Anthony Grossi

***** ******* **** ****** ********** Beach, CA 92648 626-***-**** ad3q7z@r.postjobfree.com

Senior Leader of Sales & Marketing

Envision, execute, and deliver sustained results within CPG, Foodservice, & Manufacturing Market Segments

Over 25 plus years of senior executive level experience developing and leading Street Sales, Key Account Managers, National Account Managers and Marketing teams to success through strategic planning, methodical process and effective management of staff and budgets. Utilized solid project management abilities to direct multiple priorities, and developed innovative strategies and tactics to exceed performance objectives. Constructed and coach teams, implemented new best practices, and always motivate staff to peak performance with a sense of urgency and accountability.

A pragmatic thinker with a strong background in commercializing and transforming business. Known for building strong teams, optimizing organizations and delivering significant and meaningful gains. Skilled in building effective organizations through strategic and tactical initiatives with a relentless focus on driving profitable growth. A positive leadership style that is shaped by a strong set of core values. Complemented by a strategic, collaborative, and creative thinking expertise.

Uniquely positioned for a new organization and poised for future success by constructing scalable processes, programs, KPIs, and strategic goals that lead to commercial success at all levels. In short, I can create a winning paradigm shift within any organization!

Core Competencies

Sales process development and execution Coaching Senior level experience with a specific sales methodology, sales funnel management Solution-oriented mind-set Implement consistent, scalable business development methodologies Fiscal oversight Change Management Exceptional negotiation skills Extensive background in B2B/B2C consultative sales and account management leadership Project Management Big Game Hunting Disciplined decision making based on disparate Information Team leadership & motivation while being a hands on leader – all in Change leadership Development and driving a high performance culture Championing the organizations brand, reputation, and corporate social responsibility initiatives Accountability

Experience & Achievements

BAKEMARK LLC. 2019- Current

Recruited by the CEO to lead all sales activity for the company. Achieving new plateau for EBITDA of $18M per Month. As a member of the Executive Leadership Team, charged with leading Global Sales and Marketing efforts for the organization. Set, developed and executed all Sales activity and company revenue objectives with full P/L ownership. Oversee and provided guidance with processes, Sales Budgets, performance and all financial objectives. The critical success factor of the advancement of business strategies to expand both top and bottom line revenue.

Vice President Sales & Merchandising

Contributed to overall strategic direction and performance of the company as a member of the Executive

Leadership Team.

Guided the business, with overall responsibility for a complex multi- site distribution centers and operations and

full P&L accountability

Leveraged deep commercial and P&L management expertise in driving critical strategic decisions across

Branded, Private Label and Co-Manufacturing selling efforts.

Effectively managed team of 375 Associates in 35 Branches in North America

Increased revenue 48% over a 4-year timespan

Executed all sales and marketing activities that help shape the company’s future portfolio vision and roadmap to

ensure cross-functional engagement and alignment with Business Units (Operating Companies) strategic

planning and corporate financial planning processes

Increased client database by 28% which grew our net profits by 37%

Instituted and constructed NEW sales compensation/commission initiative for all street sales associates

resulting in 19% lift within within the Business Units

Provided strategic leadership and direction for the company, setting clear goals and objectives for sustainable

growth and profitability

Spearheaded and inspired a talented Executive Leadership Team, fostering a NEW culture of innovation,

teamwork, and servitude leadership

Increased headcount by 43% during COVID to positioning the company for record profits in 2022

Inherited KAM’s (Key Account Managers) as direct reports. Leading 53 KAM’s to a record year of revenue $683M

a growth rate of 27% FY22

Development of a new comprehensive and exhaustive Sales Process for the entire organization that

transformed the organization for on-boarding new associates, training, clarity, direction, executional, confidence

accountability, and the removal of road blocks

Increased client database by 28% which grew our net profits by 37%

Performance Foodservice Group, 2016- 2019

Recruited by the corporate office to lead all sales and marketing efforts in Southern California. Transformed an underperforming sales team into an elite sales organization

Vice President Sales & Marketing

Independent ( Street Sales) FY18 with a top line growth of 17.5% resulting in annual revenue of $276M.tasked with FY19 objective of 23% growth targets within independent street sales

Direct (Street Sales) Reports- 5 District Managers, 74 Area Managers, and 4 Marketing Associates.

