General Manager Retail Sales

MICHAEL R. CINATO

**** ******* *****, ********, ** 48455 810-***-**** cell *******@*******.***

SENIOR SALES AND OPERATIONS MANAGER

Personal performance as a Distribution Manager was benchmarked and modeled on a national level. High energy man- agement professional with strong change management and P&L experience and a proven track record of driving market share, volume, and profit growth. Strategically focused with exceptional leadership skills. Effective at building high-perfor- mance teams and leading change.

HIGHLIGHTS INCLUDE

Revenue and Profit Growth: Consistent record of accomplishment by delivering steady growth in volume, revenue and profit in well-established and declining markets. Balanced growth in conjunction with cost reductions. Business Development: Led development and implementation of strategies designed to increase market share, drive sales, and profit for customers, franchise bottlers, key account teams and entire sales organization. Business Turnaround and Culture Change: Transformed underperforming facilities, sales teams and markets into enti- ties aligned with national standards resulting in higher profitability and increased market share. PROFESSIONAL EXPERIENCE

HARVEST SHERWOOD FOOD DISTRIBUTORS 2023 - 2024

Regional Director of Operations

Create, develop and implement policies and procedures for the warehouse and transportation teams. Scope of responsibili- ty included 500 plus employees, across 12 locations, covering 10 states and over $900M in revenue. Initiated standard op- erating procedures to enhance daily operations.

Challenge: Guide a lethargic operations department toward being a safe, high quality, cost efficient team. Focus on inven- tory, labor management, safety, and improved efficiencies across all facets of the operations department. Selected Accomplishments:

Orchestrated improved on-time truck departures by 14%.

Implemented a loading process for the warehouse to improve cases per hour by 59%.

Reduced overtime in transportation by 18%. Warehouse overtime was reduced by 19%.

Analyzed truck routing and coordinated a reroute, resulting in $1.2M in savings, and a reduction in over 100,000 miles driven.

Initiated improved cases per truck from 384 cases to 495 cases. GRIFFIN BEVERAGE 2021 - 2023

Beer Wine Soda Distributor

General Manager

Oversee sales and operations team for a facility with 70 plus employees and $91M in revenue. Full planning and cost responsibility. Develop and execute business plans across all facets of the organization. Challenge: Recruited with the expectation of a full overhaul and reorganization of the location. Develop and implement full sales and operations policy and procedure change. Improve the culture and reduce employee turnover. Selected Accomplishments:

Operations costs reduced by 19% in first 6 months.

Restructured and rerouted sales team. Developed large and small format teams.

Increased sales by 22% in first year.

Implemented a change to the pay and bonus structure, to help employee retention and recruiting.

Reorganized the operations team to gain efficiencies in operations and sales. IMPERIAL BEVERAGE 2019 – 2021

Beer Wine Liquor Soda Distributor

General Manager

Develop vision and direction for the sales and operations team. Complete strategic and planning responsibility for a facility with over 100 employees and $74M in revenue. Execute monthly and quarterly business plans to exceed distribution, sales, operations, and profit targets.

Challenge: Develop and implement procedures for operations and sales teams aimed at achieving market goals while im- proving efficiency, employee morale and improved culture. Selected Accomplishments:

Increased $4.1M in sales first year in position.

Spearheaded 8% reduction in costs in year one.

Reduced headcount by 14% by streamlining processes and restructuring the workforce.

Exceeded profit plan by 5.4% in first year.

Navigated record sales in company 37 year history. 21% increase in July 2020. RED BULL NORTH AMERICA 2008 - 2017

Distribution Partner Manager

Develop quarterly and annual business plans with 9 distributors across 5 states, 540 employees, and $229M in revenue. Create, implement and manage strategic plans with the regional key account team to ensure sales and distribution targets were achieved. Ensure all distributor employees understand Red Bull North America standards and adhere to them. Challenge: Transition third party distributors to company owned distributors. Facilitate change in locations and stabilize business in each market. Led this process five times in different locations across three states. Selected Accomplishments:

Distribution Manager position for Red Bull owned distributors was modeled from 2015 performance.

Created urban sales marketing program for city of Detroit accounts. Program and concept was used nationally.

Controlled and managed 39% of the business in the Midwest.

National recipient of Wings Award in 2012 for outstanding performance. Last year award was given out. PEPSI BOTTLING GROUP 1990 - 2007

Director Of Retail Sales 2006 - 2007

Managed key account team for Kroger and Meijer also led a sales force of 320 employees that generated $131M in rev- enue across four locations. Developed monthly, quarterly and annual sales plans that delivered desired sales, distribution, and profit targets. Provided one voice to the sales team to ensure consistency in the market by translating company strate- gies into actionable steps for all sales classes in the organization. Challenge: Provided leadership and guidance to a sales force that did not have market share. Sales force was comprised of professional sales managers and bargaining unit employees, motivation and goals for each group varied. Selected Accomplishments:

Led key account team to #1 standing in sales.

Orchestrated a 50% increase in customer development agreements in first year as Retail Sales Director.

Exceeded key objectives of sales by 1.3% price by 2.4% and profit by 1.2% for entire business. General Manager 2001- 2005

Operating and sales manager with full strategic planning and P&L management responsibility for $42M facility with 100 em- ployees. Provided strategic leadership to a team comprised of professional sales managers and bargaining unit employees. Facility encompassed sales, warehousing, fleet and transportation functions servicing large and small format customers. Challenge: Intervened in a crisis facility and re-established its viability in the Flint market by improving employee relations, customer service, market share and profitability. Restructured workforce and implemented strategies to build top-line rev- enue while enhancing bottom–line results. Rebuilt management team and implemented policy and procedures designed to facilitate a change of culture, increase in profit and re-establish market visibility. Selected Accomplishments:

Ranked in the “Top 10” nationwide for highest profit and volume growth all four years in assignment.

Led the facility to a $1.1M profit increase within the first year, representing an annual increase of 23%.

Recipient of Presidents Award and awarded Manager of the Year for 2004 performance. EARLY CAREER

Director of Food Service at Pepsi Bottling Group

Franchise Manager at PepsiCo

Unit Manager at PepsiCo

District Manager at PepsiCo

Pre-Sell Representative at PepsiCo

EDUCATION

BA, Marketing and Human Resource Management. Central Michigan University

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