Sales Manager

Executive Summary

Strategically diverse experience includes receiving Church & Dwight’s (5/5) star rating numerous times throughout career with the company. Have attained year over year growth consistently over a 20-year period. Won Valley Fresh’s National Sales Manager of the Year Award 3 out of 6 years of programs existence. Accustomed to exceeding all expectations and quotas, goal is to drive market share, topline sales and bottom line profits. Positive attitude, fun, friendly, driven, and self-motivated, using a data-driven sales approach with strong planning and organizational skills consistently has exceeded all sales goals throughout career.

Skills

Systematic approach managing a team of direct reports, a broker network, and distributors

Staff Development & Motivation; holding team accountable for meeting all goals and objectives

Analytical Thinking, Decision Making & Problem Solving Skills to include forecasting accuracy

Strategic Planning, Execution, Organizing & Extensive New Product Development

Software Proficient with PowerPoint, Excel, Word, MS Outlook

Excellent Communication Skills, Skilled Presenter & Trainer; Demonstrated abilities calling on customers at the corporate office and out in the field.

Project Management Skills: Influencing, Leading, Negotiating & Delegating Abilities

Professional Conflict Resolution Training & Management/Ability to work independently as well as collaboratively

Adaptability & Tolerant to Stressed Situations with a dedicated commitment to the team and company. Pioneering spirit.

Key Account Management & Retention/Contract, Price Negotiation, Budgeting & Expense Control

Professional Experience

Church & Dwight Co. Inc. Los angeles, CA

Church & Dwight Co. Inc. is one of the fastest growing Consumer Packaged Goods companies that have outpaced the Standard & Poor's by more than three times over the last 10 years. Church & Dwight is a leader in the Household Consumer Products and Personal Care industry, with such brands as ARM & HAMMER, Trojan, First Response, Nair, Spinbrush, OxiClean, Orajel, VitaFusion/Lil Critters Gummy Vitamin brands and more. The Company’s business is divided into three primary segments, Consumer Domestic, Consumer International and Specialty Products.

Team Lead-Club & E-Commerce 2014 - Present

Management of (5) Direct Reports representing Costco, Sam’s Club, BJ’s, Amazon, and other numerous e-commerce accounts.

423 MM in annual gross sales and 105MM in trade budget managed in key category segments including Laundry, Pet, Homecare, Sexual Health, Health & Wellness, Women’s Health, and Vitamins.

Team will achieve 43MM annual growth in second year managing this class of trade. Growth includes existing brands via more efficient trade strategies, fostering team alignment to meet corporate objectives, developing stronger relationships with retail partners, and supporting direct reports with internal trade marketing and brand marketing strategies.

Create an atmosphere of individual accountability for each team member’s area of responsibility while offering strategic direction, guidance, and support to Brokerage teams that align with company annual business goals

Forecasting accuracy met in setting and meeting a quarterly and annual forecast by tracking and measuring sales results weekly, overcoming all challenges, holding self and each team member accountable for attaining goal while maintaining commitment to organization.

Set performance expectations and manage appointed brokers and distributors to achieve quality distribution in targeted accounts. Ensure timely execution on new item introductions, schematic implementation, and promotional programming affording all necessary resources for success in the market place.

100% achievement of quarterly forecasting, on track to meet 2016 commitment by identifying volume development opportunities and utilizing internal and external data sources.

Restructured sales team to better serve retail partners, resulting in $520K annual savings

Built and developed e-commerce sales team and its corresponding strategies such that team was able to meet sales goals, ultimately doubling sales volume consistently. From 2014-2015, team growth went from 14MM to 23MM (+9MM), and from 2015-2016 team growth went from 23MM to 42MM (+19MM).

Implemented formalized management system to set goals that challenge team members to think outside of the box in their approach to account development. Used a think “BIG” approach with sales goals, thus achieving corporate sales and profit targets while holding selves accountable for results.

Formalized Workday Now performance review platform for tracking each team member’s performance against specific goals. This included monitoring areas of strength and that need improvement with a corresponding action plan for each individual’s growth. Conduct formalized annual and Mid-Year reviews, implemented PIP process as needed.

Senior sales manager (food retailers) 2012-2014

nStrategic and collaborative building of annual trade promotion calendar for region across retail customers

nManaged (2) Direct Reports and cultivated our corporate broker relationship (Advantage Sales) while concentrating on the household and personal care sides of the business with overall responsibility of 168MM in sales revenue

nImplemented a process to help save workers whose performance is less than adequate. This (4) step process will be used in subsequent positions, as it has been heralded as effective and efficient by top management.

nMaintained year over year growth consistently, exceeding corporate expectations

nDeveloped and monitored incentive programs and contests in order to keep priorities aligned

nImplemented store audit procedure to ensure merchandising standards are adhered to and promotional programming is being executed while utilizing existing resources to run sales reports, audits, and analysis to support future sales initiatives and decisions.

nAssisted in the implementation, training, and auditing of brokerage teams, distributor territory reps, and external demo teams to execute on sell-in and sell through initiatives.

National Business manager (Food Retailers) 2006- 2012

Responsible for overseeing a 76MM territory, including Safeway Corporate while managing a broker network and (14) individual contacts.

Oversaw the household portfolio of business while designing and implementing channel sales growth strategy, plans and execution.

Developed and met monthly, quarterly, and annual sales goals

Ensured that all related POS are ordered in the right quantities and utilized effectively in the marketplace.

Identified and attended trade shows and sampling opportunities to represent the brand, developing new sales opportunities

Valley Fresh, Inc. Los Angeles, CA

Western Zone Sales manager (Food Retailers & Distributors) 1993- 2006

15MM territory, where year over year growth was achieved for 13 consecutive years.

Working with the broker community (Advantage Sales & Acosta), Managed over 1200 stores in the 11 Western states, while overseeing food retailers including Vons, Safeway, Albertsons, Stater Brothers, Whole Foods, and Ralphs Grocery stores.

Brands were managed via distributors, and then the distributors would distribute goods to retailers; management of the entire process was overseen personally from California headquarters

Developed strong Entrepreneurial foundation in working within a smaller family owned operation, being able to build consistent growth and strong brands while working from a home office environment.

Early Career Timeline 1990 1993

Heinz Sales Company, 1990- 1993

oManaged US brokers to implement sales plans and strategies while maintaining consistent follow-up with accounts

oResponsible for Heinz Specialty Brands via direct and Specialty distributors sales in 11 Western States

Education

B.S., Management, Alameda University 2006

Recognitions & Volunteer Work

Church & Dwight; consistent top performer. Received (5) rating 3 times (only awarded to top 3% in the organization). Received a (4) rating remaining years (only top 10% of company is at this level).

Church & Dwight; Serve as peer coach for new hires into sales organization

oIntroduce new hires throughout company

oEnsure full integration into organization followed by an intensive 6-month mentoring program

Valley Fresh; 2-time winner of National Sales Manager of the Year Award. Award only presented 6 times in United States.

Heinz Sales Company; winner of National Sales Manager of the Year Award (2 /3 years with company).

Contact this candidate