Sales Manager
Resume:
JOHN MILLIMAN
Pittsford NY *****
************@*********.**.***
SALES/MARKETING MANAGER
Highly effective with solid leadership. Track record of
demonstrating excellent management skills in leading operations to
achieve/exceed target goals and objectives. Expertise in
maintaining and building relationships with management at store,
district and corporate levels. Ability to capitalize upon market
opportunities and achieve market dominance. Successful in
developing top producing sales teams.
PROFESSIONAL EXPERIENCE:
Big Red Inc, Austin Texas
2009 to Present
Regional Manager of Northeast Sales
Manage all aspects of sales process including independent
Distributor network and DPSG company owned Branches. Conceptualize
and execute sales programs and establish goals for distributors on
a quarterly basis. Manage full distribution P&L to include
established sales numbers and all rebate programs and execution
payouts. Establish execution goals and measurements to include SKU
assortment, channel development, display execution and overall
sales effectiveness on Big Red brands.
. Set up new distributors throughout Northeast Region and establish
processes and programs for optimal market effectiveness.
. Have increased total distribution 100% each year in my area of
accountability as well as exceeded all established sales goals
Power Trip Beverages, Davie Florida 2005 - 2009
Regional Manager of Northeast Sales
Managed all aspects of Distributor process. Set up sales programs
and established quarterly execution goals. Established sales
forecasts and conceptualized all sales programs, rebates and
payouts. Responsible for all ordering of POS and implantation of it
in the trade thru the distributors.
Set up new distributors and managed all the territories in the
Northeast Region.
. Increased total distribution 100% each year in the northeast region
and exceeded established sales and development goals annually.
. Managed field sales managers in the Northeast Region and established
goals and bonus structure based on execution and brand development.
Southeast Atlantic Beverages, Jacksonville Florida 1998 -
2005
Key Account Manager - Southeast-Atlantic Beverage, Miami Florida (2003
- 2005)
Managed all aspects of the sales cycle from initial account contact
through needs analysis, sales presentation and demonstrations,
contract negotiations, product / service implementation, and
ongoing account management. Responsible for total account base
volume of 1 million cases and $4.5 million in net margin
contribution. Key account responsibilities for Florida and Georgia
included regional accounts such as, Sedano's Supermarkets, I.G.A.,
Smart & Final, Milam's Supermarkets, Crown Liquors, Navarro's
Discount Pharmacy and national accounts including Walgreens, BJ's
Wholesale Club and Chevron. Developed CMA programs geared to drive
volume, profit and market share. Conducted quarterly / yearly
business reviews with all local and national buyers and category
managers.
. Exceeded 2003 budgeted margin contribution by $389K and over
delivered budgeted volume sales by 9%. versus 20002
. Increased total account volume base volume for 2002 by 14.8% to
1 million cases while reflecting growth in all accounts both
regional and national.
. Developed and successfully negotiated the 2003 CMA program for
BJ's Wholesale Club, which drove a volume increase of 11.8% and
out paced the carbonated soft drink category.
General Sales Manager - Southeast-Atlantic Beverage, Miami Florida
(1998 - 2003)
Directed overall operations for Miami sales center, the largest
center for SeaBev. Managed all areas of sales/marketing and
distribution in South Florida, this involved 7 managers and 40
employees. Responsibilities included training and development of
employees at all levels as well as managing and servicing customer
accounts. Customer base included chain supermarkets, drug and
convenience stores, mass merchandisers, petroleum and wholesale
outlets, transportation channels, independent and immediate
consumption accounts. Managed the service and accounting for three
sub-distributors within the franchised area.
. Exceeded 1999 budgeted sales volume by 13% and over delivered
cash operating profit by 32.8% versus 1998 as well as 2000's
budgeted sales volume by 3% and cash operating profit by 88.7%
versus 1999.
. Generated $533.7 in cash operating profit for 2000 by
controlling discounts and allowances.
. Reduced overall turnover by 28% in 2000 through better training
and development as well as implementing a mentor program for all
new hired employees.
. Led the company in highest percent of growth for SoBe Beverages
+39.6% in 1999 and +43.4% for 2000. Winner of SoBe national
sales incentive for 1999 and 2000.
. 2000 became the first Sales Manager of the year for the company.
