Sales Manager

Diane E. Flynn

*** ***** ***** **** ******, IL **047

' 847-***-****;È 847-***-**** ***********@*****.***

Sales and Business Development Executive

Results-driven, customer-focused sales leader with B2B business development and strategic solution sales experience focused on CPG manufacturer and retail verticals. Diverse experience selling products and services to senior-level contacts in procurement, logistics, transportation, promotion, marketing, retail, foodservice, and IT. Extensive sales training and an innate ability to strategically plan and prospect for new business, analyze trends, proactively address customer issues, lead and motivate sales teams and consistently deliver revenue as an individual contributor or sales team manager.

Specialties

National & Region Category Management

Strategic Customer Relationships

Sales Team Management

CPG Industry Expertise

Consulting & Prospecting

Business Development

Strategic Planning & Forecasting

Contract Management & Negotiations

Professional Experience

Business Development Executive 2014 to present

The Magis Group, LLC Barrington, IL

Sales agent for Magis’ client, whose business focus is IT asset management solutions

Prospecting for sales advisory opportunities targeting strategic alignment, business growth

and sales execution, investment capital, joint ventures, and market expansion.

National Account Sales Manager 2005 to 2013

CHEP Orlando, FL

Developed and executed strategic sales plans for CHEP’s pallet pooling services for

$52MM CPG national account and directed cross-functional customer service, operations,

quality, AR and logistics teams to deliver YOY growth for 175 plant and DC locations.

Delivered $2.4MM in new business by strategically planning and implementing expansion

plans for DSD divisions and directing major operational changes with warehouse,

field sales, and HQ personnel as well as with internal CHEP operations.

Reduced customer inventory audit variances by 37% ($1.1MM) by analyzing root cause and

implementing process control training across 3PL distribution network

Developed innovative customer program that drove new revenue for sister company and

Improved CHEP pallet returns. 6-mo pilot program saved customer $22K at one plant

Managed and developed sales team direct reports who helped facilitate a +20 point

Improvement over previous year results in overall customer NPS survey scoring

Implemented pilot program to test RFID technology in a closed loop environment.

Consistently achieved overall KPI scores at meets or above target performance.

Director National Accounts 2003 to 2005

Menasha Corporation -LeveragePoint Media (startup division) -Hoffman Estates, IL

Prospected and sold a new in-store promotional marketing program to major CPG manufacturers that delivered $285k in revenue for the startup division, Label Dollars.

Developed in-store events and coordinated a targeted direct mail marketing program to promote internal awareness of the new concept with CPG promotion managers.

Sold the company’s first on-pack milk label coupon program by coordinating with the retailer’s milk producer and CPG manufacturer on this unique promotional concept.

Menasha Corporation – PromoEdge (division) - Elk Grove Village, IL

Worked closely with CPG clients to develop promotional tactics for their in-pack and on-pack labels and sold a $250k multi-year contract to one CPG manufacturer client.

Director of Customer Development 2000 to 2002

Provision X / Commerce Ventures, LLC – Chicago, IL (sold to Retail Grocery Exchange)

Developed and implemented strategic sales plan focused on converting supply-side meat industry leaders and buy-side national grocery retailers to an on-line B2B e-marketplace.

Demonstrated the e-marketplace capabilities to senior level Grocery Management and IT leaders at HEB, Ahold, Publix, Winn Dixie, and Sam’s and successfully signed the first supply-side membership agreement with a Fortune 100 meat processor.

Conducted new user training sessions with supply side account teams and provided useful feedback to marketing and development for future on-line releases.

Vice President Client Solutions 1999 to 2000

S&MG -Irvine, CA (S&MG US acquired by Mosaic Sales Solutions)

Recruited to develop new business with CPG clients for S&MG’s outsourced sales & marketing services and within the first 6 months secured a contract for a project-based planogram maintenance program for a major CPG manufacturer.

Facilitated training with internal operations and field reps to ensure executional details were communicated and adhered to per customer’s contract.

Prospected and sold a multi-year maintenance/ merchandising service contract to a major CPG foodservice coffee division.

Vice President Sales 1997 to 1999

efficient market services, inc. - Deerfield, IL (startup)

Developed strategic sales plan to launch a new tactical suite of POS data reports to track new item progress and improve promotion forecasting for CPG sales and marketing teams.

Sold the first contract for our promotional forecasting service to a Fortune 100 CPG marketer.

Grew customer’s contracted revenue by 15% through upselling our services to new users

Directly managed client service team responsible for maintenance of our data services.

Other Experience

National Account Director ActMedia /News America Marketing 1994 to 1997

Prospected and sold $2.5MM shelf-based in-store marketing and promotion services to CPG

manufacturers and re-launched satellite delivered in-store radio.

National Category Planning Manager Kraft Foods Glenview, IL 1992 to 1994

Planned and managed $110M trade budget for Kraft’s Margarine category for West region

and developed innovative funding program that improved share and increased authorizations.

Great Lakes Region Category Planning Manager 1990 to 1992

Planned and managed region trade budgets for Dinners, Margarine, & Candy categories

Additional Kraft Foods sales & management positions: Cleveland, OH Area Sales Manager; Sales Supervisor; Sr. Account Manager; Account Manager; Sales Rep;

Education / Honors

Millikin University – Decatur, IL BA Degree -Communications

Magna Cum Laude / Dean’s List / Scovil Award Outstanding Student/ Pi Mu Theta

Who’s Who American Universities; American Women; Execs and Professionals

Sales Training: Karrass Effective Negotiating Program; Critical Path Strategy Training;

Miller Heiman Strategic Selling and Large Account Management Training; Huthwaite SPIN Selling; Prism Management MBATraining Program;

Salesforce.com; CRM Siebel; WebEx; Go-to Meeting; Microsoft PowerPoint; Excel; Outlook; Word;

Associations Network of Executive Women- Chicago Region; St. Anne Arts Committee and Music Ministry; H.O.T.T. Productions; Volunteer for Habitat for Humanity; Feed My Starving Children; Glass Slipper Project; Project Hope; CHEP Sustainability Project Team; Northern Illinois Food Bank; Kraft Alumni Association

About Diane’s performance:

“Diane displayed pure courage and leadership during the most challenging year of her career. If not for her steadfastness and customer focus we would never have won the business back.” …SVP Sales, CHEP.

“Her professionalism and work ethic are two areas to managing her customer that are mandatory, and she over delivers on this front.” …Director of Sales, CHEP

“Diane is a very talented leader/manager who leverages vast supply chain experience and knowledge to provide exceptional customer service. Her professionalism is second to none, and she knows how to connect with folks at all levels! I have always been able to count on Diane to address various business challenges promptly, providing creative solutions and speedy responses." … Sr. Manager Procurement, Kraft Foods

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