Sales Management

Michael Enzman

**** ********** ****.

South Euclid, Ohio 44121

Phone 216-***-****

*************@*****.***

Summary

Sales and Category/Brand Management professional with strong leadership skills and a track record of proven results.

Over 20 years of broad in-depth experience in account, category/brand management, sales, and space management.

Experience with the brand, retailer, manufacturer, broker, and as a consultant. Ability to succeed in a team

environment.

Work Experience

Nielsen On-Site-Nestle USA, Cleveland, Ohio

2004 to Present

**Client Manager (2008-Present) (Sales/Brand, CLT, Shopper Marketing/Insights)

**Associate Client Brand Manager (2004-2008) (Hot Pockets, Buitoni, New Product/Innovation)

Responsible for providing and interpreting detailed actionable sale/brand analysis along with objective category/brand

insights. Scope of responsibilities include new item set ups, tracking and speed to shelf. Also provide in depth

merchandising event promotional analysis and future recommendations. Conduct Scanning & Homescan/Spectra

analysis in support of strategic/brand initiatives. Make analytical presentations to client groups and also conduct

training with new client associates and the broader sales organization regarding Nielsen products and services and

Nestle brand strategies. Manage successful execution of database management functions. Produce accurate,

complete & insightful client business profiles. Build and maintain ongoing relationships with respective client partners.

Contribute to research phase of objective setting process and attend/participate in client/retailer-planning meetings.

RMS products from start to finish as well as Homescan/Spectra services. Make capabilities presentations to

comparable level client contacts.

Work with Supply Chain and Demand Planning to ensure product availability and alleviate OOS issues and

optimize inventory to most efficient stock on hand

Analyze Pricing to optimize brand sales

Responsible for all aspects of brand management: New item intro/creation, defense strategies, product

success/market roll-out

Strive to become an “Expert” on each of the client’s categories/brands

Match customer business issues to appropriate Nielsen products/solutions

Work with other team members on additional projects/categories

Assortment specialist in the market place

Work with all aspects of Homescan/Spectra/RMS SCAN services

Support Shopper Marketing/Insights with both RMS SCAN data, Homescan (panel), and Spectra Demographic

data

Develop Business Reviews/Presentations to advise client of their business and go forward recommendations

Develop and offshore monthly reports for entire organization to follow market, competitive trends and opportunities

Work on numerous projects simultaneously

Develop and write proposals and sell-in products to client on Nielsen products that will fit their needs

Provide valuable insights/support and actionable recommendations to support the clients strategic initiatives as

defined by the Client Management Process

Responsible for entire database that client uses/manage data quality checks/issues

Track various elements of the business: Pricing, Promotion, Distribution, Products by themselves and as related to

the category and competitors and retailers. Develop solutions and answers for the client, as to not just be an

information provider, but also a consultant/trusted adviser and partner

Accountable for client brief

In-store testing/merchandising

Analyze store audit data

Team lead

Responsible for billing, budgeting, training, product sell in and goals/development for Sales Team.

Forecasting

Bonne Bell Inc. Cleveland, Ohio

2002 -2004

(Mid 2002 – 2004) Information Specialist

Bonne Bell headquarters providing Sales, Space & Category/Brand Management Division with strategic/tactical and

actionable insight support. Utilization of IRI and datawarehouse software to provide detailed market and competitor

solutions across all brand portfolio activities.

Provided consumer and customer assessment against category/brand plans including; new products, promotions,

merchandising, adjacencies, etc. .

Daily contact with various key HQ and field based personnel in Sales (National and International) &

Category/Brand Management, Marketing, Marketing Research and other departments.

Extensive use of Microsoft Excel and PowerPoint.

Account focus centers on top 40 US grocery accounts and Alternative Channels (Target, WalMart, K Mart)

Worked w/ IRI, Nielsen, Intactics/Apollo and In-house Pos system to analyze the market, product trends and

identify opportunities and issues

Assisted Sales on account calls with the buyer

Developed Presentations for Salesforce to take to customer ( Both Quantitative and Qualitative IRI, Nielsen,

Space Mang., In-House POS/Data WH numbers and consumer research data)

Worked closely w/ Space Mang. Team to develop new Corp Pog ’s and customer pogs w/ the correct product

assortment to mutually benefit Bonne Bell and the customer by utilizing In House pos data

Identified products and product lines that would be sold at the Individual Customer level or deleted by the company

Worked w/ Research Dept to identify customer needs and correlate these needs w/ market and product trends

Developed monthly reports for entire organization to follow market, Bonne Bell and competitive trends and

opportunities

Monitored and adjusted advertising/promotion for Bonne Bell Products

Worked w/ Forecasting and R&D as to how much product and shelf equipment should be produced and adjusted

accordingly

Worked closely with Marketing/Brand, Forecasting, Space Mang., Sales, and Management to supply info that was

needed to maximize Bonne Bell’s sales and help the company maintain competitiveness, and growth in the

Cosmetics Industry. This was done by analyzing data, identifying opportunities and working with the appropriate

dept. to solve problems, and develop solutions

(Jan 2002 – June 2002) Space Management Team

Created Plan o Grams to Corp Specs and worked on numerous Food and Drug accounts (Intactics/Apollo)

Worked with sales force, marketing, upper management and the customer

1990 - 2002 Advantage Sales & Marketing –Cleveland (Food Broker)

Marketing Development Manager

Directly responsible for all marketing presentations, deal publications to internal account executives, category/brand

management account calls with sales force, merchandising meetings with local retailers for product sell in and

placement. Worked in conjunction with the manufacturer, account executive, and sales/retail from start to finish on

new item marketing, planograming, budgeting, and sell in, and tracking.

Major emphasis included development and implementation of manufacturers wholesale and retail account

programs.

Participation in accounts defined category management programs, including category reviews, new item

introductions, and optimal promotional strategies. These practices include extensive use of syndicated data for a

fact based marketing approach. Also includes follow up programs including SKU rationalization and shelf

management plan-o-gram implementation.

Retail sales team training and orientation on new item and promotional selling programs.

Participated in regular principal business reviews covering all aspects of the business, also utilizing syndicated

data as a support mechanism for business plans. Range of reviews covers sales to merchandising to deduction

resolutions.

Developed sales/brand material for sales staff and brand teams.

Analyzed promotions, product trends, monitored competitive activity

Provided analytical and technical support to account executives, customers and principals

Developed presentations to aggressively shed the utmost possible light for manufacturers/brands represented

Worked with MARKET METRICS to identify consumer needs and wants and gather consumer and customer data

Responsible for providing information and participating in all interviews for prospective principals

Worked with the following software: IRI, Nielsen, Market Metrics, Apollo, Spaceman, Intactics, Excel, Powerpoint,

Word, Freelance Graphics, various proprietary Software ’s

Developed and trained Space Mang. Team…Apollo, Spaceman, and Intactics

Worked in conjunction with Finast and Riser Foods (new item presentations and space management,

merchandising)

Sales Various Brands

Education

June 1994 Cleveland State University – Cleveland, Ohio

Bachelor of Arts Degree in Business – Marketing Major

Honors: Deans List

Professional Development Programs

• Intro to Cat Mang Process

• Objective setting and value measurement

• Account Selling Skills*

• Management Seminar

• Homescan products and issues

• New product development and case study

• Negotiating Skills Seminar

• Spectra programs

• Organizing product placement

• Various Nielsen training programs

• Pricing Overview

• Revenue recognition

• Sources of market measurement data

• Price/Promotion – marketing analytics

• Structuring Price

• The power of promotion

• The analytic process

References

Available upon request

Contact this candidate