Customer Support Account Management

Michael LaRue...

Novi, MI • 248-***-**** • *********@*****.*** • www.linkedIn.com/in/michaellarue

NATIONAL/REGIONAL DIRECTOR OF SALES AND ACCOUNT MANAGEMENT

Sales, Customer Support, and Business Unit P&L Leader with progressive B2B experience driving strategy, revenue generation, and people development for consumer products/CPG brands. Versed in adapting approaches for various products, markets, distributors, alternative channels, and retailers of all sizes and transitioning fresh insights into business plans, action, and results. Frequently called upon to craft-selling story/strategy for high-level customer presentations based on talent for leveraging analytics to influence decision-makers. Servant leader, teacher, coach, and mentor focused on building commitment around shared goals and educating sales reps on data-based selling to achieve volume and revenue targets.

Innovative Strategy Definition and Execution: Developed alternative packaging, pricing, and field implementation strategy that reversed volume decline for a CPG brand’s core business producing 25% volume growth. Penetrated drug store channel via Walgreens’ test launch that rapidly expanded from 400 to 4,500 stores due to results.

Data-Driven Planning: Capitalized on syndicated data and insights from multiple sources to uncover opportunities, inform sales strategy, balance package/pricing mix, and win business. Established national annual operating plan that reinvigorated stagnant beverage sales to 34.5% volume growth.

Cross-Functional Collaboration: Collaborated with innovation, R&D, marketing, and finance leaders on discovery, development, and commercialization of a health-focused product to meet changing market demand; generated $660K in first-year sales through Walmart and other key retailers.

Team Development and Leadership: Excel at selecting high-potential candidates and developing them to peak performance. Led top-ranked teams with up to 20 direct reports; coached and mentored 10 high performers for promotion.

Sales Organization Leadership Skills that Drive Sustainable Business Results

Sales Strategy and Management

Marketing and Trade Promo Planning

Merchandising Packaging Pricing

Consultative and Solution Selling

KPIs and Performance Management

New Business Development

Key Account Management

Market Expansion

New Product Launches

Business Unit P&L Management

Contract Negotiation

Market and Financial Analysis

Trade and A&P Budgets

Distributor Relations

Sales Team Leadership

Spearheading Sales and Account Management Teams,

Strategy, and Solutions for Business Growth

NSF, Ann Arbor, MI 2022 – Present

SENIOR TERRITORY EXECUTIVE

Recruited to drive North American revenue and market share for Retail Food Safety Auditing in QSR’s, Fast Casual, Grocery, and Convenience channels of business. Supporting key global and national accounts such as Domino’s, HEB, Wegman’s, Walgreen’s as well as responsibility to mine and develop partnerships with additional key targets. Work closely with food marketing team to develop outreach campaigns, trade advertising, and presentation decks that deliver on NSF’s strategic focus.

Delivered 2022 revenue goal at 110 index to plan - $1.0M in revenue

Delivered 2023 revenue at 105 index to plan - $1.2M in revenue

Tampico Beverages, Chicago, IL 2012 – 2021

DIRECTOR OF STRATEGIC BUSINESS DEVELOPMENT – DOMESTIC (2018 – 2021)

Promoted to reverse category share and volume decline for manufacturer of one of the world’s largest volume fruit-flavored drinks. Developed and led domestic new business development, including product innovation, field execution, and package and pricing diversification for a $40M/year business. Guided Regional Vice Presidents to deliver targeted sales revenue growth and market expansion. Provided consistent field support leveraging selling tools to ensure focus and execution. Collaborated with R&D, innovation, marketing, and finance leaders to define strategy and develop and commercialize new products.

Reversed volume decline in core gallon business; drove 78% increase in alternative package distribution in food stores (measured by Nielsen), generating 25% volume growth and $2.4M in incremental revenue.

Member of cross-functional innovation team that developed and commercialized fruit and vegetable drinks targeted to health-conscious consumers. 2021 launch produced $660K in incremental revenue with distribution in key retailers, including Walmart, Jewel-Osco, ShopRite, Food City, Rouses, and Schnucks.

