Sales Manager

J. MICHAEL FREDERICK

***** **** ***** ****** ~ Leawood, KS 66224

913-***-**** ~ ********@*****.***

CAREER SUMMARY

A senior executive sales and operations professional that has 20+ years of progressive experience in the

paper/packaging and foodservice industries. Abilities include:

Strategic Growth Development Change Leadership

Margin Improvement Management Customer Focus

Attract, Retain & Develop Talent International Business

EXPERIENCE

Huhtamaki, Inc., Espoo, Finland 2005 – 2014

Leading global manufacturer of foodservice packaging, ice cream packaging, branded Chinet tableware, films,

and flexible packaging with annual sales of $3,000,000,000.

Vice President – Foodservice Business Unit (2008 – 2014)

• Profit & Loss responsibility for $375,000,000 Kansas City-based business that sells molded fiber,

thermoformed and injection molded plastic, and paperboard packaging

• Successfully integrated the customers and sales teams of three foodservice acquisitions in the last three

years

• Engaged in global Huhtamaki foodservice business dealings with Europe, Russia, China, Australia, South

Africa, and Mexico

• Set division’s strategic direction annually and communicate goals to the team

• Successfully introduced four new product lines that now exceed $40,000,000 in revenue

• Reversed business unit operating loss of $4,000,000 into a $10,000,000+ profit for the division in each of

the last four years

• Improved contribution margin by 9% over the last five years

• Reduced SG&A expenses by over $1,000,000

• Focused sales development efforts around core manufacturing capabilities

• Direct management of National Accounts segment, Distribution sales team, Molded Fiber T&D, and

Product Management organization

• Negotiate all National Account contracts by acting as liaison between corporate general counsel and

customer

• Determine business unit’s annual advertising/marketing budgets and strategy

• Re-built Foodservice division’s sales and product management teams by attracting new talent and

inspiring existing personnel to achieve more

• Achieved superior ratings for Employee Satisfaction, Accountability, Teamwork, Leadership, and

Engagement consistently as measured by Huhtamaki’s annual Employee Opinion Survey

• Selected to participate in two global Huhtamaki leadership and upper management initiatives requiring

project work with International teams

Insead International School of Business (2012)

• Advanced Industrial Marketing class

• Selected by the Huhtamaki Academy

• Fontainebleau, France

J. MICHAEL FREDERICK PAGE 2

International Leadership Program (2007)

• Global Huhtamaki leadership teams

• Led team project as the only American

• Spain, The Netherlands, and Finland

Director of Sales, Custom Packaging Group (2005 - 2008)

• Responsibility for $110,000,000 division’s sales of injection molded and thermoformed plastics, molded

fiber ovenware, and paperboard packaging

• Provided strategic direction to six Account Managers and two brokers

• Negotiated a $15,000,000 contract extension with largest customer under more favorable terms, resulting

in improved margin

• Secured new business of $12,000,000

• Improved division’s profitability by $3,000,000 in first year

Burrows Paper Corporation, Little Falls, NY 2000 – 2005

Privately owned manufacturer of specialty paper, wraps and packaging for the Foodservice industry with annual

sales of $250,000,000.

Vice President Business Development (2000 – 2005)

• Managed sales of company’s largest account ($80,000,000/year) and improved margin five-fold

• Negotiated contracts, set pricing,and led new product development function

Caraustar Custom Packaging, Austell, GA 1994 – 2000

Manufacturer of folding cartons, recycled paperboard, and industrial packaging with annual sales of

$1,000,000,000 (formerly Packaging Corp. of America/Tenneco Pkg.).

General Manager – Folding Carton Division (1998 – 2000)

• Full P&L responsibility for $28,000,000 folding carton facility

Sales Manager – Folding Carton Division (1994 – 1998)

EDUCATION

Marquette University, Milwaukee, WI - Bachelor of Science degree in Business/Marketing

CUSTOMER RELATIONSHIPS

McDonald’s Popeyes SC Johnson

Starbucks 7-Eleven McCormick Seasoning

Chipotle Dairy Queen Golden State Foods

Burger King Buffalo Wild Wings Iams/P&G

Wendy’s Bunzl J.M. Smucker Company

Yum Brands Sysco Tenneco Packaging/Mobil

Arby’s Dannon Oral B

Subway Tenneco Packaging/Mobil Gerber Foods

Kimberly-Clark Hershey Foods Union Carbide

Hallmark Kellogg’s Nestle

General Mills General Electric Nordstrom’s

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