Business Development Account Management

FRANK P. LAM

*** **** **., ******* *****, CA ****3

Cell: 949-***-****, Email: **************@***.***

EDUCATION

Accelerated Sales Leadership 2012

Dale Carnegie Management Graduate 1995

McMaster University, Bachelor of Commerce, Marketing & Finance, 1987 McMaster University, 2 yrs Pre-Med Bio-Chemistry, 1982-83

STRENGTHS

Strategic Account Management in driving Consumer Preference, Alignment to Customers’ Cross Functional teams and Engagement to Key Technology & Innovation Platforms

•International Sales & Marketing experience dealing with APAC, LATAM, EMEA and OCEANIA

•National, Regional Sales and Key Account Management in Ingredients B2B, Grocery and Warehouse Clubs

•Marketing Management of National Brands and Private Labels in both USA, Canada and Latin America

•Working experience with SAP, Salesforce.com (CRM), Microsoft (W,X,P,O), Successfactors, Chatter, Skype and Cisco

•Language skills include English, Mandarin, Cantonese and Read/Write French

CAREER PATH

Amyris

Purecane - Director, B2B Foodservice - December 2021 – July 2023

Purecane -Director – Business Development - July – December 2021

RealSweet - Associate Director – Business Development - August 2020 – July 2021

Responsibilities

•Purecane

oB2B expansion of 3 Amyris Brands (Purecane, Pipette, OLIKA)

oDevelop Channel Strategies for Foodservice, Hospitality and Industrial channels.

oDevelop Presentation and Category Line Reviews to Grocery, Drug, Mass Merchandisers, Club Stores, Foodservice and other online retailers.

•RealSweet

oCommercialization of SugarCane Reb M into B2B in USA, Canada and Mexico

oDevelop Sensory Tasting Protocols for Demos to customers

oDevelop Channel Strategy into Consumer Packaged Goods, Flavor, Foodservice, Ingredient Distributors

Accomplishments

•Purecane

oMore than Doubled sales with penetration into iHerb.com, Wegman’s and Walmart.com

oChannel Strategy into all channels including Walmart, Target, Kroger, Wegman’s, Albertsons, HEB, Meijer, CVS, Walgreens, Rite Aid, Whole Foods, Sprouts, Fresh Thyme and Costco.

•RealSweet

oMore than Quadrupled sales within 10 months with 5 major contracts, leading to selling RealSweet to Ingredion for $100M

oChannel Strategy Successes into Flavor Houses, Ingredient Distributors and CPG.

FlavorHealth / ChromoCell Inc.

Regional Account Manager

June 2018 – June 2020

Responsibilities

•Direct Global penetration of 5 Taste Modulation Pillars into West Coast, NOAM, APAC markets

•Develop and Manage Distributors of Ingredients

•Regional NOAM Account Management for Global Accounts such as Nestle, Danone, National Accounts and West Coast Accounts

•Develop Sales Strategies to all Channels – Proof of Concept to Commercialization

•Channel Strategy – Developed strategy into Flavor Industry, Ingredient Industry and CPG

•Hosting Demonstrations and Seminars

•Develop and Conduct Sales and Applications Training

Accomplishments

•Channel Strategy Successes into Flavor Houses, Ingredient Distributors and CPG

oFlavor Industry – Penetration into IFF, Foodarom, Sensient, Kerry, Flavor & Fragrance Specialties, Weber Flavors, Bell Flavors & Fragrances

oIngredients – Penetration into Ultra Ingredients, CellMark, An Mar, GLG, Nascent, Techno Foods, Farbest Brands, Callisons, Custom Ingredients

oCPG – Penetration into Nestle, Jarrow, Pepsico, Coca-Cola, Clif Bar, Life Extension, Chobani, DannonWave

MycoTechnology Inc.

Regional Account Manager

November 2015 – May 2018

Responsibilities

•Direct Global penetration of ClearTaste into NOAM, APAC, EAME and LATAM markets

•Develop and Manage Distributors and direct B2B Accounts

•Regional NOAM Account Management for all Global Accounts, National Accounts and West Coast Accounts.

•Develop Sales Strategies to all Channels – Proof of Concept to Commercialization

•Channel Strategy – to Flavor Industry, Ingredient Industry and CPG.