Redirected sales efforts and targets. Grew headcount by 53%. Created and developed on-boarding process for new hires

Transformed 48% of street sales force into commission verses company subsidy

FY18 accomplished record setting year resulting in our OPCO receiving its first bonus in 8 years

Hands on leader that participated on sales calls and work with. Trained 4 Street District Sales Managers on how to hold sales team accountable to the top 3 Critical Success Factors considered necessary

Eliminated the acceptance of mediocrity in all departments

13 associates qualified to our Circle of Excellence FY18, up from 2 associates, the previous year

Became top 3 OPCO’s in Overall growth in North America

Provided leadership and orchestrated the internal and external resources needed to effectively manage the sales process

Performed monthly street sales forecasting and competitive analyses to determine product performance levels and the need for new product developments and modifications on an annual basis

Responsible for establishing all street sales territories, goals and objectives, determination of product line, price management, sales process, promotion, staff development, training, and market research. Effectively manage all sales and marketing efforts in Southern California.

SK Food Group Inc. 2013 - 2016

Recruited by corporate leadership of a publicly held food manufacturing company to lead all sales and marketing efforts in North America and across 5 business units.

Vice President Sales & Marketing

FY16 with a top line growth of 26.5% resulting in annual revenue of $367M. FY16 $443

Delivered record setting sales and EBITDA growth to the company

Secured 5 year, commitment from business’ second largest customer which added $19M in incremental revenue / year.

Develop strategies, execute plans, and deliver top-line and bottom-line results into the food service channels. Held top – to – top relationships with customers and have lead sales organization into record setting sales revenue

Rebuilt sales force and created a paradigm shift with new sales process

Open doors with potential partners, lead exploratory discussions with them and then shrewdly weigh options using sound judgment and synthesizing multiple data points, developing innovative approaches and determining next steps to win business

Constructed a pipeline and executed a pragmatic approach for each phase of the sales process- thus shortening the sales cycle

Senior level experience within the packaging equipment industry- innovation

Incorporate knowledge of our products and services, the client, and key competitors into our sales process, and use that knowledge to uncover client needs and created a true business value based upon solutions and financial implications

Consistently qualify, generate, and execute on opportunities that provide a profitable revenue stream

Function effectively and efficiently as a team member and facilitate the sales opportunities

Responsible for all P/L activities from the following departments; Sales, Marketing, and Research and Development. As well as accurately forecasted the business and pipeline opportunities on a consistent basis

Millard Refrigerated Services, 2008 - 2013

Advanced Refrigeration and logistic (3PL) services to major retail, food service and food distribution companies on a global scale.

Business Development Director

Dramatically impacted sales in the West Region from day one. Grew revenue 65% year over year

Developed deep business relationships with significant National and Regional accounts

Began career with $1.25M in revenue, concluded with delivering over $15M FY11

Developed a comprehensive approach- not selling cold air!

Part of an innovative team in leadership within HPP (High Pressure Processing) allowing for extended shelf life and enhanced food safety measures

Constructed and executed complex supply chain programs/solution that embedded myself as the only solution

Lead sales team in new account acquisitions both number of account and revenue

Sold value rather than features and benefits- ROI. Developed customized programs

Implemented NEW “Re-D” program that generated over $3M in revenue (Trans and Warehousing)

Created NEW world class partnerships in Retail, Food Service, and Manufacturing segments

Aggressively cultivated new prospects that yielded meaningful long term revenue to the company: Trader Joe’s, Costco, Wal-Mart, Sav A Lot, Sam’s Club, National Frozen Foods, Starbucks, Sunny Delight, Ralphs, Nestlé’s, and much more.

