Sales Manager

Summary of Experiences

Results-oriented executive with a proven track record of Best-in-Class sales and management expertise. Primary responsibilities have included strategic account management, new business development, executing annual operating plans and leading project management teams from readiness assessment, vendor selection, implementation, maintenance, to ongoing improvement with Fortune 100, start-up and early-stage companies. Experience includes C-Suite level strategic and consultative selling, Client Relationship Management (CRM), sales and business process organization and profit and loss management in fast-paced, high volume categories with direct and matrix management of large sales and operations teams in domestic and international markets. Career progression and leadership recognition confirms my ability to exceed sales, market share, revenue and profit objectives and excel in high performance environments.

Highlighted qualifications include:

Full Profit and Loss Management

Contract Negotiations & Client Management

Multiple Channel Strategy and Pricing

Sales Pipeline Development & Management

Consultative & Strategic Selling

Project Development & Management

CAREER SYNOPSIS AND SELECTED ACCOMPLISHMENTS

Division Manager, Kaleidoscope Healthcare Sales & Staffing Services, Bryn Mawr, PA 2012-Present

Provide national sales leadership for an early stage company with responsibility for new business development, client management and profit and loss in education and healthcare sectors. Revised selling framework, hired and trained sales staff, lead strategic customer management and restructured operating structure that has improved customer acquisition by 300% and increased volume by 200% and doubled profitability.

Vice President of Sales and Marketing, Omtelligence LLC, Chicago, Ill 2009-2012

Negotiated $3.1 million private equity investment and developed a web-based, SaaS, financial services technology that delivers the first ever consumer controlled online mortgage acquisition, market and consumer data collection process. Responsible for new business development in real estate, mortgage broker and banking channels. Lead the application product strategy and marketing development for consumer and real estate facing mobile, web and e-commerce solutions. .

General Manager, Renaissance Management Group, Philadelphia, PA 2002-2009

Direct responsibility for business development, clients, sales teams and operations in emerging markets that included strategic consulting, project feasibility, project development, finance advisory and project management services for public and private sector clients

Provided sales leadership that included sales pipeline management, staffing, account planning, pricing, relationship management and negotiations for agreements that generated $400 million.

Developed national and state government clients and provided market research, feasibility and due diligence services across multiple sectors and negotiated grant and loan funding from U.S. multi-lateral institutions to support those requirements.

Partnered with private sector clients to create market plans, gap analysis and constructed business plans that secured domestic and international structured finance from J.P. Morgan and Merrill Lynch and project finance from the US Export Import Bank and US commercial lenders.

Led consulting and project management teams that developed enterprise solutions, public sector training and operating plans in partnership with local and international consultants that successfully delivered projects and market plans within budget.

THE PEPSI BOTTLING GROUP, 1994-2002

Vice President of Sales, Pepsi Bottling Group, Detroit, MI 1999-2002

Manage $250 million Mid-West division that included ownership of regional customers, channel strategies, new business development, 10 direct reports and 80 sales representatives, trade and local marketing.

Developed and executed sales, pricing and marketing initiatives that delivered 2 year CAGR of 7% volume and 14% marginal contribution in local fountain and vending which lead all U.S. markets

Pioneered national launch of CRM technology and equipment productivity tracking system that supported sales management and targeting and improved yield by 31%

Secured 83% of all available university and secondary school contracts that delivered 90,000 secondary students, 9 point share swing and a U.S. leading 30% volume growth in the channel.

Developed trade and consumer marketing platforms with professional sports teams and other local assets for cross channel execution

Founding Member Pepsi Bottling Group National Diversity Advisory Board

Vice President and General Manager, Pepsi Bottling Group, Philadelphia, PA 1996 – 1999

Managed three-state region with 5 operating locations, 34 million cases, 10 direct reports, 10 key account personnel, 150 direct sales people, channel strategies for all Retail and On-Premise channels, over 800+ employees and overall supervision of sales, production, distribution, staff development. Profit and loss responsibility for operating units accounted for $210 million in sales, $20 million operating profit.

C-level customer ownership and 3 year volume and profit CAGR of 4.6% and 12.8% respectively that led Business Unit in profit and share growth, improved all channel display inventory by 10%, grew market share by 4 points, which resulted in a 2 point share swing versus competition

Secured a new contracts with Temple University and a 5 year deal with 2 local Pizza Hut Franchisees, and increased operating profits by $8 million

Developed urban sales and marketing initiatives that combined bundled pricing and pre-sell tactics that provided national leadership to PepsiCo Power of One initiatives.

Implemented improvements in forecasting, workers compensation procedures and workforce accountability processes that improved bottling and warehouse productivity that reduced cost per case .10/unit and overall costs by $3 million

Developed four direct reports for added responsibility and recognized as best market for recruitment and on-boarding of frontline employees

Winner of 1998 PepsiCo Chairman’s Award (One of five national winners)

Unit Manager, Pepsi Bottling Group, Philadelphia, PA 1994 – 1996

General Manager for $40 Million DSD facility with 5 direct reports, 45 sales people and 75 employees.

Implemented territory business planning process to improve management and front-line performer alignment and execution.

Refined customer wiring, sales coaching and developed selling initiatives that doubled distribution of new products in small format.

Achieved sales and profit plans for two consecutive years

Territory Sales Manager, Pepsi Bottling Group, Philadelphia, PA, 1994 - 1994

THE PROCTER AND GAMBLE DISTRIBUTING COMPANY, 1985-1992

Unit Manager, Paper Products Division, Albany, NY 1989 – 1992

Manage $50 million in sales revenue, $5 million promotional budgets, five Sales Representatives, two key accounts

Achieved sales plan each year and developed two direct reports for added responsibility.

Created and executed a Direct Store Delivery program that improved display space by 25%, improved disposable diaper volume 10%, and produced a 5 point market share swing

Unit Manager of the Year 1990-1991

Eastern Division Leadership Award 1989-1990 (1 of 4 on East Coast)

Delivered cross category promotions and merchandising as member of one Procter and Gamble’s first multi-functional customer teams

Founding member of National Black Sales Network and National Diversity Council

District Field Representative, Buffalo, NY 1988 - 1988

Responsibilities included $12 million in sales revenue, $1 million promotional budget,

2 Sales Representatives and the Wegmans account

Delivered two consecutive quarters of record sales volume

Buffalo District Leadership Award 1988/89 (1 of 3 in NY)

Sales Representative, Rochester, NY 1985 – 1988

Managed 120 retail and headquarter customers

Achieved sales quota for three consecutive years

Sales Representative of the Year 1987/88

EDUCATION

Master of Arts (Concentration in Economic Development) 1993

State University of New York at Albany

Perry-Drake Weston Award, Best Graduate Research

Bachelor of Arts (Concentration in Economics) 1985

Hamilton College, Clinton, NY

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