Sales Customer Service

JOHN J KING

Cell 856-***-****

Home 856-***-****

****.******@*******.***

Professional Objective & Profile

High Caliber Area Sales Manager/Sales Operations and Marketing Director with 22 years’ experience building and leading integrated sales operations for Major Food and Beverage Companies. Leading Retail Broker and Family owned Manufacture. Guided and directed Territory sales and Marketing activities for Northeast as well as National. Strong general management qualifications in strategic planning to promote and increase sales and profitability. Self- motivated and self-directed with excellent decision-making skills and ability to quickly identify opportunities for growth and problem resolution. Seeking a position that will provide a challenging opportunity to significantly contribute to a company’s efficiency, organization, growth, and profitability. Professional Sales and Management Experience

National Foodservice Manager, Sales Operations and Marketing JR Simplot Company Foodservice

2008 – 2016

Summary: Responsible for $65MM in sales annually. Worked closely with National Marketing in developing short term and long term growth strategies. Brand Management by region to ensure uniform success across the U.S. Develop strategies with national marketing to market brands by region with recognition of demographic and regional implications. Continually improve Area/Enterprise/Zones sales performance as measured by sales contribution, profitability, effective program development, marketing execution and achievement of Area goals. Worked as liaison between Food Group Foodservice Headquarters and Field sales to execute the group strategy and to achieve the company vision as a profitable, solution-driven business by providing sales, customer, and market insights leading to system processes and training that improves sales margin contribution while helping to further nurture and develops long term, profitable customers and customer relationships. Developing key Regional customer relationship as well as National account interaction. Worked with Simplot internal and broker K12 teams on competitive bid pricing as well as understanding key partnerships to grow the category as a whole. Work closely with Key Distributor IE: Sysco, U.S. Foodservice, Performance Food Group (PFS), UniPro, Reinhart/IMA as wells as independents to maintain healthy relationships while growing Branded business as well as Distributor Label. Accomplishments: Instrumental in planning and developing System to connect Demand plan with Sales to increase forecast accuracy. Created a streamlined marketing system to manage trade spend by distributor and decrease wasteful spending, and increase VCM significantly. Instrumental in growing Company ROIC from 3% to 12% over the six (6) years with the company. Developed Integral Sales Data spreadsheets to provide Sales Goal and VGM transparency to Regional Sales Managers weekly, with vital information to help direct Sales to specific targeted areas in need of attention as well as focus on company goals and strategies. Worked with Demand Plan to achieve World Class MAPA to forecast in six (6) years with Simplot. x Financial/Pricing: Monitor pricing programs. Monitor compliance to guidelines, policies and procedures. Implement systems, processes to increase margins. Train and communicate financial learning to Area team members to improve performance. Review and analyze major pricing programs. Assist in pricing decisions for Zone opportunities. Maintain pricing discipline and facilitate pricing parity within defined markets x Marketing/Promotional: Monitor departmental trade spending. Develop and implement area/zone promotional plans that increase margin per dollar spent and Develop systems/processes that reduce trade spending. Coordinate local promotional/distributor activity aligned with FG Strategic goals. Work with National Marketing to ensure area goals are aligned with Marketing fiscal strategies; as well as area compliance to national promotional activity and marketing parameters. x S&OP Performance and Forecast: Interact with Food Group Demand Planning to enhance S&OP performance and results. Manage Area forecast. Develop solutions through collaboration with logistics, brand managers, production, and QA and customer service. Analyze and report on Broker/Distributor performance. Manage local promotions. Track and manage SG&A and pricing budgets. Develop and utilize Ad Hoc Zone/Area reporting. Train product sales results and market penetration. Area Administrators. Track and report priority and new product sales results and market penetration. x Sales and Broker Management: Develop and manage relationships with broker, distributors, and key operators. Responsibilities include: Food shows, sales blitzes, key operator calls, sales meetings, distributor/broker training, business reviews. Support efforts of Zone Sales Managers. Management profitability and trade spend to continually increase ROI to the company. Manage pricing, and margin transparency to the Regional Zone Managers. Work closely with the Enterprise manage to develop strategy and planning to align with the company goals. Relationship building with key distributors, and attending group conferences to continually develop long term partnerships with key distributors and customers... Retail Area Manager

Advantage Sales and Marketing

Philadelphia, PA 2004-2008

Clients Represented:

Del Monte Foods

Glaxo Smith Kline Pharmaceuticals

Summary: Developed, and Maintained relationships with clients, which have enabled us, increase our dedicated coverage, while consistently delivering results for the manufacturer. Work with Chain Headquarters to maintain Plan-o-grams and schematics, while increasing shelf space for client. Extensive client interaction to achieve brand recognition as recognize underdeveloped brands, creating strategy to achieve success across all brands and products. Achieve targeted income and expense budgets by implementing marketing strategies and analyzing trends resulting in increased sales through efficient management of promotional spending with guidelines on assigned lines. Ensured all retail pricing and indirect order guides within the division is updated correcting discrepancies. Securing client approved schematics for all brands by providing direction and communication to schematic, reset, and retail departments.

