Sales Social Media
Resume:
WAYNE LUTOMSKI
*****.********@*****.*** www.linkedin.com/in/waynelutomski
SUMMARY
I bring brands to life around the world.
A values based C-Level CPG Executive Leader in Sales, Marketing and Commercial development. Extensive multi-regional global experience in 60+ countries that leads the global expansion of brands into high growth markets, including the USA. Drove significant results and market leading positions in multiple global markets for the Welch’s, Starbucks Frappucino, MIKE & IKE, SoBe, Gatorade, Snapple and Gallo Wines brands. Experienced in developing market entry, brand growth and innovation plans that enable internal and external partner team’s success.
International Business Development Strategic Assessment and Planning
P&L Management Brand Equity Development and Management
Sales/Account Management Market Entry, or Growth, Design & Execution
Strategic Partnership/JV Management Develops Actionable Culturally Relevant Insights
Builds Manufacturing Networks & Strategy Team Building and Cross Functional Leadership
PROFESSIONAL EXPERIENCE
NOM NOMS WORLD FOOD, LLC. February 2018 – Present
Chief Commercial Officer, Consulting:
Assisting Founder of this start-up to develop the business and marketing strategy for launch in USA and Canada. Developing Co-manufacturing and broker sales networks to deploy once company is funded.
UNO Foods, Inc. September 2018 – 2019
President;
Reporting to the CEO, led the CPG arm of Pizzeria UNO Restaurants. Led sales, manufacturing, marketing, finance and HR. A turnaround situation, EBITDA challenged, but with great product.
Significantly changed the culture of the business to one which has self-confidence and sense of future.
Implemented an OEE Program which decreased labor and waste costs by 200 Basis Points and decreased Working Capital by reducing all inventories 22%. Took EBITDA from a negative to positive position.
Launched new distribution and developed new customers throughout the Northeast and Mid-Atlantic to drive additional ACV penetration and drive sales;
Launched and commercialized 10 products driving a projected incremental $2.3 M to the Top Line. Led development of 14 more new items that will be launched by May.
Pivoted strategy and commercialized new platforms to enable entry to new, non-traditional channels for sales of frozen pizza.
WELCH'S FOODS, INC., A Co-Operative, Concord, MA August, 2012 – August, 2017
Vice President, International and Vice President Global Ingredients;
Reported to the CEO. General Manager who led strategy, P&L and execution across 35 countries for the international business with objective to increase division’s profitability and expand sales. Spearheaded the creation of and concurrently led Welch's Global Ingredients business (GIG) and launched this division around the world. The two business divisions generated 42% of Welch’s volume.
International Division: Led a global team that increased net income dollars of the International business 314%. This was 28% of company’s net Operating Income while only 7% of Net Sales.
oDeveloped sales & marketing programs, NPD and new channel expansion in Japan, working through an alliance partnership, to largest market outside of the US, growing the business over 70% to 10.2 B Yen.
oExpanded the highly profitable Korea Soda business 20% by developing new products and channels.
oGrew market share in Puerto Rico, which was 3.5% of total company business, during the island’s economic crisis. Became the #1 non-Orange Juice in market.
Wayne Lutomski wayne.lutomski@gmail. Page 2
Global Ingredient Group (Division): Built a Cross-functional team to sell B2B, a new structure for Welch’s, and create new to world products and new channels to deplete excess grape concentrate.
oTransformed a tactical, commodity based business and made it a growth engine by creating a strategic vision that grew the business 39%, from 83K tons to 115K tons, surpassing plan by +10%.
oGrew the Division’s profitability by 21%, surpassing plan by 11%, by creating new value-added products that grew to roughly $12 Million in sales.
oFostered relationships to enter new markets, channels and applications for Welch’s Grapes where Welch’s had never been before. Led to new product applications for Welch’s base branded business.
oIncreased customer count 23% by moving sales into new channels and product applications while launching programs in China and Europe.
JUST BORN, INC., Bethlehem, PA 2009 - 2012
Vice President, International;
Developed and deployed new strategy for international operations for family owned confectionary company (Brands include PEEPS®, MIKE AND IKE ®, and HOT TAMALES®).
Grew sales 21% in two years while simultaneously rationalizing 27 countries to focus on strategic markets.
Increased bottom line 14% as a result of changes in business model in several markets: Korea resulted in a swing of $8.00 loss per case to $3.67 profit per case.
Created consumer centric marketing program that built brand equity scores to highest levels in Canada and the UK, where 46% of consumers would replace existing product choice for MIKE AND IKE®.
PEPSICO INTERNATIONAL, Purchase NY 2001-2008
General Manager, International Coffee Partnership (2007 – 2008, concurrent with role below)
Conceived, created and successfully implemented a Joint Venture between Starbucks & Pepsi International becoming the General Manager overseeing all facets of business once established.
Drove key brand performance indicators to highest level in category and surpassed sales targets during China launch in first three months. Launched product in Mexico as well.
Developed holistic marketing campaign for China that drove 16M hits in social media sites within 12 weeks in Shanghai and led to category leadership within 3 months.
Marketing & Business Development Director, Energy (2006 – 2008, concurrent with role above)
Launched the energy drink program outside the USA from start-up ($0) and built revenue to $300 mm with $130 mm in Operating Profit.
Built third-largest energy drink brand – SoBe - in world (without any sales in the USA).
Launched Energy Drinks into 43 countries, the largest non-carbonated beverage footprint within company.
Grew business 82% in 2007 and 64% in 2008.
Developed share leadership in Russia 48.6% Central America 47.8% & Vietnam 45.5%.
Created TV Commercial in Russia that took brand KPIs from #3 rank to #1 in 2 months.
Developed local manufacturing network with eight plants worldwide, reducing average costs 48% per case.
Managing Director, International, SoBe Beverages, Norwalk, CT (Pepsi N.A.) (2001 – 2006)
Launched SoBe drinks, with emphasis on energy drinks, in 35 countries through creation of strategy, marketing and launch plans.
Generated 37% trademark growth in Canada since 2001.
Directed and developed four co-pack facilities to manage production of as well as drive cost reductions totaling $2.75 per case, 35% per case.
Quaker Oats, Commercial Director, Asia Licensees
Asst. Regional Director, Asia at Snapple Beverages
Vice President, International at Vintners International
E&J Gallo Winery, Modesto, CA (Lived in Japan for 4 years.) Various Roles of Increasing Responsibility.
EDUCATION: Bachelor of Arts, Auburn University, Auburn, AL
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