Sales Manager

Patricia Andrews

***. ***.**** ************@*****.*** 23668- 8th Avenue, Langley, British Columbia, V2Z 2X8

Profile

Highly experienced and talented Strategic Business Development and Sales Manager in the Consumer Packaged Goods Industry with an exceptional track record in Key Account Management, Leadership, Relationship Building, Consumer Marketing, Category/Brand Management and Promotional Planning. Extremely personable and persuasive by nature, skilled in establishing and leveraging strategic partnerships to maximize account sales and profit in a highly competitive market. Combining an analytical and results-driven approach with the ability to translate opportunities into profit generating business models, action plans and surpassing organizational objectives.

Key Strengths

Strategic Planning and New Business Development – self- starter who quickly visualizes possibilities and initiates creative strategies in acquiring new customers and build existing account volumes. Skilled in leading the consultative sales process from initial market development and brand positioning through to business plan development, program execution and customer relationship management. Able to communicate corporate vision to accounts and maximize client corporate sales.

Negotiation, Presentation and Effective Communication Skills Builds credibility and rapport with key contacts, senior executives, managers and internal sales teams to establish trust-based relationships and facilitate forward momentum. Engages others with professionalism and integrity in making presentations and negotiating commitments at the boardroom level. Consistently meets or exceeds client and corporate expectations. Provide outstanding customer service through Integrity, honesty and respect.

Priority Management and Problem Solving Exercises sound judgment in prioritizing and multi-tasking daily responsibilities. Effectively identifies opportunities to challenges through open dialogue and mobilizes resources with attention to profitability. Readily responds to challenges with creative ideas and practical problem solving skills. Remains well organized and focused in overcoming obstacles to success.

Professional Experience

CROSSMARK/Proctor & Gamble Division, Vancouver, B.C. June 2013 to present

National Key Account Executive-Beauty Division –Providing leadership and the development of account prioritization and execution to effectively increase sales budgets through trust based relationships with all major Drug and Food chains across Canada. Key areas of responsibility include; accurate sales forecasting, business plan development and execution highlighting key opportunities to exceed sales targets

Effective communication of retailer presentations and negotiations at head office level to gain incremental listings of new and existing products with all chains within the first year

Increased sales from -23% to +18% within the first six months of start date on total national sales

Promoted open lines of communication to ensure a comprehensive understanding of account specific business needs and unique market dynamics to meet customer expectations

Exceeded annual sales targets by effectively managing advertising and promotional venues by account

Forecasted and executed by sku allocations by region and assisted them with sell through

Gained new distribution on existing brands and also listing of new products by presenting fact based data to gain incremental space into new plan-o-grams semi-annually

Analyze brand performance vs. competitive market conditions, A.C. Nielsen data and P.O.S. sales movement by brand and by sku to identify areas of opportunity and increase overall sales

Benefit Cosmetics Inc., Vancouver, B.C. May 2011- June 2013

Western Regional Sales Manager – Management of five Sales Consultants across western Canada. Provided leadership and the development of account prioritization and execution to effectively increase sales budgets. Established trust based relationships with head offices; Shoppers Drug Mart West, Sephora West and Holt Renfrew that had previously been absent that secured new opportunities with accounts.

Key areas of responsibility included; accurate sales forecasting and representative allocations, business plan development and execution highlighting key opportunities to exceed sales targets

Effective communication of retailer presentations and negotiations at head office level

Promoted open lines of communication with Shoppers Drug Mart, London Drugs and Sephora to ensure a comprehensive understanding of account specific business needs and unique market dynamics

Forecasting of sales representative allocations by region and assisting them with sell through objectives

Readily responded to corporate priorities and effectively launched new products and seasonal promotions. Coordination of the effective deployment of resources with a focus on improving return on investment for both Benefit Cosmetics and key retailers partners. The western regions sales were -33% upon my start date and I increased them to 12% during my contract period

Analyzed brand performance vs. competitive market conditions, A.C. Nielsen data and P.O.S. sales movement by brand and by sku to identify areas of opportunity and increase sales by 12%

Generation and review of weekly sales spreadsheets by rep in order to identify and develop business plans that highlight issues and opportunities. This increased efficiency for reps to analyze their accounts and identify areas of opportunity

Agropur Fine Cheese Division Inc., Vancouver, B.C. September 2008 – May 2011

Key Account Manager – B.C. Region. Provided leadership in the development, execution and evaluation of Key Account management strategies for all major food channels with partners such as Costco West, Overwaitea Food Group, Thrifty Foods and key food distributors.

