Sales Manager

Jim Keast

**** ***** *** *****

Rogers, AR ****8

972-***-**** (cell)

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

Acosta Sales and Marketing-June 2015-Present

Senior Business Development Manager-Walmart Team

Responsible for managing and growing POS sales for one of Acosta’s top 3 clients.

Championed the introduction of new coverage model to leverage different strengths of WMT stores

Provided Pre and Post analysis on COMAC coverage, OSA, Nielsen data, Coverage Models, IRC’s

Provided leadership role in delivering sales opportunities for the 6 Walmart Divisional Managers with promotions that offer:

-Identifying stores with high SNAP index and providing solutions to drive sales

-Identifying stores with high Hispanic index and providing solutions to drive sales

-Identifying stores losing share points and leakage to competition and providing solutions

Tyson Foods-December 2009-February 2015

National Account Executive-Walmart Team (Sept. 2012-Feb. 2015)

Responsible to exceed 50MM/lb. for FY 2014 for several key sku’s within Walmart’s Department 97 & 80 (Bacon, Breakfast Sausage, Refrigerated Grilled & Ready, TYSON Dinner Meats, Smoked Meats)

Championed both the development and implementation of TYSON’s 3-Tier bacon strategy which catapulted TYSON as Walmart’s #1 bacon supplier (Premium-WRIGHT Brand Bacon, Mid Tier-TYSON Bacon, Value-Corn King Bacon).

-Established TYSON as Walmart’s #1 bacon supplier within the category

-Only Supplier to develop and implement 3 tier pricing strategy

-Will surpass LY’s sales +35%. $196MM in POS sales

-Gained over 6,000 incremental points of distribution

-Gained authorization for 10 new items for FY 2015

-Able to secure 15+ COMAC’s for FY 2015

Responsibilities also include forecasting utilizing stringent SOP procedures, identifying key differentiation points to leverage against the competition with available research tools such as IRI and Retail Link data.

Customer Development Manager-Sam’s (Sept. 2011-Sept. 2012)

Responsible to lead and direct TYSON consumer products different Business Units to achieve both established volume and financial goals.

-Gained 3 new Sam’s DC’s for bacon which contributed +2MM/lbs annually

-Gained new distribution for Castlewood Lunchmeats due to differentiating key points which contributed +1MM/lbs annually

-Exceed aggressive plan +5%, +10% vs PY

-Developed and implemented 5 national marketing programs to drive product awareness and sales

Manager of Sales-International (May 2011-Sept. 2011)

Responsible for implementing export sales plan in Canada. Specifically attain new customer development, new product authorizations, pricing and margin control and exceed annual EBIT and volume plan. In addition manage the national broker to exceed volume projections.

Marketing Pricing Manager-Bacon (Dec. 2009-May 2011)

Responsible for establishing and implementing pricing strategies for retail bacon USA. Responsibilities also include establishing trust with TYSON sales team members to develop and deliver key pricing initiatives that provide EBIT, FMV and volume for ML’s 567, 582, 583, 587 and 599.

-Surpassed EBIT goal +15%

-Maintained forecasting accuracy +/-5% of actual shipments

-Developed and championed 5 successful key national bacon programs to drive incremental

volume

Hormel Foods, 2005-December 2009

Customer Executive Account Manager-AWG Team, Kansas City, Missouri..8/08-12/09

Responsible for AWG’s largest Division with sales +2MM/lbs. annually. Initiatives include introducing +15 new sku’s and surpassing quarterly sales budget within specific trade guidelines. Also introduced new accrual format within KC Division which ensured greater collaboration between Hormel and AWG.

-Created and implemented 6 Meal Deal solutions

-10 Truck Load Promotions to the Hen House, Supersaver, Russ’s Markets and Price Chopper retailer groups within the past 12 months.

Territory Manager-Nash Finch Great Lakes Division, Cincinnati, Ohio…12/06-8/08

Implemented and successfully executed key sales initiatives since January, 2007. Key initiatives such as replacing John Morrell marinated meats with ALWAYS TENDER in both NF-Bridgeport and NF-Cincinnati and Lloyd’s appetizer line of products authorized in all three Great Lakes Division. Have already been nominated as the category captain for the ENTIRE Great Lakes Division (4 Divisions) for the chili, canned meats and luncheon meats categories. Great Lakes will be implementing this category leadership positions this fall.

Associate Product Manager-Deli Division, Austin, Minnesota…12/05-12/06

Managed the development and marketing initiatives for +$120MM category. Initiatives include developing, marketing and introducing our NATURAL CHOICE line of Deli Meats, and implementing several regional and nationally specific programs to drive both upside and margin requirements. Key areas of responsibility include delivering margin targets for each category and formulate new item launches thru R&D, packaging, legal and production.

Additional key responsibilities include developing strategic Deli Marketing frameworks for the top 30 U.S. chains thru SWOT analysis, strategic considerations, sustainable competitive advantages and key leveraging points.

-Helped developed and implemented Natural Choice Deli Meat program in several key retailers

Territory Manager (foodservice) Dallas, Texas…4/05-12/05

Managed and developed several key convenience store chains in the application of the prepared foods segment. i.e. Grocery Supply

Kellogg’s/Keebler Company, 1990-2004

Southwest Zone Sales Director, Dallas, Texas…

Managed and directed a team of 15 salespeople (which included both brokers and directs) and exceeded the sales budget of $65M. Provided leadership and direction for over 200 distributors, more than 500 SKUs, and the 15-member direct sales force. Developed a segmented sales strategy to itemize areas of greatest upside potential for the sales force to pursue

Director of Distributor Trade (foodservice) Dallas, Texas

Managed and directed the company’s largest foodservice distributor (Sysco) with sales exceeding $165M. Developed national sales/marketing promotions for all new item introductions and products. Championed the product efficiencies program for Sysco and all 65 operating companies throughout the United States. Developed sales strategies for the field to implement based upon the agreed upon corporate plans. Became the category leader and preferred vendor in the cookie and cereal categories against Nabisco and General Mills. Developed exclusive national marketing incentives for the Sysco operating companies.

Regional Manager (foodservice) Dallas, Texas

Managed and directed a $16M, six-state region. Served as sales manager for eight foodservice brokers and 12 directs. Integrated the Sunshine Biscuit Company’s SKUs, personnel, and customers under the Keebler portfolio.

National Account Manager, Dallas, Texas

Provided leadership and direction for championing the company’s two largest c-store customers, 7-11 and Circle K, at the corporate level. Developed initiatives to expand market share for Keebler within the cookie/cracker segment. Created incentives within Keebler's DSD delivery system.

Central Region Trade Development Manager, Dallas, Texas

Executed new account acquisitions. Trained Keebler's route salesmen in obtaining specific sales objectives. Developed and presented business initiatives to senior managers within the c-store segment. Acquired new distribution for a chain of 125 c-stores. Introduced Keebler products in several regionwide, co-sponsored radio advertisements with Wal-Mart and K-Mart. Acknowledged as the first in the division to gain a working relationship with the Wal-Mart and K-Mart DSMs in the region.

Tom’s Foods 1989-1990

Area Sales Manager

Frito-Lay Company 1983-1988

Key Account Manager 1986-1988

Merchandising Supervisor 1985-1986

Mid-Central Zone Associate Marketing/Development Manager 1983-1985

Academic Credentials

University of Dallas, Master of Business Administration – Marketing, December 1998

Southwest Missouri State University, Bachelor of Science – Marketing, December 1982

Systems Experience

Retail Link, IRI, Excel, PowerPoint, Word

Contact this candidate