Accomplishments. Achieved sales growth, Profitability and exceeded Account penetration client goals four years in a row for Del-Monte and Glaxo Smith Kline. Built and trained successful retail sales force to manage sales and sku penetration for the NE region. Met and exceeded new item launch on sales and penetration goals as desired by the client. Successfully managed and worked with Client, building relationships and developing long term strategies to align with client’s goals.

x Business Planning: Responsibility for the development and successful implementation of a coordinated regional business plan with targeted objectives. Achieve income and expense budgets by implementing marketing strategies and analyzing trends and results. Increased sales through efficient management promotional spending by establishing principal guidelines. Maintain client objectives of increase in sales volume through promotional activity by selling, creating themes to support promotional events. Increase brand representation and effectiveness through establishing and maintaining trade and client relationships. x Client Relations: Ensure accurate and timely communication with clients and customers through on-going communication to assist in meeting client objectives by understanding sales volume, profitability, and incremental growth opportunities for each brand.

x Budget and Administrative: Manage, analyze, and administer budget for operating expenditures and projects. Analyze budget variances and initiate appropriate guidelines to more aggressively control expenditures and increase productivity within assigned territory.

x Personnel: Training Program Implementation and Follow-Up: Plan implementation strategies for training programs; when necessary, create support materials to ensure successful implementation. Ensure programs are correctly implemented and that ongoing programs are properly utilized. Work with the executive management team to define recruiting strategies to build bench strength and back fill open territories quickly. x Management: Direct and manage overall operations and administration of team of 28 Retail Sales Managers, from Northern Virginia up to New York. Responsible for Managing Labor, Expense control, training and performance management. Establish growth plans for individual accounts and manage account calls, guidelines and presentations.

Area Sales Manager

Philadelphia Coca-Cola Bottling Company

Philadelphia, Pennsylvania – 1992 to 2004

Summary: Responsible for leading, directing and developing a group of assigned account managers in the selling of Company products and the execution of marketing plans and programs to ensure that Company revenue goals and objectives are being met. Teach, train, coach acquire and develop account managers on processes and procedures necessary to maximize sales and profitability within assigned accounts while maintaining satisfactory customer service. Manage the timely execution of all sales programs and initiatives to ensure maximum sales and profitability for the Company and the Customer. Identify and capitalize on opportunities to increase sales, space and productivity in an account while maintaining satisfactory customer service. Identify individual developmental opportunities and structure a plan using employee's input to enhance skills. Set district goals that parallel territory objectives. Establish behaviors that ensure a safe working environment is provided and ensure employees are trained on safe working techniques in the trade.

Accomplishments: Ranked in top three in sales 12 years in a row. Increased overall sales and profitability by 10% 9 out of 12 years, and increased by 4% 3 out of 12 years. Continuously surpassed sales quotas. Achieved profitability as a result of designing and implementing new sales programs resulting in overall sales of $10.4 million. Restructured and built an underdeveloped territory to achieve an increase in revenue and overall profitability throughout Philadelphia, Delaware County and South Jersey. Cultivated and maintained an exemplary network of business associates statewide as a result of extensive interaction and strong communication skills, which was able to parlay into 10’ increase of shelf space for all Coca-Cola products across all accounts. x Management: As Area Sales Manager, was responsible for managing overall sales and margin for 42 Supermarkets, 3 club stores and 4 Mass Merchandiser accounts. Managed, drivers, routing and deliveries. Responsible for financial performance analysis and business planning/development functions. Analyze budget variances and initiate appropriate guidelines to more aggressively control expenditures and increase productivity.

x Sales and Profitability: Responsible for strategic planning and development of sales force in district. x Sales & Account Management: Managed new business development, sales, and strategic planning to maximize growth and profitability. Established growth plans for individual accounts and personally managed account calls, presentations, and negotiations. Conceptualized, created, and developed innovative marketing and advertising strategies to promote company.

x Personnel Recruitment & Training: Direct management and Responsible for planning and development of sales force consisting of 27 account managers and merchandisers. Monitored overall job performances to ensure accuracy and adherence to standards, rules, and regulations. Empower associates to think and work independently, as well as in a team environment. Experienced in training and developing associates in all areas of sales, marketing, and customer service.

Education

Major: Finance

Minor: Business

Rowan University

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