Sales Manager
Resume:
JEFF CROCKER
*******-*@*******.***
SALES/BUSINESS DEVELOPMENT EXECUTIVE
Strategic business leader with extensive experience leading national sales and business development initiatives
for the consumer products industry. Successful directing teams in developing, launching and growing
international Fortune 500 and private brands via direct sales, licensees and distributors/broker models. Highly
effective leveraging strategic partnerships, negotiation skills, and go-to-market strategies to identify and secure
new business opportunities. Versatile and resilient leader able to thrive in challenging environments to
streamline organizations and completely position firms for global market dominance.
CORE LEADERSHIP COMPETENCIES
Marketing & Sales Leadership US Market Growth Strategies Team Leadership &
Collaboration
Distributors & Logistics Initiatives Sales Negotiations & Presentations Brand Management
Product Development & Launches Managing Strategic Partnership Competitive Product Positioning
PROFESSIONAL EXPERIENCE
NORTHSTAR BALLOONS, LLC April 2014 -
present
Director, US Sales
• Account responsibility includes all national, regional and local grocery chain accounts. Major customers
include Albertson’s, Safeway, Kroger, Delhaize, Winn-Dixie, Schnuck’s, Stater Brothers, Basha’s, Fiesta
and Publix
• Responsible for accurate budget setting which includes sales forecasts, product development costs, trade
spend budgets, travel budgets and trade show budgets
• Responsible for monthly reporting of account activities including sales volume, trade spend and P&L
management by account
• Lead sales team to grow market share in the US balloon market from our current position to a market share
over 40% in the US grocery channel
• Develop US and global sales strategies for all channels serviced by the company. Product costs,
development and retail execution are tied to this sales strategy
• Execute flawlessly our retail sales objectives, headquarter sales goals and internal company objectives for
profit, volume and share
• Continue to build, develop and train our 3rd party network of partners handling our business in the US.
Challenged to continue growing our footprint in retail grocery through account penetration
• Conduct retail store audits regarding shelving and distribution activities.
• Scorecard broker activities regarding account and retail objective completion.
• Responsible for P&L by account
CHEF’S REQUESTED FOODS, INC March 2013 –
May 2014 Senior Director, Corporate Accounts/National Sales Manager
• Responsible for all functions calling on Wal*Mart, including Private Label brands
• Responsible for Aldi covering 4 separate buying calls
• Responsible for Kroger Account Management and all Broker activities
• Responsible for all Club Channel activities including Costco, Sam’s Club USA and Puerto Rico and Mexico
• Responsible for all National Grocery accounts including Safeway, SuperValu and Albertson’s
• Responsible for one direct report, located on the East Coast covering the geographical area East of the
Mississippi River
• Oversee Regional Manager covering Winn-Dixie, Publix, Delhaize, Ingles, Wakefern, Ahold, BJ’s and
Acme
• Responsible for all Regional Grocery accounts West of the Mississippi River, including Schnuck’s, Shop N
Save, Bashes’, Stater Brothers, Cash N Carry, WinCo and Tony’s Fine Foods, Meijer, HEB, Roundy’s and
Woodman’s
• Active member in Chef’s new product development team
• Responsible for P&L by account
• Responsible for developing Business and Marketing plans for accounts in specified geographical
responsibility and for my direct report
• Conduct retail store audits regarding shelving and distribution activities.
• Develop and implement retail “hands on” training for territory sales representatives.
• Active member in Chef’s new product development team
• Scorecard broker activities regarding account and retail objective completion.
• Conduct broker strategy meetings and training sessions.
• Prepare and present to upper management quarterly and annual financial projections, volume projections
and annual strategies by account including trade spend
VARIETY DISTRIBUTORS, INC 2011 to
2013
Merchandise Manager & Import Director
• Responsible for three direct buyers covering Household Chemicals, Hosiery, HBA/Cosmetics, Horticulture,
Social Stationary, Infants, Candy, Pet Supplies, Housewares and Electronics
• Attend annual trade shows including the Lawn & Garden show, ECRM in Atlanta, the Candy show in
Chicago, Atlanta Gift Market in July and the Housewares/Hardware show in Chicago
• Work with senior management of national companies to develop improved trade relations, improve shipping
and receiving issues, develop customer specific marketing programs through Variety Distributors, Inc., and
negotiate improved inbound freight rates on goods purchased
• Manage Spring Floral, Lawn & Garden and Fall Floral and Christmas Overseas Import Program
• Develop and implement shelf schematics for each department, including the launching of new items and
new store set up
• Responsible for promotional vehicles used at retail store level including close out programs, display
programs, TPR programs, Special Buy Programs, Fax programs and store email programs
• Responsible for Variety Distributors, Inc. advertising programs. This includes procuring merchandise and
promotional monies, developing the advertising layout, developing a profit strategy for advertising and
overseeing the collection additional promotional and advertising monies.
• Present annual business plans for appropriate departments including expenses, sales, and profit, margin and
growth targets. Responsible as well for measuring and monitoring progress and compliance of committed
budgets and targets
• Responsible for Planning, Promotion and Merchandising of Variety Distributor’s bi-annual trade shows
including show set up and tear down, customer relations while attending trade shows and execution of
Variety Distributor’s seasonal Import programs
HANSEN’S POULTRY 2005 –
2011
Private Business Owner
• Own and operate State Inspected Poultry Processing facility
• Manage day to day operations, including accounting, personnel and USDA compliance
• Manage marketing campaign, selling and distribution of finished product to consumers
SCHICK SHAVING PRODUCTS -DIVISION OF ENEGIZER
2001 – 2007
National Account Manager – Grocery Channel
• Wholesale responsibilities include Valu Merchandisers, Hy-Vee Stores, SuperValu Corporate, Roundy’s,
Spartan Stores, Inc., Schnuck’s, Shopko Stores, Marsh Supermarkets, Pamida Stores and Nash Finch
• Responsible for $14,100,000 in annual sales in assigned accounts.
• Develop and implement shelf schematics for retail sub-groups.
• Partner with Acosta to prepare account Plan-O-Gram and retail execution recommendations.
• Prepare and present to upper management quarterly and annual financial projections, volume projections
and annual strategies by account.
• Budget and track promotional spending by account.
• Responsible for Acosta retail and wholesale activities with offices in Des Moines, Iowa; Springfield,
Missouri; Grand Rapids, Michigan; Indianapolis, Indiana; St. Louis, Missouri; Kansas City, Missouri;
Oklahoma City, Oklahoma; Omaha, Nebraska, Minneapolis, Minnesota and Milwaukee, Wisconsin
• Conduct retail store audits regarding shelving and distribution activities.
• Develop and implement retail “hands on” training for territory sales representatives.
• Scorecard broker activities regarding account and retail objective completion.
• Conduct broker strategy meetings and training sessions.
ADDITIONAL RETAIL EMPLOYMENT
SCHERING PLOUGH HEALTH CARE PRODUCTS 1999 -
2001 Retail Sales Manager
BRISTOL MYERS-SQUIBB 1997 -
1999 District Account Manager
LEVER BROTHERS COMPANY 1991 -
1997 Market Operations Manager
EDUCATION
NORTHWEST MISSOURI STATE UNIVERSITY
December, 1987 Bachelor of Science in Business Management
Member Sigma Tau Gamma Fraternity
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