Sales Representative

Barry Friedman

Baltimore, MD *****

Ann Arbor, MI 21842

860-***-**** adcjss@r.postjobfree.com

SUMMARY

A visionary leader who excels in building businesses, brands and developing teams using a strategic approach to drive top and bottom-line revenue. Skilled in people management and development, P&L management, brand management and direct and indirect selling to seek expansion and growth.

Business Analysis

Category and Broker Management

Talent Development

Recruiting

Strategic Planning

Forecasting

P & L Management

New Product & Packaging development

New Product Launch

Sales Training

Negotiation

Sales Force CRM

EXPERIENCE

HOLLY POULTRY, LLC 2019 – MARCH 2020

HEAD OF SALES AND MARKETING – NATIONAL RESPONSIBILITY (POSITION ELIMINATED)

Member of the executive leadership team reporting to the CEO of a Specialty Food Company serving the East Coast. Absolute ownership to transition the existing format into one that will propel the company into the leading specialty and customizable poultry company on the East Coast and allow for national expansion and retail penetration.

Accountable for $150 Million in Annual Revenue

Complete responsibility for department P&L

Developed and implemented three-year strategic plan laying the foundation for growth and expansion

Orchestrated pricing model based on market data increasing GP by 15%

Overhauled distributor contracts for savings of $4.5 MM annually

Reconstruction of delivery and logistic methods delivering an incremental $5.8 MM

Spearheaded and lead expansion into retail outlets and home delivery

Staged launch of private label for national distribution

Company-wide KPI development and administration

Data driven assessment of markets, targets and restaging of positions

Hire, train, evaluate, coach and motivate East Coast Sales Team, Customer Service Team and Marketing Team of 10.

Manage, train and coach Food Service and Retail Broker Network, negotiate contract and set KPI’s

Managed and designate for Broadline and Regional distributor relationships

Direct responsibility for large regional and national chain restaurant as well as sourcing new local, regional and national chain partners

Introduction, design and launch of CRM to drive sales, revenue, forecasting, planning and measure success

Sourced and steered team for website and social media campaign’s

Development of company-wide travel and expense policy, on-boarding process, training, internal process improvements, cost and pricing strategy

DOMINO’S PIZZA, LLC 2012-2019

DIRECTOR –STRATEGIC SALES – NATIONAL RESPONSIBILITY

National responsibility for the development of strategy and execution for a Global Pizza Company to enter and thrive in new segments and channels of trade – K-12, Food Service, National Catering and Gift Cards. Accountable for overall sales strategy, planning, execution, marketing, P&L management, staffing and product development.

Accountable for over $150 Million in Annual Revenue

Responsible for the development of and presentation to CEO of short- and long-term strategic business development plans semi-annually

Development and execution of strategic planning resulting in over 600% revenue growth

Annually exceed revenue plan due to hands on management approach

Full P&L responsibility for three business units

Hire, train, evaluate, coach and motivate a National Field Sales Team and Office based Marketing, Customer Service and Operations Teams of 23 with 11 direct reports

Lead R&D and innovation for Smart Slice

Ingenuous planning to maximize sales, franchisee, and customer relationships

Introduction and management of Sales Force CRM platform; this platform has increased effectiveness for all business units

Insertion and management of Strategy and Insights analytics to increase efficiency and revenue growth

Responsible for managing the Smart Slice National Dairy Council relationship

Development of prescriptive program resulting in an increase of K-12 client retention by 30%

Development of a School Nutrition Directors Advisory Board to assist in long-term growth and strategy development

Lead the creation and facilitation of the Domino’s continuing education program to provide CE Credit for our customers

Interpreted insights and championed along with direct selling responsibility for incremental channel of trade creating the opportunity to be the official Pizza of Collegiate and Professional Athletics

Creation and implementation of Catering Loyalty, Retention and Referral programs increasing our retention of customers by over 75%

Development of International Catering expansion project with Microsoft serving 2000 conferences annually

Exploration of 3rd party deliver options to gain revenue in challenging situations

Design and Execution of National Catering program to service the Airline Industry during delay conditions

Domestic growth and International expansion of Domino’s Gift Card Program delivering 20% growth annually

Member of National Dairy Council Board

Member of Domino’s National Advertising Board

ANNIE’S HOMEGROWN – NATIONAL RESPONSIBILITY 2010-2012

DIRECTOR OF CHANNEL DEVELOPMENT

National Responsibility for the sales and distribution development of the Specialty, Food Service, Drug, Convenience, E-Commerce, Export, Impulse, Natural and non-traditional class of trade. Charged with developing trade strategy, go to market strategy as well as pricing architecture specific to those channels. Responsible for Channel P&L, forecasting and assessing account performance and strategies that drive growth. Interview, hire, train and motivate conventional and specialized broker networks to penetrate channels of trade. Champion and lead package redesign & branded joint venture product innovation to add to overall growth.

