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Sales Manager

Pittsburgh, PA
April 14, 2016

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**** **. ****** ***.

Export, Pennsylvania 15632

Home: 724-***-****

Cell: 412-***-****

Summary: Sales leader with 20+ years of experience designing and executing strategies that rapidly deliver top-line and bottom line results. Positive track record in sales, marketing, and leadership able to provide expertise in the areas of sales, merchandising, promotions, advertising, space management, and the introduction of new products.


Sales Leadership

New Business Development

Turnaround Management

Solutions Based Sales

Key Account Development

Staff Development & Training

Profit & Loss

New Product Development

Relationship Building


ADVANTAGE SALES AND MARKETING, Pittsburgh, Pennsylvania 2011 to Present

Division Sales Manager

Responsible for $46 MM in direct product sales across a network of 40 distributors and 80 headquarter chain accounts for M&M Mars in the Northeastern C- Store trade channel covering; Pennsylvania, Ohio, Maryland, West Virginia, New York, Rhode Island, Massachusetts and Maine.

Leading a high performing team of 6 Customer Development Managers to achieve plan targets as measured by

gross revenue, profitability, market share, special programs and new item introductions.

Delivered 100% of company initiative by achieving core 24 distribution in over 20,000 accounts.

Delivered 110% of prior year’s sales volume and 105.9% of plan, while achieving budgeted trade spend.

Responsible for hiring, training and developing a first class sales team of Customer Development Managers.

Earned top Leadership Associate Engagement Award by Advantage Sales and Marketing, four years.

Delivered 5 straight years of accelerating growth.

SELL-THRU SERVICES, Pittsburgh, Pennsylvania 2006 – 2010

Director of Business Development

Responsible for $14MM of sales volume on Pfizer/Johnson & Johnson non-prescription family of healthcare products to 14 tier, one wholesale, and 16 retail clients in the Northeastern C-Store trade channel covering; Pennsylvania, Ohio, Maryland, West Virginia, New York, Rhode Island, Massachusetts, Michigan and Maine.

Obtained over 25,000 new distribution placements in over 2,500 retail outlets.

Increased sales with clients including: Pinestate Trading, Coremark, J. Polep, Sheetz, Cumberland Farms,

S Abraham, HT Hackney, Garber Brothers and Circle K.

Delivered growth and expansion in a channel with a history of flat growth.

Led the country in successfully accomplishing a distribution initiative by closing 40% of distribution voids.

NANNICOLA WHOLESALE COMPANY INC, Youngstown, Ohio 2001 – 2005

Vice President of Sales

Responsible for $ 12 MM of sales volume thru a team of 36 sales and customer service professionals in Illinois, Indiana, Kentucky, Ohio, West Virginia, and Pennsylvania region.

Increased revenues $2M (22.6%) in new business in 3 years by securing over 600 new accounts and

expanding services to our existing client base.

Eliminated costs within first 12 months in warehousing, human resources, MIS, sales, and general

operating costs.

Reduced employee turnover from (70%) to less than 10% in a soft economy.




Increased sales productivity by 20% by instituting Field Truck Replenishment Program.

Created and implemented company training program, including: Sales Techniques, Product Knowledge,

Organization and Time Management, Relationship Building, Marketing, and

Account Management and Retention.

Lead twenty candidates through new hire training program with an 85% employee retention rate.

SHEARERS FOODS, Brewster, Ohio 1998 – 2001

Regional Sales Manager 2000 - 2001

Responsible for $14.2 MM of sales volume thru team of 40 outside sales representatives with 5 independent franchises and 2 company owned sales and distribution centers in potato chip, tortilla, cheese and corn puff, pretzel, pork rind, beef snacks, and salsa product categories within Pennsylvania, Ohio, and West Virginia.

Increased regional sales from $9.7M to $14.2M, (31.6%), in 3 years.

Helped build organizational excellence by developing direct reports through assessment of talent, providing

constructive and timely feedback, establishing appropriate and actionable plans.

Branch / Key Account Manager 1998 – 2000

Responsible for $4MM of sales volume

Transformed branch from least profitable facility with (60%) employee turnover to profit center with less

than 5% turnover.

Grew volume 16%, from $3.4M to $4M, by securing 300 new accounts and expanding from 9 to 13 routes.

Secured new accounts: Super Valu, Shop-n-Save, Foodland, Festival Foods, Sam’s Club, and Stop-n-Go.

ABARTA, INC, Pittsburgh, Pennsylvania

General Sales Manager 1996 – 1998

Responsible for $6 MM of sales thru a team of 5 department managers with 35 employees in turnaround of business unit, managing all aspects of P & L, sales, distribution, purchasing, finance, and human resources in two business units (Refreshment Products & Prime soda).

Developed sales and marketing plan for Prime Soda, from concept to roll-out, brand targeted to compete

with Mountain Dew.

Secured 12 distribution sites in 5 states generating $ 1 MM in sales.

Facilitated sale of company, and maintained employee morale with low turnover during transition to new


KIMBERLY-CLARK CORPORATION, Pittsburgh, Pennsylvania

Key Account Manager 1996 - 1996

Responsible for co-managing the Giant Eagle team thru 12 field sales representatives in 80 corporate and

franchise stores.

Increased feminine care product category from 68% to 102.

Increased adult care product category from 72% to 98% sales plan.


Carnegie Mellon University – Pittsburgh, PA

Public Management Information Sciences

University of Pittsburgh – Pittsburgh, PA

B S Degree in Business / Finance

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