget by 12%, drove share over 2 points, and delivered incremental profit of $42,000,000.

Led successful defense of Ziploc bag segment during competitive launch including development of aggressive promotional programs and vehicles. Result: Maintained segment share position while growing factory sales by over 5%.

Provided leadership on new product launch of Ziploc ‘Zip n Steam’ that preempted competition. Result: Achieved 80% distribution in 4 weeks at Mass/Food outlets, integrated co-marketing programs with Wal-Mart/Food prior to launch, and exceeded year one volume estimate by 18% or $20,000,000.

Drove strategic positioning of Ziploc price increase across Pinch and Seal line.

Result: Delivered rationale to marketplace that addressed longer term growth plans within category and generated additional corporate profits of $40,000,000.

Implemented ‘Project Kick’ as ‘one stop’ resource for Pest Control category that included fact based template integrating sales, share, distribution, merchandising, and consumer insights to identify opportunities. Result: Achieved preferred status at major retailers (Target, Wakefern) and grew volume by over 7% or $20,000,000.

2004 to 2008

Category Sales Manager: Responsible for liaison activities between marketing, manufacturing, and market research supporting field sales on Ziploc and Raid/Off.

Executed Ziploc Big Bag test market in Columbus and San Antonio with major customers. Result: Achieved test market objectives in all outlets and leveraged knowledge for national launch accounting for first year sales of over $30,000,000.

Integrated Ziploc line into ‘Double Zipper’ by managing conversion of manufacturing, inventory, and programs. Result: Increased sales by over 5% and base distribution beyond 90%, while maintaining 100% customer service levels.

Led construction of web based sales site with pertinent information sources from Center for Disease Control, Planalytics, and national media sources in response to West Nile Virus concerns. Result: Increased Off personal repellent sales by over 15% in 3 months.

Led implementation of Efficiency Rewards Program team that restructured supply chain metrics for retailers and developed presentation template for execution.

Result: Implemented overall cost efficiencies of $75,000,000.

Promoted to Customer Marketing Director.

2001 to


Corporate Account Business Manager: Responsible for overseeing Wakefern account team with annual sales volume of $35,000,000. Led team of 3.

Instituted financial planning to best manage distribution, merchandising, and promotions utilizing holistic business approach that emphasized ‘First to Market’ mentality.

Result: Increased sales by over 11% and received SCJ’s Officer’s Award for Team Leadership/Growth.

Promoted to Category Sales Manager.

1998 to


Held positions including Regional Manager, Account Business Manager, Key Account Manager, and Area Manager.

1986 to



B.S. Degree, Business Administration – Marketing, LaSalle University, Philadelphia, Pennsylvania, 1985

Community Activities

American Cancer Society – Relay for Life, HALO (Homeless Assistance Leadership Organization)

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