Dan Hollingsworth

479-***-**** Rogers, AR addgls@r.postjobfree.com www.linkedin.com/in/danhollingsworth2005/

Creative Leader Business Development Walmart Team

Manage brand and private brands cultivating yearly sales up to $320M

HIGHLIGHTS & STRENGTHS

Walmart Influence: Recognized by Walmart as an industry expert on pet brands, CPG industry, and customer channels -driven by personal values. Plan and conduct weekly communication and 29 face-to-face meetings annually for line reviews, category and shopper insights, product demonstrations, quality reviews, and market visits. (Hartz)

Company Leadership Team: Work directly with CEO and leadership team on company priorities, brand development, channel strategy, and Walmart priorities. (Hartz). Doubled size of brand by arranging company's first New Age innovation summit that drove $20M in incremental sales. (Dr Pepper Snapple)

Capital Investment: Developed long-term partnership on capital investment project that supported Walmart Branded and Private Brand categories that delivered $47M with two-year volume commitment. (Hartz)

Made In The USA: Partnered with customer diversifying China dependence with Private Brand Made in the USA program that created 24 new jobs in year 1 with 48 new jobs planned year 2. (Hartz)

Joint Business Planning (JBP): Delivered $64M growth in dog-snack segment for Walmart and J.M. Smucker, organically expanding size and value of category during 7-yr tenure with company and supporting Walmart to grow significantly faster than Rem market. (Smucker)

Customer Private Brand Partnerships: Led strategic partnerships that supported Walmart operations efficiency, expanded assortment, and brand development, with 11 new items generating $41M POS (Smucker). Generated $4.5M in incremental sales. (Pepperidge Farm)

Product Development National Brand: Leveraged consumer insights to create Walmart product co-creation, leading the company with 24 new product introductions that were later rolled out to other accounts. (Smucker)

New Brand / Product Launch: Captured $29M in annual POS with new brand launch driven by Walmart shopper marketing platform, driving trial and repeat purchases that gained 29% share of new product segment. (Smucker). Presented and sold company's largest new item (Snapple Antioxidant Water), securing authorization for DSD in all Walmart stores with projected incremental annual volume of $10M. (Dr Pepper Snapple)

EXPERIENCE

Hartz Mountain 2016 - Present

Customer Business Manager Walmart Account Team National and Private Brand Pet Department

Manage $250M POS for Walmart’s pet category. Grow profitable Hartz Branded and Private Brand category volume through effective management of brand strategies, trade spend, and pricing. Build collaborative and influential relationships with the Walmart buying team. Positioned as an industry expert delivering fact-based consumer, product, or market insights, which identifies and drives new sales opportunities.

Private Brand Development: Partnered with Walmart on “Made in the USA” Private Brand Dog Pad JIT program. Replacing China manufacturing in 40% of the stores, reducing total inventory pipeline from ~4 months to 3 weeks, adding 24 new USA Jobs, which represents +$33M annual POS with plans to expand in 2021.

Exclusive Distribution: Led Flea and Tick category modular strategy positioned to reduce brands and inventory, simplify assortment, and improve aisle navigation; results included +$12M per year and category growing 4 Points above category average

Two Brand Category Strategy: Led Dog Pad category with direct responsibility for Brand and Private Brand assortment, which simplify modular shop-ability, operation efficiency and delivered +$10M per year POS and category growing 8 points faster than rest of market.

National Brand Development: Identified Dog Treat key shopper and customer insights that led to development of 3-year innovation pipeline; increased assortment (item count) 125%, grew PODs 65%, and delivered +$5M incremental sales.

J.M. SMUCKER (formerly DEL MONTE and BIG HEART PET BRANDS) 2008 - 2016

Business Development Manager Walmart Account Team Private Brand Pet Department (2013-2016)

Managed $140M POS for Walmart’s pet category. Developed strategic business plans to optimize plant capacity and profitable growth for Walmart and BHPB. Ensured profitable volume growth by identifying opportunities while focusing on competitive national brand equivalents, optimal assortment, shelf management, and optimal price gaps. Worked directly with headquarters senior leadership (Customer Strategy, Brand, R&D, Purchasing, Quality & Safety).

JBP Growth Strategy: Developed a Walmart 3-year plan projected to yield $42M in POS.

Customer Partnership: Led case pack reduction initiative positioned to improve store productivity, expand assortment, and deliver 16K PODs and 4 new items with projected growth of $10M in POS. Led a product risk management initiative positioned to place hedges on commodities that will deliver a predictable cost model.

Shopper Insights and Innovation: Developed a 2-year innovation pipeline with potential $29M in POS. Leveraged Smucker excess plant capacity to support expanded assortment and trade-up sizes that compete directly with NBE.

Product Development: Leveraged shopper insights and Walmart strategy to develop 8 new items from concept to shelf, positioned to compete directly with competitive branded items with a $9M annual POS sales projection.

Product Safety & Quality: Led private brand direct communication with Walmart senior management, reported results with continuous improvement plans in place achieving only 10 CPMY units above expectations of 11 CPMU.

Business Development Manager Walmart Account Team Branded Dog Treats (2008-2013)

Managed $320M POS for Walmart’s high-profit pet treat category. Ensured profitable volume growth by focusing on distribution, shelf management, category leadership, $29M trade spend, and collaborative relationships.

JBP Growth Strategy: Developed and executed JBPs that grew POS from $256M to $320M, driving a $64M increase.

Customer Partnership (Milk Bone): Implemented case pack reduction, positioning Walmart to improve store operations, expand assortment, and convert new shoppers. Milk Bone Brand results included +18K PODs, 23% increase in traited stores, 2 new items, and $11M in projected POS.

Customer Partnership (Canine Carryout Brand): Led shared vision to build brand to $100M, positioning Walmart to grow significantly faster than Rem market. Results included 10 new items (5 incremental), 17K incremental PODs, optimal shelf placement gaining ~2 base feet, and $20M POS increase.

Shopper Marketing & Insights: Leveraged shopper insights, need states, and Walmart strategy in a new product launch that included shopper marketing (digital, Walmart.com, targeted print, retail connection) supported by three rotations of a pallet-ready display program. Drove a 55% lift and $6.8M POS.

Product Development & Innovation: Leveraged shopper insights and Walmart strategy to develop 24 new items (5 exclusive) from concept to shelf that drove trial, trade up, brand, and category growth with ~$71M annual POS.

PRIOR CPG SALES/BUSINESS DEVELOPMENT EXPERIENCE

Dr Pepper Snapple, National Account Manager Walmart Account Team 2007

Pepperidge Farm, National Account Sales Manager 2006-2007

Honeywell, CPG Division—Business Development Account Executive National Account Mgr 1997–2006

Nabisco, Sales Manager Account Manager Sales Representative 1983–1997

EDUCATION & CERTIFICATIONS

Master of Arts in Management (MBA equivalent) & BS ISM—Doane College, 2001

BS, Business Administration—Emporia State University, 1983

Certified Microsoft Office Specialist Excel (PowerPoint & Word); Retail Link, ProSpec, IRI & ACNielsen

Six Sigma Green Belt Certified

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