Sales Customer
Resume:
ERIC
HARRISON
Atlanta,
GA
************@*******.***
linkedin.com/in/ericvharrison/ SENIOR
LEVEL
SALES
EXECUTIVE
CHIEF
CUSTOMER
DEVELOPER
TEAM
COACH
TOP
PERFORMER n
n
n
Turn
around
expert
with
a
focus
on
team
culture,
new
business
development
and
strategic
selling. Award
winning
sales
executive
with
15+
years
of
proven
experience
growing
market
share,
developing
teams and exceeding revenue targets. Expertise in negotiating long- term agreements valued at $6 billion with a history of 100% renewal. Laser focus on building customer partnerships within the C- Suite for the retail, restaurant and consumer package goods markets. Proven track record of closely analyzing market data, competitor
intelligence
and
sales
metrics
to
turn
around
struggling
business
segments.
Recognized
for
strong team
leadership,
financial
acumen
and
data
analysis
to
optimize
performance. CORE
COMPETENCIES
ü Strategic
Sales
Process
ü Business
Development
ü Intellectual
Acumen
ü Operational
Excellence
ü P&L
Management
ü Market
Identification
ü Flexibility/Adaptability
ü Executive
Coaching
ü C- Suite
Sales
ü Inspirational
Leadership
ü Customer
Partnerships
ü Team
Culture
&
Development
ü Contract
Negotiations
ü Financial
Analysis
ü Compelling
Communication
PROFESSIONAL
EXPERIENCE
SIONIC
MOBILE,
ATLANTA,
GA
2018
–
PRESENT HEAD
OF
SALES
/
CONNECTED
COMMERCE/
HOSPITALITY
GROUP Lead
the
new
business
team
for
the
Restaurant,
Retail
and
Convenience
channels
with
a
revenue
target
of
$500M.
§ Created
the
sales
strategy
for targeting large
national
clients including
Chick
Fila,
Panda
Express,
Jersey
Mikes and
Applebee’s.
§ Developed
selling
platform
targeting
key
decision
makers
at
the
CEO,
COO,
and
CMO
level.
§ Generated
momentum
in
the
trade
after
3
years
of
stagnate
performance
in
the
hospitality
segment.
§ Positioned
company
for
first
revenue
producing
test
with
large
regional
QSR
concept. PEPSICO
INC.,
ATLANTA,
GA
1999
–
2018 VICE
PRESIDENT
SALES,
FOODSERVICE,
SOUTH
&
SOUTHWEST
(2013
–
2018) Steered the turnaround of underperforming region,
managing 71 customers and $253M in revenue
within two of the most
competitive
markets
for
PepsiCo
Foodservice.
Negotiated
and
restructured
customer
agreements
to
optimize
the profit
pool for the customer
and
PepsiCo.
Coached
a team
of
18 sales
executives
and
business
analysts
as
well
as the National Sales organization on contract architecture and customer negotiations. Formulated and established effective annual
operating
plans
for
growth
within
mature
clients
in
declining
segments.
§ Catapulted
revenue
and
profits
by
15%
and
exceeded
plan
by
restructuring
customer
agreements
with
a
focus
on performance
based
funding.
§ Achieved a 100% renewal rate, including renewing 16 customer agreements that generated $940M in gross revenue
over
the
term.
§ Enhanced
and
improved
sales
core
competencies
of
each
individual
on
the
team,
elevating
the
team
to
a
level
of sales
mastery.
§ Successfully
promoted
35%
of
the
team
to
new
roles
within
the
first
18
months
in
position. VICE
PRESIDENT
SALES,
PEPSICO
FOODSERVICE
(2011
–
2013) Led
the
largest
region
comprising
two
of
the
top
three
customers
and
greatest
revenue
contribution.
Managed
all
5
lines of business including Pepsi, Frito Lay, Gatorade, Tropicana, and Quaker. Created and implemented Annual Operating Plans
leveraging
$120M
in
trade
spend.
§ Restructured
the
account
team
to
focus
on
profitable
growth
and
strategic
impact,
aligning
analysts
with
account managers,
providing
data
on
volume,
service,
and
contract
compliance. ERIC
HARRISON
404- 307- 0520
************@*******.***
linkedin.com/in/ericvharrison/
PAGE
2
§ Exceeded plan by 7% through solid execution of marketing programs that were easily executable and generated measurable
return,
increasing
leadership
visibility
to
more
strongly
influence
customer
accounts.
