Sales Management

ROBERT H. ADERS

*** **. ****** ***** 513-***-****

Cincinnati, OH 45230 acstge@r.postjobfree.com

BUSINESS DEVELOPMENT & SALES LEADER

PROFILE

High-caliber executive leadership in new business development, resource management, branding strategies and industry networking initiatives in leading-edge B2B and CPG marketplaces. Proficient as a strategic thinker, process advocate and product champion in all aspects of value-added solution sales, including retail market analysis, new product development, accountability, and client relationship building.

Developed and implemented successful business plans for high-impact products with a creative, visionary approach; ensured delivery of high-growth revenue results.

Communicated with strong interpersonal talents to translate composite concepts into simplified business terms and benefit summaries that drive decision-making and prompt action.

Negotiated and executed complex contracts and agreements with top management, major vendors, and key decision-makers.

Achieved peak performance, penetrated competitive markets, maintained optimal customer satisfaction, and met aggressive business objectives.

Built, trained, motivated, mentored, and guided top-performing teams of sales professionals

Skilled in working with P&L, trade marketing management, budgeting, and cost controls.

Stewarded abilities in building and retaining key accounts and profitable relationships in diverse industries.

AREAS OF EXPERTISE

Team Leadership ● Strategic Planning ● Sales Lifecycle Management – from Proposal to Implementation ● Relationship Building ● Consultative Sales ● Performance Metrics ● Cost/Benefit Analysis ● Competitive Market Analysis ● Financial Acumen ● Revenue Generation ● Profit Building ● Contract Negotiations ● Target Marketing ● Change Management ● Expense Controls ● Distribution Channels

EMPLOYMENT & ACCOMPLISHMENTS

SJT,LLC, Cincinnati, OH 2014-Present

Sales & Business Development

Drive sales and profits through the development, design and marketing of retail display solutions for check stand merchandising and other point of purchase displays.

Own, drive and be accountable to all activities and outcomes associated with the management of my retailer clients.

Understand clients’ business challenges, pain points and opportunities and how SJT addresses these to solve their problems and make their lives better.

Demonstrate the positive impacts (financial/merchandising/operational/environmental, etc.) that have been realized through SJT merchandising display programs.

Evangelize around the power of collaboration/partnering to drive mutual benefits through better serving the consumer. Align all around a customer centric strategy utilizing shopper insights, data analysis, shopper experience

Understand and harness key resources and decision makers both internally and externally to execute initiatives and achieve goals.

Maintain open/transparent communication. Address challenges and manage processes/expectations to ensure alignment, deliverables and client satisfaction.

Scheduled and adhere to periodic business reviews and joint planning meetings to establish goals, timelines, metrics for success and review results.

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Park City Group, Cincinnati, OH 2010-2014

Account Executive

Charged with the development and growth of key national and regional retailer and supplier clients through fact based, data supported collaborative programs that drive sales and profits and reduce waste. Park City Group is a Software-as-a-Service ("SaaS") provider that brings unique visibility to the consumer goods supply chain, delivering timely, actionable information and analytics that ensures that the right product is on the shelf in the right quantity at the right time.

Lead team that successfully pioneered a category wide collaborative program between retail and supplier clients that became the model for expansion across multiple categories and retailers. The program focused on increasing sales, optimizing assortment and reducing lost sales and waste. Engagement included creation of a custom data portal through which stakeholders could track key metrics, measure product performance and promotional effectiveness in near real time. Chaired retailer/vendor strategic meetings to track success, trending and score card vendor performance. First year results yielded 16X ROI for the client, doubled client fee revenue and provided the basis for a recently published case study.

Expanded retailer clients’ scan based trading initiatives facilitating elimination of inventory costs, increased sales, operating efficiencies and visibility to and analysis of actionable daily POS to execute against sales and merchandising opportunities.

Drove periodic business reviews with key client management to review program performance and set strategic objectives for future sales growth and operating efficiencies.

