DAVID L. CORBELLI

*** ******* **** * Lancaster, New York 14086 716-***-**** (Home Office / Mobile) acpzwf@r.postjobfree.com http://www.linkedin.com/in/davidcorbelli

Customer Account Management ~ Category Growth ~ Sales Team Management ~ Strategy/Channels Execution

Consumer Package Products Sales: Regional Distribution into Headquarters Retailer Channels

Professional Profile Results-oriented, highly accomplished progressive sales producer specializing in consumer package food/beverage products with proven achievements in customer account and direct/broker sales team management. Execute strategic sales plans with consumer insights towards distribution expansion and share growth. Exceeded retailer needs and growth expectations that achieved sales, shipments and consumption objectives. Possess in-depth CPG selling, negotiating and trade program investing; effectively manage customer relationships and lead direct/broker agency teams, opened over 100 new retailer accounts, +150% incremental sales and +2.6% volume growth, +3.8% dollar sales, +160% distribution expansion and +28% incremental shelf space.

College Background State University of New York College at Brockport; Dean’s List Recipient

Bachelor of Science Degree: Business Administration; Marketing, Management Principles and Finance

Alpina Foods, Inc. Regional Accounts Sales Manager (Northeast and Mid-Atlantic) December 2012 - Present

• Obtained $1MM in incremental dollar sales from new retailer businesses of branded Greek Yogurts distribution volume growth.

• Lead and direct market sales efforts through new key strategic retailer customers (Northeast, Mid-Atlantic and Military) and building/executing successful national launch plans that delivered +45% in revenue in year 1 sales.

• Negotiated and secured incremental 34 new retailer channel accounts and +24% shelf share from new distribution growth.

• Ensure program execution, direct and manage broker sales teams; create and maximize market plans with invested trade dollars and consumer insights to achieve +1.47% volume growth in 2013 and +1.63% final year-to-date (December 2014).

• Led Alpina cross functional innovation team by setting the strategic direction, aligning with customer and Alpina leadership and launching Alpina’s first Greek yogurt line (Wakefern-ShopRite-PriceRite, Sheetz/c-store, Wegmans, Giant Foods, Giant Eagle, Tops Markets, CVS, Olean Wholesale, Price Chopper, Food Lion, Hannaford Bros., Military/Virginia, etc.)

• Improved retail display merchandising effectiveness by +88%. Expanded new item growth through speed to shelf and maximizing yogurt merchandising display activity by +120% utilizing refrigerated cooler vehicles.

Independent Sales Consulting April 2010 – November 2012

• Independent contract sales consultant providing advisory needs sales assessments in sales training and selling solutions.

• Instructed sales training tactics for employees through individual and team development, strategic plans and proposal preparation towards customer development that achieved sales process improvements for small businesses. (total $25MM)

• Directed continuous improvement of aligned sales process and methods implementation with focused presentations from coaching/training/tools to ensure selling efficiencies and increase volume growth to achieve overall organization sales effectiveness.

Steuben Foods National Accounts Manager June 2009 – January 2010

• Obtained $100K in incremental sales and 15% revenue pipeline from branded ready to drink beverage brands new distribution and merchandising growth in national and regional retailer markets. (grocery, mass, club, dollar, drug and c-store accounts)

• Hired, managed and led 10 broker sales teams; executed new distribution and go-to-market merchandising proposals.

• Secured over +50% new distribution from merchandising, pricing and shelving; exceeded merchandising initiatives +75%.

• Created, sold/negotiated strategic ready-to-drink beverage plans execution creating value, demand and volume.

• Obtained 25 new retailer accounts from incremental distribution in new markets with 100% merchandising placement.

Saint-Gobain National Accounts Manager January 2007 – January 2009

• Achieved 160% incremental distribution and 35% profitable sales volume from new category growth authorizations of Do-it-Yourself home branded consumer products. (mass, club, drug, dollar, c-store, grocery national/regional retailers)

• Executed collaborative strategic plans that created demand, value and incremental sales for DIY home improvement products.

• Obtained over 50% new retailer customer accounts, +150% incremental dollar sales increase and +95% merchandising initiatives.

• Achieved incremental 25% shelf share and 45% revenue growth into 35 retailer channels from new distribution.

• Grew incremental customer base escalating distribution presence into 20,000+ retail outlets with 100% merchandising placement.

Sales/Marketing Consultant January 2005 – December 2006

• Independent consultant providing advisory sales assessments and solutions; created and instructed strategic planning analyses, customer performance development, and sales process improvement with selling/coaching training services for small businesses.

• Managed $17MM in total client sales for eight companies selling solutions throughout upstate/central New York area.

KRAFT Foods September 1986 – September 2004

Sr. Regional Customer Accounts Manager November 1999 - September 2004

• Managed, sold and negotiated multi category products into multiple Northeast retailers accounting for than $30MM in revenue for Grocery, Frozen and Dairy, Beverages, Private Label and DSD, Snacks, Candy and Packaged Meats categories.

• Led, negotiated and sold business building programs including Pallet module Programs, rebate programs and Club Packs which produced $2.5 million in additional annual sales at one account or 25% of total revenue.

• Implemented scan based merchandising programs at all accounts; reducing overall annual investment costs +25%.

