Steve Schehr
***** ***** ****** * 734-***-****
South Lyon, MI 48178 ada6j6@r.postjobfree.com
SUMMARY
Customer focused individual with 15 years experience in sales at fortune 500 companies in the CPG industry. Excellent interpersonal and communication skills, both written and verbal. Ability to effectively interact with all levels of management and execute priorities while motivating others.
• Customer focused
• Self motivated
• Sales background
• Trade fund management
• Systems knowledge
• Broker management
• High energy
• Presentation skills
• Category Management
EXPERIENCE
Nestle, Plymouth MI 2010-Present
District Sales Leader
Lead a team of 20 Sales Reps, Delivery Agents, and Full/Part Time Merchandisers for Nestles DSD pizza and ice cream business
Manage $17MM business with sales increases 7 out of 9 years
Successfully led a major integration project combining pizza and ice cream onto one truck
Facilitated change management working with go to market team on 7 route optimization projects in 9 years
Coach and train reps which has led to the promotion of 5 direct reports
Developed Sales Reps fact based selling efforts by providing analyzed reports, business reviews, and sell sheets to aid in their calls
Part of a National Leader Council developing projects to help improve company results and provide better tools for the field
Involved in mentoring 2 college graduates for Nestles year long District Manager Designate program
Led sales team in safety and have been injury free for 6 years
HJ HEINZ, Pittsburgh, PA 2008 to 2009
Assistant Category Development Manager
Conducted analysis to understand brand performance, competitive conditions, and category trends for Heinz gravy and Wyler’s soup brands
Utilized Nielsen/GDW/Siebel to help manage trade promotions effectively
Assisted in the development of business reviews for category development initiatives and key account calls that led to 95% distribution of our new item in 2008
Created fact based presentations for field sales to support new items, competitive situations, enhance merchandising effectiveness, and improved shelving
Delivered record sales, profitability, and share for the 2008 gravy season
Developed and presented financial investment review to senior management outlining impact on incremental trade spend in 2008 for gravy and soup
HJ HEINZ, Denver, CO 2006 to 2008
Retail Business Manager
Managed retail execution through a broker network (Acosta) covering 12 states, 8 broker offices and over 1,000 reps throughout the west
Worked cross functionally with Acosta from EVP to Sales Reps creating strategies and priorities that drove improved retail execution in the west out performing total US by 10%
Improved communication through conference calls, sell sheets and established goals that increased audit results 60% and display cases by 263% in 2 years
Created a retail action plan used with Space Managers, improving category schematics by 90%
Led the west to the top national rankings through incentive contests, monthly newsletters, Heinz website, electronic audit reporting, conference calls, and quarterly retail meetings
Conducted over 1,000 audits in one year helping close distribution gaps by 50%
BRACH'S CONFECTIONS, Denver, CO 2004 to 2006
Region Manager
Managed package candy, bulk candy, seasonal candy, and fruit snack business for all customers in Colorado, Arizona, New Mexico representing over $5,000,000 in sales per year (King Soopers/Fry’s/Albertsons/Safeway)
Managed 12% trade budget used to plan events and drive increased package candy sales
Sold and implemented the roll-out of a bulk candy DSD program with Safeway Denver that delivered over $500,000 in annual sales
Increased seasonal candy sales +20% at Albertsons and Kroger
Managed retail execution through several brokers (Crossmark/Advantage/Acosta) improving distribution by 40%
Developed a creative cross promotional program with Universal Studios and Fry’s during the release of the Harry Potter DVD
Gained new candy distribution at Albertsons, Kroger and Safeway representing $100,000 in sales
NABISCO (Acquired by Kraft in 1999), Denver, CO
Customer Business Manager 2000 to 2004
Managed an $8,000,000 Cooke/Cracker business for Albertsons Denver consisting of 70 stores in 4 states
Responsible for all facets of customer management including P&L, category management, forecasting, deductions, relationships, category reviews, and top to top meetings
Responsible for communicating monthly plans to sales reps and ensuring execution at retail
Managed $1,500,000 checkbook distributing resources against specific brands to drive sales and share growth
Developed plan for customer, which earned 2nd place in a national sales contest
Gained major shelf space two consecutive years in a row which grew base dollars by 7%
District Sales Manager 1999 to 2000
Managed and motivated a team of 37 Sales Representatives and Merchandisers
Coached and trained selling and organizational skills to the team
Created Sales Rep of the month award which motivated team and delivered 8 record months
Grew sales by 10% while working through turnover
Decreased customer complaints with better communication and a weekend hotline number
PREVIOUS POSITIONS INCLUDE:
Special Project (National Trainer) 1998 to 1999
Nabisco RJR, Minneapolis, MN
Territory Manager 1997 to 1998
Nabisco RJR, St.Cloud, MN
Sales Representative 1995 to 1997
Nabisco RJR, Bismarck, ND
Sales Associate 1994 to 1995
Nabisco RJR, Minneapolis, MN
EDUCATION
Bachelor of Science (Human Resource Management), Winthrop University
AWARDS
Salesperson of the Year 1997
Presidents Award 1998
District Manager of the Year 2000
Account Manager of the Quarter 2002
Triple Crown Winner (Sales, Share, Profit) 2003