Sales Representative
Resume:
LARA MARY GUTTMAN BERKEMEYER
Cincinnati, Ohio 45215
*******@*****.***
www.linkedin.com/in/lguttmanberkemeyer
SUMMARY
Marketing and sales leader with extensive years of business experience, MBA degree, and career progression through sales and product management, to senior profit center marketing management. Background in consumer products, multi-state markets, multiple categories, national accounts, major chain store groups, retail and wholesale distribution. Expertise includes line management, strategic market planning, operational budgeting and corporate-level direction of re-engineering initiatives. Demonstrated successes in:
Sales Management
New Product Launches
National Sales Training
Product Marketing
Leadership & Team Development
Talent Retention & Talent Acquisition
PROFESSIONAL EXPERIENCE AND ACCOMPLISHMENTS
DECOPAC/ CULPITT (Minneapolis, Minnesota) 2015 – Present
(Manufacturer and distributor of bakery products)
Acquired Bakery Crafts on June 1, 2015
Consultant
At the request of the acquiring company- Deco Pac, during the transitional phase, will be providing similar duties to those performed at Bakery Crafts.
BAKERY CRAFTS (West Chester, Ohio) 2011 – 2015
(Manufacturer and distributor of bakery products)
Sales Director
Placed new Seasonal Retail items at Kroger resulting in over $1M of sales in 2014.
Placed new licensed items at Kroger, Dairy Queen and Catalog Sales that resulted in $2M of sales.
Worked with Kroger on custom programs for each period. New business resulted in $428K of new Sales for 2014.
9 direct reports- 4 Project Managers, 4 manufacturer representatives and 1 Customer Service Manager.
Refreshed Kroger’s candle program for 2015. Gradual roll-out- division by division. Will result in 26 new sku’s being added to Kroger Bakery department, resulting in $1M worth of new business annually.
Managed Midwest Territory in addition to Kroger (19 divisions), Catalog Sales (distributor for 12 large grocery chains in the Northeast), Dairy Queen and other regional grocery chains and distributors.
Managed the Marketing, PO Tracking, Logistics, Sales replenishment, Category and retail business for all private label items sold to assigned territory.
Developed the Export Department and implement processes to ensure all documentation is filed correctly thru the US Export Office- AES.
NOVARTIS VACCINE DIVISION (Cambridge, Massachusetts) 2009 – 2011
(Pharmaceutical Company)
Senior Vaccine Solution Specialist
Part of the initial sales force expansion:
Profiled Healthcare professional within the Cincinnati Territory.
Launched Novartis’ first Meningococcal Vaccine.
Reviewed contract options for various large pediatric and family practices in the Cincinnati/ Northern Kentucky and Dayton Market.
Collaborated with Headquarter Individuals in order to help appropriately position a second in class vaccine.
Worked with national distributor representatives to provide customers options for purchasing their vaccines.
Engaged in consultative sales discussions with HCP’s, office managers and vaccine coordinators.
GLAXOSMITHKLINE 2004 – 2009
(Pharmaceutical Company)
Senior Immunization Specialist (2007-2009)
Managed 11 brands (Pediarix, Boostrix, Infanrix, Havrix (pediatric & adult), Engerix-B (pediatric & adult), Kinrix, Twinrix, Fluarix, Rotarix.
Appointed River Valley Liaison- 2009.
MVP Award- Q2 2007, Q4 2007, Q2 2008, Q3 2008.
Cervarix Advisory Board Member- 2007.
Re-launched Boostrix- March 2009.
44% of Boostrix goal achieved during week one of launch.
Launched Rotarix and Kinrix – Summer / Fall 2008.
Launch to date of Kinrix- 49% market share.
Launch to date of Rotarix- 56% market share.
Re-launched Twinrix.
Grew Twinrix local market by 217% in 2007.
Earned Twinrix spiffs.
Grew Adult Hepatitis Market.
39% for 2007.
43% for 2008.
Consistently ranked in the top 20% for 2007-2009.
Vaccine Sales Representative (2004-2006)
Cervarix Advisory Board Member -2006.
Launched Boostrix in June 2005- Member of the 1000 Dose club.
Re-Launched Havrix.
Exceeded launch numbers for all quarters during launch by 138%.
2006 Rank- 65 out of 166.
2005 Rank 35 out of 158.
CRANE PLASTICS (TIMBERTECH) (Columbus, Ohio and Wilmington, Ohio) 2003 – 2004
Lumberyard Sales Representative
Responsible for Carter Lumber accounts, 50M worth of revenue yearly.
Increased overall winter 2004 sales from previous salesman by 149%.
Increased 49% of accounts overall sales during winter sales 2004(1st quarter).
Responsible for 70% of top accounts exceeding $200,000 from previous year.
Accounted for the top 4 revenue producing accounts.
Interacted with customers placing phone, fax, voicemail and e-mail orders.
Promoted new products and sales incentives to Carter stores.
Provided hands on training for both Villager Siding and TimberTech Deck System.
Performed training seminars at 200% (of company policy).
Maintained records of accounts receivable to ensure all accounts are current.
Achieved 100% compliance of customer’s accounts receivable within 60 days.
CLEAR CHANNEL COMMUNICATIONS - WEBN/WOFX (Cincinnati, Ohio) 2002 – 2003
Account Executive
Responsible for finding new business and maintaining active relationships.
Prepared proposals designed to fit the client’s budgets and advertising goals.
Researched market trends through programs such as Tapscan, Media Audit and Qualitab.
Performed cold calling to identify and locate new accounts.
EDUCATION
Bachelor of Science in Business Administration
The Ohio State University (Columbus, Ohio)
Masters of Business Administration
Xavier University (Cincinnati, Ohio)
AWARDS/ RECOGNITION
Lean Six Sigma Certification- White Belt 2015
Dairy Queen Vendor of the Year - 2012, 2013, 2014
Walmart 1Sync Certified- 2013-2105
Kroger Vendor Appreciation 2014
Diversity Champ for Southern Ohio Region
Diversity Chair for Ohio and Kentucky
COMMUNITY INVOLVEMENT
Wyoming High School Foundation- Class Leader for WHS Class of 1998 2014-Present
Girls on the Run, Mentor 2010- Present
Kappa Kappa Gamma Beta Nu House Board, Class Leader- 2013-Present
TRX Trainer- Present
Kappa Kappa Gamma Alumni Association 2002-Present
United Way Activities 2003-Present
Wise Temple- Wise- Up Member 2004- Present
StarFire(Division of United Way) Committee Member 2006-2010
American Marketing Association 2000- 2012
Habitat for Humanity
Junior League of Cincinnati
Team in Training, 2003-Present, Mentor 2004-2006
Contact this candidate