Sales Manager

Moises Martinez

**** ********* **** *******, ** *0041

Cell: 770-***-**** ***********@*****.***

Areas of Expertise

Home Depot HQ Experience

MRO Distributor Management

E-Commerce Sales Development

National Account Management

Presentations and Proposals

Complex Sales Cycle & Integration

Category Expansion

Product Training and Placement

Relationship Building

Professional Qualifications

ESSENDANT (formerly Lagasse/United Stationers), Deerfield, IL (Oct. 2013 – Nov. 2015)

$5.2 Billion wholesale distributor and e-commerce partner

of workplace essentials, Office supplies and Jan-San products

National Account Channel Manager – Vertical E-tail

Managed sales growth and EBIT for National Account Customers worth $15MM consisting of major national E-tailers and Industrial Distributors for the largest business products wholesale company in the U.S

Customer base included e-commerce companies; Home Depot, Instawares.com and National Industrial/MRO Distributors; Ferguson, Wolseley Industrial, Hagemeyer, Applied Industrial Technologies, Graybar and DXP.

Grew Home Depot’s online, drop ship Jan/San, Cleaning Supplies and Materials Handling business by $1.1MM in 18 months by employing a category expansion initiative that included coordinating promotional activity and product support with major national manufacturers.

Developed annual business plans for large E-Retailers and National Industrial Distributors to achieve annual sales and EBIT targets.

Developed in depth working relationship with key Industrial Distributors and E-Retailers to secure company position and leverage future growth opportunities through category expansion via traditional and online sales channels

Monitor quarterly account profitability and process accuracy by working closely with Channel Operations, margin, and cost to serve teams to achieve budgeted results.

Regularly coordinated efforts across diverse project teams including digital content, merchandising, marketing, logistics and operations to leverage sales growth opportunities with National Accounts customers

McNAIRN PACKAGING, Whitby, ON Canada (March 2012 – July 2013)

$120 Million manufacturer of paper based food packaging servicing the needs of:

Foodservice, Supermarket, Bakery and Food Processing

National Sales Manager

Developed channel specific marketing plans to efficiently identify supermarket & processor accounts which included implementing a strategic approach for pursing this U.S. market segment.

Fostered a customer centered and focused sales approach that helped us create a point of differentiation versus our competitors who are much larger and more entrenched within the supermarket & processor segment than McNairn.

Assumed Leadership of the ENFOLD (high end, custom bread bag) division in September 2012, which resulted in additional responsibility of $1.7MM and two additional processor focused business development managers. The capital investment of this project was seen as being integral to McNairn’s success in the bakery processing and supermarket channel.

PACTIV FOODSERVICE FOOD PACKAGING, Lake Forest, IL (Dec 2001 – March 2012)

$4.2 Billion leader in consumer and foodservice food packaging

Including both custom and stock products in a variety of materials

Regional Sales Manager – National Distribution WEST (05/10 – 3/12)

Managed a $93MM region of consolidated Pactiv, Reynolds, Dopaco and PWP sales responsibilities encompassing 14 states that included Independent Paper distributors, National Cash & Carry accounts and multiple National Buying Group members. Managed two direct Territory Sales Managers and 10 brokerage sales groups.

Between 2005 and 2011, I coached four individual Territory Sales Managers from my sales team and helped them earn the coveted “Sales Manager of the Year” award.

Personally recruited my former customer service representative to Territory Sales Manager (TSM) to manage a $12MM territory. I worked with this TSM during his first 18 months to develop this individual’s sales skills and this TSM was promoted to manage one of Pactiv’s largest customers worth $35MM.

Sales region earned “100 Club” award in 2007, 2009 and 2010.

Regional Sales Manager – Supermarket & Processor WEST (12/05 – 05/10)

Managed a $73MM region encompassing 15 states that includes direct supermarket, direct processor and distributor accounts. Managed six Territory Sales Managers and three brokerage sales groups.

Awarded “2007 Sales Region of the Year” based on volume and profitability performance. My sales team outperformed 18 other regional sales groups.

Grew my region by $4.2MM in annual revenue during 2007 versus prior year.

2007 was the second consecutive year that a member of my sales team earned Pactiv’s highest sales performance award for “Supermarket Sales Rep of the Year.” Coached and worked closely with Territory Sales Manager who became 2006 “Supermarket Sales Rep of the Year” for the first time in his 24 year career.

Increased total dollar volume by $5.2MM and added 106,000 cases of new business to Western Region since being promoted to Regional Manager in December 2005.

Added $2.4MM of new business to my region at the start of 2008 by converting a 130,000 case opportunity at a regional supermarket chain; breaking an 8 year relationship that was held by my competitor.

Added $425K of new business in June 2008 by converting packaging business at a regional fast food chain.

Grew Pactiv annual revenue by $1MM and added 38,000 cases of new business in 2007 at a northwestern distributor who grew their Pactiv dollar volume by 32%.

My Western Sales Region Achieved 2006 and 2007 “100 Club” for outstanding sales performance, by exceeding sales versus quota targets across all major product categories.

Product Manager – Foodservice Foam, TFPP & Aluminum (12/04 – 12/05)

Responsible for $235MM in annual revenue across three product categories.

Managed the daily pricing activity and deviated price requests for three major product categories and interacted daily with Territory Sales Managers, Regional Sales Managers and National Account Managers.

Conducted Product Training for all incoming new hire TSM’s, RSM’s and NASM’s. Training included product specific features and benefits, Pactiv competitive advantages, market overviews and competitive analysis.

Analyzed all incoming contract requests and calculated profitability. Pricing decisions contributed to meeting both volume targets and spread objectives for the individual product categories.

Coordinated efforts across several departments to include packaging engineering, product engineering, forecasting, production and planning to manage the conversion of Sysco private label foam hinged lids.

Supermarket & Processor Territory Sales Manager – Southern California (10/03 – 12/04)

Foodservice Territory Sales Manager – San Antonio & South Texas (12/01 – 10/03)

Managed $6MM territory in South Texas that included National Foodservice Accounts, Regional Foodservice Accounts and Redistribution customers.

Increased Texas territory sales by $1MM in annual sales

Awarded 2002 “100 Club” award for outstanding sales performance

Promoted in 2004 to manage Southern California supermarket territory worth $21MM in annual revenue where I increased territory sales by 14% in the first year

Created a “Lunch for Leads” program with distributors to develop new business opportunities and maximize time management

Gathered competitive information to gain better understanding of local market conditions which help formulate local pricing initiatives

Achievements

2007 Pactiv Sales region of the Year

Pactiv “100 Club” 2002 – Foodservice Territory Manager

Pactiv “100 Club” 2006 – Supermarket Sales Region

Pactiv “100 Club” 2007 – Supermarket Sales Region

Pactiv “100 Club” 2009 – Supermarket Sales Region

Pactiv “100 Club” 2010 – Supermarket Sales Region

Education and Training

St. Mary’s University, San Antonio, Texas.

Graduated in May 1998

Bachelor of Business Administration

Major: Marketing

Professional Sales Skills Training, Chicago, Illinois, March 2002

Situational Sales Negotiation, Chicago, Illinois, February 2003

Winning Account Strategies, Columbus, Ohio, May 2003

Profit Specialist Training, Chicago, Illinois, February 2004 & May 2009

Effective Communication & Presentation Skills, Chicago, Illinois, March 2005

Lean New Product Development Training, Chicago, Illinois, February 2008

Management Product Design and Development, Northwestern University, March 2008

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