Negotiated key client contracts with executive management broadening services provided to client and resulting in 10X increase in client fee revenue in 2014 vs. 2013

Developed strategic alliances with existing clients to provide single source retail solutions drawing on our complementary areas of expertise to execute merchandising, logistics, replenishment and loss prevention initiatives.

Source Interlink Companies, Cincinnati, OH 1999 – 2010

Vice President – National Account Sales

Drove sales and set operational goals for Kroger Corporate and all divisions, representing almost $78 million in annual revenue. Active role in all aspects of business development for this $2 billion provider of entertainment products, publisher of magazines and online content, and leading manufacturer of merchandising display systems for clients in over 60 countries. Designed and rolled out merchandising strategies for impulse products in connection with Kroger and CPG partners.

Successfully expanded Source’s distribution base by 29%, or $16.5 million, through being awarded additional Kroger divisions; also saved $1.5 million after negotiating better margins and terms.

Standardized retail merchandising systems for all checkout product lines throughout client grocery entities and achieved “Best Practices” preferred vendor status, increasing market share for Source from 46% to 92% and selling $5 million in incremental capital equipment sales.

Established a streamlined component-driven inventory management process that enabled scale, encompassed perpetual value engineering and eliminated system costs for both Source and Kroger.

Selected to train and mentor 3 account executives in all business process, corporate objectives and divisional policies.

Formed and retained profitable relationships with a broad range of key decision-makers throughout Kroger and the vendor community.

Promoted to this position after excellent sales performance over 6 years after initial hiring as Director.

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Catalina Marketing Corporation, Denver, CO 1996 – 1999

Retail Marketing Director

Established and executed growth goals and initiated strategies to drive incremental revenue expansion through grocery retailer clients for this global leader in behavior-based marketing solutions. Performed market research, consumer analysis and top-to-top business reviews for top executives.

Succeeded in aligning business objectives between Catalina and high expectation retail clients that achieved optimal partnership visibility and corporate credibility.

Retail clients included Kroger’s Western divisions, King Soopers, Fry’s Food & Drug and Dillon Stores, as well as Safeway and SUPERVALU (Cub).

Built and maintained a reputation for efficiently executing national manufacturer programs and retail-specific, customer loyalty promotions in a timely manner.

Utilized the full breadth of the company’s product offerings and results to penetrate vertically and horizontally within retail clients to acquire mutually beneficial relationships.

Time,Inc. Retail, Walnut Creek, CA 1988 – 1996

Western National Account Manager

Responsible for creating and executing marketing and merchandising strategies for a portfolio of 40 different magazines, representing $24 million in annual revenue, in 14 US Western states for the magazine marketing and retail distribution arm of Time Warner Publishing. Coordinated production sourcing and managed a $6 million fixture procurement budget. Implemented checkout fixture programs and category management strategies to maximize sales and promotional funding. Account base included Albertson’s, Safeway, Wal-Mart, Target, Walgreens and Southland 7/Eleven.

Conceived, presented and sold a creative merchandising program for ‘People Weekly’ that increased sales by 15% at Albertson’s, representing the largest retail sales gain for 1993 in any national grocery account.

Instituted joint merchandising programs within PepsiCo, Wrigley and M&M Mars accounts that provided a consolidated product solution at a single merchandising location.

Awarded the role of “check stand magazine quarterback” for Target’s national magazine merchandising program.

Promoted after 2 years as Key Account Manager and working with key retailers in Texas, Oklahoma, New Mexico and Louisiana.

General Mills Inc. – Grocery Products Sales Division, San Jose, CA 1985 – 1988

Account Manager

Effectively launched and handled direct business initiatives with major wholesale grocery accounts in a $7.5 million territory.

Skilled in planning and executing all aspects of retailer events and merchandising strategies through both retail and wholesale venues.

Promoted to this position through levels of increasing impact and accountability because of superior sales performance, customer satisfaction levels and product knowledge.

EDUCATION

Montana State University, Bozeman, MT 1985

B.S. Degree in Agricultural Business

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