Sales Manager
Resume:
Marlin E. Keller, Jr.
Centerton, AR 72719
479-***-****(Home)
904-***-**** (Cell)
******.********@*****.***
Summary
Senior manager with 20+ years of broad strategic and tactical experience in marketing and CPG industry. Track record of building marketing strategies while integrating/consolidating resources, maximizing dollar investment, and growing visibility and tangible ROI. Consistently successful in highly competitive industry sectors including retail and marketing. Strong sense of ownership and accountability, with team building, managerial, analytical, negotiation, and problem solving skills.
Experience
Tyson Foods
Director of Sales North East Springdale, AR 04/13-10/15
Exceeded volume and profit plan of 130M pounds for two consecutive years achieving growth of 3% and 5%
Successfully managed a team of six Customer Development Managers and Category Mangers to execute business objectives across the North East and exceeded volume and profitability targets
Selected to play an integral role in the selection of broker integration nationally which delivered a cost savings of $3M
Develop and implemented both sales and promotional strategies for total portfolio that exceeded volume targets and provided a promotional cost savings of 14%
Successfully launched customer Private Label brand of anti-biotic fresh chicken that generated an additional 2.3M pounds of incremental volume
Spearheaded the test-market launch of Jimmy Dean bacon in the North East prior to national distribution roll out
Cultivated strategic customer relationships, as well as scheduled/conducted quarterly customer top to top business reviews with key strategic customers
Successfully promoted 3 Customer Development Managers to positions with greater overall responsibility
Monitored assigned budgets by account to ensure team is on track to deliver upon corporate objectives
Collaborated with Forecasting and Customer Service Departments to ensure adequate product availability
Partnered with business units to provide channel expertise in order to drive development of appropriate strategic and tactical plans
Responsible for conducting myself, and ensuring my team conducts themselves, in a manner consistent with company mission values, code of ethics, policies, and other standards of conduct
Tyson Foods
National Retail Broker Manager Springdale, AR 01/12-03/13
Successfully managed a team of 8 Retail Sales Representatives as well as regional and national brokers for all classes of trade including Walmart
Transitioned the Retail Team through training sessions to become more analytical and make fact-based decisions in order to exceed company’s expectations
Effectively developed reporting tools that identified areas of opportunity within each account that delivered a reduction of 6% of out of stocks nationally
Instrumental in achieving ACV goals of 95% or better on the key strategic SKUs within the total portfolio resulting in an increase of 3% in total points of distribution nationally
Achieved 80% ACV within 6 weeks of new item launches
Successfully managed and maintained POS budget resulting in a cost savings to the organization of $1.8M
Effectively provided retail broker training, direction, and evaluation through monthly scorecards on their overall performance
Marlin E. Keller, Jr. Page 2
Daymon Interactions Division of Daymon WorldWide Jacksonville, FL 12/09 – 10/11
Senior Director of Operations
Provided oversight for in-store event marketing programs for the new business partnerships with Winn Dixie, Weis Markets, Albertsons LLC SW, and Roche Brothers
Worked with all levels of Senior management at each account to insure organizations were designed to exceed expectation
Worked with VP of Finance to develop business models and P&L which deliver company revenue and profit targets; custom designed for each account to ensure specific marketing objectives were in place to drive the desired results
Recruited and hired talent to insure that they had the skill set and background to exceed customer expectations
Worked with internal HR department to develop training programs
Collaborated with marketing and sales to design custom marketing concepts that drive excitement and create a point of differentiation in the markets in which they compete
Gained commitments from internal key stake holders and CPG community to ensure successful launch of the new marketing initiatives
Assigned budget targets by department
Worked closely with IT department to develop customized software allowing vendors access to a portal for ease of scheduling, billing, payroll, and tracking final execution results
Worked with Daymon International Team to develop and execute associate portal to provide cost savings in scheduling
Daymon Interactions Pittsburgh, PA 05/06 – 12/09
Director of Operations at Giant Eagle
Responsible for the rebranding of in-store marketing program at Giant Eagle resulting in store events becoming part of their overall marketing strategy and a point of difference for the Giant Eagle consumer
Strategically aligned internal team with client’s marketing, sales, and operations to meet overall marketing objectives
Built marketing campaigns that delivered customer loyalty, drove incremental sales and overall basket size
Managed the overall P&L and delivered above company profit targets consistently
Worked with Giant Eagle Vice Presidents and Senior Directors to develop specific marketing campaigns that created in-store excitement and enhanced corporate “Famous for Fresh” initiative in perishable departments, which drove sales and profits for Giant Eagle and our CPG vendor partners
Attended key CPG yearly planning sessions with VP of Sales and Category Managers to ensure that the overall marketing campaigns, new product launches and rebranding initiatives aligned with over all marketing objectives
