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Sales Manager

Hamburg, New York, United States
August 14, 2018

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**** ************ **** **** ***, NY ***** 716-***-****

James Hostetter



Competitive, results driven proven sales professional with expertise in relationship building, territory management and meeting sales targets. Particular strengths include excellent oral and written communication, communicating product knowledge, providing impeccable follow up, and a commitment to delivering superior service. Analytical, meticulous detail oriented, problem solver with excellent time management and organizational skills. Successful experience in consumer packaged goods and influencer-based selling environments.


Sales & Marketing:

Knowledge of principles and methods for showing promotions, selling products and services; including marketing strategy and tactics, product demonstration and sales techniques and sales control systems.

Critical Thinking:

Identifying alternative solutions, identifying strengths and weaknesses through logic and reason.


Cultivating and securing new business opportunities.


Monitoring and assessing my performance of myself, peers and organization to make improvement.

Active Listening:

Giving full attention to what other people are saying take time to understand points being made; asking questions.


Ability to influence all levels of decision making with training and credentialing designed to drive mutually effective results.


2015 - Present Batesville Casket Division – Sales Manager

-Responsible for directly managing burial products through targeting, soliciting and closing new business through cold calling and leveraging existing customers.

-Exceeded face to face call expectation by 2 calls a day.

-Strengthened customer relationships by achieving results on orders, delivery, quality, pricing and terms by engaging other functional areas.

-Identified and removed barriers for customers resulting in increased share, territory growth and a 20% sales increase.

-Worked closely with distribution center to communicate customer priorities and concerns.

2013 - 2015 Grocery Sales Manager Shop to Cook Inc.

-Direct sales for a leading developer and current provider for interactive media, in-store kiosks, web, mobile, e-mail, with technology that enables them to compete effectively and improve their shopping experience. and text. Develop programs for an interactive and software provider for regional and independent retail customers

-Responsible for the development of digital marketing campaigns for both chain and independent retailers nationally.

-Key accounts include Whole Foods, Super Valu, Unified Grocers, URM, IGA Markets, Dash’s Markets, Piggly Wiggly, Olean Wholesale and C&S Wholesale.

-Prepare and present digital marketing campaigns to senior business managers. Presentations included key overviews of mobile, web based and in store marketing programs.

-Attend and present at key customer and National trade shows.

-Prepared overviews and business plans for retailers that reflected key return on investment overviews.

-Develop programs with key corporate accounts that will allow retailers to maximize a digital marketing campaign.

-Continue to develop relationships with key wholesalers and distributors on a national basis. New wholesaler relationships have included Grocers Supply and Super Valu.

-Engage with technician team to drive solutions that can be easily adapted at an account level.

2005 - 2012 Special Markets Manager / Regional Sales Manager Ricola USA

-Responsible for development of national sales program for Convenience, Alternate Channel, Independent Drug, Food Service and the Natural Foods segments.

-Territory recorded annual sales increases of between 32 - 46% over the last 6 years.

-Responsible for managing brokers nationally. Development of plans and implementation of programs.

-Develop and execute annual account plans. Regional sales of $7.2 MM.

-Responsible for profit and loss nationally for each channel and customer.

-Key national accounts include McLane Corporate, Dot Foods, 7-Eleven, Speedway, Blockbuster Video, Vistar, Wawa, Cumberland Farms, Whole Foods, AmerisourceBergen and Cardinal Health.

-Develop strategies to enhance regional and national sales and distribution in multiple channels.

-Operate within spend rate guidelines, ensuring maximization of ROI in multiple channels.

-Promote and support corporate national marketing and advertising campaigns.

-Develop and coordinate plans with distributors to convenience store chains and alternate channel with particular emphasis on McLane, HT Hackney, Eby Brown and Core Mark.

-Directed and evaluated account executives to work effectively on Ricola’s behalf in area of responsibility.

-Partnered with customer’s top management, providing promotional evaluation and periodic business reviews.

2001 - 2005 Regional Account Manager M&M Mars, Inc. New Channel Team

-Responsible for $18 MM territory in 2005.

-Grew territory 48% for years 2001 – 2005.

-Opened over 1900 new retailers in 2004 and 2005.

-Account responsibility included Staples, Loew’s Cineplex, Bed, Bath & Beyond, KB Toy’s, National Amusements and Blockbuster Video.

-Distributor responsibilities included CCSI, Coast to Coast and Liberty.

-Responsible for key calls on retailers, wholesalers and distributors in alternate channel.

-Managed customer investment performance programs.

-Received an achievement award for the Staples pallet program in 2003.

-Received an achievement award for opening TransWorld (FYE Stores) as a new account in 2003.

-Accountable for developing and implementing account plans to meet company objectives.

-Accountable for profit and loss within region.

1994 - 2001 Regional Sales Manager McCain Citrus / Lykes Pasco Inc.

-Annual sales of chilled and frozen juices of 3.1 MM cases.

-Annual sales of $45 MM in 2002.

-Annual sales growth of 14% in a declining category.

-Managed and directed food brokers nationally.

-Developed category analysis and programs to promote growth.

-Originated and implemented distributor marketing incentive programs.

-Reflected an average sales growth of 15% in declining category.

-Accountable for Fleming, Kroger, Federated, Aldi, Save-A-Lot, Super Valu, Topco, and Walmart national sales calls.

-Midwest and Northeast accounts included AWG, HE Butt, and Roundy’s, Wegmans, PathMark, Meijer, and Shaw’s.

-Awarded 1997 Shurfine “Supplier of the Year”.

-Awarded 1995 and 1996 Super Valu “Supplier of the Year”.

-Total profit and loss responsibility within region.

-Responsible for the introduction of SunKist Brand juices into the Northeast.

-Hired and managed the Northeast and Midwest broker sales force for branded juices.


Bachelor of Science, State University of NY at Fredonia

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