Sales Representative
Resume:
John R. McKenna
Williamsville, NY 14221
*********@*******.***
Senior Level Sales Professional
Accomplished sales representative, distribution manager with over 20 years
of driving business volume, growth, and distribution networks through
product knowledge and strong client relationships. Consumer educator,
using fact-based, consultative sales approach, in addition to strong
prospecting, and closing skills.
Competencies
Customer Service Communication Skills Purchasing
Sales Logistics Performance Management
Professional Experience
Pepsi Cola Beverages Co., Cheektowaga, NY
2011 - Present
PepsiCo Inc. is an American multinational food and beverage corporation
with interests in the manufacturing, marketing and distribution of grain-
based snack foods, beverages, and other products
Bulk Contract Representative
Service all major programs, promotions and big box stores to include
Walmart, Wegmans, and Tops
. Implement promotional adds and monitor in store activity based on
product sales
. Ensure all products are inventoried and displayed appropriately to
increase consumer sales
Lemac Packaging Company, Buffalo, NY
2008-2011
Leading distributor of shipping, industrial and packaging materials to
businesses throughout North America.
Sales Representative/Packaging Specialist
Managed 500 plus accounts, promoting packaging products to industrial,
hospital, and food service organizations.
. Performed daily inside/outside sales calls which resulted in nine new
business clients monthly; doubling established goal
. Developed new business and expanded existing sales to current clients
. Identified methods for reducing tolls and fuel usage which lowered
company cost annually
. Maintained client retention rate of 95% through effective
communication, frequent visitation, prompt response to needs and
pricing innovations
. Expanded business relationships by growing opportunities within the
Food Service Industry
McKenna & Sons, Williamsville, NY
2006 - 2008
An import/export trucking company comprised shpped and receive pericable
goods into Canada and the US
Owner & President
Oversaw all aspects of business, including sales, purchasing and supplier
negotiations. Grew startup to include 3trucks and 4 support personnel
. Responsible for hiring and developing new employees
John R. McKenna
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. Conducted annual performance reviews based on established goals
. Complied with New York State Department of Transportation regulations
. Obtained new clients and established rates.
C.H. Wright Distributing Corp., Rochester, NY
2004 - 2006
Leading
distributor in wholesale beverage industry for over 65 years
Area Distribution Representative
Managed client base of over 385 within Erie and Niagara Counties which
included Buffalo Brew Pub, T.G.I. Friday's, Buffalo Wild Wings, and other
smaller eateries
. Generated new business and developed clientele to include over
75clients
. Opened 60 new profitable draft lines to include Guinness, Yuengling,
and Yuengling Black & Tan; received first place sales award
. Maintained client retention rate of 80% through effective
communication, frequent visitation, prompt issue resolution
PepsiCo, Inc., Cheektowaga, NY
1988 - 2003
PepsiCo Inc. is an
American multinational food and beverage corporation with interests in the
manufacturing, marketing and distribution of grain-based snack foods,
beverages, and other products
Lead Sales/Account Manager
Prepared, developed, and executed business plans, selling to over 325 high
volume supermarkets and retail establishments generating $4 million
annually. Client base included Tops, Wegmans, Quality Markets, Kmart,
Walgreens, Walmart, Wilson Farms, and Rite Aid.
. Designed, developed, and implemented marketing programs for food and
beverage promotions
. Successfully maximized product visibility by securing prime locations
within stores which resulted in increased sales by 23% during holidays
and sporting events
. Delivered product presentations to clients and assisted and advised of
those products that would best suit client needs and customer demands
Sales Trainer
Facilitated and enhanced group/individual performance levels through one-on-
one coaching and motivation
. Instructed underperforming representatives while encouraging overall
achievement of goals
. Communicated in a clear and concise manner sales information while at
the same time prioritizing multiple projects
Education
BA, Communications. State University College at Buffalo, Buffalo, NY
Sales Training
Expanding Accounts (1995), Developing Sales Leads (1992), Sales Training
1999
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