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Account Manager, Sales Representative

Wilmington, North Carolina, United States
May 31, 2018

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Julie T. Tracy

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

Wilmington, NC 28411

Cell: 910-***-****


Highly effective, results oriented professional with a proven record of sales accomplishments in the consumer packaged goods industry. Seeking to leverage clinical nursing experience and technical healthcare skills in a medical sales role.


Registered Nurse – North Carolina Board of Nursing #273104

American Heart Association CPR Certification, Current 2018


Associate Degree Nursing – Cape Fear Community College May, 2013

Master of Business Administration – University of North Carolina at Wilmington May, 2010

Bachelor of Science, Business Management – University of North Carolina at Wilmington May, 1990

Clinical Nursing Experience, New Hanover Regional Hospital October, 2011 – April, 2013

Student nursing rotations in PCU, ICU, ED, Diabetes, Dialysis, Nephrology, Oncology, Orthopedics, Pediatrics, Labor and Delivery, Antepartum, Endoscopy, Cardiology, and NICU units.


National Account Management

Strategic Relationship Development

Marketing Strategy Development

Presentation Skills

Direct patient care for NG & PEG tube feeding

Nursing Care Plans/Physician communication

Budget Management

Sales and Revenue Growth


Nestlé USA, Glendale California 1990 -- Current

Distributor Sales Manager – DSD Beverage and Ice Cream April 2017 – Current

Manage $2.6M in sales and distribution of Nestle Beverage in the DSD network for regional and

national convenience store chains across North and South Carolina.

Manage $50M in sales and distribution of Nestle Ice Cream at the North Carolina division of E&M Ice Cream, the 2nd largest distributor for Nestle in the US, for all classes of trade across North Carolina, South Carolina, and part of southeastern Georgia.

Negotiate annual contracts and promotional plans for beverage and ice cream in key retailer chains.

Provide cross-functional support for national accounts for execution of new item launches

and promotional activity.

Develop sales drives at each of the distributors to close distribution gaps on targeted products.

Utilize consumer insights and category trends to develop strategic business plans for distributors

and their retail customers.

Effectively managed trade budget to achieve 100% of sales objectives with no trade overspends.

Selected as the team lead to resolve distributor service issues in the Georgia market during the 2018 rollout of $2M in new ice cream business at two divisions of Circle K.

Customer Development Account Manager – National Accounts July 2008 – April 2017

Managed $7.2M in annual sales in Top 27 Convenience Store Retailers, including Exxon Mobil,

Circle K, RaceTrac Petroleum, The Spinx, and GPM Investments.

Built out annual sales plans, presented new product launches, and developed collaborative customer promotions that achieved Nestle sales objectives.

Successfully implemented marketing activities that consistently achieved market share growth in two Nielsen Markets, Raleigh/Durham, and Charlotte, NC.

Managed a total trade budget of $630,000 to drive sales via promotions, new item introductions, and account specific marketing programs for 5 different product categories.

Provided category and strategic leadership utilizing fact based selling and analytical skills with key decision makers within each account

Monitor monthly sales through the sales dashboard and identify opportunities and gaps.

Facilitate invoice payments to accounts for specific performance using the Integrated Sales Workbench software.

Developed relationships and built partnership alliances within the three McLane Wholesale divisions leading to an increase in dollar volume and distribution within those markets.

Collaborated in an account specific marketing plan with Circle K South Atlantic from 2013 to 2016 that resulted in driving an additional $1.5M in dollar volume and increase of 18.7% in confections.

2015 sales results in the ice cream category of 127% of goal and an index of 1.05 compared to the

average index of 1.03 across all teams nationally.

Customer Development Account Manager, Channel Sales Jan 2000 – July 2008

Managed $5M in annual sales in 5 Convenience Store Wholesalers and their key retail customers in North Carolina, South Carolina, and Southeastern Georgia.

Key customers included Southco Distributing, Coastal Wholesale, and HT Hackney Orangeburg

Collaborated with supply chain and logistics to insure minimal inventory interruptions during seasonal business cycles and peak promotional periods.

Leveraged rebate contracts to drive confections and Powerbar volume across key retail chains.

Negotiated annual rebate contracts and plans at both the wholesaler and retailer level.

Provided accurate quarterly and annual sales forecasts and balanced trade spending to achieve sales objectives without any trade overspends.

Attended trade shows at the regional and national level, active in regional industry organizations.

Achieved 121% of confections goal in 2006, best performance on the team, achieved 40% growth on Powerbar in the nutrition category.

Customer Development Account Manager, National Accounts: Fleming Sept 1993 – Jan 2000

Managed the sales and distribution of all Nestle products in the North Carolina Division of Fleming Wholesale and the key retailers that they serviced. Focus was on sales presentations, trade spend, market share, forecasting, contract negotiations, and supply chain.

Managed an annual dollar volume of $10.5M across seven different product categories and collaborated with supply chain to manage shipping logistics from the Nestle Distribution Center.

Provided category and strategic leadership utilizing category analytics.

Selected as one of 5 Team Captains nationally to support training activities.

Territory Sales Manager, Charlotte District 1990 – 1993

Managed the sales and distribution of all Nestle products in the North Carolina Division of Nash Finch Wholesale and the key retailers that they serviced. Total annual dollar volume of district was $2.5M. Focus on sales presentations, new item introductions, contract negotiations, trade spend budgets, forecasting and supply chain logistics.

Responsible for the distribution, sales, pricing, and merchandising activities in 105 retail stores.

Selected in August 1991 as a Regional Field Sales Trainer.

Selected in May 1992 as a candidate in the Management Development Program.

Promoted to Account Manager in December 1993

Nestlé Sales Results 1990 - 2018

Consistently achieved or exceeded Sales Objectives for 28 years

2016 Sales Results 110% of goal and ranked #2 on team for growth

Current three year trend of + 103 % sales goal achievement and +5% growth rate

2015 Performance Evaluation of Exceeds Standards

Nestlé Sales Awards

Awarded seven “Very Best / Real Recognition” awards for innovative promotions, sales presentation development, retail training partnerships, market strategy development and outstanding key account promotional results

Food Lion Inc., Wilmington, NC 1983 – 1990

Customer Service Manager

Managed the cash flow and internal accounting function of the front office for all departments in the store.

Planned weekly sales forecasts and developed work schedules for direct reports.

Managed the personnel activities for the Front-End Department: Recruiting, Screening, Hiring, Training, and Performance Evaluations for all direct reports.

Food Lion Inc. Awards

Awarded four “Outstanding Performance” awards for Store Manager Training Program, Cash Control Execution and Performance, Customer Service Manager of the Month and YTD Cash Controls

Certification in Management Succession Program

Civic Involvement, Wilmington NC

Advisory Board Member, New Hanover County Tidal Creek Watershed June 1999 - 2004

Developed recommendations for the implementation of the Tidal Creek Water Quality Enhancement Program to the Board of County Commissioners and the North Carolina Clean Water Management Trust Fund Board

Appointed to the Property Acquisitions sub-committee. Responsible for making recommendations for the purchase of conservation easements and riparian buffers.

Secretary, Bayshore Club Inc. Non-Profit Organization August 1999 - 2000

Served as secretary for non-profit organization to facilitate the deepening of the boating channel in the Bayshore subdivision.

Coordinated a study conducted by marine biologists at University of North Carolina at Wilmington to support a proposal with the Coastal Area Management Authority for a dredging permit.


MS Word, MS Excel, MS PowerPoint, MS Outlook, Siebel Software Integrated Sales Workbench

References available upon request.

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