Grindmaster Corp, 2003-2008

Recruited to manage all aspects of sales and marketing for this global beverage equipment manufacturer. Manage and direct all aspects of Sales and Marketing activities for the west coast with P&L responsibilities as it is related to global accounts. Actively managed/coached 7 direct sales associates and11 Food Service Brokerage Companies

Regional Vice President

Vigorously cultivated large, complex, and exceedingly long sales cycle of new national and regional accounts within beverage equipment segment

Proven track record of developing, generating, and managing new sales revenue and market expansion

Developed and manage global partner contracts, promotions, programs, and account activities, personally forecasted, formulated, and managed market development budgets

Built and developed sales teams to achieve/exceed sales budges, adding SKU’s, and aggressively drive sales

Exceeded Sales Budget of $14.4 Million to $19.6, Million in revenue FY04. $19.6M to $24.9M FY05. and $30M Fy06

Developed strategic plans for Sales and Marketing functions which were compatible with corporate goals and objectives, specifically, in the management process of global prospects and qualified global prospects to ensure continued growth and incremental revenue

Launched several new products that resulted in $900K FY07 in incremental revenue

International Global Account Experience: Lead business development efforts with Starbucks, Costco, Brinker, and Jack in the Box. Managed all International aspects for Starbucks from China, Europe, Canada, and South America Critical Success Factors were: Coordination of equipment with global accounts, operational experience, product development, and product introductions. Extensive knowledge with commercial food service accounts – Business Manager

Acorto Inc., 1997 - 2003

Strategically brought in to redesign and implement turnaround for future sale of the company. Manufacturer of beverage systems for commercial foodservice. Charged with sales leadership of all aspects of sales and marketing activity in North America

Director of North American Sales and Marketing

Redirected all sales activity and personal to new strategic sales plan reducing “headcount” by half and increasing sales 136%.

Achieved and exceeded aggressive sales forecasts FY00 revenue was under 10 Million FY01 ($11.5 million), FY02 ($15.2 million) FY03 (18.6 million).

As a member of the Senior Staff, personally responsible for quarterly presentations to the Board of Directors.

Responsible for all Sales and Marketing efforts in North America

Managed five key organizations: Channel Managers (OEM and Roasters), National Accounts, Inside Sales Representatives, Sales Coordination and Marketing.

Developed, implemented new product/concept and a comprehensive distribution agreement for Kraft Foods resulting in $1.8M in development revenue.

Developed and created marketing tools based upon ROI selling for US sales force “Capital Expenditure Experts” resulting in a more process sell.

Managed and coached 9 direct sales people and responsible for 30+ person 3rd party sales agency.

Food Services of America, 1987 - 1997

Broad line Foodservice Distributor

District Sales Manager

Grew sales volume by 23% and gross profit by 18%.

Achieved 114% of sale volume objectives set for the district.

Managed 13 Sales Associates generated $39M in yearly revenue

Initiated and negotiated contracts with national accounts for regional distribution.

Trained new accounts and customers to fully utilize custom software.

Completed intensive management training program.

Sales Associate

Increased sales from $600K FY’89 to $2.99MM FY ’96.

Exceeded sales growth and profit objectives every year within 1989-1996.

Consistently ranked within the top 5% of the Northwest Region in establishing new accounts.

Achieved numerous individual honors as a member of 135 person sales team:

oCircle of Stars (1993, 1994, 1995,1996)

oBudget Achievement (1989-1996)

oSales person of the Quarter (1992, 1994, 1995, 1996)

oHighest Gross Profit Award (1994, 1996)

Education

Rhetoric and Communications, University of Oregon 1987

Professional Selling Skills and Sales Management, Certifications, Miller Heiman Group

CRM, Sales Force.Com Certifications

other

Three year varsity letterman in football at the University of Oregon. Member of the Italian Club of Seattle and currently on the Board of Trustees. Enjoy time with family, golf, and racquet sports

Contact this candidate