Worked with Giant Eagle marketing and operations teams to reinforce the value to the consumer of the FuelPerks program
Key strategic partner in assisting with the launch of the new FoodPerks campaign
MASTERFOODS Bentonville, AR 01/04 - 05/06
Senior Account Manager / Business Development Manager Sam’s Team –
Accountable for budgetary management, profitable business growth via the achievement of specific Gross Sales Volume, market share, brand pack and distribution targets
Worked with cross functional / SBU resources to develop execution plans that align with corporate strategies
Provided critical input into the development (i.e.: new item launches, pack creation, etc.) plans and activity sets
Worked collaboratively with demand planning to provide annual and ongoing customer forecasting for new product concepts, initiative, and brand plans
Worked with SAMS RVPs/DOs to develop and execute programs that meet future and emerging needs of leading edge customers
Marlin E. Keller, Jr. Page 3
Del Monte Foods Bentonville, AR 3/03 to 10/04
Retail Operations Manager – Team Wal*Mart
Responsible for achieving Del Monte sales objectives that contribute to the sales and profits of all Del Monte Divisions through the direct management of 3rd party brokers at Wal*Mart
Managed the training and development of the third party broker network for effective implementation and execution of merchandising objectives, strategies and tactics
Provided superior, cost effective, retail customer support through the efficient deployment of broker retail resources at Wal*Mart
Assisted each V.P. of Sales for each Business Unit’s volume development for Wal*Mart by ensuring a high level of compliance, promotional support, and indirect selling through effective management
Gillette Bentonville, AR 1/02 to 3/03
National Retail Planning Manager – Team Wal*Mart
Responsible for achieving Commercial Operations of North America merchandising sales objectives for total Wal*Mart Health & Beauty and assisting the Team in the achievement of same
Act as the primary liaison between Wal*Mart, and CSC Planning and the Retail Merchandising sales force as, well as the 3rd party merchandising organization
Managed and coordinated field supervision and training for Wal*Mart.
Regional Broker Manager – Ahold Team & Wegman's Buffalo, NY 4/00 to 1/02
Achieved Gillette merchandising objectives that contributed to the sales and profits of all Gillette divisions through the direct management of third party broker in select national and regional food accounts including Ahold, Wegman’s, and Giant Eagle
Managed the training and development of third party broker network for effective implementation and execution of strategies and tactics as well as merchandising objectives
Responsible for the national and regional planning functions and the coordination of retail deployment
Assisted in the broker selection process as well as the negotiation of the current national broker contract
HBC – Food East – Key Account Manager, Gillette Grooming Products Buffalo, NY 1/99 to 4/00
Personal Care Products Division /Oral Care
Wegman’s / Penn Traffic / Kinney Drug
Grew Gillette blades dollar share from 66.7 to 71.9 within 18 months
Named1999 Vendor of the Year at Kinney Drug
Obtained custom Gillette fixtures and 67% share of the board as well as exclusive placement of Gillette Products at the front checkouts at Penn Traffic
(District 33) District of the Year in 1999
Grooming Products – Eastern Region Buffalo, NY 2/97 to 12/98
Key Account Manager, Gillette Grooming Products Division
Ahold Headquarters / Wegman’s / BILO / Kinney / Tops
Worked with Gillette Management to create the Eastern Region presentation for Mach 3 launch
Worked with Ahold headquarters and Gillette category department to develop and present the current category review process for all Gillette categories
Worked with Gillette Supply Side department to create efficiencies for both Ahold & Gillette
Developed the first multi-divisional promotion at Ahold & Wegman’s
Developed and executed planogram for Tops in-aisle display, the Gillette share was 65% of the board
Named the 1997 Eastern Region Account Manager of the Year
Marlin E. Keller, Jr. Page 4
Gillette Grooming Products – Eastern Region Buffalo, NY 2/96 to 2/97
Key Account Manager Gillette Grooming Products
Wegman’s /Fays Drug / Kinney Drug / Tops
Managed the account plans for all major promotions that drove share and volume in a territory in excess of $11 million
Delivered all sales and share objectives set forth by the senior management
Gained distribution on Gillette Series at Wegman’s within 21 days of first shipment, resulting in the fastest distribution within the country and one of the highest shares within 6 months
Gillette Retail Sales – Eastern Region Buffalo, NY 4/90 to 2/96
Retail Sales Representative
Developed and managed the execution of the first planogram in the history at Vix
Wrote and merchandised over $1.6 million in sales in the year ending 1996
Retail Sales Representative of the Year Award
Worked with all new retail sales representatives on the initial three-week training
Developed and maintained pricing surveys for Buffalo, Rochester, and Syracuse
Worked directly with Key Account Managers on day-to-day operations and execution of all programs
Presented at the launch of Gillette Series products
Special Activities & Awards
Peter Daymon Schwartz Award 2010
Kinney Drug Vendor of the Year: 1999
President's Award - Retail Rep of the Year: 1995
Account Manger of the Year: Eastern Region 1997
Winners Circle: Achieved 9 times in 12 years
References
Furnished on Request
Education
Canisius College
Villa Maria College
Erie Community College
Contact this candidate