§ Led a team
of
19
national sales
directors that
manage
61 customers and
$209M in revenue across the
Quick Serve,
Casual
Dine
and
Mid- Scale
segments.
§ Renewed
100%
of
the
long- term
customer
agreements
that
generated
$275M
in
gross
revenue.
§ Established
a
bi- weekly
leadership
development
program
that
improved
performance
and
changed
the
culture. VICE
PRESIDENT,
BEVERAGE
DEVELOPMENT
(2010
–
2011) Coached the Premiere Account team for Arby’s Restaurant Group and Golden Corral. Led culinary innovation summits focused on snacking occasion to reverse negative trends and produce profitable organic growth, preserving the Arby’s relationship
valued
at
$900M.
§ Exceeded
plan
at
Golden
Corral
by
5%
after
2
years
of
declining
transactions
and
beverage
sales
§ Surpassed
revenue
plan
by
6.8%
after
39
periods
of
declining
drinks
per
transaction
at
Arby’s
§ Drove
increased
beverage
incidence
at
Arby’s
lifting
the
account
from
bottom
quartile
within
quick
service
§ Increased
marketing
expense
productivity
by
20%
which
improved
the
customer’s
Return
on
Investment
by
7% DIRECTOR,
CENTER
OF
EXCELLENCE
(2008
–
2010) Created
the
Renewal
Center
of
Excellence
for
the
Foodservice
division,
bringing
rationalization
to
the
investment
strategy across all national and regional customers. Transformed the entire contract renewal process by institutionalizing the investment criteria for the customers in our domain. Developed the strategy and conceptualized the negotiations architecture
for
the
National
Restaurants
Organization
built
on
accuracy,
rigor
and
responsiveness.
§ Delivered
$74M
in
net
operating
profit
on
$630M
in
revenue
while
managing
the
contract
renewal
process
for 580
accounts.
§ Created
an
8
Step
Negotiation
process
that
resulted
in
a
99.6%
renewal
rate
across
all
channels.
§ Slashed
Trade
Marketing
Spending
by
11%
on
base
renewal
business
and
5%
on
new
accounts
by
instituting
a disciplined
process.
§ Implemented
the
Simply
Driven
to
Win
methodology
that
increased
profit
by
$13M. DIRECTOR
OF
SALES
/
CHIEF
OF
STAFF
TO
SVP
SALES
(2003
–
2008) Designated
as
the
team
lead
focusing
on
turning
around
lower
performing
segments
with
high
profit
potential.
§ Created
National
Field
Organization
to
managing
regional
accounts
with
a
revenue
contribution
of
$240M.
§ Established
the
Southeast
region
and
grew
sales
9.5%
while
expanding
market
share
in
the
top
5
customers.
§ Retained
100%
of
customer
base
and
renewed
10
long- term
agreements
valued
at
$175M.
§ Designed,
led
and
trained
the
sales
organization
on
deal
modeling
and
negotiating
long- term
agreements. AWARDS
&
HONORS
Vendor
of
the
Year
Award,
PepsiCo
2003,
2004,
2006,
2013,
2014,
2015,2016,2017 Top
Gun
Award,
PepsiCo
Foodservice
2003 Golden
Straw
Award,
PepsiCo
Foodservice
2009 Men
of
Influence
Award,
Atlanta
Business
League,
2015 Channel
Leadership
Award,
National
MBA
Association,
2010,
2012,
2013,
2014,
2015 Chapter
of
the
Year,
National
MBA
Association,
2014,
2015,2016 Excellence
in
Partnership
Award,
Starbucks,
2014,
2015,
2016 EDUCATION
&
PROFESSIONAL
DEVELOPMENT
Leadership
Development
Program,
Northwestern
University,
Kellogg
School
of
Business Master
of
Business
Administration
(MBA),
Florida
A&M
University Bachelor
of
Science,
Economics,
Florida
A&M
University PROFESSIONAL
AFFILIATIONS
Leadership
Atlanta
–
Class
of
2016 National
MBA
Association-
Atlanta
Chapter,
President
2013
–
2016 Executive
Leadership
Council-
American
Cancer
Society,
2015
–
2016 National
MBA
Association-
Atlanta
Chapter,
Director
of
Career
Network,
2009
–
2012
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