Initiated regional strategy to drive distribution of Tampico Zero healthier alternative product in key retailers, resulting in 22% increase (2.2 million gallons; $1.3M improvement in sales revenue).

Won Team of Teams award in 2019 for outstanding performance and leadership.

DIRECTOR OF ALTERNATIVE BUSINESS – DOMESTIC (2012 – 2018)

Recruited to lead Tampico single-serve 20 oz strategy and expansion through Pepsi Beverages Company, distributors in key national markets, and sales leadership for key convenience retailers. Supporting key national accounts such as Walgreens, CVS, Target, Sears Holding Company, and Meijer. Leveraged market analysis, marketing programing, and pricing and revenue optimization to deliver on goals. Created and maintained strong partnerships with distributors, brokers, and retailers to grow the portfolio. Worked closely with corporate and customer marketing teams to develop POS programs, promotions, trade advertising, and presentation decks. Led, empowered, and mobilized distributor sales force around sales strategy implementation.

Reignited 20 oz single-serve volume growth to 34.5% delivering 5.1 million gallons and $3.7M in revenue, averting distribution discontinuation.

Secured 20oz single-serve distribution in key convenience retailers – Circle K, Wawa, Pilot Oil, Quik Trip, Mapco, Kangaroo Express, Race Trac.

Leveraged IRI data to expand market presence without Pepsi’s support; signed distribution agreements with six additional Pepsi distributors, delivering 355,000 annual gallons.

Drove 208% volume growth in 2014 ($1M incremental revenue) in the drug store channel; used licensee relationship with Walgreens to start conversation about National Tampico distribution in the channel and developed/executed a simplified test launch strategy that expanded rapidly to 4,500 stores based on results.

Propelled distribution in Meijer Supercenters, used data from Walmart stores to illustrate volume opportunity, and negotiated distribution in all 197 Meijer Supercenters (285,000 gallons/year).

Devised centralized strategy and pricing that led to distribution in 440 Target stores and worked with logistics team to ensure exemplary execution.

Michigan Office Solutions – Xerox, Farmington Hills, MI 2011 – 2012

MAJOR ACCOUNT CONSULTANT – SE MICHIGAN

Hired to manage and grow B2B accounts for a $50M/year provider of office technology solutions. Provided consultative sales and account management to customers with $20M to $500M in annual sales. Utilized customer cost and usage data to develop solutions aligned with each account’s unique requirements.

Exceeded annual sales goal by 20%.

Hostess Brands, Dallas, TX 2009 – 2011

MARKET UNIT GENERAL MANAGER – MICHIGAN

Held P&L accountability for the $85M/year Michigan market of a multibillion-dollar commercial bakery and distribution company. Managed 18 direct reports and coordinated 200+ field sales representatives. Designed and steered strategic initiatives targeting major accounts such as Meijer, Kroger, Walmart, Target, Speedway, Walgreens, and CVS, as well as restaurants and institutional customers. Delivered revenue improvement through increased space allocation, better product mix, and optimal feature ad strategy. Focused DSMs on priorities and trained account managers on profitable package and pricing mix for key retail accounts.

Led business unit to become #1 market (out of six markets in Central Division) for execution on new product and limited time offerings. Reduced out-of-stock conditions 25%.

Produced $2.9M growth in premium and super premium category brands (Wonder, Home Pride, and Nature’s Pride) working with key account managers and retailers to build activity delivering consumer value.

Earlier experience as General Manager and Director of Retail at Pepsi Bottling Group.

Education

MBA, University of Detroit Mercy, Detroit, MI

BS, Business Administration, Central Michigan University, Mount Pleasant, MI

DELIVERING TOP-LINE REVENUE, PROFIT, AND MARKET SHARE GROWTH THROUGH CUSTOMER, DATA, MARKET DYNAMICS, AND INDUSTRY EXPERTISE

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