Sales volume for new division exceeds 10 million dollars by aligning with strategic partners

Established and managed distribution system and network for newly created division

Hired, Trained and Managed Broker network in selling full Annie’s portfolio

Represented Company at NACS and NACUFS associations

Established Annie’s Brand Presence at Barnes and Noble College Bookstore Division with over 450 locations including Harvard, Yale, Princeton and other Ivy League universities, forecasted sales 1.3 million.

Successfully sold Annie’s Grab and Go sized packs to Virgin American and Jet Blue Airlines, Nordstrom’s, Old Navy, Starbucks, Google, Soap.com (full Portfolio), Staten Island Ferry Group and CVS. Additional customer successes available by request.

Developed packaging to expand portfolio to appeal to new segments of trade.

Project lead on multiple product development for branded joint ventures (Starbucks and Dannon)

Strategically aligned with Boston and Worcester, MA school food service directors to develop an organic breakfast offering that aligns with the National School Lunch Program.

Responsible for Channel P&L and forecasting

Development, implantation and management of On Campus Ambassador Program (Bunny Patrol)

PEPSICO – QUAKER, TROPICANA, GATORADE (QTG) 1998-2010

PEPSICO – QUAKER, TROPICANA, GATORADE (QTG) SALES, Ann Arbor, Michigan

Convenience Store Account Manager 2007-2010

Managed five broad-line C-Store wholesalers, five C-Store DSD distributors, two dairies, and 30 C-Store headquarter accounts in Michigan, Ohio, Indiana, and Illinois. Directed annual sales plan of $85,000,000 with trade budget of $17,000,000. Oversaw sale and execution of corporate and retailer initiatives, monthly volume and trade forecasts, volume trade spending, business reviews, and plan achievement. Developed annual operating plans, including customer development agreements, planograms, field sell-in presentations, promotional calendars, and new-item initiatives through collaboration with finance, category management, supply chain, and sales strategy.

Led sales execution through QTG convenience store direct retail team.

Managed and Trained Broker network

Established new distribution of Quaker foods, Tropicana Pure Premium, Naked Juice and Tropicana shelf-stable juices to expand current distributor portfolio.

Executed quarterly business reviews with top tier customers and semi-annual business reviews with tier two customers, continually identifying opportunities to drive performance.

Developed sales decks for zone team to assist in penetrating accounts using gap analysis, trend data, and profit comparisons.

Cultivated strong internal and external relationships through candor and win-win attitude, allowing open dialog, joint program development, and go-to-market strategies.

PEPSICO - QTG SALES, Tarrytown, New York

Senior Grocery Retail Sales Manager/Account Manager 2005-2007

Directed, led, and motivated 20-member direct retail team responsible for selling QTG SKUs, incremental programs, and shelving management. Served as account manager for eight grocery chains in New York City responsible for $23,000,000 sales plan with trade budget of $5,000,000. Handled sale of all new items, corporate and retailer initiatives, monthly volume and trade forecasts, trade spending, business reviews, and plan achievement. Supervised metropolitan New York (MNY) retail team responsible for grocery and mass merchandiser locations in New York, New Jersey, and Delaware. Identified current functional strengths and opportunities for retail supervisors resulting in promotions to QTG account manager roles.

Led district ranked third in country for generating highest in-store sales.

Provided leadership and direction to build excellence in execution by delivering retail objectives and best-in-class service.

Produced quarterly assessment of market performance leading to strategic changes to obtain volume and share objectives.

Developed annual operating plans through collaboration with finance, category management, and sales strategy.

Assisted broker retail team in developing presentations to leverage all retail tools and equipment.

Delivered ongoing feedback to account managers, customer teams, and senior management regarding competitive intelligence, market conditions, retail opportunities, and challenges.

Utilized IRI/Neilson training to extrapolate syndicated data and transform raw data into selling stories for MNY retail team.

Ensured most effective and efficient use of retail resources within assigned area.