•Hosting Demonstrations and Seminars

•Develop and Conduct Sales and Applications Training

•Train new sales staff

Accomplishments

•Channel Strategy Successes into Flavor Houses, Ingredient Distributors and CPG

oFlavor Industry – $1.5Million contract order from IFF, Robertet, Frutarom, Foodarom, Sensient, Givaudan, Firmenich, Kerry, FONA International, T. Hasegawa, Ajinomoto, Symrise, Doehler, Silesia Flavors, Flavor & Fragrance Specialties, Affinity Flavors, Gold Coast, Innova Flavors, Ed Long, Weber Flavors, Bell Flavors & Fragrance Specialties

oIngredients – $500k sales from CellMark, An Mar, ADM, GLG, Techno Foods, Farbest Brands, Barry Callebaut, Roquette, Glanbia, Callisons

oCPG – $500k sales from Nestle, Kellogg, Jarrow, Pfizer, Mead Johnson, Abbott Nutrition, GNC, Wrigley, P&G, General Mills, Starbucks, Campbells, Bolthouse Farms, Bay Valley Farms, Blue Bunny, Parmalat, Pepsico, Coca-Cola, McCormicks, Clif Bar, Life Extension, Chobani, S&D Coffee, Finlay’s Coffee & Tea, Amway, Herbalife, White Wave, Dannon, Tereos, Sanitarium

Chesapeake Spice Company LLC

Regional Account Manager

May 2013 – February 2015

Responsibilities

•Local Account Management with base around $500k

•National Account Responsibilities with base around $5Mil

•Pioneering Southern California Region focusing on Food Manufacturers, QSRs and Grocery Chains

•Financial Responsibility of Sales Budgeting and T&E Budgets

•Lead and Align Culinary and R&D Teams

•Develop strategic account development plan for regional and national accounts

Accomplishments

•84% Sales Increase in 2014.

•Exceeded 2014 Budget by +4%

•2015 Booked new accounts to contribute another +75%

•Successful Ideation at CKE Restaurants leading to 2 market tests

•Introduce Account Development Template for the Sales Department

•Set Project Management Protocols leading Culinary and R&D Teams

FONA International Inc.

Director of Regional Sales (North America)

February 2012 – December 2012

Responsibilities

•Oversee FONA North American Sales Totaling 70 Million

•Direct 8-member team across North America (USA, Canada, Latin America)

•Financial Responsibility of Sales Budgeting, P&L Statements and T&E Budgets

•Implement Key Metrics and Key Performance Indicators to include:

oAccount Profitability

oCost to Serve

oProductivity Improvement Plans

oCost Optimization

oCenter of Excellence

•Direct liaison with V-250 team

•Daily participation in M-100 team in driving sales to 100 Million

•Develop Inside Sales Strategic alignment with Outside Sales Teams

•Develop strategic account development plan for global and domestic key accounts

Accomplishments

•Strategic development of inside sales team resulting in 70% increase in sales

•Cost Optimization Initiatives targeting margin improvement of 2-3% in GP

•Successful 2-year Renewal onto Core Supplier List of a global cereal manufacturer

•Key engagement of 2 significant Technology & Innovation Platforms at global cereal manufacturer

International Flavors & Fragrances Inc.

Senior Account Manager – Nestle USA

December 2008 – January 2012

Responsibilities

•Primary responsibilities for Nestle USA – Dreyer’s, Chef America, Juicy Juice, NesQuik, CoffeeMate and PowerBar

•Global Liaison with other Nestle Teams in LATAM, EAME, APAC and NOAM

•Lead Liaison for Nestle Americas Zone (LATAM, NOAM)

•Direct liaison at Nestle USA Headquarters in Glendale

•Global Liaison at Nestle Product Technical Center (PTC) for Beverage, Dairy and Nutrition

Accomplishments

•Dreyer’s – Flavors for Low Fat Dairy systems, Sugar Enhancers, Yogurt systems, Water Ice Bars, Premium Dairy systems

•Prepared Foods Denver – Work closely with TAG and Marketing Teams Initiated Rapid Prototyping of 2 new product launches. Coordinated focus groups with Nestle Marketing. Launching several seasonings and flavors for Breakfast Pockets, Dessert Pockets, Lean Pockets

•Pioneered introduction to Chef America and within 16 months had 6 approvals totaling $2mil.

•Initiated penetration to various Nestle co-manufacturers

•Sweetness Modulation Technology partnership with Nestle Beverage and Dairy

•Annual sales growth per year from 11-14%

Flavor Dynamics Inc.

National Accounts Manager

May 2005 – December 2008

Responsibilities

•Pioneering Sales & Marketing efforts to the West Coast and National USA market

•Directed Strategic Marketing Studies in Coffee industry (Flavor Mapping)

•Trained coffee and tea companies in flavoring systems.

•Conducted focus groups with key confection companies (Jelly Belly).