Presented solutions to head office personnel in order to gain incremental shelf space and new listings; established and maintained trust-based relationships with active listening skills

Created business plans within corporate parameters, forecasted sales and established budgets which exceeded sales objectives of $50M to $61M

In F2010 achieved 135% increase and 4 new listings at Overwaitea Food Group. In F2011 with obtained an additional 8 new listings at Overwaitea and increased sales exponentially. Achieved 20% increase in sales for Costco West in F2010 and obtained 3 new listings

Increased Thrifty Food sales in F2010 to 127% and gained 11 new listings as well as incremental space, innovating account specific promotions thereby exceeding all corporate and sales objectives.

Key areas of influence included the analysis of retail positioning, sales forecasts, cooperative advertising and effective business plan development, motivating presentations and successful negotiations

Del Laboratories (Canada) Inc., Vancouver, B.C. 1996-2008

Key Account Manager BC Region. Assisted the organization in retaining and strengthening their position as the market leader in the nail care category (Sally Hansen Brand). Managed all aspects of Food and Drug Key Accounts (Shoppers Drug Mart, London Drugs, Pharmasave, Overwaitea, Peoples Drug Mart), including the negotiation of incremental space allocation, new listings, promotional plans and merchandising programs while meeting and exceeding client’s corporate objectives. Focused on identifying new business development opportunities and adding value to existing key accounts while building trust-based relationships. Significantly improved service levels and client satisfaction. Prioritized sales & promotional directives to seven representatives.

Continually increased annual sales and capitalized on opportunities to establish new business with other major BC retailers (Thrifty Foods, BC Ferries); increased Pharmasave Drugs sales from $184,000 in 1996 to $1.2M by 2008

Promoted open lines of communication with buyers, category and merchandise managers to ensure a comprehensive understanding of account specific business needs and unique market dynamics

Analyzed brand performance, competitive conditions, AC Nielsen data and point of sale movement sku by sku; generated and presented quarterly and annual business reviews and highlighted key opportunities

Appointed Category Captain for Overwaitea Food Group and Pharmasave Drugs; acted as a trusted advisor in making recommendations to improve their category management and merchandising standards to increase total category sales

Exceeded annual sales targets each consecutive year by effectively managing advertising and promotional venues by account

Forecasted sales representative allocations by region and assisted them with sell through of promotions

Gained new distribution on existing brands and also listing of new products by presenting fact based data to gain incremental space into new plan-o-grams semi-annually

L’Oreal Group Haircare Division, Vancouver, B.C. 1994-1996

Key Account Executive – B.C. Region. Provided leadership in the development, execution and evaluation of regional business plans and key account management strategies for major food and drug channels (Shoppers Drug Mart, London Drugs, Pharmasave, Overwaitea, and Peoples Drug Mart). Forecasted sales, established budgets and clearly communicated objectives to seven BC sales representatives. Initiated creative promotions, advertising programs and plan-o-grams to maximize brand visibility and category sales.

Effectively analyzed A.C. Nielsen and POS data and presented to head office personnel in gaining 2 ft. of incremental shelf space and new 13 new hair color listings in London Drugs and Overwaitea Food Group which equated to 21% increase in sales in 1995

Established and maintained trust-based relationships with active listening skills and responding to customer needs that resulted in creating effective account-specific promotions with major chains

Executed seasonal promotions gaining secondary displayers that equated to substantial increases in sales and profitability with all retailers. and managed new product launches and coordinated the deployment of resources with a focus on improving return on investment for both L’Oreal and key distribution partners

Conducted quarterly and annual business reviews based on due diligence in market research and analysis; maintained a focus on sustainable market growth in outpacing the competition and gaining market share each consecutive year

Education and Professional Development

Computer Skills Microsoft Office Suite, Advanced Excel, IBM PowerPlay, Cognos, Spaceman, CRM

Agropur Fine Cheese Division IBM Training PowerPlay Exploration and Report Building

Cognos

Influential Negotiations- Horn Management

Del Labs (Canada) Inc.

Advanced Excel

Team Coaching Workshop

Public Speaking BCIT

Negotiation and Key Account Management Seminars

B.C. Institute of Technology Effective Public Speaking and Professional Sales BCIT

L’Oreal Group Tandem Account Management

Total Quality Ownership

Northern Alberta Institute of Technology

Certified Intra-Oral Dental Assistant

References available upon request

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