Sales Account Executive

LENTZ

www.linkedin.com/in/debra-lentz 954-***-**** ***********@*****.***

Professional Summary

Seasoned Sales & Marketing Director with years of experience in sales and operations planning and management, in a variety of industries. Extensive experience in B2B account strategy and major account management, KPI scorecard management, sales development and business reviews. Continually exceeds expectations by creating valuable partnerships and works well with people at all levels of the organization, including stakeholders, customers, vendors, and team members.

Skills

·Analytics & Executive Communications

·Driving Forecasting & Pricing

·Business Development & P&L Leadership

·Merchandising & Multi-Unit Retail Management

·Coordinating & Leveraging Data

·Building & Collaborating with Diverse Teams

·Sales & Brand Development

·Program Management & Process Improvement

·Vendor & Client Relationship Management

·Executing the Full Lifecycle Sales Process

·Identifying & Developing Enterprise Prospects

·Excellent Verbal & Written Communication

Work History

Sales & Marketing Director 2018 to 2019

Spectra Baby USA – Davie, FL

·Joined this startup manufacturer to lead the full scope of growth strategy and daily business operations, as well as created the internal department and completely rehauled the warehouse, improving processes and driving efficiencies.

·Generated $1.1MM in annual revenue by identifying incremental opportunities in sales agent agreements and enterprise contracts, leveraging findings to renegotiate terms.

·Led the development of tools for global sales forecasting, automation, and CRM systems, as well as strategically brought in an EDI Coordinator to organize, optimize, and leverage data.

·Proactively established core sales and marketing operating procedures, working across the organization to define customer service model, KPIs, and support structures.

·Successfully sold the vision for a new go-to-market strategy, realigning account model from 2-tier to direct distribution, generating millions of dollars in savings in sales to Target and Amazon, while creating a new Hospital vertical.

·Oversaw Marketing, Sales, National Accounts, Channel Distribution strategy, Customer Service, Human resources, and office and warehouse operations, and leveraged what made the business unique to position it and lead next chapter of growth.

·Improved the hiring process and supervised a matrixed workforce of 32 employees, as well as engaged the workforce, motivating individuals and teams, empowering them to take ownership and thrive in their roles.

·Led the annual revenue planning process and ensured delivery of effective tools to drive simplistic rollup and visualization of inputs/outputs, while providing consistently, timely, and accurate sales reporting across regions.

Account Executive & Operations Manager 2013 to 2018

Southern Glazer's Wine & Spirits, LLC – Miramar, FL

·Appointed to a newly created role, managing the full spectrum of demand planning and inventory management for the Florida Division, representing Diageo spirits, Moët Hennessy wine and spirits, and other brands in market.

·Directed Statewide operations for the clients, including system integration and new item compliance and registration, while working with Finance to adjust pricing to manage aged inventory.

·Liaised with executives and Sales teams to influence go-to-market strategy, optimize inventory and demand plans, improve forecast accuracy, and enhance communication.

·Drove attainment of sales, margin, and operations goals via leadership in strategic S&OP initiatives, creating a highly resilient roadmap that accelerated GTM execution for approximately 200 brands

·Liaised internally to sharpen allocation, pioneer inventory automation processes, and extract labor cost, and collaborated on JDA software deployment, piloted program for Walmart, and rollout of forecast tools and new product registry.

·Proactively analyzed current year and next year pricing strategy, reviewed promotional program and planning, as well as analyzed consumer purchase behavior and trends.

·Received recognition multiple times from executive leadership team for outstanding business performance, as well as for leveraging buying power and aggressive negotiations across regions to realize cost savings and efficiencies.

·Partnered with Marketing to build strategies to support new or existing Marketing areas to provide solutions to customers, such as sales or customer building initiatives and competitive intrusions.

Chain Account Executive & Strategic Account Leader 2006 to 2013

Southern Glazer's Wine & Spirits, LLC – Miramar, FL

·Served initially as Chain Account Executive for Costco, Fresh Market, and Whole Foods from 2006 to 2010, and then for Publix from 2010 to 2013 as Chain Account Executive and dedicated Strategic Account Leader.

·Effectively managed B2B client relationships, driving P&L growth and building mindshare for represented brands while directing in-store brand strategy, trade marketing, planning, and communications.

·Strategically coordinated sales activities, built and managed promotions, negotiated vendor funding, and led business reviews, growing Publix net portfolio sales from $36MM to $44MM (+22%), with corresponding profitability growth.

·Architected and implemented a 360º promotional strategy, strengthening all 3 distribution tiers, as well as successfully led collaboration between suppliers, SGWS, and customers on shared vision and shelf placement.

·Established and maintained cross-functional relationships with Procurement, Logistics, Marketing, Home Office, Finance, Advertising, and client's Retail Banner Merchandising teams across regions.

·Expanded the Costco account from $13.5MM to $21MM (+55%) by redesigning the operating model to strengthen rapport, identify synergies, and innovate rebate best practices, which enhanced stock productivity and sell-through.

·Improved profit margins and Publix relationship via recovery of $500K+ in promotional credits, having directed an enterprise audit of promotional spend, identifying misallocated orders and rebuilding models.

·Received multiple corporate recognitions for top-tier revenue and EBITDA performance, including Top Performer Award (5X), Sales Contents (3X), and 2 additional award nominations.

Account Manager 2003 to 2005

Acosta, Inc. – Marlborough, MA

·Effectively managed and led full-spectrum strategic sales planning and execution of the full line of foods, as the dedicated Sales Leader on the Hannaford grocery account with 189 retail locations across New England.

·Directed the matrixed Account team in cultivating and managing influencer relationships with client executives and customers, while promoting and cross-selling products and services, driving sales of $63.3MM+ per year.

·Led category management, business reviews, customer training, and store designs, enhancing the shopping experience, as well as collaborated on promotions or events, consistently exceeding corporate targets for sales and marketing objectives.

Previous Work History

Independent Business Consulting – Various Companies – 11/2019 to Present

Regional Manager, Northern New England (ME, NH & VT) Retail Channel – National Retail Solutions, Inc., Danbury, CT – 1996 to 2003 (OTC & HBC consumer products in national Chain Accounts)

Territory Manager – Revlon, New York, NY

Education

University of New Hampshire – Bachelor of Science in Business Management, Durham, NH