•Focused penetration in the coffee, tea, beverage, confection and food industries

•Handled all Asian inquiries

Accomplishments

•Pioneered exposure to west coast coffee accounts (Bay Area Coffee, JBR, F.Gavina & Sons, Newhall Coffee, Coffee Bean & Tea Leaf), confection accounts (Jelly Belly), tea accounts (China Mist, Imperial Tea Court, Sungarden Tea, North American Tea & Coffee,Stash Tea)

•Increased sales from less than $100k to over $2mil.

•Opened accounts in Taiwan, China, Korea and Japan

Flavor & Fragrance Specialties

West Coast Sales Manager

June 2000 – April 2005

Responsibilities

•Provide Sales & Marketing Management to develop and implement a strategic marketing plan for the West Coast USA market and Asia region

•Pioneered Nutraceutical Division marketing Essentra (Ashwaghanda) and OptiNutrin (Mytaki Mushroom) to beverage, dairy and nutritional bar industries

•Developed sales strategies for Asia (Coca Cola), USA (Naked Juice, Creative Energy, Nestle, Caffe del Mar, QuixStar), Europe (Nestle, Marks & Spencer)

•Flavor focused penetration in the coffee, tea, beverage, candles, personal care and food industries

•Opened business operations in China and Korea

Accomplishments

•Significantly increased sales from $0 to $1.8 mil.

•First to launch flavor system in Functional Beverages at FFS

•New accounts developed include Jelly Belly, Bay Area Coffee, JBR Inc., F.Gavina & Sons, Mother Parker’s Tea & Coffee

Kraft Canada Inc.

International Sales & Marketing Manager

August 1999 – June 2000

Responsibilities

•Manage a niche, independent, $40MM Kraft business, marketing premium branded green decaffeinated coffee to the consumer and the international specialty coffee industry.

•Responsible for establishing global SWISS WATER brand marketing and sales strategies

•Strategic marketing lead behind a major re-launch of the SWISS WATER brand to U.S. trade and consumers, communicating significant product quality improvements achieved, through public relations, mass media and introduction of SWISS WATER website

•Lead the SWISS WATER brand cross-functional business team, with North American, direct Marketing and Sales reports. Orchestrating re-alignment of current infrastructure to build foundation for future growth. Surpassed 1999 company net margin commitments by 30% and volume projections by 10%

•Responsible for International marketing and sales. Established new Latin American, European, Japanese, Asian and Australian networks to develop the SWISS WATER trade-mark and enhance SWISS WATER brand value globally

•Direct and Indirect account responsibilities include,

oRoaster Retailers & Commercial Roasters: Starbucks, Seattle’s Best Coffees, Gloria Jeans, Diedrich Coffee, Barnie’s Coffee & Tea, The Coffee Beanery, Peet’s Coffee & Tea, Willoughby’s Coffee, Mother Parker’s Tea & Coffee, White Coffee Corp.

oBrokers: Royal Coffee, InterAmerican Commodities, Paragon Coffee, MP Mountanos, Coffee Holding, Holland Coffee

ConAgra Foods

Regional Sales Manager (Feb.1996 – March 1999)

Key Account Manager (Sept.1995 – Jan.1996)

Marketing Manager (March 1994 – August 1995)

Responsibilities

•Sales management responsible for Western Canada including District Managers, Key Account Managers, Broker and Merchandisers

•Responsible for $30 million in sales and $750K in trade spending

•Key Account Management of Price Costco, Westfair, H&P, Grocery People, Federated Coop, Calgary Coop

•Directed strategic business development initiatives involving category management tools, account specific programs such as partnership programs, loyalty programs, coupon books or performance rebate programs.

•Devised quarterly sales and trade incentive programs

Accomplishments

•Significantly reduced our selling cost per kg while increasing sales vs LY

•Developed, marketed and sold BB Rotisserie to Safeway Canada resulting in 250,000 lbs within 3 months

•Re-established relationship with Westfair Foods resulting in over 20 TL of turkeys & added 2 proc.meat listings

Mother Parker’s Tea & Coffee Inc.

Brand Manager

July 1990 – March 1993

Responsibilities

•Complete marketing management of private label division involving President’s Choice, No Name, Master’s Choice, Safeway Edwards, Our Compliments, IGA, Sobey’s, West Best, Provigo, Metro, Coop.

•Initiated US private label management with Kroger, Winn-Dixie, Astor, Stop’n Shop.

•Brand Management of Blue Ribbon coffees in Western Canada.

•Marketing budget of $1 million.

Accomplishments

•Directed marketing & sales team in winning the Safeway Edwards coffee franchise representing the largest coffee account in Canada totaling 7 million pounds.

•Initiated category management discipline within sales & marketing.

•Successfully launched Microwave Coffee to several US convenience and grocery chains.

•Arrested market share decline of Blue Ribbon coffee by expanding its sales base to all of Western Canada.

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