• Achieved +6% overall annual volume growth for four years, exceeded sales targets by average +4% for multiple retailer accounts.

• Obtained +177% in incremental sales and +8% growth in total sales volume from new distribution and merchandising programs.

• Coached and led sales functions for direct sales/broker team that increased merchandising +156%, revenue from 2.5% to 10.5%

• Fully integrated DSD Nabisco and Digiorno/Tombstone businesses into direct warehouse business model for Independent customer base.

• Ranked in the Top 5 for exceeding Eastern Region Volume Shipment growth. (4 consecutive years)

• Leveraged $25MM trade budget investment while achieving full accountability for categories overall volume growth +6%.

• Increased annual distribution base +115%, improved shelf shares +16%. Grew overall incremental total sales volume +147%.

• Planned, sold and grew leading multi brands volume growth, distribution and shipments against Kraft sliced/brick/shred dairy cheeses, yogurts, dips and sour cream, Post cereals, Nabisco crackers/snacks, DiGiorno Pizza, Miracle Whip, BBQ sauce and Mac N’ Cheese dinners, Candy/Confections, Oscar Mayer coldcuts, hotdogs, bacon, Kool-Aid and Capri Sun RTD beverages.

Regional Retail Sales Manager September 1995 - October 1999

• Hired, trained, and mentored 24 sales reps/sales merchandisers/key account managers for retail accounts distribution growth.

• Led sales team delivering annual +5% dollar sales growth. Managed sales functions, strategy, best practices, execution and evaluations.

• Selected as “Kraft Foods Customer Retail Business Team of the Year” - 1998. Promoted three individuals.

• Fully integrated pre-order surveys and sell sheets for multiple retailers to utilize Pallet Programs and refrigerated coolers leading to overall +190% merchandising and +105% volume increase (Wegmans, Penn Traffic, Tops Mkts, Price Chopper, Giant, Giant Eagle)

• Improved retail conditions, penetration and productivity by closing distribution voids, increased chain store displays participation +85%, facings expansion/placement utilizing retail audits, scorecards and reporting tools obtaining +180% in incremental total sales volume over 6 various retailers.

• Executed specialized retailer volume growth merchandising programs achieving +138% incremental total volume, +100% new product distribution, delivered +6% increase in volume sales and +2.9% share and selling over +65,000 total cases.

• Increased annual promotional cases sold 3 consecutive years by +155% and multiple shelf shares expansion by +46%.

• Improved retail display merchandising effectiveness by +118%. Expanded new item distribution growth through speed to shelf and maximized total store merchandising display activity by +160%. Maintained effective and productive territory route coverage/calls.

Accounts Manager January 1993 - August 1995

• Grew Kraft and Private Label grocery/dairy/frozen direct category volume/share. Maximized invested trade dollars for multiple regional grocery headquarter accounts within Upstate New York (Wegmans, Penn Traffic, PJ Schmitt, Price Chopper and Tops Mkts.)

• Sold and executed quarterly marketing plans with actionable promotional programs. Forecasted shipments and invested trade budgets for strategic volume growth +3%, incremental volume +102% and sales +2.3%. Utilized syndicated data to plan and execute promotional activities to achieve new business growth activity and annual sales plan.

• Reduced cost efficiency dollars +8% and delivered volume increase for all retailer accounts by cum +10%., and share +3.3%.

Account Development Manager November 1989 - December 1992

• Provided category and shelf management expertise analyzing category reviews in analyses/trends/rankings. Successfully applied APOLLO, SPACEMAN, SPACEMAX and INTACTIX shelving tools to generate new POG shelving schematics. Utilized syndicated data and consumer insights to assess, execute and improve the assortment expansion of new/existing distribution and shelf shares.

• Led Eastern Region in increased facing distribution levels by 24% average for 15 perishable and non-perishable categories.

• Improved shelf shares to exceed current market share levels by +2.8%. Increased new authorization items facings by +88% held by competitors and achieved region shelving targets by +4%. (PJ Schmitt-Bells, Tops Markets., Wegmans retailers)

• Sales Manager Personnel Role: Hired, coached trained and led multi-functional Retail Sales Merchandiser team (10 employees) to assist Sales Reps/Brokers retail in-store execution. Scheduled account specific in-store activities, prepared shelf schematics for category resets, and in-store display activity and merchandising for monthly promotional displays and shelving events.

Key Account Manager July 1987 - October 1989

• Managed Kraft grocery/dairy category division’s direct volume, share, distribution and budget for QUALITY Markets and Flickinger headquarters customer accounts in Jamestown, New York.

• Executed sales programs to achieve +5% volume, +110% merchandising display activity and incremental distribution +69%.

• Accomplished dollar sales plan by +7% from improved distribution, incremental merchandising and promotional effectiveness.

Retail Sales Representative September 1986 - June 1987

• Exceeded region goals +11%, maximized in store retail execution initiatives +98%, provided effective territory management and improving overall retail store conditions with excellent customer service.

• Increased speed to shelf for new distribution items, expanded total average shelf facings +19%; average total shelf share +8.2%.

• Achieved business objectives through improved communications, strategic sales call planning, effective route coverage and increased total store participation for all merchandising events +53%. Promoted to Key Account Manager within one year

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