Forecasted all POS and equipment for assigned district and managed reset budgets for assigned accounts

PEPSICO, QTG, Memphis, Tennessee

Grocery Broker Field Manager/Grocery Retail Sales Leader 2001-2004

Managed regional grocery direct retail team with 20 retail sales representatives and two supervisors responsible for selling QTG SKUs, incremental programs, and shelving management. Ranked as sixth district in country for generating highest in-store sales. Organized and facilitated PepsiCo board of director’s market tour. Maintained accountability for all grocery retail store execution within assigned Delta area (Tennessee, Arkansas, Mississippi, Louisiana, Alabama). Hired, recruited, and trained all dedicated broker managers and retail sales merchandisers. Led activities to foster career development and advancement within team.

Planned mutually beneficial selling opportunities with account executives and retail supervisors.

Met with broker director of retail sales and retail supervisors for monthly review to analyze business trends and develop plans and tactics to accelerate category growth.

Ensured excellent retail conditions, receiving good or excellent ratings in 97% of all stores audited.

Awarded Gatoarde Sales Leadership Award for largest national sales increase in 2013

QUAKER OATS - PEPSICO MERGER, Baltimore, Maryland

Key Account Manager 2001

Managed regional key customers through initial contact, sell-in, and execution, building relationships to gain further Quaker Oats and Gatorade penetration. Achieved 136% of $15,000,000 sales plan by third quarter. Secured and facilitated relationships with United States Pentagon, James Madison University, Guest Services, Blind Industries, Western Golf Properties, and Gold’s Gym in Maryland and Pennsylvania.

ADDITIONAL EXPERIENCE

Mid-Atlantic Education Manager QUAKER OATS, Baltimore, Maryland, 1999-2000. Marketed Quaker Oats portfolio to colleges, universities, and top ten K-12 school districts in Maryland, Virginia, Pennsylvania, Delaware, New Jersey, North Carolina, and South Carolina. Coached and mentored education sales representatives in developing and executing presentations. Managed and Trained Broker network in selling Quaker oats portfolio. Developed Gatorade kids pack and responsible for the introduction to Montgomery County school system, yielding overwhelming response and prompting market tour by Gatorade marketing team. Developed, designed and managed launch of Gatorade Kids Pack in mid-Atlantic region, securing distribution in 1,537 locations and achieving 154.8% of plan. The Kids pack was adopted by mainstream channels and became the 10/12 oz multi-pack. Collaborated with Gatorade sports marketing to sell and manage five-year, $8,000,000 program at University of Virginia.

Education Sales Representative, QUAKER OATS, Baltimore, Maryland 1999. Sold Quaker Oats portfolio to K-12 school districts in Maryland and handled bidding at Maryland school districts. Managed and sold Gatorade program at Montgomery, Frederick, Worcester, Kent, and Queen Anne’s County school systems, producing more than 40,000 cases of 20-ounce single serve per school year for Montgomery County schools. Assisted with all education sales calls and developed programs and sales decks for Baltimore and Washington team. Earned Gatorade Circle of Champions Award.

Sales Representative, QUAKER OATS, Baltimore, Maryland 1998. Handled sales of Gatorade to non-retail locations via DSD, vending, and food service distributors. Exceeded target of 225 points of distribution by 36% and school plan of 150 points of distribution by 100%. Established United States Naval Academy as Gatorade customer. Sold first full Gatorade program to Maryland County school system.

Owner-Operator TIJUANA TACO, Ocean City Maryland, 1990-1997. Full responsibility for all aspects of running a restaurant to include menu development, recipe development, P&L management, customer relations, and media relations.

EDUCATION

CALIFORNIA COAST UNIVERSITY, Santa Ana, California

B.S. in Business Administration

PROFESSIONAL DEVELOPMENT

Sales Force CRM

Strategic Planning

Finance for nonfinancial executives

DiSC Training

Advanced Selling Skills

Creating Effective Presentations Workshop I and II

Trade-Spending Effectiveness Workshop

Business Economics I and II

Fact-Based Selling

Introduction to Neilson

Getting Past No

Square Training

Introduction to IRI

Presentation Skills

Train the Trainer workshops I and II

Negotiating Skills Workshop

Strategic Selling I and II

Diversity and Inclusion Training I and II

Broker Management Training

COMPUTER SKILLS

Microsoft Office Suite, IRI, Neilson, Retail Link, Spectra, SPINS, Sequoya, Sales Force, SIMMS, Canopy

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