Pepsi Cola Bottling Group, Phoenix Arizona
1996 - 1998
Territory Manager - Pepsi Bottling Group (1996 - 1998)
Directed overall operations involving annual 3.3 million in volume
cases sold, $11.5 million in gross profits. Managed and oversaw
sales/marketing -this involved a strong support team of 23
employees. Provided direction and support in developing, managing
and servicing customer accounts. Customers included chain
supermarkets, drug and convenience stores, mass merchandisers,
petroleum and wholesale outlets, transportation channels,
independent and immediate consumption accounts. Contributed to the
training and development of sales team consisting twenty sales
representatives.
. Led efforts in exceeding 1996's budgeted sales volume cases by
5% and budgeted cash operating profits by 11% as well as 1997's
budgeted sales volume by 7% and budgeted cash operating profits
by 13.5%.
. Contributed to annual $200,000 costs savings in transportation
through the planning and execution of facility's expansion to a
full-load operation.
. Maintained shrinkage below company's .0025% through strong
inventory control measures and proper product forecast.
PEPSI COLA COMPANY Rochester, New York (1985 - 1996)
Route Sales - Retail Outlets (1991-1996)
Took position to be cross trained and learn more on the retail side
of the business.
Handled all aspects of business on the chain stores such as Grocery
store, Gas and Convienence chains.
You were in control of account business and all aspect of their
business. Have to maintain sales number for
Accounts to receive all of their rebates and incentives. Route did
300,000 cases a year and this was all delivered and sold by the
route sales rep. Increase route for 5 years at 5% increase per year.
Made sales and Quaterly numbers for chain outlets and program for
the 5 years in retail sales.
District Sales Manager - Pepsi Cola Bottling Company (1989 - 1991)
Managed the route selling operations of Pepsi Cola products in a
highly competitive market. Maximized performance and customer
service by training, developing and motivating sales team of Ten
employees-account managers, route salesmen and bulk merchandisers.
Established and maintained contacts with key accounts to enhance
business relations. Conducted route analysis to determine the most
efficient and productive methods for controlling costs and meeting
customers needs.
Job was cut and I moved into retail outlets from food service.
. Impacted volume and profit growth through effective execution of
promotions and control of discounts.
Cold Drink Route Sales Representative - Rochester Pepsi Bottling
Company (1985 - 1989)
Delivered and promoted the sales of Pepsi cola products to
restaurants and immediate consumption outlets
EDUCATION:
South University Business Management A.A.S degree 2009
SUNY @ Brockport NY
CONTINUING EDUCATION
South University - AS in Business 2005 to 2009
Effective Time Management (University of North Florida), 2002
Beverage Builder / Category Management (Dr. Pepper/Seven Up, Inc.),
2001
Delivering Success (Dr. Pepper/Seven Up, Inc.), 2000
Sexual Harassment (Palm Beach Community College), 1999
Strategic Selling (Miller and Heiman), 1998
How to Lead and Motivate Your Employees (American Management
Association), 1998
Conceptual Selling (Miller and Heiman), 1997
Franklin Planner Seminar (Franklin Covey Company), 1997
Supervisory Development Program (West Coast Employers Association),
1990
Sales Development (Pepsi-Cola Enterprises), 1990
COMPUTER SKILLS
Windows 2000, Windows XP, Microsoft Word, Excel, PowerPoint, Telxon
(sales hand held computer), Norand (sales and delivery hand held
computer), Internet, Roadnet.
AWARDS:
"Go Bold" Mistic State Incentive Winner - 2001
First Sales Manager of the Year winner - 2000
Sunny Delight State Incentive Winner - 2000, 2002
SoBe National Sales Incentive Winner - 1999, 2000
"Cold Drink Excellence Award" - 1991, 1989
TOP 8 in country for Pepsi Cola, Plant recognitions.
PROFESSIONAL ORGANIZATIONS:
Chamber of Commerce 2006- present
United way chairperson 2000-2002
Hialeah Police Sponsor.
Metro Dade Police Sponsor.
Pembroke Pines Police Sponsor.
Pembroke Pines Youth Sponsor.
Youth Crime watch chairperson 2000-2001.
Youth crime watch sponsor.
Rochester Epilepsy Foundation Sponsor.
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